Over a couple of months we met regularly but the timing wasn’t right for me to discover what the secret was. Fortunately we had a large opportunity to close in Scandinavia which meant we were going to be together for 48 hours including sharing flights, meetings and staying in the same hotel – I saw this as a great opportunity to get that little bit closer and to ask the so called magical question with a magical answer. My timing was perfect – after a successful sales negotiation we decided to dine and then returned to the hotel for a few drinks prior to going to bed. In the early hours of the morning in a hotel bar at a 5 star hotel in Stockholm I had my opportunity. Amidst the smoke from his expensive cigars I cornered him as the time was right – wow I was sooooo excited. In just a few short minutes I could learn from a master, someone who outwardly had it all, had the knowledge, the information and the plan. Off I went with butterflies in my stomach and I finallyasked my question – ‘ So, what do I need to do to be as successful as you? ‘ the question had been asked and shortly I would have the revelation, the answer, soon I could accelerate into the future with new found knowledge and a blueprint for future sales success. He looked around, sucked on his cigar and the grey blue smoke from his cigar filled the area along with the smell of smoke. He looked at me and with a wry smile was thinking – I was only a few seconds away – soon I would have the knowledge to power ahead and become even more successful . His cheeks were drawing in another breath of smoke and as he exhaled he started to talk. ‘Mike I’ll tell you what you need to do in order to get ahead’ – the next sentence would change my life ‘ Mike what you need to do is ……… sell more software’ . ! I stared and inside me I was thinking – hold on I am looking for a revelation not something as simple as that. For many moments I was stunned, I felt let down – sell more software – not exactly what I had been expecting.

So what did I learn, well it was indeed good advice. There is no miracle cure, there was no miracle pill. Sales is all about hard and smart work and getting a signed contract. Doing the fundamentals, doing it better and doing it with passion. What my boss had told me so succinctly was that I had to be good at what I thought I was good at – in fact I had to be better. Better than anyone else in my company, better than anyone else in my sector of sales. This was in fact brilliant advice because it’s about getting the business closed off and in many cases getting larger ticket values (sometimes you work just as hard for a £10k opportunity as you do for a £100k or a £1million opportunity) but at least when the values are higher you have more to gain (and some would say more to lose) – the trick is having enough of the right opportunities in your pipeline.

I have recently worked with a number of people some who are tasting huge success in a global recession. One company their average order value was less than £200k and they closed a £25 million pound contract and quickly followed it with another for £10m. They had focus and yes it did take time but they new exactly what their target audience was and they worked that account in a huge way. Opportunity is everywhere but there is no substitute for focus and the end result. Giving the prospect what they want will help you sell more. If you sell more and you are on a bonus scheme or commission the rest will be history. So in summary the answer I received form my boss was 100% accurate – today this advice is as a good as it was when I heard it for the first time – now you can benefit form it too!

Management teams are sometimes too close to the action, often finding themselves hugely busy going from opportunity to opportunity without benefiting from that elusive signed contract.

Sales consulting for professional solutions

In order to break this pattern, we offer on site sales consulting to assist management and sales teams identify new strategies and to implement sales processes that deliver measurable results. With a no holds barred approach we tell you where the issues are but better still provide you with professional solutions to your challenges.

We have consulted in many sales environments to achieve fantastic results. Maybe we can do the same for you? If you are placing a new product or service into the marketplace we can help. We can recommend a ‘ go to market’ strategy. We can also help when you are not getting the results that you want. If the skills you have on board are just not enough for the current demands we can provide that backup and direction.

Many companies are very eager to sell their products and solutions however they lack a comprehensive strategy. Sadly they generally only use 10% of what they could be using to increase their market share then wonder why revenues don’t just happen!

What is the Sales and Marketing Audit?

Our Sales and Marketing audit is a heavy hitting analysis completed with senior management normally over a two day period with results and recommendations during day three. We analyse what you are doing and what you may not be doing. Once you have made sense of your marketing assets and grab those additional sales opportunities, you can look forward to sending your revenues through the roof.

What is the Sales Audit Process?

The sales and marketing audit drills down and asks some hard questions – possibly you may even squirm when you realise what you could have been doing and what some of your competition are already doing.

Through the sales audit, we analyse what you are doing and what you may not be aware that you could be doing. Your sales strategy and sales processes are investigated. Then the marketing strategy reviewed.

By combining and utilising multiple ways to market you can enjoy significantly better revenues and dramatically shorten those sales cycles and see improved closing rates.

With this sales audit, a base line is established and recommendations will be made to increase your teams effectiveness. This can be done through;

• sales training to raise salespeoples’ awareness and reinvigorate them.
• a skills audit to ensure the right staff are in the right positions. This will ensure they are pulling together to achieve your company vision and aims.
• ongoing mentoring so your staff have a ’sounding board’ to test ideas and get those sales cycles closed.

Whilst this can be a one off exercise, most companies will then retain us to ensure that they are running on all cylinders maximising all the sales effort to deliver quantifiable sales improvement.

How does that sound? To explore hidden opportunities please email your requirements to John Bond or phone now.

What is Executive coaching?

Just as a professional sports person or footballer will seek out the best trainer to coach them, so you should look for professional training and coaching in the business arena. Sport and business a similar is so many ways. They are complex, unpredictable and fast. Mental toughness and agility is required to keep ahead. You have to adapt to those many changes too and in business this is where executive coaching plays it’s part.

Working with an executive coach is an inspiring, rewarding and enjoyable experience that professional clients find stretching and stimulating. They feel safe and supported too, because what goes on between the client and the coach is entirely confidential. Clients can talk openly about what’s on their mind, share insights, come up with alternative plans or ideas and rehearse their next steps.

The executive coach’s job is to help business executives and department managers succeed. We apply our skill and expertise to their individual circumstances, work hard to understand their agenda and design our contribution accordingly. There is no fixed approach. The executive coach acts as a sounding board; challenges thinking; stimulates creativity; provides tools and techniques for dealing with situations; gives encouragement; and builds confidence.

Can Executive Coaching work for me?

Executive coaching and mentoring most certainly will work for you. The executive coach has unconditional positive regard for you — the business executive or department manager or simply someone who wants to be more professional. Your executive coach has no agenda other than yours and is always on your side. Together with good personal chemistry – which is essential – this builds a working partnership based on trust.

You will benefit from fresh thinking as well as deep experience which will positively grow your own personal development as well as your leadership development and potential.

The Executive Coaching Process:

Every executive is an individual with a unique set of characteristics and circumstances. All of the coaching programmes reflect this individuality but follow a robust process.

A call for change;

Corporate Context

• Input by nominator

Individual Context

• Challenges
• Business and personal objectives
• Career aspirations
• Experience, attitudes, skills
• Leadership/personal style
• Gap analysis
• Development goals and time schedules

Action Phase

• Growing options
• Practise, reporting back and review of learning

Evaluation

• Review with client

The result?

The executive coach helps executives and managers and other professionals overcome obstacles to success. You will;

• Achieve higher levels of personal and professional performance
• Increase assertiveness, self-confidence, creativity and productivity
• Improve communication, work relationships and effectiveness
• Clarify goals, strengths, personal/professional style
• Mediate conflicts with co-workers, supervisors and subordinates
• Manage stress, maximize time-use, find your value, fulfill your potential

Email John Bond or telephone to arrange an appointment with Gale.

We are 110% confident of our ability to deliver quality Sales Training and Sales Consulting for you, through a variety of deliverables. Our commitment therefore is to stand up and be counted so, we decided to ‘Put our money where our mouth was’. We are fans of limited financial risk and we also have an appetite to please. Our unique 110% money back guarantee will remove risk and provide you with confidence.

We also want The Sales Academy to be chosen for all the right reasons and if you are worried about whether the training will work or not then we had to provide you with the confidence and commitment like you have never seen before.

Now when you choose The Sales Academy for Sales Training or Sales Consulting as your delievry partner, you can relax knowing that all of the financial risk has been eliminated. Assign The Sales Academy  for your next Sales Training or Sales Consulting opportunity and then you immediately benefit from our unique 110% money back guarantee and no financial risk – you can contact  John Bond or telephone to get going!