If you always do what you have always done, you will always get what you always got - to capitalize on a market, to avoid a downtown, in today's sales world change is not a nicety its a necessity.

1. 1
SALES and
MARKETING
TRANSFORMATION
CONSULTANCY

2. 2
BACKGROUND
• Business pressures
– lower margins
– more competition
– need to increase service levels and customer
“touches”
– continual search for new routes to market
– cost of entry into markets prohibitive
– educated buyers with less buying time

3. 3
If you always do what you have
always done you will always get
what you always got!
Change, therefore, is not a nicety,
it’s a necessity!

4. 4
Transforming your business
DIRECT SALES
CHANNEL SALES
TELESALES
SELLING
HUNTING
B2B
SELLING
OUTBOUND CALLING
APPOINTMENT SETTING
CHANNEL SALES
DIRECT SALES
FACE TO FACE
CONSULTING
FARMING
B2C
CUSTOMER CARE
INBOUND CALLS
LEAD GENERATION

5. 5
Transforming your business - how we help
• Business analysis
• Business process development
• Support for recruitment
• Induction programme
• Training and development
• Coaching
• Key performance indicator development and monitoring
• Hand-over an operational sales unit

6. 6
Business benefits
• Fast start to your business transformation
– faster revenue generation
• Take advantage of our experience
– save time, avoid costly mistakes
• Control start up or change costs
– better budgeting, control your ROI
• Reduce recruitment costs
– right hire first time, long term cost savings

7. 7
Our credentials
• Oracle Corporation
– move to telesales from face to face selling
• Embarcadero Europe Ltd
– reactive in bound call centre to outbound proactive
• Sybase
– new call centre operation for hunting not farming
• Orange (France Telecom)
– new telephone account management team, new account management
process
• BEA Systems
– direct to channel sales
– lead generation to telesales

8. 8
The team
• Ian Farmer
– principal consultant, 30 years international sales, marketing
and general management experience, SME start up, BPR
and turnaround specialist
• Paul Bates
– 13 years call centre management experience, start ups and
turnarounds, up to and including sales directorship,
performance management expert, international channel
management professional
• Lesley Hammersley
– 21 years sales and customer service experience,
accomplished trainer and motivator in telebusiness arena

9. 9
Next step……..
• We deliver lower costs, greater revenues
and real competitive advantage for your
company
• If you always do what you have always
done you will always get what you always
got!
• Engage with us now!

10. 9
Next step……..
• We deliver lower costs, greater revenues
and real competitive advantage for your
company
• If you always do what you have always
done you will always get what you always
got!
• Engage with us now!