Grow Sales Organically - Skillfully

  • Understand what skills need to be prioritised to address specific challenges
  • Assess individual capability quickly & simply
  • Coach to fill the individual gaps
  • Continuous Improvement plans for skills support

“James is an exceptional sales person. He understands. His insights and expertise as we embarked on our strategic transformation programme were highly influential in ensuring that we ended up with a great outcome. James is delightful to work with and I cannot recommend him highly enough”

Simon Lanham – Director & Customer

Selling - The act of helping & guiding people to buy

Many believe it’s all about brilliant ‘pitches’, flashy PowerPoint shows, ‘added value collateral’ prompted by technology.  Clients & Prospects really don’t care!

Of course we all want to win more business to achieve growth and exceeding quotas, but too often it converts into even more effort into Marketing content (aka Sales content) and the Sales Cycle

The Sales Process (Cycle) is NOT the first most important thing for selling

You’re not to blame.  It’s the way things have been going for years….constantly driven by CRMs and the urge to science and tech the hell out of selling.

The Buying Cycle (not the Process btw) is Paramount

Stating the obvious…It’s buyers who buy, not sellers so helping and guiding them to make a ‘safe’ decision from people in a Company they can Trust is selling in today’s markets.

The Buying Cycle - After Huthwaite

“I’ve been in Sales for over 10 years. I joined James’ team in a fast paced sales role that called for highly accelerated sales growth. From the beginning James showed leadership & direction with which he built a close knit, high performance team.

As importantly for me, his years of sales and leadership experience gave me the opportunity to develop my selling skills very rapidly. His guidance was always relevant, succinct and, most importantly, it worked…In both group workshops and 121 settings, James’ approach always made sense because it wasn’t drawn out or laborious (as typical ‘sales training’ can be).

The skills & mindset I learnt therefore stuck with me – I still use them – and a few years on, we’ve stayed in contact, I continue to refine my skills and have an open door to discuss ideas with him.”

Neil Curry – Account Director, WebExpenses

Selling is...all about Building Trust

It’s NOT all about being impressive, ‘beating the competition’.

Seriously – Prospects and Clients don’t care about those things!

A ‘Yeehaa!’ style may be good for Internal positioning, but it’s counter-productive when dealing with Clients who are looking for:

  1. Understanding – individually and as a Group.  Aspirations, Situation, Problems, Risks, Implications and Needs…the Options they might have too.
  2. Understanding demonstrated through a collaborative approach to solution creation
  3. Security that you’ve done it before so that they can feel safe
  4. All underpinned by an appreciation and respect – help & guidance where needed – the buying cycle they are going through and the people they talk to as they arrive at their ‘decision’ individually and as a group

“I have worked with or for James for 8 years in total at MDIS (NorthgateHR) and Sage UK.  He has been pivotal in helping me secure more business through his implementation of sales best practices and making me stand out from the competition.

Even after 30 years of selling he has most certainly taught me lots in terms of additional collaborative sales techniques and has been an inspirational, much admired mentor.”

Wendy Knowles – Sales Manager

Understanding is all about Questioning, taking great notes & Summarising brilliantly