Case Studies

Please read below what other businesses have experienced in working with Inspire Learning to drive positive business result.

IOOF Holdings Ltd

Are Your BDM's Actually Business Development Managers Or Are They More Often Brochure Delivery Managers?



IOOF

Mark Oliver

General Manager - Distribution

1. What were the challenges you were dealing with and needed to solve?

I needed to have an assessment of the teams sales capability and the current sales framework to understand where the gaps were and how to improve them. There were two key areas – leadership skills and sales skills. It was a great help to have an external perspective that I could trust to provide feedback. The program expanded in scope from being one department only to including all sales people across all departments. Big change in scope. Budget and time restrictions came up because of it.

2. Why did you choose to work with Bill?

I inherited the working relationship and the program was already in ‘mid flight’.

3. What have you liked most about the work that Bill has done with you?

I trusted Bill’s perspective and appreciated his experience. Bill was able to take the CEB ‘Challenger’ information and tailor it to our business in such a way that we could get maximum benefit from it and make it work for us.

I was very appreciative of the good work that Bill did!

4. What results have you achieved that you can attribute to the work that you did with Bill?

We now have a common sales language across all states and sales department from the Client Engagement Framework and Skills that Bill has trained and coached the business in.

There is a consistency now in the way people implement things and how they do them.

Bill also helped shape the CRM requirements and other mechanisms developed for the department.

Bill has helped us put in place robust and measurable qualitative assessments, rather than having just subjective conversations which were not creating the accountability we needed with our sales people.

5. In your experience in working with other training providers “by comparison, what does Bill do well and what are things he might consider doing differently/more of/better?

Bill was brilliant at keeping me informed and engaged with the process. Bill’s ‘stakeholder’ management was excellent.

Bill gave me unsolicited reports back around benchmarks which were perfectly timed. On one occasion I had to report back to management within days of receiving it and Bill’s report on the Sales team and Managers was exactly what I needed.

Bill understood what would be required and provided it proactively.

My only comment was that Bill could do more of it – more often, more information – as his perspectives are very insightful and valuable!

6. Would you recommend any colleagues or friends that Bill could talk to?

I am very happy to be an advocate of Bill’s services.

7. What key words would you use to describe Bill Carson?

Focused, energised, engaged

PRP Diagnostic

How Do Medical Sales Reps Add More Value to Their Specialists?



PRP Diagnostic
Toshiba Medical

Gloreen Goldin

National Sales Manager, Toshiba Medical
[previously National Sales Manager, PRP Diagnostic]

 

1. What were the challenges you were dealing with and needed to solve?

Most of the team had a very analytical background not necessarily suited to sales. Bill helped us to communicate much more effectively with our specialists and clients and had us practise and role play.

He made a huge difference in getting us to actually learn the new way of speaking/thinking.

2. Why did you choose to work with Bill?

I trust my instincts and am good at making decisions. I liked Bill’s information and his conversation with me. It was an easy decision to make.

3. What have you liked most about the work that Bill has done with you?

The clarity and structure that Bill provides is easy to follow. At the beginning Bill defined the session structure – what’s going to happen, how long it’s going to be, what’s going to happen at each point.

I found Bill was very good at ‘getting the message’ across and creating relevance for us - whether we were speaking with a specialist or practise manager.

Bill could speak our language and taught us how to speak our customer’s language.

4. What results have you achieved that you can attribute to the work that you did with Bill?

The sales training set a common language within the team and set a clear expectation. We have followed up by reading the workbook, following the process and ‘doing’ the work.

This has set a benchmark for activity and foundation for learning. We have achieved significant business goals and increases in revenue and penetration in key accounts.

5. Were there areas you would have liked to have more done? Were there any areas you would have liked improved?

Nothing I would change! No constructive feedback required – Bill is great to work with. I like the way he gets people out of their comfort zones and really made them think about what they were doing. It was very effective! I loved the fact that as we were going through the sales training program that Bill was ticking all the boxes to make sure everything we asked for had been covered. Bill consulted with us throughout the program and at the end of it I was completely happy with what had been delivered.

6. In your experience in working with other training and coaching providers “by comparison, what does Bill do well and what are things he might consider doing differently/more of/better?

I worked with 2 female trainers at the request of the company and found they were full of fake laughter and ‘fluff’, which drove me mad and I couldn’t wait for their 2 day training course to finish.

This is the complete opposite of our great experience with Bill.

7. What key words would you use to describe Bill Carson?

Bill is calm, kind and knowledgeable. He ticks things off as you go through them and then he wraps them up at the end to make sure everything has been done to my/our satisfaction.

Bradken Manufacturing

What Do You Do When Your Industry Changes Massively and Your Sales People Do Not Have the Required Sales Capabilities?



Bradken

Geoff Dunleavy

Human Resources Manager, Bradken Manufacturing

1. What were the challenges you were dealing with and needed to solve?

Bradken had a legacy of sales people who did not have to work hard to make their numbers. Large clients made up a majority of their clients and very little effort or creativity was required to make target. Changes in the industry (mining) meant that over the last 12 months the company has retrenched 40% of their staff. Needed to understand what the problems were and identify the solutions to fix them.

2. Why did you choose to work with Bill?

I spoke with a few trainers but chose Bill because he didn’t give textbook answers, didn’t have a one size fits all solution and gave his opinion truthfully – even though it wasn’t what we wanted to hear. I really appreciated the fact that Bill told us what we needed to know and spoke up when he thought we were wrong.

3. What have you liked most about the work that Bill has done with you?

Bill takes the time to listen, reflect and gets back to us. He is really good at what he does. Bill demonstrates the capability to listen and chunk things down to simpler modules.

He also took the time to sit with the executives.

4. What results have you achieved that you can attribute to the work that you did with Bill?

What I can say is that the capability of the Sales force is now on the agenda. We are now working with the EGM’s around the performance of the sales teams and discussing their progress, and we are able to put together a strategy and plan. There is a common language within the company now around sales. We are doing more training ourselves to the team where before there was none. People are standing up and listening and want to get involved and there is energy and enthusiasm around these discussions.

The Sales Coaching training next month and ALL the executives are coming to it, which is going to be excellent. It’s been a long 16 month journey but well worth it.

5. In your experience in working with other training providers “by comparison, what does Bill do well and what are things he might consider doing differently/more of/better?

There is nothing Bill would need to do differently. Nothing! Many sales trainers say they can train – Bill is part of a small handful I have met over my 25 years in HR that actually can.

Bill’s knowledge of his subject matter, his industry knowledge, the fact that he can walk into a room and command respect by his very presence makes him outstanding in his field.

He is able to challenge people in a way that is positive.

6. Would you recommend any colleagues or friends that Bill could talk to?

Yes, I have

7. What key words would you use to describe Bill Carson?

Bill is really good at what he does. He listens, reflects, comes back with answers we may not want to listen to but need to hear – and he creates a program which suits our team. Not a cookie cutter approach! When he enters a room he commands respect and challenges people constructively. He is able to speak with general executives in such a way that they respond well.

Yelda Adal-Hall

How Do Solopreneurs Build Their Confidence & Skills to Sell Authentically and Profitably?



Yelda Adal-Hall
Yelda

Yelda Adal-Hall

Interior Designer, East Melbourne

 

1. What were the challenges you were dealing with and needed to solve?

My biggest challenge was not having the right mindset, not having the right words to approach potential joint venture partnerships. I didn’t know how to structure my services and offerings. I didn’t know how to package my services up into market friendly bundles. I didn’t know deeply how to value my work at both a professional level and a personal level. I didn’t have effective words to sell my services to a client. I didn’t understand how to listen – I used to rush to speak and ‘sell’ what I did, when talking to prospects and clients.

2. Why did you choose to work with Bill?

I met Bill through a Mastermind group and I realised I needed his help!

3. What have you liked most about the work that Bill has done with you?

So many things! I have achieved important goals in my business – I now have 3 packages in place – Design, Project Management and Decoration. I listen far more effectively and this is now helping me to win more business and at much higher average sales value. I have a new fee structure in place that reflects my value, my clients can see that value and are happy to pay me for my value because of the outcomes and the benefits that it gives to them. Bill has given me the confidence to have much more effective initial meetings and know it’s a meeting of minds – of equals. I am no longer ‘needy’ in my mindset. Bill has given me a significant boost to my confidence.

4. What results have you achieved that you can attribute to the work that you did with Bill?

Recently a clear win with a client who was ‘wobbling’ last year. I understood the client was an ‘analytical ‘ type person which I had learnt from the work with Bill. Based on this, I went to the big picture plan that we’d agreed and filled in the details with the client. I gave the client options to choose from and the client went ahead and signed up.

There are 2 other projects that I won recently which I link directly to my improved confidence, listening skills and selling skills.

5. In your experience in working with other training and coaching providers “by comparison, what does Bill do well and what are things he might consider doing differently/more of/better?

He is genuine and really interested in my success. He cares and that’s a stand out difference. He is readily accessible, making sure I was prepared for my sales appointments. He is always there if I need some morale support or some insights on what to do.

I am thrilled to bits with the work that I have done with Bill and he has ‘elevated’ my professionalism and the work I do.

Most of all, Bill has helped me give myself permission to have confidence in myself.

6. Would you recommend any colleagues or friends that Bill could talk to?

Yes I have referred Bill to a colleague and I always make reference to Bill with likely people.

7. What key words would you use to describe Bill Carson?

Bill is caring, professional and knowledgeable

Hunter Douglas Components

Hunter Douglas Components have forged their reputation and capability as a customer-centric sales organisation. They have significantly improved the sales capability of their sales team and the strategic sales coaching of the Sales Leadership team.



hunter douglas

Ken Verdon

National Sales Manager, Hunter Douglas – Components, January 2012.

"These are the key behavioural changes we have seen in our sales team to date"

  1. Understanding the stages of the sales/ selling process has been instrumental to ensure we are aligned with where the customer is in the buying process and that our objectives/ buyer actions etc reflect this.
  2. More effective call planning / call objective setting – have a clear reason / objective to call and most importantly a clear buyer action / buyer centred focus ….result has been more effective calls with better results and far more calls of better quality.
  3. A key focus on establishing definite needs – ie at least 3 definite needs before developing and presenting solutions – leading to customer focussed solutions – better take up /conversion rates.
  4. Much more effective customer profiling- ie new customer profiles – transactional / consultative / nurture / growth focussed. Call frequency is now determined by the combination of these categories and the true opportunity available. This is leading to more growth focussed call patterns – spending more time with the right customers ie new-new or existing with new product…ie where the true market share / growth is.
  5. Needs based questioning – has seen less tendency to product dump and taking time to slow down and understand the customer/ the business issues /key drivers and establishing definite needs before moving to solutions and product.
  6. Pencil Selling is a powerful tool /skill – being used most effectively . It can also turn a negative into a positive …and create definite needs.
  7. Slowing down the process has seen needs easier to identify and developed a stronger relationship with the customers …ie more partnership focussed vs trying to sell too early.
  8. Identifying true capabilities of each team member and where improvement is needed and if they will make the changes required- ie we have a structure to work to that clearly establishes / reveals capabilities and gaps.
  9. “Always be leaving” – move on if the assessment / interaction drags on after proper solutions selling …..it has actually driven decisions vs more procrastination
  10. Sales coaching works well on new-new accounts where I am not well known to the customer, allows me to sit back and observe

orrcon steel

Orrcon Steel - External and Internal Sales Training

Bill Carson played a key role in developing Orrcon Steel’s Learning and Development platform for Sales. One training piece in particular on Negotiation clearly enabled us to further leverage our value proposition in the marketplace.

James Pearlman

National Manager – Distribution Centres and Branches 28th February, 2010

Bill Carson played a key role in developing Orrcon Steel’s Learning and Development platform for Sales. One training piece in particular on Negotiation clearly enabled us to further leverage our value proposition in the marketplace. The Negotiation module was well structured, made good use of case studies and engaged participants with meaningful exercises and role plays. The course delivery and facilitation was of a high standard and was customised to give relevance to our industry. Bill also played an important role in embedding the training into the organisation with strong one-on-one follow up.

There is no doubt that this training piece in particular enabled our sales team to realise the potential and value of our market offer, build a process for negotiation and attract a premium in an increasingly commoditised market.

I would have no hesitation in recommending Bill Carson.

AAM Group - Sales Capability

The AAM Group have standardised our Business Development methodology around the AAM Sales Approach facilitated by Bill Carson. Many clients have complimented us on our more professional and organized approach to client engagement.


aam

Brian Nicholls

The AAM group have standardised our Business Development methodology around the AAM Sales approach facilitated by Bill Carson. We have and will continue to develop and adapt this approach for our group company needs. We have seen tremendous benefit to the company over the last year and a significant increase in the professionalism and success of our client facing team members. Many clients have complimented us on our more professional and organized approach to client engagement.

We back this methodology up and support and enhance it with our Sales Force CRM tools and Chatter for information sharing.

The on-going sessions with our Bus Dev. / Client Engagement coach, Bill Carson, are important skills embedding and reinforcing sessions. Just as a really skilful Rugby team cannot achieve great results without a good coach, nor can a sales team.

Bill has a great understanding of our business and has added significant value to us as individuals and as a group.

Our Clients

Bill’s coaching, training and consulting engagements have been with: