As our growth plans considered local and international options we sought guidance from an organisation with proven expertise in sales and marketing implementation. E3 Group quickly refined our thinking by asking us objective questions that challenged our thinking. Ultimately we opted to enhance our product commercialisation and sales methodologies to improve sales performance. E3 provided approaches to both of these issues that aligned with our scale, culture and go-to-market model. Barry and Ian’s pragmatic approach and real life experience helped us make good decisions and avoided some high risk ones.
Malena Roufos, Head of Operations - Limepoint Ltd
“We found that E3 Group were On Point with our business requirements.
They successfully customised and delivered Business Acumen workshops for our Service Delivery teams.
Participant outcomes included greater understanding of how to better engage with clients in helping them meet their financial objectives, improved client relationships and better understanding of internal financial levers in delivering Managed Services.”
Peter Dunne, General Manager, Service Delivery - NEC Australia Pty Ltd
“E3 Group worked closely with us to improve our customer focus through a review of our current sales engagement approach followed by implementation of their Sales Opportunity Management methodology.
They not only provided guidance and process for our sales team, they also customised a sales cadence program for our sales management as a framework to manage sales team outcomes.
Their follow up with live opportunity reviews for each salesperson consolidated the desired approach to achieve greater sales effectiveness and performance.
We recommend E3 Group to B2B organisations seeking improve their company’s sales performance”
Jarrod Draper, Executive General Manager - Bendigo Telco
This was precisely what I needed and had been looking for – a model I could institutionalise into my sales process, including templates to be used when engaging with prospects and customers over the phone, via email and face to face. It has been a huge advantage learning the different sales techniques and methodologies. The training set me up as a professional sales representative and has largely contributed to my sales success.
Australian Telco - Corporate Account Manager
Barry's understanding and knowledge of how to plan a sales campaign addressing targeting of key people and business drivers gave us a competitive positioning strategy in this account. I feel that without this assistance we would not have achieved the desired outcome.
Multinational Solutions Provider- Account Director Unified Communications Group
Barry's expertise and experience to readily identify key issues / requirements and professionally facilitate direction has been a significant contribution to our go-to-market objectives and business/marketing plan.
Australian Software Start-up - Executive Director
Ian has a great grasp of business agreements and demonstrated his value in vendor negotiations several times over. Ian doesn't look for a win-lose deal, he looks for a realistic outcome that is fair to everyone and inevitably gets good results. He says, and often demonstrates, that he is "outcome driven". I rate Ian as someone who provides excellent value for money. He says he isn't a consultant – he rolls up his sleeves and delivers results. That's an accurate reflection of his philosophy.
Head of Technology, Major International Commercial Bank
In the last few years we have hardened our view on the basics, refining activities that get you into, and keep you in the game. The tools and approaches we advocate and our training outcomes reports come from this background. Our facilitators have come from hands on technical roles, transitioned to sales and then to sales management. We have built teams, hired & fired, made mistakes as well as having high impact wins. From inside small private, large corporate organisations and internationally, we have learnt what works and what doesn't. Over 15 years ago we started to apply this knowledge to B2B sales teams.
We are passionate about improving sales performance and helping organisations change their status-quo to quickly grow their business. We may not be for everyone, but if you recognise that sales success depends on making changes and having the right sales people, the right sales management tools and processes within a skilled and motivated team, then there is no downside to talking to us.
"I really enjoyed the way you structured the course, linking each topic to the next and demonstrating relevance to concrete business issues".
"The role plays and application in real sales situations".
"Everything that was covered throughout the course will be of value to my sales role".
"Listening and questioning skills that lead to identifying the customer's real issues".
"Understand qualifying an opportunity and handling objections".
"Focussing on the customer, identifying their needs, know why customer wants a service ".
"Understanding the significance of call planning to be better prepared in meetings".