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Working here in the UK with Global organisation, with a focus on developing and engaging higher within accounts, how to engage with more senior contacts.
Great discussions, best practice sharing and ideas with an engaging European wide audience, looking forward to the follow-up coaching to measure and understand impact.
DG Top sales stat:
84% of C-Level executives and 75% of B2B buyers use social media to make purchasing decisions. (Social Buying Meets Social Selling)
Working with one of the largest global IT organisations, running a workshop in Germany, workshop focused on Key selling skills, if these are executed correctly, they help sales professionals progress opportunities in a more “relaxed” and structured manner.
Interactive and fun group that engaged very well and shared some great experiences.
DG’s Top Sales Stat:
“92% of sales pros give up after the 4th call, but 80% of prospects say no four times before they say yes. (MarketingDonut)”
When do you give up?
Working with Global IT organisation, and this workshop ran here in the UK, focus on territory management for channel.
Great interactive and fun group, looking forward to the follow-on coaching and understanding what has been applied and impact. As they say watch this space!
DG’s Top sales stat:
High-performing companies are 2x as likely to provide their sales teams with ongoing training. (Highspot)
Working in Brussels, Beligum, with a Global IT services and solutions provider. Working with a mixture of sales professionals, pre-sales and channel account managers.
Focus is on how to sell and position what are great solutions, but in a manner that works for customers and end users. Very interactive and must say focal group.
DG’s Top sales stat:
What do buyers want from sales professionals? 69% say, “Listen to my needs.” (Hubspot)
Working with Global distributor here in the UK, covering a number of topics such as qualifying and questioning, priority and time management and value proposition.
Excellent interactive group that, are keen to learn, apply and get involved. Also good to see management involvement to help with the application and reinforcement of the training.
DG’s Top sales stat:
“42% of sales professionals say prospecting is the hardest part of their job. The rest say it’s closing (36%) or qualifying (22%) (Hubspot)”
Working in Helsinki, Finland, with a Global IT services and solutions provider. Working with a mixture of sales professionals, pre-sales and channel account managers. Focus is on how to sell and position what are great solutions, but in a manner that works for customers and end users.
Helsinki is a great place and would recommend a visit to experience all that it has to offer.
Engaged with Progressive and leading Financial organisation, working on developing a structured approach to developing and coaching the team members to achieve their high-performance potential.
The approach has been built on understanding and producing a benchmark that allows individuals to compare themselves against, which then highlights areas for coaching and development in an inclusive and collaborative manner.
There is always a realisation that our view of ourselves, hence and strengths and weaknesses, is not always the in line with want others see and experience. One of the reasons that a neuroscience-based approach, such as Prism is so impactful and enlightening.
Feedback such as very enlightening, very accurate, so true, taken aback, so helpful give an understanding of impact.
I have also provided details of special report by Harvard business review on this exciting topic.
Working with global agriculture organisation and running Strategic and key account planning down in South Africa. Wonderful location that certainly helped with engagement and allowing for maximum learnings and impact.
Great interaction and engagement from all team members and to quote one of the delegates:
“I would like to say thank you for all your efforts with the training it was very interesting and insightful. I honestly feel it was an enriching experience and I will definitely put what I learnt into practice.”
Working with Leading global distributor and another new sales Academy intake. Always love the excitement, enthusiasm, and in trepidation of new sales professionals embarking on a sales career.
Can you remember how you felt when first starting out in sales?
Working with Global organisation and sales leadership team here in the UK. Number of key subjects to be covered and key one to start with… Managing and communicating change.
If there is one thing, that is constant in our environment today and that is change, but also the speed of change creates an extra challenge. So, a great opportunity to spend time with the sales leadership team going through tools, techniques and approaches that help equip us to manage and communicate change to our sales professionals.
Great interactive session with some great experiences and ideas shared and to quote Charles Darwin:
It is not the strongest of the species that survives, nor the most intelligent that survives. It is the one that is most adaptable to change.
Executive sales Coaching.
Love working in the city of London, as some iconic and wonderful buildings, history and get vibe.
Working with financial organisation and providing coaching to senior executives, it seems there is no substitute for having an unbiased and having no emotional baggage input to help provide support, clarity, supporting tools and acting as a sounding board.
Going to be interest to measure and understand the impact and benefits over the coming months.
Working with Global organisation and my first time working in Canada, Montreal, and with experienced tenured channel sales professionals.
What a great, interactive, open minded group of professionals that allowed for good debate and discussion on techniques and different approaches.
Some great recommendations left on my LinkedIn page to gauge feedback.
Looking forward to return visit to check on application, as stated
Knowledge is good, but action is better.
Working with global software company and providing the feedback of the benchmarking exercise, here we mapped what the ideal requirements are in 5 key areas, this provides an aiming point to achieve performance excellence.
Reaction from the sales professionals has been very positive and a number of insights and clear coaching areas have been identified.
Reaction from managers has been excellent and this has provided evidenced based areas for coaching and development at both individual and team level.
Looking forward to reinforcing the coaching and monitoring the impact.
Working with global distributor and great opportunity to catch up and help with sales academy intake that I was fortunate to work with a few months back.
Great to get operational impact as to the effectiveness, topics and practical tips given over during the training. As it allows for refinement for the next cohorts.
Always great to see the progress and those that have embraced the training and been brave enough to apply it. Looking forward to the next cohort.
Working with Global software company based in a very iconic building that graces the London skyline, some amazing views afford from the building.
Working with Sales professionals to further develop their high-performance potential with tailored coaching and development analysis.
Starting this development and coaching with a benchmarking process that provides a supporting and structured approach, Prism is a great tool that aids is this process.
Working with Global software company based in a very iconic building that graces the London skyline, some amazing views afford from the building.
Working with Sales professionals to further develop their high-performance potential with tailored coaching and development analysis.
Starting this development and coaching with a benchmarking process that provides a supporting and structured approach.
Working with Global distributor and the sales professionals on a number of key subjects, objection handling, questioning techniques and negotiation strategies.
Great interactive sessions that always lead to great sharing of ideas and experiences, looking forward to follow-up on application and impact.
With Global IT organisation working with Sales leaders and focusing on developing, improving and providing “real life” input. It seems no matter what level of experience and expertise you can learn or fine tune your coaching approach.
Remember as a sales leader you have 3 key roles
Being the sales Manager.
Being the sales Leader.
Being the Coach.
How much time are you spending in each of these areas?
Working with international IT and services organisation and given that buyers can be 56% through the buying process before effectively engaging with partners, the ability to negotiated more effectively is even more paramount.
Working with a great set of professionals that realise to become a great negotiator requires a process, practice and confidence.
Great to see and be involved in helping the professionals with all 3 aspects.
Love sales
Working with a number of organisations, sales professionals with a focus on selling to the different behavioural styles that are all within the DMU (Decision making unit). This follows the old adage “People buy from people….. they like and can communicate with”.
The approach is based on a neuroscience-based specifically designed to identify the behavioural preferences that directly relate to relationships.
The impact has been better alignment of selling styles, increased relationships and more business closed, one sales professional leveraged the behavioural style with the key decision maker to close an opportunity of £3million.
The softer skills are required evermore in a more challenging and complex environment! what impact could this have to your business / sales opportunities?