Sales Fundamentals for Engineers

The initial program lasts between nine and twelve months, depending on how long it takes to develop and deliver the workshop. Your team’s availability can impact on how long this part of the process takes.

Some businesses like to extend the coaching phase of the programme for twelve months, because they value the accountability and the sounding board that gives.

It’s all about doing the work you really want to do and being able to afford to say no to work you don’t like.

Do any of these challenges sound familiar?

• Relying too heavily on one key client.

• Frantically doing all the work that comes in the door.

• Accepting unprofitable work that you don’t enjoy.

• Your team struggling to articulate what you do.

• Having difficulty finding great talent for your team.

If these are pain points for you, sales coaching can help.

Sales coaching is more than simply a bunch of sales techniques. We improve your entire sales process from marketing to customer service so you’ve a sustainable pipeline of work full of clients you really want to work with. Attracting the right work helps you attract the right people, top talent excited to work on great projects.

A few businesses choose to do the first three steps of the programme and forgo the sales coaching. This gives your team a solid foundation in sales and equips you with a sales strategy and action plan.

But most businesses choose coaching to ensure their new insights from the workshop are implemented. The workshop’s a valuable tool. But it’s the action that happens afterwards that makes the difference.

People often need support to change. Coaching provides accountability. I’m there to be a wise friend who’ll walk beside your team as they learn new skills, to boost their energy, answer their questions, and make sure they don’t revert to old habits.

This coaching will help you make your marketing more compelling, by identifying the sort of client you really want to work with and creating messaging that talks directly to them about their challenges and goals.

Marketing attracts. Sales converts. Your sales team supports your marketing engine, by explaining to potential clients how you can solve their problems.

Absolutely. Your clients are resource poor and under time pressure too. So, when you make their lives easier and help them deliver their projects on time and on budget, you become more than a consultant. You become part of their team.

This coaching helps you build stronger relationships with your clients. I coach your team that it’s all about having a problem solving, partnership mindset. This helps your team identify opportunities for work early and grows repeat business.

The workshop is customised to your needs, to make sure I address your pain points and tackle your business growth goals.

The workshop is a fun interactive experience. It’s not a talk fest where I bore on with a thousand slides. Your team will be working together in breakout groups doing hands on exercises that will improve your business results.

Here are examples of some exercises we may do:

• Identifying the problems you solve for your customers.

• Investigating the impact you have on your customers’ businesses.

• Discussing what your best customers are like, and how you can find more of them.

• Looking at how you can build better relationships with key customers.

• Talking about ways to educate your customers about what you offer.

• Role playing telling customers what you do.

• Exploring ways to integrate sales into your team’s daily routine.

I create a safe environment, where your team can ask questions and enjoy playing with new ideas. By the end of the workshop your team will know the principles of effective sales and marketing and be equipped with quick wins they can take away and implement to start growing your business straight away.

Yes. I offer one-on-one coaching for sales reps and sales managers.

I can also serve as a sounding board and mentor for your sales manager, you, or your senior leaders. Email me for more information.