This document contains summaries of two workshops on selling skills:
1. The first workshop focuses on selling to senior executives and business leaders. It teaches methods for gaining access to executives, creating customized value presentations, and building long-term business relationships.
2. The second workshop is for those in technical or support roles who are now involved in sales. It teaches a consultative sales strategy to position oneself as a consultant rather than salesperson and gain access to decision makers. Both workshops aim to teach skills for forging high-trust relationships with clients.
www.trinityp3.com
Introducing TrinityP3
• In 2000, Darren Woolley, a scientist and advertising creative director, founded TrinityP3 in Australia. His purpose was to help people to achieve commercial purpose through creative process. People, Purpose, Process – the ‘3P’s’ of TrinityP3.
• Sixteen years on, we’ve grown significantly, in size and in scope. We are Asia Pacific’s leading strategic marketing management consultancy with an international network of industry professionals, consulting at the leading edge of decision making in the marketing and advertising industry.
• Our aim is simple. We want to improve the marketing output of every single organisation that engages us.
• Generating improvement can mean challenging the norm and changing values within a marketing team or broader organisation. We guide our clients on this journey, emerging in a better place for the marketing team and its attributable effect on the organisation.
• We have built significant proprietary IP over the last sixteen years, including sophisticated agency search functionality, detailed financial benchmarking capability, extensive contractual experience and app or web-based evaluation tools.
• Our client base includes more than 50 of the world’s top 100 advertisers. We continue to grow in experience, geographical footprint and expertise. We continue to challenge thinking – our own, and that of our clients.
• Our consultants all possess at least ten years of experience in a specialised field within marketing and procurement.
• We enjoy a high profile in the Australian market and have produced extensive industry material in the form of articles, blog posts, webinars, speaking engagements and opinion pieces. To see the extent of our work in this area, please visit http://www.trinityp3.com/blog/.
ROI Definitions
Typically, TrinityP3 adds value in a pitch process by ensuring the following:
1. That the needs of marketing and advertising are clearly articulated and fulfilled by the process.
2. That the process meets the highest standards of due diligence and corporate governance.
3. That the principles of procurement and marketing are accommodated in the process to achieve the best outcome for both the client and the suppliers.
We flex within the requirements of specific clients as much as possible, within scope; no two processes are exactly alike.
For clarity, we have split the definition of ROI into three components.
Financial ROI: Optimal Efficiency, Optimal Effectiveness.
Operational ROI: Refined Process, Refined Delivery.
Post-Project ROI: The Benefits of a Productive Agency Relationship.
To accelerate sales results, elevate level of contact to Vice President or above and elevate Value Messaging with INSIGHT, IDEAS AND IMPACT. Visionary Selling shows you how.
www.trinityp3.com
Introducing TrinityP3
• In 2000, Darren Woolley, a scientist and advertising creative director, founded TrinityP3 in Australia. His purpose was to help people to achieve commercial purpose through creative process. People, Purpose, Process – the ‘3P’s’ of TrinityP3.
• Sixteen years on, we’ve grown significantly, in size and in scope. We are Asia Pacific’s leading strategic marketing management consultancy with an international network of industry professionals, consulting at the leading edge of decision making in the marketing and advertising industry.
• Our aim is simple. We want to improve the marketing output of every single organisation that engages us.
• Generating improvement can mean challenging the norm and changing values within a marketing team or broader organisation. We guide our clients on this journey, emerging in a better place for the marketing team and its attributable effect on the organisation.
• We have built significant proprietary IP over the last sixteen years, including sophisticated agency search functionality, detailed financial benchmarking capability, extensive contractual experience and app or web-based evaluation tools.
• Our client base includes more than 50 of the world’s top 100 advertisers. We continue to grow in experience, geographical footprint and expertise. We continue to challenge thinking – our own, and that of our clients.
• Our consultants all possess at least ten years of experience in a specialised field within marketing and procurement.
• We enjoy a high profile in the Australian market and have produced extensive industry material in the form of articles, blog posts, webinars, speaking engagements and opinion pieces. To see the extent of our work in this area, please visit http://www.trinityp3.com/blog/.
ROI Definitions
Typically, TrinityP3 adds value in a pitch process by ensuring the following:
1. That the needs of marketing and advertising are clearly articulated and fulfilled by the process.
2. That the process meets the highest standards of due diligence and corporate governance.
3. That the principles of procurement and marketing are accommodated in the process to achieve the best outcome for both the client and the suppliers.
We flex within the requirements of specific clients as much as possible, within scope; no two processes are exactly alike.
For clarity, we have split the definition of ROI into three components.
Financial ROI: Optimal Efficiency, Optimal Effectiveness.
Operational ROI: Refined Process, Refined Delivery.
Post-Project ROI: The Benefits of a Productive Agency Relationship.
To accelerate sales results, elevate level of contact to Vice President or above and elevate Value Messaging with INSIGHT, IDEAS AND IMPACT. Visionary Selling shows you how.
Briefing to achieve integrated ideas & encourage maximum agency collaboration
04 November 2015, Karmarama, London, 08:30 am - 10:00 am
Concerned that your agencies aren't working in harmony? This event featured Darren Woolley, a marketing consultant with considerable expertise on how to manage relationships in a smarter way, who shared top briefing tips on encouraging integration and collaboration.
Presenter: Darren Woolley, Founder and Global CEO, TrinityP3 Marketing Management Consultants
Day 3 of ISBA/IPA Good Brief Week, hosted by Karmarama, was presented by Darren Woolley, a flamboyant Australian marketing consultant who flew in from Sydney to talk about the myth that is agency collaboration.
Read the blog of the session here: http://www.isba.org.uk/news/2015/11/05/collaboration.-cooperation.-co-ordination-briefing-to-achieve-integrated-ideas-agency-collaboration
This is an overview of a webinar sponsored by the EcSell Institute and LucidEra. It focuses on the 6 Pillars of Sales Productivity and the importance of measurement to sales success in this difficult economy.
Top 12 tips for driving consistent sales growthIBG-World
Simon has over 25 years’ proven international management, sales, business development and strategy experience with particular emphasis on new business start up, growth and acquisition
RISE is the Best-in-Class B2B Sales Transformation Program aimed at making your B2B Sales Team the key source Competitive Advantage in your business.
RISE provides a complete framework to implement lean change and achieve sales alignment and transparency across your B2B sales organization
Sales Leadership In Lean Economic Times Ernie Young
Many organizations have been in a befuddled panic in this recessed market, but the secret to business survival and growth has not changed. The stakes for ignoring it, however, are much higher now. I gave this presentation to an invited business audience at The Russ Berrie Institute for Professional Sales at William Paterson University, Wayne, NJ, 8/4/2009.
How To Create An Effective Marketing PlanMary Honan
The following slides are from the workshop, "How To Create An Effective Marketing Plan," as presented at The Enterprise Center at Salem State University.
Turnstone Sales - Driving Sales PerfomanceNick Christian
Insight into the open sales training courses that Turnstone Sales provide. Focusing on New Business Development, Effective Sales Meetings, Negotiation, Account Development and Advanced Telephone Sales.
Briefing to achieve integrated ideas & encourage maximum agency collaboration
04 November 2015, Karmarama, London, 08:30 am - 10:00 am
Concerned that your agencies aren't working in harmony? This event featured Darren Woolley, a marketing consultant with considerable expertise on how to manage relationships in a smarter way, who shared top briefing tips on encouraging integration and collaboration.
Presenter: Darren Woolley, Founder and Global CEO, TrinityP3 Marketing Management Consultants
Day 3 of ISBA/IPA Good Brief Week, hosted by Karmarama, was presented by Darren Woolley, a flamboyant Australian marketing consultant who flew in from Sydney to talk about the myth that is agency collaboration.
Read the blog of the session here: http://www.isba.org.uk/news/2015/11/05/collaboration.-cooperation.-co-ordination-briefing-to-achieve-integrated-ideas-agency-collaboration
This is an overview of a webinar sponsored by the EcSell Institute and LucidEra. It focuses on the 6 Pillars of Sales Productivity and the importance of measurement to sales success in this difficult economy.
Top 12 tips for driving consistent sales growthIBG-World
Simon has over 25 years’ proven international management, sales, business development and strategy experience with particular emphasis on new business start up, growth and acquisition
RISE is the Best-in-Class B2B Sales Transformation Program aimed at making your B2B Sales Team the key source Competitive Advantage in your business.
RISE provides a complete framework to implement lean change and achieve sales alignment and transparency across your B2B sales organization
Sales Leadership In Lean Economic Times Ernie Young
Many organizations have been in a befuddled panic in this recessed market, but the secret to business survival and growth has not changed. The stakes for ignoring it, however, are much higher now. I gave this presentation to an invited business audience at The Russ Berrie Institute for Professional Sales at William Paterson University, Wayne, NJ, 8/4/2009.
How To Create An Effective Marketing PlanMary Honan
The following slides are from the workshop, "How To Create An Effective Marketing Plan," as presented at The Enterprise Center at Salem State University.
Turnstone Sales - Driving Sales PerfomanceNick Christian
Insight into the open sales training courses that Turnstone Sales provide. Focusing on New Business Development, Effective Sales Meetings, Negotiation, Account Development and Advanced Telephone Sales.
As organizations strive to sell more solutions, their reps will increasingly face off against a variety of senior- level buying roles. To improve these interactions, sales leaders should adopt a systematic process to help reps. This brief introduces and examines the components of ONE process for selling to senior executives, and explores the options of segmenting the sales force and/or leveraging subject matter experts (SMEs) when looking to reach these buyers.
About Minds and More
Minds&More supports clients to grow their business by building capabilities in marketing, sales and transformation.
www.mindsandmore.biz
Driving World Class Sales Excellence Brochure V 6.0Nidal Bitar
www.astd.optimizaacademy.com
Increase SALES capacity and put
people and resources in the right place
doing the RIGHT things!
Achieving and sustaining profitable, predictable, persistent sales revenue growth requires more than training your sales team. It requires a balanced approach to developing capability and increasing sales capacity with real-world solution that help your team and your organization.
How to hire a perfect Chief Sales OfficerHireQuotient
1.Hiring a Chief Sales Officer (CSO) is crucial for companies aiming to lead and enhance their overall sales strategy at an executive level.
2.Clarify Your Needs and Goals
Begin by defining the specific responsibilities and strategic goals for the Chief Sales Officer within your organization.
3. Craft a Detailed Job Description
Utilize the job description template provided earlier as a starting point to create a detailed and appealing job posting.
4. Utilize Various Recruitment Channels
EasySource to help you discover candidates from your internal and external candidate pools. EasySource's Candidate Discovery Module will automate candidate
5.Screen for Key Competencies
To streamline this process, consider using EasySource's AI-powered Candidate Screening Module, which will ensure candidate profiles align with your job requirements.
6.. Engage Short-Listed Candidates
Engaging short-listed candidates effectively is critical, especially at the executive level. Personalized communication that resonates with their extensive experience and career aspirations is key to attracting their interest. EasySource’s Candidate Engagement Module can assist in crafting compelling, hyper-personalized messages quickly and efficiently.
7. Assess the Skills of the Candidate
Assessing the skills of candidates for a CSO role requires a thorough evaluation of their strategic sales leadership and management capabilities. Use HireQuotient’s EasyAssess.
8. Evaluate Leadership and Strategic Thinking
Assess the candidate's ability to lead at an executive level and their strategic approach to sales.
9.Check References
Contact previous employers to verify the candidate’s past accomplishments, leadership skills, and effectiveness in executive roles.
10. Make a Competitive Offer
Once you identify the right candidate, make a compelling offer that reflects the value they bring to your organization.
11. Ensure a Smooth Onboarding Process
Facilitate a comprehensive onboarding process that introduces the new CSO to your company’s sales processes, tools, and team members
To read the full article, visit
https://www.hirequotient.com/how-to-hire/chief-sales-officer
Marketing plays very important role in the competitive world, upgrading of knowledge and deep study plays very important role, to be successful - ARISE ROBISM
Sales performance in a changing world.. This short document will help you see why we work the way we do in sales performance and give you an quick insight into our services
Sales performance in a changing world. A presentation to give you a sense of what Saleslevers does, how we do it and the all-important "why" behind it all.
Endeavor Management announces the launch of our Sales Excellence Practice. Partner with us to develop high performance sales professionals and customer focused environments.
Sales casualty analysis: why sales numbers do not happen and what to do to ge...Browne & Mohan
Despite significant investment in resource and infrastructure, many companies suffer from long sales cycles, lack of funnel, targets missed by miles and very low closure rate. Reasons for poor sales numbers are common across industries. In this white paper, Browne & Mohan consultants detail the inhibitors of sales growth and how to address the same.
Sales Development: Necessities of Selling in the CloudIngram Micro Cloud
During this session we will set the stage for creating a sales focused culture with the introduction of Cloud Solution Selling. You will learn what top performing sales teams are doing in this new environment.
• The definition of professional selling-why you must change
• Why Do People Buy: why do you need to change your sales process
• The components of a new defined sales process: volume vs velocity
• Differentiating yourself during the sales process
• 7 Steps of Pre Call Planning
• The art of discovery and listening
• Personal salesperson marketing and networking plans for Cloud sales
http://www.ingrammicrocloud.com
1. LURING THE TIGER
DOWN THE MOUNTAIN
SELLING TO SENIOR EXECUTIVES
SELLING SKILLS FOR PEOPLE WHO
HATE TO SELL
2. Selling to Senior Executives
Luring the Tiger Down the Mountain
This workshop presents a solid methodology based on empirical research of the role senior business
leaders have in the decision making process for major purchases. It focuses on the necessary skills
for salespeople and management who are tasked with selling at the executive level and who are
Currently involved with obtaining and maintaining key/major accounts. Also, those salespeople
wanting to move up into executive sales roles, and any sales managers with responsibility for
coaching existing newly promoted or recently appointed salespeople.
This interactive program delivers the most effective methods on how to gain access to business
leaders and senior executives, organize sales research and create a customized value presentation
that focuses on the client‟s specific business drivers, initiatives and critical success factors.
The workshop explains how to articulate a value proposition in the executive‟s own language, in a
format that is compelling and concise to build long term business relationships, and leverage those
relationships to orchestrate a sales campaign that will set your offerings apart from your
competitors.
Participants will learn to:
Understand how executive relationships can be leveraged to create competitive advantage.
Employ five key strategies to gain access to and get the attention of the hard-to-reach executive.
How to reach higher in the organization without damaging existing relationships.
Speak the language of the C-Level executive to display specific industry expertise and business acumen.
Establish immediate credibility at the C – Level
Identify the key business challenges facing the executive's company as well as the business drivers and corporate
objectives that you can impact.
Position your offerings as solutions to specific business problems and articulate your unique value proposition.
Establish a joint plan for a shared definition of “success” using the client's success metrics
Earn and build high-trust executive relationships that ensure future access
Track and manage your value for long-term
3. Sales Skills for People Who Hate to Sell
There are Many Paths to the Top of the Mountain
In today's competitive business environment, many technical and support people
are being called upon to assume the additional role of developing customer
relationships and contributing to company revenue such as individuals
responsible for sales, sales support, business or account development, and sales
management activities with major, national, or global sales accounts
These professionals require a new set of skills and strategies to attract, win and
retain customers and been seen as 'consultants' to the client, rather than simply
'sales people'.
This interactive workshop will explain how to gain access to and forge long-term,
high trust relationships with the top decision makers. It provides a step-by-step
methodology on how to develop a consultative business relationship with clients.
It will help save valuable time, shorten buying cycles, generate bigger revenues
and ensure future business.
Participants will learn to:
Position yourself as a consultant vs. product vendor.
Discover how a consultative sales strategy can decrease price sensitivity and competitive threats.
Gain access to key decision makers using proven methods that are most likely to succeed.
Build confidence to call higher in the client's organization.
Conduct a consultative business meeting vs. a sales call.
Easy step-by-step approach to researching a customer's company, industry and business environment.
Develop and present a compelling value presentation.
Focus time and resources where they are most effective.
Be seen as a trusted business advisor to the client's organization.
Maintain 'loyal' customers vs. just 'satisfied' customers.
4. About Us
Brian Huntley
Senior Consultant
Brian Huntley‟s prolific and dynamic career in sales management provides a foundation that has made him a recognized expert
in advanced sales skills. Brian is a highly sought after speaker and consultant on the subject of selling to senior executives and
maximizing sales performance.
He brings over forty years of sales success to his workshops which feature practical and sustainable real-life approaches to high
level selling. Brian has an innate ability to empathize with sales people and establish immediate rapport and credibility as a
facilitator. The accolade Brian receives from most sales people is „that he has carried the bag‟, it‟s not just theoretical.
As an alumnus of the University of British Columbia in Business and Industrial Psychology, Brian began his career in retail sales
during his studies and moved progressively forward to ultimately acquiring senior management and executive positions for
Fortune 500 companies throughout North America, Australia, Asia, and the Middle East.
An adept salesman and sales manager, his career is distinguished with receiving over 20 awards for achieving sales excellence
within these leading companies. His track record is testimony to his belief that 'nothing happens until something is sold',
regardless of market conditions.
Brian specializes in the sale of solutions dealing in six and seven figure transactions and complex sales cycles to CEOs, COOs,
CFOs, CIOs and other senior executives. His expertise is built on his own experience in senior management and executive
positions in some of the world's largest companies including Ortho, Johnson & Johnson, Rhone Poulanc, Alcon Laboratories, IBM,
Wang, Tandem Computers, Siebel and as President of Oracle Indonesia.
Since founding Corporate Recharge, Brian has been in great demand for both keynote presentations and sales training
work-shops by a broad range of corporate clients including Hewlett-Packard, Optus, Agilent Technologies, The Lippo Group,
Singapore Telecom and the Australian, Malaysian and Singapore Institute of Management.