"Mark was instrumental in changing our sales teams approach to engaging enterprise level clients. He brought many years of sales leadership experience and know how, endless enthusiasm and positive attitude to help motivate our various teams.
He also provided some great coaching support for several of my direct reports as well as myself, for which I will be eternally grateful as his advice has proven to be very useful to this day."
JUSTIN FRASERHEAD OF VISA DIRECT EU SALES
"At Brammer we had recently acquired a sister business called Buck and Hickman with a sales team of over 100 people of wide and variable levels of competence.
Our vision was to introduce a new value proposition to the team and to use a training programme to embed the proposition, whilst assessing the quality of the sales people we had inherited.
Eight two day role play based training and coaching events were delivered with Mark using an Associate of his Gary Cole to add further value. Alongside this programme Mark used the Saville Wave psychometric profiling tool to create further insight into our team and to give them personal feedback and coaching.
We not only had outstanding delegate feedback, but used the assessment process to build corporate and personal training and development plans. This led on to the next stage of our strategy created with Mark, which was a robust and effective sales recruitment and assessment process, to build the ongoing talent within the business."
KEVIN LACEYMARKETING & GROWTH DIRECTOR BRAMMER
"I have worked with Mark for just under 5 years and were I to change roles again I would have no hesitation in reaching out to him to help me build a sales best practice in my new role.
In the last 3 years we have put nearly 60 front line sales staff through a training regime that is built around LIFO and the results have been outstanding; our overall sales growth has seen a staggering 1000% increase.
I firmly believe that without the LIFO profiling not only would our results have been significantly lower, average sales cycles would have been longer and our win rate would have suffered. Our latest financial year resulted in achievement of 140% of target.
The combination of LIFO profiling and a structured sales methodology has empowered my sales team and we are now actively competing in larger deals, more often and qualifying better."
JOHN FRANCEVP BANKING AND PAYMENTS FIS
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