Consultative Selling Improves Sales Performance

To increase sales is undoubtedly one of the top line goals of every profit making organisation so the question is, how can this be achieved?  A closer look at this objective will reveal that new business is preferable to existing business because natural attrition will erode the value of the customer base. To generate new business requires a set of processes and skills and these skills need to be honed. We help companies achieve their business growth objective by ensuring that their sales team are properly equipped to plan and execute an effective sales strategy.

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 opportunities can deliver huge benefits: A typical sales pipeline outcome results in 25% Losses and a staggering 55% Stalled (no decision). What if you could shift 5% of Losses and 5% of No Decisions to the Win column, that would result in a whopping 50% increase in closed business!

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 and education in business, marketing, technology and learning & development and the desire to lift everyone’s game which makes us attractive to our clients.

Our consultative approach to problem solving is central to our understanding of your needs. By examining your current sales performance we can determine what gaps (if any) exist and we are then in a position to make recommendations on how to address those issues.

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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