Meet the Experts: Inside B2B Sales with Terence Craig

Welcome to our Meet the Experts series where we introduce the talented individuals behind Six Degrees Executive and gain insights into their individual journeys, expert industry advice, and impact on the market.

Really, this series is to showcase the specialised skills and perspectives that our bright and knowledgeable Six Degrees family individually bring to their roles. Their journeys are all influential and unique, and shape who they are and how they work. 

In this edition, we’re thrilled to feature Terence Craig Victoria's Executive Consultant specialising in Sales and B2B, who has been with Six Degrees for over 8 years. 

Terence has a deep understanding of the B2B landscape and has proven his commitment to building lasting relationships. If you have had the pleasure to speak with him, you would know he carries each conversation with intent and genuine interest. He will also, most definitely, make you laugh with him Irish humour.    

We asked TC a bit about his career path, the trends he’s observed, and his approach to helping clients succeed in today’s market. 

What made you choose to join Six Degrees Executive, and what has kept you here for 8 years?

I chose to join Six Degrees because of the focus on specialisation within the business and the national recognition of the brand. I admired the leaders and the way they lead the business, as well as the reputation Six Degrees held from both a candidate and client experience perspective.

I’ve chosen to stay because of the quality of engagement I’ve seen from all sides - candidates, clients, the team and the broader business community. I also genuinely enjoy working with the people here and love the culture. We’re all aligned on providing the best quality outcomes for our clients, candidates, and the community, and having fun while were doing it.

What do you consider your biggest accomplishment during your time at SDE?

Thankfully there's been a few, I’ve won the ‘Luke Reilly’ National Business Development award 3 times, also receiving the top revenue earner award was incredibly fulfilling, to win these awards in such a high-performance business such as Six Degrees was without question an overall career highlight. Over the last 8 years I’ve also played my part in helping build the Industrial B2B Sales Practice here at Six Degrees, which has now become one of the business’s core service offerings.

What key trends have you observed in Sales and B2B, and how have they evolved?

Data and insights have transformed how industrial, B2B, manufacturing, and engineering sectors operate. Business has moved from relationship selling to making good quality business decisions based on insights and data.

Industries like FMCG & Saas/Technology have adapted more quickly, but Industrial B2B still has a long way to go in terms of fully embracing AI and data insights. AI, in particular, is now influencing how businesses operate, and we’re seeing a huge change in buyer behaviour. Buyers today are much more informed - they come into a sales conversation having already done a lot of research, thanks to data.

How would these changes affect your communication with clients?

Being a specialist means understanding the nuances of the industries I work in, from engineering and automation to construction materials, packaging, logistics and chemicals. Each sector has its own unique challenges, and I need to have an in-depth knowledge in all of them to help clients and candidates navigate market conditions and talent needs.

It’s also important to recognise that talent today is mobile; people move across industries, so understanding transferable skills is key. B2B can be complex, especially when buyers are more niche than, say, FMCG, where you're often dealing with the two main grocery retailers. Finding the right talent is like finding a needle in a haystack, and it requires deep market knowledge, network and understanding of how people and businesses walk, talk, think and act!

What advice would you give to clients looking to build high-performing sales teams in today’s market?

I understand it’s not always possible to forgo the technical & market knowledge but if you can, focus more on the attitude and behaviours and focus less on the technical capability. It’s important to ask, ‘Have they got the will, want and drive to succeed?’ vs ‘Do they have knowledge of this specific product’ can this knowledge be gained through education?

Someone once told me, "Attitude over aptitude." You can teach skills, but its difficult shift someone’s mindset, culture fit, or how their values align with your business are critical.

Sales leaders should have a more in-depth range of skills, they must be data driven, have a long-term strategic mindset and highly commercially astute. Having a high level of emotional intelligence is key to the success of being a great sales leader, unfortunately this is often lacking in many candidates I interview.

What do you find most rewarding about your role as an Executive Consultant in B2B?

The breadth and depth of understanding different industries. I work across many different industrial sectors and companies of all sizes, small privately owned SMEs, Private Equity and Listed organisations, I personally find it fascinating to see what they do and how they move.

Being a part of people’s career journeys is a privilege. What we do is incredibly important-helping people make one of the biggest decisions in their lives, I don’t take that lightly and feel fortunate to be apart of that.

How do you approach client relationships, and what’s your strategy for understanding their unique needs?

I've spent 18 years building relationships. Clients become friends and friends become clients. Without people we wouldn’t be doing what we do. I treat people how I want to be treated myself, with honesty and integrity. If something needs to be said, I'll say it.

I’m up front and straight forward, if a client asks whether I can do it, I will if I can, and if I can't, I will be upfront about it. I know that I have a thorough understanding of their business, I truly care and take time to get to know them on a deeper level. I'm well researched and well networked, and I really respect anyone taking the time to build a meaningful relationship with me.

If you're looking to build a stronger sales team or seeking industry insights, reach out to Terence Craig for tailored advice and support.