Closing more sales opportunities more quickly

 
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Selling is the lifeblood of any business and therefore top class selling capability is critical for all organisations.

We have been involved in the world of B2B sales for 25 years. We have witnessed many different sales training approaches, using them to train and coach thousands of salespeople and we have also been on the receiving end of the sales process ourselves on many occasions.

It is therefore a constant source of frustration that despite the many millions spent in this arena every year, the same symptoms that drive organisations to invest in sales development in the first place, often still exist once the training has taken place.

 
 

3 hours coaching a week improves sales performance by 11%

Sales Leadership Council

 

 
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We therefore conducted a review of how the business world goes about developing sales capability to understand why this has been the case and what should be done about it.

As a result, we have developed a highly practical and motivational approach that is completely customised to the unique sales context in every organisation and that builds on and complements existing sales systems and processes.

  • It addresses the psychology behind buying.

  • It tackles the challenge of embedding lasting behavioural change.

  • It enhances the credibility and reputation of salespeople, and…

  • It brings an unparalleled accuracy of tracking progress.

All of which underpins improved conversion, reduced deal cycle time and more precise forecasting and pipeline management.

Click here to very quickly assess if this approach could potentially benefit your business

 

I just wanted to thank you for the work you did with us. I can say with certainty that we now have a much stronger business development strategy in the UK and a much improved plan to execute upon. We will go into the rest of this year and next with renewed momentum, clarity of purpose and a good understanding of our priorities. Almost as important as the outcome was the process you took us through – your pragmatic approach kept the team engaged and enthused (and even entertained!), which has resulted in us already acting upon what was agreed. I wish you every success in the future.

Simon Ayres, Director Client Relationship Management EMEA, NCR