Macildowie Connect presents: Whatever happened to old school selling?

Join Macildowie and Thorpes Joinery for our final Macildowie Connect of 2025 – our Christmas networking event that always draws together some of the East Midlands’ best-known businesses.

This year, we’re asking the big question: “Whatever happened to old-fashioned selling?”

In a landscape dominated by automation, hybrid working and data-driven decisions, we’ll explore how traditional relationship-led selling can (and should) work hand-in-hand with modern commercial thinking.

Designed for Sales Directors, Finance Directors, and Finance Managers, this event will shine a light on what “great” looks like in 2026 – from the art of winning and retaining customers to the financial rigour that ensures sustainable growth.

Expect thought-provoking discussions, cross-functional insights, festive networking, and, of course, prosecco and mince pies as we celebrate another successful year of Macildowie Connect.

Key Discussion Themes

1. Sales and Finance: The Ultimate Collaboration. How can Finance and Sales teams better align on targets, incentives and forecasting to drive margin-led growth?

2. Margin vs. Mark-Up Thinking: Why the highest-performing commercial teams focus on value and profitability, not just volume.

3. Building Confidence for 2026 What are leaders seeing across their markets – and what strategies will help them hit ambitious 2026 targets? And, more importantly, how?

4. Old School Selling in a New World Do traditional techniques still have a place in an age of AI, hybrid working and virtual meetings? What makes a top performer today?

5. What place does AI have in the sales cycle?

Roundtable Discussion Topic Ideas

1. Sales and Finance: The Ultimate Partnership

• What does “good” collaboration look like between Sales and Finance in 2025?

• How can Finance empower Sales teams to make smarter commercial decisions — not just control spend?

• Should Sales leaders be more financially literate, and Finance leaders more commercially curious?

2. Margin vs. Mark-Up: What Really Drives Growth?

• Are we still too focused on turnover instead of profit?

• How can Finance reframe success metrics to align with commercial goals?

• Do Sales teams understand margin as well as they understand volume targets?

Whatever Happened to Old-Fashioned Selling?

• Are personal relationships still the differentiator — or have we become too digital and transactional?

• What old-school sales values (e.g. persistence, storytelling, trust) still hold power today?

• How do hybrid and remote working models impact relationship building?

4. The Modern Salesperson: What Does ‘Great’ Look Like in 2026?

• What are the top 3 traits of today’s high performers?

• Is it charisma, consultative skill, or commercial acumen that matters most?

• How do we attract and retain sales talent with the right balance of personality and precision?

5. Forecasting Confidence: How Ready Are We for 2026?

• Are current pipelines and budgets realistic, or overly optimistic?

• What external factors are shaping confidence — economy, AI, buying behaviours?

• How can Finance provide clearer visibility to help Sales plan with confidence?

6. The Hybrid Challenge

Has hybrid working improved or diluted sales culture and collaboration?

• Are virtual client relationships as valuable as in-person ones?

• How are Finance teams adapting controls and visibility to support remote selling?

7. Storytelling That Sells

• How can stories influence buying decisions?

• Do numbers persuade, or do emotions convert?

• What role should storytelling play in financial presentations and board discussions?

8. Balancing People, Process, and Profit

• How do leaders ensure commercial discipline without dampening creativity?

• Where do Sales and Finance priorities clash — and how can culture bridge that gap?

• What does “commercial excellence” truly look like across both departments?

9. Lessons from 2025: What Would You Do Differently?

• What did your team nail this year — and what missed the mark?

• Biggest lessons around pricing, forecasting, or customer retention?

• What will you take forward into 2026 strategy planning?

Location:
Thorpes Joinery, Airfield Business Park, Harrison Rd, Market Harborough LE16 7UL

Admission: Free – places are limited.

👉 Secure your place today and join us for an evening of valuable conversation, connection, and celebration.