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. They are not born to do the job or measure their own success by the amount of money they make. In today’s world of B2B selling, a successful salesperson is a problem solver, a listener, an ambivert (neither introvert nor extrovert), they are trained to do their job and measure their own success by the amount of people who trust them.

Whether it’s a one off Sales Training Course you need or a more involved Programme, you can download the relevant brochure here:

SME Sales Champions

I am finding it difficult to get in front of decision makers...
John Kane
John Kane

John is a Business Development Manager with an industrial robotics company. His background is in robotic and industrial engineering but he has a flair…

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Breaking into new accounts is my stumbling block...
David Walsh
David Walsh

David is an Account Manager with an IT services company, they supply a wide range of products and services to the Professional Services sector. He qualified…

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We suffer revenue peaks and troughs, how can I address this...?
Helen Burke
Helen Burke

Helen owns and runs an IT Managed Services company, she has 35 employees and needs to generate €5m each year in sales across a number of revenue streams…

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Paperwork and updating CRM are killing me...
Mary Flynn
Mary Flynn

Mary is a Business Development Manager with an internet hosting and domain registration company. 50% of her time is taken up with handling small but repetitive…

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Where do I invest my sales training resources...?
Michael Lyons
Michael Lyons

Michael is a Sales Manager with an IT Managed Services Provider, he is responsible for 6 salespeople across various roles, products and services. Recent sales reports indicate a worrying…

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How do I make sales training stick...?
Niall Moran
Niall Moran

Niall is the owner of a mobile computing company, they offer a mobile solution to parcel delivery companies which includes software, hardware and support services…

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Selling is an art and a science and successful salespeople master both skill sets.

Michael Schumacher was a phenomenally gifted racing car driver, he won a record seven F1 World Championships. But what if you put Schumacher in a formula 3 car and pitched him against an average driver in a formula 1? In other words, what if you robbed him of the science, how well would he perform?

Selling is no different, especially in the world of B2B sales where buyers are very well informed and exercise a great deal of control over the buying process. Sellers need to understand buying processes and behaviours in order to position themselves favourably.

Our clients learn how to implement a selling process and how to engineer that process to suit their specific selling environment. Whether you are new to sales or a seasoned professional, we can help you raise your performance through the introduction of tried and tested sales processes and methodologies.

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