Robert Leigh is the innovative founder of DeVono, a leading firm that advises on office space in London. He’s an industry leader with deep insights into the post-pandemic evolution of work environments and office dynamics. His expertise extends to sales strategies, with a particular focus on the real estate sector.

In this episode, we’re talking all about office dynamics and sales strategy. Robert explains the challenges of the post-pandemic office landscape and the irreplaceable vibrancy of physical workspaces. Later, we hear about how strategic timing and providing value can build lasting client relationships.

Topics covered during this episode include:

  • How London’s office spaces have evolved post-pandemic to enhance collaboration and mentorship.
  • Why physical office presence boosts sales and business growth.
  • How DeVono tracks lease expiries to strategically time sales engagements with clients.
  • How understanding client decision making and timing can transform cold calls into opportunities.
  • Why offering value on every call builds trust and reduces salesperson anxiety.
  • How maintaining a database helps to customize interactions to client needs.
  • Why hiring for passion, resilience, and active listening is crucial for sales success.
  • How structured onboarding and group hires can increase sales team motivation and drive.
  • Why long-term relationships and networks from sales interactions are vital for business growth.
  • How DeVono navigates changes in office use and real estate strategies.
  • Why commercial mindset development benefits from in-person interactions with leaders.
  • How various outreach methods, beyond cold calling, enhance client engagement.
  • What to look for when hiring for a sales position.
  • Why not every interaction leads to an immediate sale, and why that’s okay.
  • Why building a business development function requires a mix of sales and marketing strategies.

Robert Leigh on LinkedIn: