Sales & Leadership

Sales Professionals

The challenges sales professionals face:

• An inconsistent approach to identifying, qualifying and organising target audience
• Staying in conversation with target clients without being seen as pushy
• Engaging prospects as a trusted advisor rather than product salesperson
• Differentiating service offering against competition, in-house solutions and alternative providers 

I help sales professionals to:

• Create and organise target networks
• Build relationships of influence using a unique 4-step process
• Use data and market information to engage leads
• Conduct powerful sales meetings that create points of engagement
• Create value propositions tailored to individual clients

Billing Managers

The challenges Billing Managers face are:

• Transitioning from a self-centric to a team-centric mindset
• Balancing individual sales targets and team management responsibilities
• Managing expectations and establishing boundaries
• Creating new behaviours and inspiring accountability
• Designing and implementing a structured sales process for the team

I guide and teach billing managers how to:

• Transform their mindset from ‘me’ to ‘we’
• Balance the demands of billings and managing
• Motivate their team to perform in the manager’s absence
• Coach and develop team capabilities
• Run effective 1-2-1 and team meetings that lead to behavioural change

Executives and directors

Sales directors and CXOs are faced with the challenges of:

• Building a sales funnel that everyone buys into
• Driving both the quality and quantity of business development activity
• Creating a collaborative environment for team success
• Inspiring and motivating billing managers to execute a sales process and drive performance

To counteract these challenges and improve sales, I help senior leaders:

• Define their sales model to meet existing customer needs
• Adapt current sales processes to mirror the customer buying process
• Motivate and engage existing teams to change methods of working
• Implement methods of engagement across non-sales teams to achieve buy into the sales process
• Improve collaboration between marketing and sales to improve efficiencies and sales

Part-Time Business developers

Part-Time Business Developers are: 

• Unsure of how to sell without seeming ‘pushy’
• Unconfident in their own sales ability
• Lacking understanding of the process and the role they can play in the successful execution of a sale
• Holding on to negative perceptions of sales roles

To combat this, I help part-time business developers:

• Create a positive mindset towards business development
• Build networks that generate leads
• Maintain a soft sales approach with existing networks
• Create and deliver tailored value propositons
• Collaborate with sales and marketing teams
• Discover sales opportunities in client meetings without seeming ‘pushy’ or ‘salesy’

Learning and DEvelopment TEams

The current challenges HR and L&D teams are facing with sales and operations managers are:

• A reluctance to engage in strategic business conversations
• A disinterest in HR and learning initiatives
• Bringing in external organisations to deliver services the internal team could offer

In order to help HR and L&D teams realign their purpose and add value, we:

• Give new ways to assess the ‘status’ of a stakeholder to aid engagement strategies
• Teach marketing principles to engage stakeholders and build personal credentials
• Leverage team strategy to promote solutions
• Build support for new initiatives by leveraging your stakeholder network