Sales, business development and go-to-market L&D specialist

 

In today’s ‘new normal’ business context, strong commercial skills and business acumen are essential to driving growth and profit. I specialise in goal-oriented change, learning and development programmes which make a measurable difference to both individual and company performance.

Current client areas of focus include:

• Commercial business skills within cross-function management teams. Starting with the company’s core business goals I help managers understand the context within which their company is operating. Through a highly practical and pragmatic framework, supported by proven tools and models, we improve cross-function collaboration and develop wider commercial thinking which is directly applied to a real business challenge or goal. Participants leave with increased awareness, skills and a toolkit to support them in their ongoing contribution to meeting strategic objectives.

• Developing business value-led sales skills. With a particular focus on B2B and the technology sector I support sales teams to shift from transactional product-led sales to consultative business-led approaches which align business value with business goals and objectives. Within the IT sector, a product led sale quickly leads to feature and price haggling. Mutual success is based on articulating how technology will enable and speed up business strategy execution. A practical framework of tools and approaches supports Account Managers to build business-oriented relationships with their customers that deliver value to both parties over the long term.

• Embedding mentoring and coaching capabilities. Underpinning any versatile organisation is its workforce. I work with teams at all levels to develop the skills and the supporting structures or frameworks in which coaching and mentoring can flourish.

I've worked in this field since 1998, prior to which I had a successful target-beating career selling IT to large national and multi-national organisations.

I am a director at leadership, management and sales training specialists, Phoenix Training & Development (www.phoenix-training.co.uk) and Director of Training at 5i, specialists in collaboration (www.5i-training.com)

 

Or find me at my specialist practice http://www.leadingedgecoaching.co.uk/