Business to Business (B2B) relationships managed well are a competitive advantage but managed poorly, are at best a drain on profitability and resource, and at worst a barrier to revenue generation.
Having worked in 50 different industries I have been able to capture “best in class” B2B disciplines which I have distilled into Master-classes.
I tailor the Master-classes to the industry and to the experience of the attendees and the specific challenges they face, not classroom based theory.
I have facilitated Master-classes for company Boards where Board to Boardvnegotiations are the norm, as well as teams of Account Directors and managers where they manage customer relationships.
Sharing best practice across industries can generate new approaches and competitive advantage particularly in companies where the individuals have
only worked in one or two environments and the approaches they adopt have become stale.
I also facilitate cross company Workshops to flush out areas of under-performance in the working relationships between sales, other functions and the customer. The purpose is to ensure that all parts of the business arrive at a shared view of what is important to the customer and the interdependencies of all parts of the company in delivering what the customer wants in the most profitable way. The output I look for is greatly increased team work and collaboration based on improved knowledge of how the parts of the business can work more effectively together.
.
Case Studies
““Genuinely outstanding consultancy and coaching. The course was both highly enjoyable and very useful. It was such fun that the time flew by, there was never a moment where the pace lulled and I know that we all felt highly motivated at the close. Thank you and I look forward to more.””
““Thanks for your great training, it really helped the team to think broader and more strategic.
As a result, we have recently signed a world- wide agreement with a major grocery manufacturing company. This and other similar deals we are working on will help to double our turnover.””
““The workshop was definitely worth my time and company
investment. For new to seasoned sales veterans, this was an outstanding refresh of the critical and basic sales processes and techniques. Vincent did a great job to keep me engaged at all times. I very much enjoyed this workshop.
I look forward to more.””
““Overall, an outstanding two days, covering all aspects of key account management from basic sales skills through to role play of a relevant case study.
Highly stimulating and thought provoking. I can certainly recommend Vincent O’Shea to polish the skills of any team and inject new momentum into Key Account Management.””
““Vincent’s style is encouraging, enthusiastic, highly professional and always entertaining – and he can draw on his vast Blue Chip experience and expertise to make this course relevant and practical rather than simply text book training. We all got a lot from the 2 days and more importantly are using the techniques and practices that he presented during the course.
Highly recommended to any business that needs to create a team environment and improve its sales performance!””
““Our sales training programme with Vincent has been highly successful and we have moved skill levels and the culture of our sales force on enormously. Vincent brought huge instant credibility to the role, which was essential in getting collaboration from the more experienced account managers. He proved to be highly adaptable to the differing needs of various teams of account managers.. Above all, Vincent has delivered what he said he would deliver and he is not afraid to say what he can’t do, which is very refreshing.””
““Just to say many thanks for the excellent business development training last week. The day was very worthwhile for all of us and it was a valuable lesson in many ways. I hadn’t realised there was so much clever technique to be learned, all in service of growing our business. All the feedback from the team was positive.””
“ “Vincent introduced a tailored training course that engaged all our salespeople right across the board, from our most experienced and successful to those that had recently joined. As a result the Sales Team are now higher performing and better focused.””