Improve Sales Success by Understanding Buyer Behaviour

Contrary to popular belief, successful salespeople are not self serving extroverts who like the sound of their own voice, born to do the job and measure their own success by the amount of money they make. In today’s world of B2B selling, a successful salesperson is defined as a problem solver, a listener, an ambivert (neither introvert or extrovert), they are trained to do their job and measure their own success by the amount of people who put their faith in them.

Improving Sales Performance can help you with some of the most common sales related issues:

  • Not Winning Winnable Deals
  • Wasting Time on Unwinnable Deals
  • Discounting Heavily to Win Business
  • Elongated Sales Cycles (no decision)
  • Identifying and Gaining Access to Decision Makers

Our Approach

Small shifts in attitude and approach to your opportunities can deliver huge benefits: A typical sales pipeline outcome results in 20% Won, 25% Lost and a staggering 55% Stalled Decisions. What if you could shift 5% of Losses and 5% of Stalled Decisions to the Won column, that would result in a whopping 50% increase in your win rate!

We draw our experiences from many years of sales activity within different industries, organisational types and sales roles. It is the combination of experience in sales, broad exposure to education (business, marketing, technology and learning & development) and the desire to lift everyone’s game which makes us attractive to our clients.

We have examined the sales activities of the typical technology related Irish SME and identifies the following sales disciplines: Lead Generation, Business Development, Solution Selling, Key Account Management and Sales Management and we are working to produce training workshops to help improve the knowledge and skills required to be successful in these roles. In addition, apart from core selling skills, our Sales Skills Assessments highlight additional areas of competence such as Time Management, Self Motivation, Problem Solving etc. which we cover under the course title Sales Productivity.

The solutions to your problems may take many different forms:

Sales Training

When it comes to B2B sales, prospects are most concerned about wanting their problems solved and their business objectives realised. Why then do so many salespeople sell on product and price? It might simply be that they are not trained take a consultative approach to selling which would make a measurable difference.

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Support Services

Ideally sales training should be part of an overall learning and development programme allowing individuals and the company itself to constantly improve their performance over time. To help with encouraging this approach, we offer supporting services including pre-training assessments and post-training individual mentoring.

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Testimonials

Digi-Net Business Solutions – Sales Training

Brendan delivered a very intense and well thought out programme over two days, and it was highly engaging with everyone participating fully.  The content was fresh and enlightening, challenging the sales staff to dig a little deeper and to go the extra mile.  When analysing how we conducted our business, we realised some strengths that were not being capitalised on to date and are now very much a part of our sales process.

Overall, it was a very successful exercise and we intend to re-engage Brendan on a regular basis in order to keep the momentum going.  Personally, I would have no hesitation whatsoever in recommending Brendan as a highly professional sales strategist and trainer.

Gareth Caulfield, Managing Director, Digi-Net Business Solutions

2016-07-12T10:03:46+00:00

Gareth Caulfield, Managing Director, Digi-Net Business Solutions

Brendan delivered a very intense and well thought out programme over two days, and it was highly engaging with everyone participating fully.  The content was fresh and enlightening, challenging the sales staff to dig a little deeper and to go the extra mile.  When analysing how we conducted our business, we realised some strengths that were not being capitalised on to date and are now very much a part of our sales process. Overall, it was a very successful exercise and we intend to re-engage Brendan on a regular basis in order to keep the momentum going.  Personally, I would have no hesitation whatsoever in recommending Brendan as a highly professional sales strategist and trainer.

Snap Ireland – Sales Strategy

From the initial discovery session Brendan’s experience as a facilitator and senior manager became apparent. His pragmatic nature and objective point of view helped greatly in devising a new sales strategy. With a practical approach to problem solving Brendan has the knowledge and skill set to successfully execute a range of tailored solutions that Proactive Pipeline can deliver.

Within months my business has seen a 10% increase in sales revenue. The business has a clear line of sight in targeting key clients, using the correct approach with articulated messaging, all based on a formula that has eliminated time wasting. This really is working smarter, not harder. I highly recommend Brendan for his skill set, knowledge, and professionalism.

Eoin Daly, General Manager, Snap (Naas Road & Blanchardstown)

2015-08-26T15:00:55+00:00

Eoin Daly, General Manager, Snap (Naas Road & Blanchardstown)

From the initial discovery session Brendan’s experience as a facilitator and senior manager became apparent. His pragmatic nature and objective point of view helped greatly in devising a new sales strategy. With a practical approach to problem solving Brendan has the knowledge and skill set to successfully execute a range of tailored solutions that Proactive Pipeline can deliver. Within months my business has seen a 10% increase in sales revenue. The business has a clear line of sight in targeting key clients, using the correct approach with articulated messaging, all based on a formula that has eliminated time wasting. This really is working smarter, not harder. I highly recommend Brendan for his skill set, knowledge, and professionalism.

Ingenuity – Sales Processes

Brendan is always our first port of call to help our B2B clients gain traction in business development. Brendan’s understanding of the sales process and his ability to map it to any B2B sales scenario is very powerful. He has helped our clients close more business in less time and to increase the value of each sale. I have absolutely no hesitation in recommending Brendan specially for companies who deal in complex or technical sales - he is a pleasure to work with.

Ruaidhri Prendergast, Director, Ingenuity

2015-10-29T12:01:09+00:00

Ruaidhri Prendergast, Director, Ingenuity

Brendan is always our first port of call to help our B2B clients gain traction in business development. Brendan’s understanding of the sales process and his ability to map it to any B2B sales scenario is very powerful. He has helped our clients close more business in less time and to increase the value of each sale. I have absolutely no hesitation in recommending Brendan specially for companies who deal in complex or technical sales - he is a pleasure to work with.

MinuteBuyer – Sales Strategy

Brendan’s mentoring and self improvement approach has been instrumental in the improved effectiveness of our sales efforts which has helped us to increase our sales across each of our verticals.  Brendan has a strong commercial and technical background in the ICT sector in both channel and direct selling.  His approach works, try it!

Paul Hogan, Director, MinuteBuyer

2015-10-12T09:55:55+00:00

Paul Hogan, Director, MinuteBuyer

Brendan’s mentoring and self improvement approach has been instrumental in the improved effectiveness of our sales efforts which has helped us to increase our sales across each of our verticals.  Brendan has a strong commercial and technical background in the ICT sector in both channel and direct selling.  His approach works, try it!

Connor-Winfield – Sales Processes

Our overall objective was to assist our sales force in achieving their goal of increasing sales by 20% in 2016 from 2015 levels. Optimistic you might say, however Brendan helped to review our existing sales process and identified areas for improvement and focus.  We are pleased to report that 6 months in we are very close to achieving our goal.

Heather Halton, Sales & Customer Account Manager, Europe, Connor-Winfield Ltd.

2016-07-12T12:05:12+00:00

Heather Halton, Sales & Customer Account Manager, Europe, Connor-Winfield Ltd.

Our overall objective was to assist our sales force in achieving their goal of increasing sales by 20% in 2016 from 2015 levels. Optimistic you might say, however Brendan helped to review our existing sales process and identified areas for improvement and focus.  We are pleased to report that 6 months in we are very close to achieving our goal.

Our Clients

Our Clients

Our Partners

Our Partners