Lead Consultants & Partners

Clare O’Shea

Clare is an experienced and strong consultant with a focus on helping organisations to improve the success of their long term client relationships.

Clare was instrumental in the design of the first ever Qualifications in Sales back in 1998 with the first Institute of Professional Sales and continues that interest with the Post Graduate Diploma in Sales from the CIM.

Clare specialises in helping sales people to be more consultative and consultants to be more commercial, by developing the right mindset, process, tools and skills.

Key Skills

Strategic Sales Planning
Consultative Selling
Key Account Management
Targetting & Planning Sales
The Customer Buying Process
Value Propositions

Experience & Track Record

Clare has more then 25 year in sales, consultancy and training.
Clare has a background in account management and client relationships in the IT industry, having been a graduate trainee and account manager for both ICL and Fujitsu Services, as well as setting up her own consumables business.
Clare was Head of the Sales Professional Community at Fujitsu Services, responsible for the HR Development Strategy for all sales roles from pre-sales through Account Managers to Client Directors.
Clients include IT, Electronics and Technology companies, Investment Banks, Accountants, Pharmceuticals, and privately owned companies.

Sample Projects & Recommendations

Lead for 4 month Solution Sales Academy at helping salespeople to transform from selling lower value, transactional business to more complex IT Solutions. The CEO stated that “This is the most successful training I have seen”
Designed tailored, best practice and practical Key Account Plans, supported with training to embed new process and improve Client Management skills, at Affiniti, Alcatel-Lucent, Logicalis UK.
CIM Course Director for the CIM Certificate, Advanced Certificate and Programme Director for the Post Graduate Level 7 Diploma in Strategic Sales Practice.
Lead design & deliverer for ISMM endorsed 6 month programme: Selling to Enterprises as part of Vodafone’s Way of Selling for all account managers over a 2 year period.

Tim Royds

Tim is a highly experienced consultant with B2B sales teams, with extensive global experience, having facilitated events in 30 countries and 5 different continents.

Tim achieved distinction in the first UK MA in Sales on organisational best practices in Key Account Management.

Tim is a Fellow of the ISMM, Member of CIM, is an active member of the Sales Performance Association – having been Chair & Committee member & has judged the National Sales Awards every year from 1996 until they finished in 2013, and today judges the “Best Sales Programme” of the TJ Training Awards.

Key Skills

Sales Leadership
Field based Sales Management
Adapting to personality styles
Negotiation Skills
Consultative Selling
Key Account Management
Sales Process

Experience & Track Record

Tim has a background in both Sales & Sales & Management in the Pharmaceutical industry & the Asset Finance Sector with a particular focus on Field Based Coaching
Tim contributes articles regularly to a number of sales magazines & journals, & has provided ‘expert comment’ on the issue of ‘sales techniques’ for “Which”, the magazine of the UK Consumer’s Association.
Tim is Author of “Sales Management: What it’s really all about” – the first of the 9 book series focused on the subject of ‘Sales Management’.
Clients include those from the following sectors: IT, Telecoms, Medical consumables, Clinical research, Electronics & technology, Corporate Asset Finance & Business Consultancy services

Sample Projects & Recommendations

Lead on a New Business Team achieving an extra £100m business in just one 12-month period following their attendance of a bespoke ‘Advanced Conquest Skills” event.
Dramatic turnaround of Sales Team’s performance as a consequence of Sales Management’s implementation of Action Plan (focused on ‘Engagement & Motivation’) developed at workshop on ‘Sales Management Skills’.
CIM Course Director for the CIM Certificate, Advanced Certificate and Diploma in Professional Sales & the CIM Design Lead on Global Sales Academy for Smiths Industries – delivered in EMEA, USA, Asia Pacific.
Development, implementation, & coaching follow-up of bespoke Global programme focused on Advanced Sales & Negotiation skills (including use of Professional Actors & video-recorded role-plays).

Paul Archer

Paul is a specialist in selling & helps clients to improve their sales & improve their sales management, sales leadership and coaching.
Paul has a background in Financial Services and is a qualified financial adviser.

Paul designs & delivers tailored Digital Assets including video based training over the internet accompanied with Skype, Google Hangouts & live YouTube broadcasting/Periscope.

Paul has written over 100 articles, White papers and blogs and many books on sales and coaching.

Paul is a Master Practitioner in NLP, a member of the Professional Speaking Association & a committee member of the Sales Performance Association & and an SDI Licensed Practitioner.

Key Skills

Sales Coaching
Sales Process
Persuasion & influencing
Adviser Trust Building
Consultative Selling
Presentation & Negotiation Skills
Telesales

Experience & Track Record

Paul has 33 years business experience in Sales roles & Sales Management positions in the insurance & financial services sector.
Paul is a prolific writer & blogger – maintaining three blogs, one vlog & a YouTube Channel containing over 400 video clips of himself, with paularcher.com attracting thousands of hits from all over the world.
He has published four books; his new book “Everyday Selling” was published in August 2015.
Paul has worked with a variety of companies & has operated in the UK, Europe, Middle East, India & the Far East sharing best practice from the UK. Sectors experienced in the last 20 years – financial services, transport, insurance, electronics, IT & food sectors.

Sample Projects & Recommendations

Worked with Gold Partners at Microsoft to refine their sales skills. Microsoft was the client.
Delivered sales training & sales management training to the sales team at Scottish Provident & Nationwide Building Society
Helped the management team at Merseyrail transform their style from command & control to facilitative & coaching style
Currently helping a niche travel insurance sales force to increase their sales by up-skilling both the Sales Management team & the salespeople.
CIPS (Chartered Institute of Purchasing & Supply) advised corporate B2B Sales Team how to re-engineer their sales process, determine skills of consultants & coach their sales people.

Mike Wilkinson

Mike’s passion & major area of activity is Value & Value Based Selling. The focus is on helping clients defend & grow their margins & their profitability by helping them reach a deeper understanding of the value of the solutions they deliver to their customers – &, through that understanding, enable them to differentiate, price & communicate their offer more effectively.

Mike works with organisations of all sizes helping them to maximise the effectiveness of their sales efforts, both in terms of sales process & skills.

Mike is a Fellow of the Institute of Sales & Marketing Management, a member of the Professional Speakers Association & the Global Speakers Federation & regularly speaks at conferences around the world.

Key Skills

Value selling & Value pricing
Consultative/Solution Based Sales
Managing Major Sales
Negotiation Skills
Business Presentation Skills
Sales Management
Effective Communication Skills

Experience & Track Record

Mike has a background in Sales, Sales Management & training, Mike has over 25 years of experience delivering training & consultancy projects, predominantly in the B2B environment.
Mike is the co-author of The Challenge of Value (Abramis 2011) & Value Based Pricing (McGraw Hill 2012), & has written many articles on Managing Major Sales & Value.
Mike was the 2013 winner of the Training Journal sales programme of the year award.
He has worked extensively across a wide range of business sectors & has delivered workshops & conference presentations all over the world. Clients include Alstom, Veolia, Houghton International, Siemens, Schneider & Akzo Nobel.

Sample Projects & Recommendations

Development & delivery of Value/Consultative Sales workshop for global lubricants company – described by the CEO as “The best consultative sales program I have ever seen”. Delivered significant improvements in margin, CRM usage & Net Promoter Score.
Developed bids & proposals methodology with major international professional firm leading to significant improvement in bid quality & value & number of bid wins.
Worked with one of the world’s leading power generation companies to develop & train a value based pricing & sales approach to their sales teams across the globe, resulting in significant margin improvements on key contracts. “A great workshop which really provided the teams with the tools to communicate our value more effectively” Jack Matton, Director of Sales Training & Business Development, Alstom Power.

Rick Adams

Rick is a trainer, coach, consultant and author, who has delivered his services to many thousands of delegates in over 30 countries and across all continents.

Rick’s passion is business transformation through a focus on identifying and attaining business outcomes at both the pre-sales and post-sales sides of the customer lifecycle, and his mission is to help technology companies to deliver measurable value to their customers.

On the pre-sales side, Rick helps salespeople, account managers, solution architects and product specialists understand how to engage with customers on a consultative basis to identify and solve customers’ business challenges.

On the post-sales side, Rick focuses on the role of the customer success manager in helping customers to adopt and realize measurable value from the solutions they purchase.

Key Skills

Strategic decision making
Working with ‘C’ level stakeholders
Identifying and validating business outcome requirements
Solution adoption and value realization
Consultative questioning
Measuring and proving business and financial value
Creative problem solving

Experience & Track Record

Rick started his career in the early ‘90s as a systems engineer, specializing in Microsoft networks. Whilst he enjoyed working with cutting edge technology, he soon found that his true passion lay in understanding, working with and helping people.
He became IT Director for a startup software company in 2001 and stayed with them through to after their successful flotation on the UK stock exchange, after which he formed his own software-as-a-service company in 2006, which he eventually sold in 2012 to focus on coaching, training and consulting, primarily with Cisco and its partners.
Rick’s current business is called PracticalCSM.com and his Practical CSM Academy launches in 2019 and will provide training, certification and continuing professional development for customer success management professionals of all levels.
Rick’s book Practical Customer Success Management was published in 2019 and it has met with much acclaim within the customer success industry.

Sample Projects & Recommendations

Developed Cisco’s Certified Customer Success Management Specialist certification training content and delivered it to multiple hundreds of CS professionals worldwide
Developed the Practical CSM Framework – an industry framework for customer success professionals
Developed the Certified CSM Professional industry certification for customer success professionals
Developed Cisco’s Innovation Project Management online self-study training course
Delivered the global rollout of Cisco’s Business Architecture certification training, including both Business Architect Specialist and Business Architect Practitioner levels

Fred Copestake

Fred is an experienced consultant specialising in the field of sales, leadership and performance.

Fred is regularly involved in training, Conference/keynote speaking, Coaching, Webinars & E-learning on an international basis.

At all times Fred seeks to be practical and concentrates on the outcomes that will deliver the commercial results required.

Fred graduated with an honours degree in Commerce & Spanish. He has extensive international experience having worked in over 20 countries, speaks fluent Spanish, conversational French & is an NLP Practitioner.

Key Skills

Value selling & Value pricing
Consultative/Solution Based Sales
Managing Major Sales
Negotiation Skills
Business Presentation Skills
Sales Management
Effective Communication Skills

Experience & Track Record

Fred has a background in Marketing & Business Development, Fred then moved into consultancy & training for Structured Training, one the UK’s leading provider of sales, management, leadership & coaching solutions. He designed & delivered training courses, as well undertaking strategic consulting work with sister company SalesPathways.
He became an independent consultant in 2004 & was responsible for the planning & implementing of the ‘Coronacademy’ until 2010.Working with Grupo Modelo (the Mexican brewer of Corona Extra) he oversaw training & other development initiatives for their EMEA distributors.
Clients Fred has worked with include Aga, Air Partner, Avios, Barclays, BT Rolatruc (Toyota), Cisco, Experian, GDF Suez, Greene King, HSBC, Murphys (Heineken), Novartis, Moy Park, Peugeot/Citroen, Siemens, Virgin Atlantic Airways & Volvo.

Sample Projects & Recommendations

‘CDSA’ – Cisco Distributor Sales Academy – programmes run in USA & Middle East for IT resellers sales & management
Greene King – Development of competence framework & associated training for ‘On Trade’ Sales Development Managers
Avios – Implementation of full programme involving group modules & individual coaching to equip Relationship Managers dealing with rewards initiatives.
HSBC – Development & delivery of ‘Creating Exceptional Customer Experience’ material for MENA area retail, corporate banks & call centres.
Moy Park – Sales & sales management programme to support commercial development of European team (based France, Holland & Spain)