we are trend
TRANSCRIPT
Business Development and Selling Skills Strategic Planning and Performance Improvement
We are Trend.
We help to build and implement what's next for your
business to succeed.
Business Development and Selling Skills Strategic Planning and Performance Improvement
We love selling. We don’t like telling. We do
like businesses that ask questions about how
they do things. We don’t like businesses that
avoid talking about how they do things. We
do like businesses that recognise the need
for change. We don’t like businesses that tell
us to stop changing how things are done.
We do like businesses that use selling and
business development as a strategic tool.
We don’t like businesses that think that
selling is a necessary evil. We do like
businesses that are willing to test their own
methods. We don’t like businesses that
defend failing methods. We do like to work
with businesses with genuine aspirations.
We love the kind of relationships where we all get to exploit the
talents that we have. We would love to meet you to talk about
what you need to do next to succeed.
Business Development and Selling Skills Strategic Planning and Performance Improvement
This is about you and how we can be better together.
So, what’s next?
Lets start by introducing ourselves so we can make sure that we are what
you may be looking for, we know that there are others who you could talk
to – so why Trend?
Finding the right partner to work with and develop your team is the first step to making the changes that you recognise are necessary.
The justification for change may be obvious to you maybe not as obvious as what changes to make. Who you might select to implement these changes can be more difficult.
We prize the individuality; tenacity and skills that we already have within our sales teams and don’t want to risk alienating them, which can make choosing who you partner with to develop them tricky.
Having held these roles amongst others more than helps, it determines that here is the experience and skills to understand and recognise the skills that differentiate success from failure.
Developing others by exploiting this experience, knowledge and success is what drives Trend.
This drive is entirely about bringing capability, knowledge and passion to those who crave the success and satisfaction that they deserve, that your organisation deserves.
The smiles and confidence that exudes from someone who enjoys their work is characteristic of the satisfaction that we seek and have enjoyed for 32 years.
Business Development and Selling Skills Strategic Planning and Performance Improvement
Who are we?
We’re a training consultancy with
expertise in business development
and selling skills. Trend founder
and Managing Director, Colin
Lynch, brings compelling
expertise and insight into any
business development and selling
environment. Direct experience
within product and service driven
businesses, with all of the
accompanying challenges is
familiar ground.
Stakeholder engagement, culture
compatibility and relevance to the
intended markets as well as
designing learning that works for
those who will take these new
skills to their customers are some
of the often ill considered in any
change process.
Change that fits and is needed is
good, because it adds to the
enjoyment and results that your
business aspires to.
Trend are based here in Perth,
W.A., so we can give you the local
support, market understanding
and accessibility that you need to
improve the performance of your
sellers.
Together we will build all
performance improvement
training and coaching specifically
to suit the needs, culture and
aspirations of your organisation as
well as the individuals who create
your successful trends.
We're fun and easy to work with. We care, we deliver, most of
all, we're committed to helping you find what's next to succeed.
“Your Contribution Is Consistently Nothing Short Of Brilliant.”
Managing Director, Tyco
Business Development and Selling Skills Strategic Planning and Performance Improvement
What do we do?
We work with you to understand your sales process, your markets and
your ambitions for growth and then we design the changes and
improvements needed to achieve these outcomes.
We create and transform sales teams, leaders and their processes by
understanding your business, your supply chain and the improvements
you aspire to as well as the reasons why. We take the opportunity and
the time to understand why we are the right partner to work with each
client and how we can be the right partner to deliver your aspirations.
We are a training provider, we coach, we facilitate and we share our
knowledge and expertise.
We have seen sales teams and their leaders fail or falter in many areas
that affect their outcomes and their belief in how they can succeed. We
have designed training and coaching in many of these that include:
Prospecting for new business
Maximising all opportunities
Selling Skills – using an adaptive and repeatable process
Time and activity management
Forecasting
Meeting planning
Negotiating
Mastering these skills generates all of the commercial and individual results that we ask for from our people and and market.
Business Development and Selling Skills Strategic Planning and Performance Improvement
Our affect is intentional and by design.
Ideas that change perspective; rejuvenate and inspire your
sales team and leaders.
Ideas that are adaptable to changing market conditions and
the diversity of your people work.
Ideas that are easy to grasp, tested and proven to bring job
satisfaction, results and enjoyment throughout your business
Business Development and Selling Skills Strategic Planning and Performance Improvement
The alliance concept that we propose will be an excellent forum for
collaborative problem solving. This is a determined and passionate
commitment ensuring that all decisions and actions are focused on
achieving outstanding results.
How do we do it?
We draw up one plan and we deliver it and measure it together,
literally on the same page.
Don’t allow the opportunity for philosophical differences because we
work together openly.
Encourage each other to do something different, do something creative
and to share it together.
Show respect and trust for each other.
Cooperate to improve the performance of your colleagues and your
business
Consultants within Trend have proposed a range of innovations for other highly demanding solutions that achieved improvements in performance, revenue and efficiency. Your turn? Your choice.
Consider how your planned changes in business operations can be delivered to support the business strategy and the performance improvements that are needed can be achieved.
Consider that the risks that they are going to create will require appropriate assessment and management strategies.
Consider where you can gain access to the necessary expertise.
Consider Trend.
Succeed together An alliance, a partnership, a (temporary) member of your team
Business Development and Selling Skills Strategic Planning and Performance Improvement
Why invite Trend to contribute to your business?
Trend brings the combined strategic expertise, innovative methods and
relevant outcomes that will grow your sales, G.P. and revenue.
As you think about the year ahead and reflect on the year past, are you confident that your business will succeed? Are you clear about how your business will grow, about your people and their roles, about how your business plan has considered their needs as well as yours?
What needs to be considered?
There may be additional operational and administrative support, equipment and skills development throughout your organisation to improve capability, motivation and satisfaction at work.
So we need a plan. Not just a plan, but an integrated plan that reflects where your business is and where you aspire for it to go. The next question that remains to be asked is: how do you get there? We have a map but no directions. So how do you get to your destination?
A Business Development Plan Audit can highlight the deficiencies and remedies to ensure that you will have a higher
level of success, to appreciate how the changes in market conditions are affecting your business today and into the near future.
Synchronising your marketing and selling activities with your business development plan is your first step to growth.
Creating opportunities and awareness through your integrated marketing plan should include similar oversights.
Business can’t flourish if no one knows about you or the changes and improved differentiators on offer.
Let’s aim to understand how marketing, business development and selling functions within your business and what’s next for these teams to flourish.
Business Development and Selling Skills Strategic Planning and Performance Improvement
What’s next?
Plan for the necessary resources to develop business and win selling opportunities. Be certain though that what your plan can be achieved.
The business development plan
No matter how well crafted a plan is, without the capability to understand
it, gain agreement to it and deliver it there is no plan, just aspirations.
Business Development and Selling Skills Strategic Planning and Performance Improvement
A plan without strategy is no more than aspiration.
Too often we hear that business is either lost or is of little value because of low margin, over-commitment or misaligned solution to the customer problem. The ensuing internal analysis struggles to discover the source of the gap in performance or how to address it.
Inconsistent sales teams and their more effective colleagues display the behaviours that explain their performance and as such can be observed.
Trend consultants have many years of experience in measuring the performance and skills of sales teams and their leaders & helping businesses to create processes that is consistent with their plans and aspirations.
The capability to build a value loaded proposition as an accepted provider where both parties gain from the outcome is unfortunately where the selling process falters
Sellers who go to market with a poorly defined message typically find that their chances of generating opportunities and winning major sales are hindered.
Assessments have shown that a clear path between what marketing is saying and doing and its relevance to your business development strategy is critical.
Plan for what to do, and understand why and how to deliver it.
Discussing the further importance of ‘why’ is specific to each market and customer.
The importance of selling to an organisation or an individual in a way that they want to be sold to, or to buy, cannot be over stated.
Trend has seen this approach work frequently resulting in good business and happy people. The significantly evolved skills designed, developed, tested and trained to thousands of sales people and business developers, teams and leaders are evidence that it works.
Business Development and Selling Skills Strategic Planning and Performance Improvement
To create opportunity and bids for major sales you have to be able to create partnerships and a compelling argument.
Trend performance improvement comes from direct experience gained in active roles; the next thing to do is share those successes based on methods that are effective, practical and tested. The attrition rate in sales teams is far too high, typically because of unrealised goals borne from poor skills and dissatisfaction.
Finding joy in our work is an important path to success in both our work and our lives, at Trend we follow this ideal to help you, your business and those tasked to win for you to find this joy.
Trend have available a full suite of modular business development and selling skills training and coaching programmes
These vary in duration and can be delivered in a classroom or in the field. This is according to the extent of support needed and the role of the recipient,
Your business needs to be self-sufficient to succeed, so do your methods and your people. The most effective and efficient strategy will be designed to get the results needed.
Taking your business from where it is today and achieving your continued ambitions is realistic.
Business Development and Selling Skills Strategic Planning and Performance Improvement
Business needs to feed success
A business has many needs to succeed, from operations, customer service, administration and business development amongst others.
Performance throughout the organisation can vary greatly and can be caused by lack of experience, new products and services as well as changes in personnel and market conditions.
Trend will propose to carry out an organisational Training Needs Analysis to gain a thorough understanding of your business strategies, objectives and culture.
Together we can ensure that the plan that we will implement will support the organisation and the plans for growth.
Organisational Business Development Plan Audit and
Training Needs Analysis
1. Review Business Plan and Strategy
2. Review Marketing Plan and Strategy
3. Review Business Development Plan and Sales Strategy
4. Review Account Sales Strategy,
(derived from the Sales Strategy, opportunity driven)
5. Review Opportunity Strategy,
(derived from Buying Process and Competitive Situation)
Mind the gap
Trend can identify the skills gap in your sellers to ensure that you can win more business, more revenue, more often
Business Development and Selling Skills Strategic Planning and Performance Improvement
Business Development, Marketing and Selling Strategy & Plan
Deficient methods and skills encompassed within a poorly conceived and delivered 'sales strategy' bleed into the nature of an organisations behaviour. This has a ripple effect all the way back to the original business strategy plan.
What does all of this mean?
Trend invites you to an impartial yet insightful discussion about where you have planned for success and how you can achieve it.
What makes us worth your time and attention is
simply that what we do works.
Business Development and Selling Skills Strategic Planning and Performance Improvement
Trend Posit ioning statement: To make every seller the
best they can be at their job, developing their career and self.
Vision: To be a learning and development partner to
businesses when business development, selling and strategy
planning are needed. Behaviour: We will speak in plain
English and avoid jargon. Performance: We will meet our
objectives every time, every way with no excuses, no
exceptions. Honesty: We will speak openly and directly, with
empathy, respect and a willingness to support our client’
objectives. Integrity: We will do what we say and ask our
partners to do the same. Teamwork: We will treat all team
members with respect, dignity, and integrity within Trend and
within our partners.
Business Development and Selling Skills Strategic Planning and Performance Improvement
This may lead to further areas that may include:
! Marketing, lead generation and prospecting
! Telephone appointment making
! Auditing customer circumstances and needs
! Relationship development and retention
! Structured adaptive needs based solution selling
! Proposal design, content and matching to customer expectations
! Transactional analysis: testing understanding
! Recognising and qualifying the buyer
! Establishing and maintaining rapport
! Understanding the customer buying cycle
! Assessing the customers buying method
! Forecasting accurately
! Objections and buying signals: spot the difference and how to
handle them
! Account development
! How to win your competitors customers
Contact us to discuss any of these modules for your sellers
These are all available as classroom and field based training programmes.
Business Development and Selling Skills Strategic Planning and Performance Improvement
Colin Lynch
Founder and Managing Director
Tel: +61 (0) 457 324 050
Fax: +61 (0) 8 6323 1193
e-mail: [email protected]
web: www.trendconsulting.com.au
Address: Level 3, 267 St Georges Terrace. 6000