Thursday 30 January 2025
2 – 7pm, in person
15Hatfields, Chadwick Court, London SE1 8DJ
In-person
Members: For full event details including agenda and getting to the venue, please view our joining instructions here
If you are a founder or partner in your consulting firm then, whether you like it or not, you are almost certainly a sales leader too. Perhaps you love this element of your role or perhaps you’re thinking… “I never signed up for this!”
We can safely say that the majority of consultants don’t want to be sales people. They want to be experts in their chosen field of consulting. This means that, as the de facto Sales Leader, your job is not an easy one. Your challenge is to inspire and develop your team, to embrace sales and reduce the dependency on you and your fellow partners.
This half day workshop, hosted by Alan Morton from SBR Consulting, will help you build the right sales leadership vision, capabilities, systems and processes in your firm to achieve your growth ambitions. In addition to receiving highly expert input, a TCGN member will share the challenges they have faced in this area and the success stories where they have transformed their firm’s sales capability for the better.
We will be tackling key questions based on observations over the last 25 years.
- What it means to have a sales vision and why it is important
- The power of sales beliefs and which ones will serve you in the future
- What it means to be an effective sales leader
- Techniques to help shift mindsets in your team
- How to build internal sales capability
- The key processes and assets you need to achieve sales excellence
- How to measure and reward sales effectiveness in your team
- Managing your pipeline and improving forecast accuracy
There will also be plenty of time to connect with fellow members, experts and providers during dedicated networking sessions at the start, middle and end of the session.
Unlock the Secrets to Sales Leadership Success: A Case Study with Stuart Maclachlan
Join us for an insightful talk featuring Stuart Maclachlan, Partner at Cognosis, who will share his transformative journey in sales leadership. Since joining Cognosis in 2018, Stuart has spearheaded the creation of a dynamic sales culture and robust sales processes from the ground up.
In this exclusive case study, Stuart will reveal how he turned a company with no formal sales structure into a thriving business where New Business revenue soared from approximately 5% to 30%. Discover how his innovative approach—encompassing strategic testing of sales channels, shifting leadership mindsets, harnessing CRM tools, and building a high-performing marketing and sales team—has driven this remarkable growth.
Our speakers
Alan Morton
Alan is Managing Director at SBR Consulting, the specialist sales performance consultancy. Alan works closely with organisations helping them to drive revenues, improve productivity and develop high performance sales cultures and capabilities across all parts of their client facing teams.
Marc Jantzen
Marc is the founder of The Consultancy Growth Network. He previously built and sold his multi-award winning sales, service and cultural transformation consultancy, Blue Sky, to Capita for £10m. He now advises, coaches and mentors consulting leaders across all aspects of their growth journey, with a particular specialism in sales.
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