Services

You may find that your business started to plateau once you achieved initital growth.  In my experience, internal teams are often unsure about how to take their business to the next level.  This is a challenging market.  Your objective is to drive revenue growth and realise the potential that you know is in your business.

Over the past 20 years, I have helped a broad range of businesses to navigate turbulent times.  The solution is to use a structured sales process, innovative thinking and intense focus to drive sales.

Perhaps I could assist you in one or more of these key areas: Sales Process Training, Business Mentoring and Business Development Consultancy. I understand that no two businesses are the same and I am committed to customising my services to meet the specific needs of each of my clients.

Training
I have prepared and delivered tailor-made training programmes for the Meath County Enterprise Board, the Genesis Enterprise Programme in Cork, and a number of individual client companies, including TSM Controls. Examples of the training programmes I’ve delivered include:

• Finding Opportunities in Adversity
• How to Maximise Your Sales and Marketing Efforts
• Developing a Value Proposition
• Preparing for the Sales Call and Meeting
• Effective Presentation Skills

Mentoring
I assist a wide range of clients to increase sales, grow their business, and identify opportunities for development and expansion into export markets. For example, I provide ongoing mentoring and coaching clinics to participants on the Propel Programme in Northern Ireland. I also meet with a number of individual client companies one-to-one, for example, in my capacity as an approved member of the Enterprise Ireland Mentor Programme and mentors.ie. You can read testimonials from some of these clients to see how they benefited from using my mentoring service.I offer guidance and direction to support my clients and challenge them to explore and integrate new ideas within the marketing and sales arena. Common topics I deal with include:

• Building your company profile
• Networking to leverage key external relationships and drive sales revenue
• Defining your market and the potential success of your range of products/services
• Preparing sales and marketing plans and strategies to deliver on targets
• Improving your sales force’s productivity by:
• Freeing up more of their time to focus on selling, thus speeding up the sales cycle
• Focusing attention on winning more repeat business from existing customers
• Retaining and growing your customer base
• Increasing your market share
• Improving your customer service to increase profits

Consultancy
It is not always financially viable for start-up and emerging SMEs to hire an in-house marketing or sales manager with sufficient experience and expertise to drive revenue and profits and lay the foundations needed to create an effective team. However, developing a clear strategy and putting a structured process in place from the outset is vital for the success of your business. I offer consultancy services to companies who find themselves in this situation. For example, I worked as Business Development Director with a company called Staff Balance, helping to win key contracts and raise the profile of the company, as outlined in more detail on my clients page.In terms of consulting, the key areas where I can add value to your business include:

• Business development: Generating early sales revenue and identifying key partnerships and sales channels
• Target market and customer profiling: Using the ‘Business Battlecard’ to define the ideal customer profile and customer sweet spot
• Competitor analysis: Assessing direct and indirect competition, pricing strategies, and unique selling points (USPs)
• Building the sales capability: Developing role profiles, evaluating and interviewing candidates, coaching along the sales process, cold calling, preparing for presentations, building and managing a sales opportunity pipeline, account planning, and developing sales metrics to ensure the effectiveness of sales activities
• Sales management process: Developing the optimum sales process to maximise sales efforts, creating sales management reports and dashboards, and implementing CRM systems to support the sales management process.