Who Should Attend?
If you are reaching the stage in your career where selling consulting services or other products is becoming - or about to become - increasingly important, this seminar will pay dividends. If you are striving to generate more new consulting revenues this financial year, this seminar will equip you to fulfill your goals.
Objective
The Art Of Selling Training is designed to enable consultants to accelerate their transition from delivery consultant to new business winner and to enable salespeople to win more deals. It's facilitated by leading sales trainers who are top sales producers and with a proven track record of teaching individuals to sell their services more effectively.
Why?
According to official data from www.DueDil.com --> In the time we have worked with companies in the UK, yearly turnover has increased by 20.60% on average. Turnover increase of our clients by sectors: Consultancy / Professional Services = 25.96%; Financial / Insurance = 23.41%; IT / Telecoms = 24.91% 

Feedback from the attendees of

The Art Of Selling Seminar

in October 2017


 

caret-down caret-up caret-left caret-right
Victor Manev Partner, Impetus Capital
"We have learned new things. The training was rich in Content and very well structured."
Asparuh Koev CEO, Transmetrics
"The seminar was quite useful. We have shared what we've learned with our colleagues. We would like to know and will consider to send people to future events organized by SBR. The most useful for me was that the Art Of Selling Seminar gave me the opportunity to conduct a diagnostics of our sales process."
Vladimir Tomov President, Investment Council BCCI
"I have attended the SBR Consulting seminar in Sofia. It was  well organised and very useful to me."

"Thanks for conducting a very useful session today. I learnt a number of new techniques which I can deploy immediately as well as having opportunity to reflect and challenge what we are doing. Plenty on the to-do list!"

"As an Account Sales Manager working for Sun Microsystems, I adopt collaborative, consultative selling approaches when engaging with clients. It was worth the investment and a good refresher."

"A word to congratulate you on a well run and worthwhile seminar last Friday on 'selling consultancy services. I found it very relevant even though I have been selling IT solutions/ consultancy for more than 30 years."

"Many thanks for the excellent workshop and line-up of first class sales professionals."

"Spot on - selling consulting, not just selling."

" I enjoyed the event very much and found many things within the presentations that have given me food for thought. My attendance was a bit of an experiment for our company. I have been asked to provide a feedback report to my MD to judge if it is worthwhile sending more of our consultants to any future events you provide. I will certainly recommend that the event is of benefit for several members of our organisation."

"Friday was excellent, particularly for the variety of inputs and perspectives as well as of attendees."

"As a small independent 'one man band' the topics were relevant.
I like Q.U.I.S and the discussion on bringing a client to a decision was good."

"As a Sales Director, I assumed I could not learn anything more about selling.
However, I picked up some very useful advice and new ideas specifically aligned to selling services."

 

CIPFA C.Co Ltd Operations Director
"Extremely worthwhile, re-energised us and prompted lots of activity."
Strategy in Life Sciences Consultant
"It was my first seminar focused on selling, and I feel like I learnt about a lot of useful ideas and concepts."
Brand Ambition EMEA Ltd Director
"The Art of Selling Consulting Services seminar has been very worthwhile for me."

Speakers

LARS TEWES

Co-Founder @ SBR Consulting

Lars has over 25 years’ experience in sales and sales leadership as Sales Manager and then Managing Director, responsible for establishing three successful and currently profitable companies on behalf of the Southwestern Company. In 2002 his passion for professional selling and sales performance improvement led him to set up Southwestern SBR Consulting in London, to directly tackle the issues of business development, from strategic viewpoint, through to implementing tailored Business Development Programmes.
Over the past 10 years he has worked directly with over 250 firms from entrepreneurial start-ups to global financial and engineering and consultancy practices, helping improve their sales potential.

TOMA STAYKOV

SBR Consulting - Bulgaria

Nine years into a career that has involved selling, leading sales teams and developing organisations in the US and Bulgaria.Toma choose to stay in Bulgaria because he is passionate about helping local companies and individuals grow their sales potential. Having set up the Bulgarian  branch of SBR Consulting, Toma specialises in winning business and designing, delivering and embedding Leadership and sales & business development programmes.
Toma has built his first sales team at age 21. In the past 5 years he has built a boutique Real Estate Consultancy from scratch and developed leaders who now run the company on their own. Toma believes that People are the most valuable asset of each business and if we focus on building the people, they will build the company.

Key Sessions - What will you learn?
1. Case Study: The necessity of selling when building a practice
2. The right mindset to "Pro-actively Win Business"
3. An introduction to "Your Business Development Pipeline"
4. Starting a dialogue with the Potential Prospects via the phone
5. Conducting an effective first meeting with a potential new client
6. Dealing with the ‘Request for Proposal’ & Avoid Time Wasters
7. Committing Time to Business Development Activities

Agenda

08:30 – 09:00 Coffee & Registration
09:00 – 09:15 Welcome and Introductions Toma Staykov
09:15 – 09:45 Core Principles of Sales – Habits Triangle Toma Staykov
09:45 – 10:45 The Right Mindset to “Pro-Actively Win Business” Lars Tewes
10:45 – 11:00 BREAK  ( 15 mins )
11:00 – 11:30 An Introduction to ‘Your Business Development Funnel Toma Staykov
11:30 – 12:30 Starting a Dialogue with a Potential Prospect via the Phone Lars Tewes
12:30 – 1:15  LUNCH  ( 45 mins )
13:15 – 15:00 Conducting an Effective First Meeting with a Potential New Client Lars Tewes
15:00 – 15:15 BREAK  ( 15 mins )
15:15 – 15:45 Dealing with the ‘Request for Proposal’ & Avoid Time Wasters Lars Tewes
15:45 – 16:30 Committing Time to Business Development Activities Toma Staykov
16:30 – 16:45 Wrap Up - Action Points & Challenge Toma Staykov
16:45 – 17:00 Opportunity to network with other delegates

Who Do We Consult

Dom Moorhouse Moorhouse Director

Industry Sector: Management Consulting.
Programme Management Issue: Continual development of sales pipeline whilst maintaining current business.

"The efficiency in converting effort into results, following SBR Consulting’s training, is much greater.”

Lucia Andreucetti, Glue Reply Commercial Manager

Industry Sector: IT Technical Consulting. 
Issue: Maximising business potential through technical experts.

“ Following the SBR Consulting training we improved the quality and quantity of meetings by about 50%. Our guys were really energised to do what they previously thought they couldn’t - sell. ”

Matt Bythell, ARUP Asociate Director of Marketing

“The financial benefits of SBR Consulting’s programme were very clear to us. We were selecting our opportunities better. We were managing our pipeline more efficiently. Our conversion rates had clearly improved and overall the cost of sales were reducing. We were winning more for less ”

Let's Keep In Touch

Do Not Miss Our Future Events & Sales Wisdom On The Social Networks