Managing for Sales Performance

Very useful course. Good insight into sales management. A lot of food for thought.

John Woodward - NCE Europe

Managing for Sales Performance

The course covered all the areas we requested and injected a lot of new thoughts into the way we manage and sell.

Jim Raven - NCE Europe

Selling Consulting Services

It was a really useful reality check given that after years you end up with a stack of things learnt but no longer put into practice.

A good investment of time on my birthday!!

Deborah Wylie - Robertson Cooper

Selling Consulting Services

Excellent one day course. A lot of very useful information, some of it previously known but a lot that I've never touched on before. Good mix of high level and medium level detail.

Heather Peters - Robertson Cooper

Selling Consulting Services

Even if I'd left after the first half hour, then the course would have given me my money's worth.

Excellent course, it has given me so many ideas to try and has given me insight into the sales proposal I am currently working on.

Gary Ford - Futuri

Sell more Callers

Thank you for an excellent course!

The course material was very interesting and the opportunity to interact gave me the opportunity to express my views and questions in confidence.

I will be able to use the information in a practical sense which is what I came to achieve.

Genene Van Rensburg  - Allchem

Sell more Callers

The course was run with a high degree of professionalism and enough humour to ensure everyone felt at ease with the programme leader.

The course was very informative and brought to my attention the skills which I need to work on and also skills which I naturally use.

This is definitely a course I would recommend to others

Rebecca McSporran - Allchem

Sales Master Class

One of the most useful and constructive 3 days in my life, the time has flown by and I feel I have greatly benefited.

Thank you

Joe Chambers - Qivan systems

Sales Master Class

Good mix of content, well structured and well paced.

Stuart Drakard - Toyota

Sales Master Class

The three days were long and it was hard work at times, however very rewarding with the right balance of interactive input. Good group size with quality training.

Stuart Barber - Toyota

Sales Master Class

I found the course to be very informative and will help with developing my sales career.

Ronnie Romano - Fabricom

Enterprise Selling

Thoroughly enjoyed the course. I look forward to the increased success as a result of implementing the learning.

Graham Smith - Elyzium

Persuasive Interpersonal Communication

Another excellent course. A thoroughly enjoyable day!

Neil Clark - T2

Selling Consulting Services

Excellent notes. Good interaction. I felt involved throughout.

Chris Scanlon

Public Sector Sales

An extremely enlightening learning experience. Really useful and clarified may things.

Tony Bellis - 3M

Sell by Telephone

Helped to clarify the process. I will be able to implement the 'fob off' turnaround better. This was an area of weakness that I didn't realise I had!!

Neil Maidman - T2

Selling Consulting Services

Highlighted areas I need to develop from a skills perspective and also provided a good degree of reassurance that I have been doing 80% of things right despite 'flying by the seat of my pants!'

I hope the remaining 20% will be the deciding factor in my sucess!

Andrej Vaughan - Eutilia

Public Sector Sales

Got a huge amount out of this course which is practical and will be applied

Debasish Sen - MIR Global

Selling Consulting Services

Good overall experience. Helped me to identify past mistakes and to set myself objectives going forward.

Tom Humphrey

Managing for Sales Performance

A good full 2 days. Good mix of practical and academic elements.

Gavin Sadler - Savantor

Managing for Sales Performance

Well structured course. Good size. Cemented my existing experience.

Mike Pringle - Martek Marine

Public Sector Sales

Have gained a very good insight into understanding how the public sector is structured and the decision making process. Gained useful reference material and learnt how to increase chances of bid success.

Tanya Passi - NTL

Forecast Less - Sell More

A good eye opener into the realities of the sales process and size of pipeline needed to succeed.  Should be mandatory for all trainees.

Ray Hill - Fordway

Sales Master Class

This course has not only taught me new skills in listening, objection handling, closing and negotiation but also corrected me and strengthened me in some sales techniques already used. For example, questioning, planning for meetings and recognising early those key target accounts.

Alistair Jeffcoat - Craftec

Enterprise Selling

 An excellent mix of practical exercises and theory. Good examples for clarity, good pace and very good use of interpolation from the tutor.

Hazel Perella - Elyzium

Forecast Less - Sell More

Very informative. Opened my eyes to a lot more then I already knew. Productive.

Parminder Toor - Fordway

Sell by Telephone

I thought the course was very good in terms of understanding how to make a telephone sales call. Having no experience prior to my existing job, I felt that I came away from the course well briefed.

Duncan Jones

Selling Consulting Services

Good refresher on some key elements for me. Biggest added value was the internal debate and actions it generated plus building the need to address key corporate elements.

Gavin Sadler - Savantor

Selling Consulting Services

Good clear session. Interactive and involved all of the team. Clive has a very good style of coaching.

Doug Touson

Forecast Less - Sell More

Well presented sales process framework which should ensure, if properly applied, that a salesperson's ability to develop and close more business is increased.

Marc Meyer-Hubner - Fordway

Sales Master Class

I really enjoyed the course and felt that I took away a great deal that is going to help in the future. All I need to do now is to start to change the way I work!

I would recommend the course to anyone who wishes to move forward within business to business sales, as I believe its broad base will allow many items to be effective for a wide range of needs and experiences.

Tim Roe - E-RM

Speaking on your Feet

I have found the course invaluable. Even if you do not have a position in which you make presentations, the course will give you valuable material and confidence to progress your career.

Jonathan Kearns

Speaking on your Feet

Constructive, structured and very entertaining. Extremely worthwhile experience. I learnt a lot.

Stuart Clark

Selling to Resellers

I found this course interesting and useful and found Clive to be very helpful. He explained things very well and clearly. Very enjoyable.

Rachel Hamlett

Selling to Resellers

Some really good exercises that can be used in my environment. Have a much greater understanding of certain issues now.

Chris Wallace

Selling to Resellers

The course identified a number of key issues that we and our resellers face jointly. more importantly, it gave us a number of ideas and tools by which we both can grow our business opportunities.

Michael Smyth

Speaking on your Feet

Greatly increased my confidence in my ability to speak in public.

Ruth Joiner

Speaking on your Feet

A very useful and thought provoking course which instilled more confidence in all the participants. Very good.

Stuart Harrington

Selling by Telephone

Just thought I'd drop you a line to say thanks for the last few days training. I found it really helpful and am spending some time this afternoon preparing some strategies to help with the cold-calling. Thought you'd like to know that, though it wasn't specifically a cold call, more a warm one, I turned around an 'I'm too busy' rejection and secured an appointment this morning! Who says training never works?!

  Stacy Woodman - Akibia

Sales Master Class

Certainly made me think about how we currently carry out the sales role and where we should be heading.

Tony Worsfold

Sales Master Class

Thank you for an excellent programme. I am positive that the additional skills I have acquired will contribute greatly to all future sales success.

Peter McManus - Newmarket Int.

Sales Master Class

Very enjoyable and motivating course. I thoroughly enjoyed David's style of teaching. It provoked useful class discussions. I look forward to putting the things learnt into practice.

Joanna Watts

Selling through Resellers

Very interesting and informative, particularly the focus on what's important, the importance of asking questions and understanding THEIR goals and objectives.

Wendy Hicking - I2

Selling through Resellers

A very useful course that will change my approach to my everyday tasks. Thanks again for a very enjoyable few days.

Richard Wylie

Selling Through Resellers

A very good package of tools enabling me to be more efficient and hopefully more successful in developing and managing my region. 

Per Bergbom - Hand Held Products

Selling Through Resellers

I learned far more than I first anticipated and have managed to practice the methods with the QQA with positive results.

Andrew Donn - Hand Held Products

Selling Through Resellers

I found the workshops very good as they were very much related to our job and very practical. The course also gave us a lot of ideas on how to create our job as internal account managers.

Thijs Van der Hoist - Hand Held Products

Selling Through Resellers

Excellent course. Made me think about things so differently in many areas. A lot of common sense mixed with lateral thoughts and questions. Great experience.

Hannah Reece - Hand Held Products

Selling by Telephone

The course was conducted at a good pace with a good mix of theory and practical exercises. I am sure it will be of value to us when I return to my job

Eve Banner

Selling by Telephone

David made the course enjoyable and easy to understand, which made it easy to learn and take on board new ways of selling over the phone.

Richard Wakefield

Selling by Telephone

Interesting subject matter which was well presented by an excellent programme leader with great knowledge and enthusiasm

Gareth Davies

Speaking On Your Feet

Fantastic course which everyone should do. I know I benefited from it.

Mark Benson

Managing for Sales Performance

Great experience. Certainly felt that I got what I wanted.

Martin West - Elyzium

Managing for Sales Performance

This course gave me a better understanding on how to manage and motivate a sales team and to accurately qualify pipeline and forecast.

Dave Sirett - Elyzium

Managing for Sales Performance

I have been on courses and read books which are either formalised common sense or confirm what I already know. On this course I learned some genuinely new and useful skills which I believe will help me be more successful.

Wayne Collins - Cimage

Managing for Sales Performance

As a newly promoted sales manager I found this course very useful particularly the topics that covered personnel development, on-going reviews with sales people, and how to help them plan and forecast accurately. It was also extremely useful to exchange experiences and ideas with fellow sales managers from other companies.

Mike Rae - Avanquest Communicate

Sales Master Class

Excellent course! I was expecting a lot less than I gained from this course. Excellent refresher and some good new techniques to try out.

Jonathan Dunne

Mastering Negotiation

Well structured and enjoyable course. Pace was just right. The role play exercise written for us was very realistic and helped to flush out the big issues. Course tutor was excellent.

Peter Clark  - Q-Park

Speaking on your Feet

Really enjoyed it! Felt much more relaxed at the end of the day and completely different towards presenting after the course.

Sarah Odlin - Esteem

Selling through Resellers

Excellent course, very valuable information - just looking forward to reaping the rewards when I put everything I have learned into practice!

Kelly Sachse

Sales Master Class

Brilliant course and delivery. The tools and ideas allow for good structure, planning and measurement of achievements.

John Alexander

Speaking on your Feet

Just wanted you to know I really enjoyed and learnt so much from the presentation course last Wednesday and Thursday. Already using the ideas for a presentation next year. Thank you
 

Amish Patel

Mastering Negotiation

I  found the 2 day negotiation course extremely useful. The presentation, course content, information pack and role-play sessions were all excellent. It was fascinating to clearly see all the ploys and tactics and of course the need for accurate planning.

I have since used my new found skills to great effect having just successfully completed 2 major contractual sales to the joint value of more than £0.5 million GBP.

I would recommend the course to anyone who has to deal with purchasing professionals in any type of market.

Many thanks again,
Mark Richards

Selling Through Resellers

Comprehensive slice, covering key elements of cold calling. I will implement a better script and look more closely and feature/benefit set of our product.

Phil Croxford - US Robotics

Sales Master Class

Excellent course run by a very knowledgeable tutor. Twenty years in sales and I still came away from the course with more sales tools for my kit bag.

Ian Lawrence

Selling Consulting and Services

Just wanted to say thank you again, the coarse was extremely helpful and will definitely come back in the future.

Best Regards,

Sam Husbands

Selling Through Resellers

Thank you for this. I actually have your course on my desk right now and I am using the QQA and the Development Plan in my preparation for my disti meetings in Athens and Larnaca next week.

Regards from Moscow

Christiane Guyssens

Public Sector Sales

Experience is something you don't have until just after you needed it. This course and the experience of Andy Haigh helped gain the experience in advance.

Phil Sorrell

Sales Master Class

Overall, a well organised, insightful and extremely productive course. Relevant course material full of rules that can be taken straight into practice. All handled expertly by a fantastic tutor.

Paul Burton

Selling By Telephone

I wanted to drop you a line to say thank you for the course “Selling by Telephone” the other week.  I still have a way to go before I feel totally at ease with telesales, but I’m getting there.  I have been working out my ratio’s and seeing the improvement since I first started.  I’m starting to feel a lot more confident on the phone, I don’t always wait until the office is noisy or people have left, although sometimes I still do, but I feel like I’ve turned a corner and learnt so much.

Thanks again
Annie Hawkins - E-RM

Sales Master Class

Well presented course with plenty of information. Excellent all round.

Ayan Mitra

Public Sector Sales

A brilliant course. Onwards and upwards! I look forward to putting it into practice.

Brendan Mead

Speaking on your Feet 

Great course. Way beyond my expectations! looking forward to my next presentation.

Will Jones

Selling by Telephone

I learnt how to deal with situations that I would normally have given up on!

Amy Gilsenan

Managing for Sales Performance

Excellent course. It helped me understand all the aspects of Sales Management, some of which I knew I needed to improve but didn't know how.

Probal Sil - Elyzium

Selling by Telephone

I'm taking away some very valuable points, that will improve my performance.

John Wellstead

Managing for Sales Performance

Helped me clarify how I can make a difference.

Mark Peocock - Cardiac Services

Public Sector Sales

I know giving five out of five is a cop out but I really thought this was an excellent course.

Gary Murphy

Customer Care

Very Interesting course. It helps to understand how to put things learnt into practice.

Natalie Hardy - Inter-tel

Public Sector Sales

Very much enjoyed this course, very refreshing and I will put my new found skills into practice.

Susan Cooper

Sales Master Class

Good to be taught by a trainer with extensive high level sales experience. Thanks

Stephen Hards

Public Sector Sales

Excellent for understanding the official tender process

John Garbett

Speaking on your Feet

A highly enjoyable, well structured and informative course.

Colin Radburn

Public Sector Sales

An excellent and very informative course which I am sure will increase my success in the Public Sector and tendering processes.

Adrian Edwards



Enterprise Selling

Fast paced and relevant. Challenging for all levels of attendee experience. Good time keeping. Maintained interest and control throughout. One of the better ones

James Hodges

Speaking on your Feet

An extremely well presented course that is certain to help me improve my presentation skills for me in the future.

Alison Thorpe

Public Sector Sales

Deeply pragmatic, very realistic. I wish I had attended this course 18 months ago!

Chris George



Enjoyed the course and benefited from the time to reflect on issues and ideas that one might not normally do during everyday business activities.

N. Roddick



Excellent course. It gives me the absolute confidence that if I practice and apply what I have learnt, I could be into some very big business.

Alka Shah



A very good course, allows you to really think about what you are saying, achieving and your objectives completed successfully. I would recommend this course to new and experienced sales people.

Paul Craig



Very clear, well prepared training. Techniques will be used extensively everyday.

Paul Garrad



I found the course to be beneficial for new ideas and skills and also to refresh old skills.

Simon Sypula



Very good course. Learnt a lot and looking forward to putting it into practice.

Julie Denny



Just a quick note to say thank you again.

I had an in-depth conversation with an existing customer a little earlier.  Nothing major, just a ‘business in general’ kind of chat.  I enjoyed recognising things during the conversation that I wouldn’t have consciously been aware of before the Sales Sense course. I felt like a businesswoman and not like a saleswoman. You can imagine how good I felt.  AND…the conversation ended in 4 immediate purchase orders totalling 90K !

Dawn Powell

I found the course very informative and helpful and will hopefully be able to approach prospective customers in a more confident manner and therefore try and speak to the decision maker to make an appointment rather than just trying to obtain their names and send them marketing literature. Clive gave some very useful tips on how to get around the excuses people use to try and get you off the phone without using the aggressive sales pitch.

Samantha Bowley

It was good to have feedback from other people on the course and sharing of different sales approaches which work for others.  I was surprised at how smoothly the teleconference format ran and that the participants actually did interact.  Things I will initiate include planning the call (having two approaches depending on who I will speak to) and being more persistent.

Sasha Jenson

The course was interesting and although much of the material was not new to me, it was presented very well and you always get something from a course even if it is only a reminder of what you should be doing and have probably forgotten. It would be a very good starter for new sales staff in my opinion.

Neil Chapman

I just wanted to send a quick email to thank you for last week's course. I found it really helpful. I've not had chance to put it all into action as yet, as I was in Paris for most of last week, and have been on holiday this week, but will keep you posted on my progress.

Helen Tubb

I'm sure the skills that I learned on the Speaking on your feet training course last week will come in very useful in my career and I am very much looking forward to my next opportunity to use them.

By the end of the course I was much more confident about standing up in front of an audience and this was my main issue with presenting once again thanks.

Mark Foster

Just a note to say thank you for a very concise and constructive course. It made a lot of sense.

I never got the chance to ask you to elaborate more about the statement on the last slide ' Nothing impresses like persistence ...Interesting!

Roger Fletcher

Just a short line to thank you.

The course was excellent and I have already put some of what I learnt from you into action. The content, I felt, was totally appropriate to my working life and I am sure it will lead to higher and better quality sales in the future.

Andrew Colwell

It was not what I was expecting and that is good because the course opened my eyes up to things I had not thought of before. In my opinion it’s high level sales and it’s excellent.

Steven Pipikiakis

The course covered far more than I expected it to which is excellent. My only observation is that at times we could have stayed with a topic a bit longer but this would have added another day!

Neil Skinner

This course met and exceeded my needs and expectations. I feel I have learnt a new skill set and cannot wait to put it into practice.

Richard Leonard

Thoroughly enjoyed the three days. Gained a great deal of new ideas and realise now that sales can be extremely challenging, but also extremely rewarding and satisfying. The course went beyond what I had hoped to get from it – thank you.

Michael Bouter

Inspirational! I did not know how much I didn’t know. You have a winning formula.

Shaun Baily

A lot of information to take in, but maybe that’s inevitable with this type of course. The pace was good and the instructor sympathetic to the needs of the people in the group. The instructors style was very engaging.

Victoria Whelan - Esteem

A brilliant course. I must confess that I did doubt that these three days would be the best use of my time, but I was proved wrong. Very useful for novice and experienced sales people alike.

Mike Smee

I thoroughly enjoyed this course. It was insightful and challenging and I look forward to putting the learning into practice on my accounts.

Robyn Davies

Relevant examples used throughout – didn’t feel you got something wrong – even if you did. Could learn from mistakes made. Team exercises very useful – shared knowledge plus different view points v. important.

Abi Newell - Wheel

Extremely valuable information that we should be implementing daily on our accounts so it becomes second nature. This course has given me practical skills to expand from my accounts.

Debs Heaphy - Wheel

This course offers an invaluable opportunity to stand back and look at all the factors involved in account development and pitching. It is also effective in highlighting areas of knowledge that you lack that can make you more successful.

Fiona McCann

Have been on other sales courses that have been largely a monologue. Have much benefited this time from the interactive style of the trainer. Look forward to putting key actions in place within the footwear and leather team. Many thanks.

Colin Wade

Refreshed a lot of old knowledge but added some gems in terms of new thinking not experienced on any other courses.

Deborah Keay - Wheel

This was a thoroughly enjoyable and useful programme. I will use what I have learnt today in future presentations and public speaking situations. Lots of practise, demonstrations and drawing on personal experience made it memorable and fun.

Clare Cole

It took the fear out of public speaking! It was a very fun day of learning and made me realise that presenting is a structured and rehearsed process.

Christine Davis

Excellent – small groups meant quality practice time without being over faced by a large audience. Excellent forum in which to practice skills.

Gienn Dale

Never a dull moment. The lessons learned are relevant to other aspects of life – great benefit.

David Ogden - Esteem

This course has helped me understand my fears of presenting. I feel this will bring dividends in the future.

Nick Egginton - PCS

It has really given me much to think about when performing presentations, but more importantly, it has given me more tools for my sales role in Esteem.

Neil Crispin

The small group and video feedback made the two days training very enjoyable. I have learned a lot, now it’s time to put it into practice.

David Mallinson

Excellent course, have learned a great deal. I have also left with personal targets and development which will continue after the course.

Rebecca Ford

This has been one of the most important courses I have attended because it has enabled me to conquer my worst fear and believe in my own ability. I only hope I can put this all into practise.

Vicky Barry

I really wasn’t looking forward to it as I saw it originally as a waste of a day. Now though, I realise that it has enhanced my skill set far more than any other method course I have undertaken. Well done and thanks.

Neil McGuiness

I really enjoyed the chance to hear other opinions. It made me think about what I am trying to achieve. The course leader was humorous and listened to everyone.

Sara Flanagan

Very useful and informative. Good ideas and reasons put forward. Good emphasis on preparation, which I think is going to be a key aspect in future calling.

Lynette Kemp

Everyone should go on this course. Extremely informative and useful.

Fiona Murray

I did not think the course would be relevant to me however, the skills can be ported to many other situations and almost all of them will prove extremely useful. A well presented, well-structured and interesting course.

Anna Trett - Memec

I have personally learned some useful tools to help in my approach to gain new business, especially in ‘calling high’.

Debra Beckwith

I was expecting this course to be tedious and mainly irrelevant but it wasn’t. It exceeded my expectations and I’ll try to make use of it.

Nick Zywicki

Motivating, precise, stimulating, intelligent justification of all processes. Very good. I enjoyed the psychology of the education as well.

Mark Perry

This course has been of extreme enjoyment and benefit. I can’t wait to use what I’ve learned on a daily basis!

Salome Jouan - Imago Micro

Following my attendance on your SalesSense course last week, I would just quickly like to thank you for an enjoyable 3 days. Having been selling for 11 years now, you tend to get a little complacent about sales skills. I must admit when David informed me I was to attend the course I did have some mixed feelings. I must say however, you have sparked some new ideas that I will be trying, and on the whole I found the course very very interesting. I will be reading through the course booklet every now and again just to remind myself.

Mike Walker - Esteem

Just to let you know that we very much enjoyed our course last week, which was both constructive and educational for all four of us.

Derek Douglas - IRMC

Thank you for your professional handling of yesterdays` training course, which received the most positive of responses - an enjoyable & instructional day. My guys will have an early opportunity in the US, to put into practice what they learned and I will give you feedback.

Don Fletcher

I was sceptical about attending another presentation course as I do a lot of presentations and thought I was quite good. Whilst I might have been 'quite good', as a result of attending I am now far better!

Richard Doyle - Esteem

Many thanks for two stimulating sessions with the CNT team. Every one of the guys has commented how useful they found both sessions.

I'm happy to advise that we have got the nod on Trevor's $1 million Bank of Scotland deal, and three other opportunities have made progress this week against key milestones.

Neil Ferguson - CNT

I thought your 'speaking on your feet' course was excellent last week. It might be hard to detect in my efforts but I found the course most valuable and full of useful info'. No doubt in time it will work it's way into much improved presentations. There was much food for thought and it served my purposes well.

Hugh Firth

Many thanks again for such a great course, it has truly changed my entire perspective on selling and given me the confidence and tools to dive head long into securing more business for my company.

I did my first deal yesterday the client signed in front of me.

Richard Leonard

Thank you for a great course today and yesterday! We all learnt a lot and enjoyed it very much! Our department is getting much closer to success and next time we meet it is reality thanks to you!

Aud - Ceetron

Thanks for a great couple of days. I just used some of the material with a couple of my sales guys - they got as much out of it as I did. It's going to make a positive difference in the way we work with our resellers.

Steve Sivitter - Pathtrace

I think everyone benefited greatly from the experience. Olli has been very successful presenting his work to a large TV company, and you should see the project live in June. Patrick is currently with a very large rail company in Denmark and I'm hearing good reports. So thank you again, I think your
course has made a big difference to the performances of my team.

Kevin Lindon-Emms - Nokia

As practice plays such a large part in developing presentation skills, I was a little sceptical about the value I would get from Sales Sense's course. However, I found it trod a careful path through theoretical overviews, helpful tips and practical tasks in a solid framework which left me feeling very confident about presenting in the future.

Every presentation given by a participant on the course was filmed. This gave each person instant visual feedback on their strengths and weaknesses and allowed them to see how they had improved over the day. The course also tackled some of the more psychological aspects of presenting by addressing some of the reasons why people fear speaking in public. Not only did this give the participants a useful insight into the factors that trigger a nervous reaction, it also armed them with simple techniques for overcoming their nervousness.

I was very surprised by how much ground was covered by the course. The practical tasks were carefully planned so that after only five presentations, I felt as though I had covered a kaleidoscope of presenting challenges. I certainly got a lot out of the course and I am reassured by the artillery of techniques that I now have to fall back on in the future.

Will Golby

Thank you for your help with our reseller conferences in Sweden and the UK. As we had not tried skills training at our reseller events before, we were a little apprehensive about the outcome but decided to try anyway. In the event your presentation skills training was extremely well received and I write to pass on very positive feedback from participants.

From our perspective the training was and outstanding success. Your customisation of the course to address the particular needs of our resellers staff was most effective. The effort you made to learn about the participants was apparent to them. Many comments reflected their appreciation of training that dealt with the presentation challenges of their roles.

Value was also attributed to the wider ranging topics such as creativity. Many of the ideas and methods presented are being applied in other areas.

Your post course material in the form of a colourful pocket handbook has also received much praise. It makes a change to have notes in such an easily accessible form. As you can tell, we are very pleased with the training results and I will happily tell others about our experience.

Nigel Killshaw