“A scientific approach to B2B sales”
It’s said that selling is an art and a science, the science in question of course are the social sciences, in particular, psychology, sociology and economics. Although social sciences are not exact sciences, they do allow for measurement in the form of surveys, research, assessments, comparisons etc.
In order to make improvements, in our case improving sales productivity, it is important to understand what’s causing poor performance in the first place. We achieve this through the use of Sales Skills Assessments and then plan our training and coaching initiatives around the outcomes.
Similarly, when helping our clients with personal communications, we conduct DISC based personality assessments to help them firstly understand their own personality, then to understand the personality of others and finally how to adjust their personality style to best engage with the people they communicate with.
When it comes to sales training, we base our content on published research from major universities and private sector organisations. The power of knowledge is key when improving sales productivity, good sales skills based on outdated knowledge will render the efforts of a salesperson mediocre at best.
Accelerated Learning is a scientifically proven approach to training. Through this method we create highly effective sales training workshops to help salespeople improve their performance relative to:
Extensive B2B Sales Experience
The third component in the mix is our extensive B2B sales experience in selling technological solutions in SME and corporate environments. Course instructors reflect on these experiences to translate theory into practice and to align our content with participant’s industry specific challenges.
Brendan Dunne has over 30 years experience selling technological solutions across a range of disciplines and industries. During this time he held various positions including Country Manager and Director of Sales with industry leading global entities.
In later years he has turned his attention to the Learning and Development industry. He received his Learning and Development Practice Diploma from UCC and is a member of the Irish Institute of Training and Development.