The term Trusted advisor is one that’s overused and often misunderstood. After all, it’s not just salespeople who have customers: what about internal service providers?

Are they thinking, behaving and operating in a way that truly delivers measurable value to the stakeholders they serve – including the business itself?

In this keynote workshop, you’ll takeaway:

• Why we’re experiencing a global trust deficit.
• What builds trust in a commercial context and what diminishes it.
• How listening and questions uncover what truly matters to stakeholders.
• The equation we each carry in our heads.
• 3 types of value.
• How to deliver more benefit than cost to those you serve.

Perfect for HR executives, People and Capability Leaders, Executive Team Leaders across IT, Legal, HR and Finance. Ideal for professional services and technical professions.

How do sales leaders build high performing salespeople?

Sales leadership is a specialist skill, yet we usually promote our best salespeople to this role and expect them to perform miracles with little training or support.

What often results is we lose our best performer and gain a leader who struggles.

In this keynote workshop, you’ll takeaway:

• Why companies need better sales leadership.
• The top 10 qualities of a sales leader.
• 3 pillars of sales leadership.
• How to use sales pipeline as a power tool instead of a weapon.
• Key sales leadership disciplines to employ for consistency and effectiveness.

Perfect for sales leaders, sales directors, business owners who want to lead a new conversation about best practice for sales leadership.

Where have all the lions gone?

You know the salespeople who can hunt! How did we lose our ability to roar and why do we seem to be surrounded with gazelles who are busy avoiding being attacked?

In this keynote workshop, you’ll takeaway:

• What makes a great salesperson today?
• How we lost our ability to hunt and why we need more lions now.
• A new definition of winning.
• Why gazelles don’t win.
• Help your salespeople get their roar back.

Perfect for business development managers, account managers, salespeople and sales leaders who need to press the reset button.

Why is great service so hard to find today? How can we identify people who are truly motivated and go the extra mile?

At the core of The Sales Revolution?? is the understanding that we are all both customers and providers. Every day, we deliver value to those we serve, but we rarely ask ourselves: 'Is the value I'm providing creating more benefit or more cost?' The truth is, we often don't know because we don’t measure it.

A Culture of Customer?? is what happens when two fundamental principles of The Sales Revolution?? are present consistently and effectively across and through the organization: Customer Consciousness?? and Commercial Competence.

In this keynote workshop, Ingrid will challenge your people across the value chain to:

• Redefine what we mean by “customer”.
• Define who their customers are, what matters to them, and who their customers' customers are to enhance value delivery.
• Understand the "Value Equation" everyone subconsciously considers, and explore 3 types of value.
• Dive into the benefits and costs each function in the value chain delivers across these value types.
• Set new actions to improve and measure value for customers.

Ideal for executive leadership teams and cross-functional conferences.

Revolution is a powerful word, right? It’s intentional because it represents a complete change from the current way of doing things. That’s exactly what Ingrid is proposing. She believes that with all the economic, social, and psychological influences shaping the world today, focusing on just one area won’t make much of a difference.

What we need is a shift in how we think about our roles, how we approach them, and how we deliver results to those around us. This matters now more than ever.

In this keynote workshop you’ll understand:

• How The Sales Revolution?? methodology changes how everyone in an organisation shows up to deliver measurable value to those they serve. Why sales is no longer enough if we want profitable growth. What to do instead to transform your company into a profit magnet.
• These uncomfortable truths can lead your company towards its own Sales Revolution: If asked, how likely is it that each person in your company could articulate the measure of value they deliver to your business?
• Do they treat the business itself like a customer who matters to them?
• Does everyone in your company deserve a place?
• If you had to, would you be able to do a rough calculation on everyone’s return on capital? What about your team? What about the sales team?

Perfect for executive teams, sales conferences, and offsites, this workshop redefines what's possible, showing why revolution—not evolution—is key to unlocking success today

Why is great sales talent so scarce? We seem to be surrounded by order takers instead of business development managers and glorified service agents instead of account managers. It doesn’t have to be this way, and now is the perfect time to make that change.

In this keynote workshop, you’ll takeaway:

• Understanding how we lost our ability to hunt AND farm properly so you never go back there.
• Knowing what makes a truly “great” salesperson today and where to find them.
• Able to shift your team from busy to effective, from passive to proactive.

Perfect for sales conferences and sales leaders.

In a skills and talent shortage, finding great salespeople is hard enough: but is it even harder to find great sales leaders?

Yes – you’re not imagining it! When you do find them, you’re vulnerable to losing them again to those with deeper pockets and more prestige.

So, what happens when you can’t afford to buy and keep the best sales leadership talent?

In this keynote workshop, you’ll takeaway:

• A model of sales leadership that delivers high value and low risk to any company – especially small businesses
• Top 10 qualities to look for in a sales leader.
• Questions to ask your business which sales leadership model is the best one for you
• What great sales leaders do and how to foster best practice

In a post lockdown world, salespeople on the road seem to have lost their mojo: they’re not seeing enough of the right customers, having enough of the right conversations and converting enough new opportunity into additional revenue.

How can we think differently about sales team structure and processes to align function with return?

In this keynote workshop, you’ll takeaway:

• How to realign your sales team in a way that delivers improved customer reach and experience.
• How to harness technology and AI to do the heavy lifting and provide your team with a digital twin for your sales leader.
• How to deliver lower cost of sales, customer acquisition costs, greater margins, and lower cost to serve.

Perfect for C-level executives, People and Capability Leaders, Sales Directors, Chief Revenue Officers wanting to rethink their talent to align with how customers buy now.