Sales Performance

Adding value in B2B sales is both more important, and more challenging than ever before. With informed buyers wanting a truly personalised experience, and operating in a more complex purchasing process, it’s on sales teams to lift their game. It is critically important to be able to show fresh and relevant thinking, cut through the noise, and demonstrate true value.

Through sales training with hundreds of organisations and thousands of individuals all over the world, I know what moves the needle, and what it takes to achieve participant buy-in.

I help people

Gain Clarity

on their respective sweet spots – where their effort is most likely to generate return

Build Capability

to get in front of the right people, and have
value-adding conversations

Create high-performing
sales team cultures

grounded in customer centricity, healthy competition, useful processes, and effective management

Leadership Uplift Approach

Training: Sales Labs

Experiential training – virtual, onsite or offsite. Focused on skills and knowledge
Based on existing suite of programs, or can be fully customised
Sales team, or group at a certain level in the organisation (i.e. directors in a professional services firm)
Training: Sales Team Programs

Multi-session program based on proven approach
Emphasis on skill build, which takes deliberate practice and targeted feedback
Often a combination of face-to-face and virtual
Can include manager coaching and additional support
Consulting: culture change. Framework & playbook build

Various sales consulting services as required, to ensure sales uplift
E.g custom design of sales conversation frameworks (the X way of selling), sales playbooks, target market analysis, customer interviews
Personal sales coaching

Sales Performance Topics

My core sales content

Topics:
Identifying client / customer sweet spots
Access strategies – getting in front of the right people
Opening conversations with credibility and warmth
Client discovery – techniques for uncovering valuable information
Articulating your value proposition with impact
Topics:
Building an empowered and high performing sales team
Sales coaching & performance conversations
Implementing quality standards
Leading change and achieving buy-in to processes
Influencing internal stakeholders
Topics:
Selling for people who don’t like the idea of selling
Consultative selling – a focus on solving problems, not pushing services
Unlocking opportunities in existing accounts
Selling in a tight work market
Maintaining relationships once engagements are over
Demonstrating credibility without talking too much