Sales academy cohort with Global distributor

New sales academy cohort with Global distributor. Always enjoy helping new sales professionals embarking on the sales career path.

Great group that managed the new skills, pressure and real plays in a practical and interactive way.

Looking forward to the follow up sessions to see and measure impact. Clearly current new challenges will test their resilience and creative thinking.

DG’s top sales stat:

90% of top-performing sales professionals use social media in their sales strategy. (State of Sales)

Great time to focus on using and engaging with Social media.

Solution Workshops in Dubai

Here in Dubai for the week working with Global IT organisations and working with Resellers that work in the Middle East region.

Focus is on solution selling and great to be here again, warm sunshine is always welcome and enjoyable.

Looking forward to follow-up sessions to see and understand impact of the workshops.

DG’s Top sales stat:

More than 70% of sales pros use social selling tools like Facebook, Twitter, and LinkedIn. (State of Sales, LinkedIn)

Solution Selling in Bratislava

Working with Global IT organisation making a concentrated effort to move to a solutions selling based approach. Great to see an organisation backing up the strategy with the right level of investment and support for the sales professionals.

As part of that investment working with the sales professionals in Bratislava on a solutions selling approach, the feedback coaching sessions have already shown the benefits and impact that can be achieved with the right support and focus. 

DG’s top sales stat:

84% of buyers start their buying process from a referral. (Harvard Business Review)

Consultative in Tallinn, Estonia

Been remiss at posting, been in the fortunate position of my clients keeping me busy. 

Working with a Global IT organisation supporting the sales professionals through the transformational change of being more consultative in approach.

So had a great time in Tallinn, Estonia, a place that is well worth a visit as the old town is wonderful.

Sales professional over the 2-day workshop were very involved and clearly understand the need for a more consultative approach to their customers. 

DG’s top sales stat:

Stay vigilant. 83% of prospects who request info don’t buy for 3–12 months. (MarketingDonut)

Solution Selling Internationally

Working with Global IT organisation and the pilot programme for Solution selling, customers buying patterns and expectations have been increasing and the need for sales professionals to meet these needs has become ever more important.

So great to launch a programme that both meets and exceeds expectations, looking forward to monitoring the impact and gain operational feedback as this programme is rolled out internationally.

DG top sales stat:

“The average B2B buyer who relies on social media to make buying decisions is senior, has a big budget, makes frequent purchases, and has more power to make buying decisions. “(Social Buying Meets Social Selling)

UK Channel Relationships

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)

Selling skills in Germany

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?

UK Territory Management

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)

Brussels

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)

Global Distributor

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)”

Helsinki

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.

Neuroscience based benchmarking and coaching

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.

Strategic Account planning in South Africa

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.”

Sales Academy update.

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?

Managing and communicating change.

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.

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.

Challenging existing approaches and thinking in Canada.

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.

Coaching to achieve performance excellence

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.

Sales Academy update.

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.

Benchmarking to Develop high performance potential.

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.