LES BAILEY
Leader of The Sales Coach Network
Les has mastered most sales, business development and sales leadership roles over a successful sales career that spans more than 35 years.
He is a practitioner who teaches and coaches from experience, not a textbook. His focus is the ‘how’ of sales: how to find new clients, how to develop solutions and make good decisions, and how to differentiate your company when your competitors all look and sound the same.
A respected expert in consultative selling and an authority on high value, complex sales, Les is sought by some of the largest and most successful sales organisations in the world to help inspire their people, grow talent and drive better results.
LES BAILEY
Leader of The Sales Coach Network
Les has mastered most sales, business development and sales leadership roles over a successful sales career that spans more than 35 years.
He is a practitioner who teaches and coaches from experience, not a textbook. His focus is the ‘how’ of sales: how to find new clients, how to develop solutions and make good decisions, and how to differentiate your company when your competitors all look and sound the same.
A respected expert in consultative selling and an authority on high value, complex sales, Les is sought by some of the largest and most successful sales organisations in the world to help inspire their people, grow talent and drive better results.
Measurable Results
Within 100 Days
The challenges of selling in a complex B2B landscape are well documented.
They include: accessing and managing the differing requirements of multiple stakeholders (on both sides), engaging a more educated and informed buyer and maintaining momentum and a focus on mutual value throughout an often-protracted buying process.
Even in ‘good times’, sellers have their work cut out.
THE NEW NORMAL
New Environment,
Similar Challenges
The post pandemic normal of virtual and hybrid working has added a further level of complexity to how sales are made, as has the deteriorating economic and business environment. If you are a sales leader, how do you support and equip your teams to establish trust, meaningfully differentiate and enable value-creating conversations with clients?
How do you help them with:
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Gaining access to the right people
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Engaging and building trust with stakeholders
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Identifying client value
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Keeping momentum on opportunities
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Differentiating your organisation from competitors
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Enabling client decisions
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Realising client value
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Negotiating profitable win-win agreements
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Growing and sustaining accounts
We recognise that success in complex B2B sales comes down to a series of interactions and conversations which, when orchestrated well, enable the free flow of information between both parties, creating mutual value and driving revenue growth.
If you need help with any of these challenges, take a look at how we can help and let's have a conversation.
WHY US
Services Summary
In-Person Or
Remote Training
We offer a range of delivery options, including traditional classroom-based training, live online sessions and self-directed learning 24/7 supported by Artificial Intelligence applications. In today’s business environment, with the benefits of communications technology, we can effectively deliver training and coaching remotely with face-to-face, real-time interactions.
Coaching & Mentoring
You can leverage a broad range of coaching and mentoring resources to support leaders and individual contributors. We offer 1:1 and group sessions to reinforce skills, methodology frameworks and tools, and advance your most important pipeline opportunities. We’ll also confidently add value to initiatives such as market entry strategies, prospecting campaigns and key account growth.
Advisory
Services
We offer advisory services focused on all elements of business development and sales effectiveness. Our approach is systems-agnostic and focuses on enhancing sales enablement. In addition to value-based consultative selling, we can advise on technology, recruitment, onboarding, sales management effectiveness and change management.
WHY US
What To Expect
Diagnose
And Design
You’re here for one of two reasons: you have some critical sales challenges to overcome; or you’re doing OK but want to raise your game significantly to accelerate growth and outperform your competitors.
You will benefit from leveraging a proven diagnostic approach to assess the potential for measurable improvement over time. We’ll discuss the specific outcomes you are looking to achieve, the behaviour changes and skills required, options to consider, and the ROI you can expect.
We’ll then design a tailored programme of teaching, practice and coaching that will start to deliver material, measurable results in under 100 days.
Success is measurable.
Flexible
Solutions
There are some common themes in our programme, including but not limited to:
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Effective Prospecting Or Lead Generation
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Zero Cold Calling
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How To Conduct Great Diagnostic Conversations
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Rigorous Qualification Techniques And Tools
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Effective Stakeholder Management
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Developing Competitive Win Plans And Strategies
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Proactively Handling Objections
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Confidently Talking About Money
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How To Create Presentations And Proposals That Win
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Conducting Win/Win Negotiations
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Capturing New Accounts
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Penetrating Key Accounts
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Increasing Transaction Values
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Improving Win Rates
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Increasing Sales Pipeline Value And Velocity
Execution
Focus
Coaching or training alone are rarely cost effective and have limited business impact. A winning sales culture requires leaders and teams to be aligned and focused on sales execution.
Developing a winning sales culture means developing great leaders and effective individuals in combination. It requires alignment behind common goals, with a common language, practical tools and measurable improvements in skills, capability and confidence.
The correct training teaches people how to perform more effectively, however there is a gulf between knowing and doing. Once the team knows what to do, the challenge is getting them to do what they know.
You’ll benefit from a coaching approach that enables behavioural change and improved performance, consistently and deliberately.