When asked to rate the importance of planning in achieving sales objectives, organisations typically score it as ‘9 out of 10’. The same organisations will often rate their execution against plans as only a 3 out of 10.
Our consultants are sales executives with extensive experience who have developed a simple, but effective planning framework for sales leadership and their teams.
The people at 4Sight speak the language of our sales teams! 4sight’s real-world experience gives them the ability to challenge our sales leadership with great credibility. They have helped many of our sales leaders understand the criticality of adopting the proposed planning framework and also key areas of personal development to coach and support their teams around sales planning.
– Senior Vice President, Cisco Systems
While it is widely accepted that successful companies are ones that plan, it is also recognised that many companies fail to engage their sales force to execute against the plans built.
We help identify critical issues relating to your role as a leader in sales planning and execution and help you achieve increased effectiveness across your entire team.
Inspire & Lead: Motivate sales teams around a vision, develop plans & successfully execute.
Create Meaning: build a dynamic environment to give real meaning for people in the jobs they do.
Collaborate for success: create the conditions for valuable internal & external interactions.
Coach for Results: develop and focus on activities that drive sales enablement and results
In order to stay ahead of the competition and truly transform accounts it is key to use a “simple but effective” planning methodology along with relentless execution of the plans built.
A cornerstone of our sales methodology is providing training on the fundamental principles of Strategic Selling and best practice Opportunity Plans. We provide and refresh sales leaders and team members with the necessary skills to elevate the sales pitch from simple opportunity to value creation by gaining the right customer and market insights.
4Sight also offers courses on how to apply strategic selling skills in the wider context of account & Opportunity planning using the 4Sight Planning Framework.
Through fully-facilitated planning workshops 4Sight help establish a winning strategy and executable plan for high-ticket, “must-win” accounts and opportunities – Customer Included where possible.
Using the 4Sight planning framework we help identify the customer needs, develop valuable account insights and validate the sales engagement and proposition. The Answer is in understanding the customer.
4Sight’s hands-on workshop will guide you through a process of discovery regarding your customer account or opportunity, and throughout the process act as facilitator and scribe to produce an executable plan for future collaboration. It is highly desirable to involve the customer in the Intelligence gathering stage of the workshop.
Founder of 4Sight Systems Ltd, Trevor brings to the company over 25 years of experience in sales and marketing in the networking and telecom industry. Prior to joining the group, Trevor worked with Cisco Systems/Stratacom for over ten years, where he carried out various roles, including head of Service Provider product marketing for EMEA and GM for Cisco Middle East based in Dubai. His last role prior to founding 4Sight was Operations Director for the Service Provider business in emerging territories, where he was responsible for $180 million of business in the Middle East, Israel, Africa, Turkey, and Greece. Trevor also worked for Gandalf, where he was responsible for business in Southeast Asia. Trevor has an Honor’s degree in Electrical and Electronic engineering from Brighton University in the United Kingdom.
Richard Reid is a highly-regarded senior executive with extensive Sales, Marketing and General Management experience accumulated over 30 years in the IT/Networking technology industry. His successful track record includes his role as Managing Director EMEA of WatchGuard Technologies, where he led its European organisation during WatchGuard’s transition into the industry’s No1 provider of Unified Threat Management devices. Reid also served as Chief Executive and co-founder of Face2face Meetings, a videoconferencing company that established the UK’s largest network of public-access video meeting rooms.
Jon has over 30 years’ experience in networking and telecommunications in a variety of different roles including product marketing, systems engineering and sales. After formal training in Electronic and Computing Technologies at Bournemouth University, he worked for a number of North American high-technology companies including Infotron Systems, Gandalf International, StrataCom, Cisco Systems and Juniper Networks. Well-versed in both Enterprise and Service Provider systems sales, and highly-experienced in building customer relationships from board level to the shop floor, Jon brings to 4Sight Systems a veteran’s knowledge of what it takes to win multi-million dollar business against top-competition.
Ghazi is responsible for 4Sights Business in Middle East and Asia Pacific and is based In Dubai, UAE. Co-Founder of neXgen, Ghazi brings a wealth of international and local experience that can be applied to advisory engagements. Previously he was the MD/VP of Cisco’s SP business in Emerging Markets (MEA, Latin America, Eastern Europe, Russia), responsible for a $1.1B business. Defining the Go-To-Market Strategy and contribute to Cisco’s SP Business Council tasked with shaping Cisco’s SP technology strategy world wide.
GM of Cisco’s MENA operations for 3 years, built and lead one of the most effective GTM organizations in the region, Cisco’s highest growth region worldwide. He expanded the business from less then $100M to well over $500M.
Dave is responsible for 4Sight business in North America and is based in Seattle, USA.
Dave has over 25 years’ experience in the telecommunications marketplace with specific expertise in the OSS space. He began his career in network engineering at GTE corporation. Upon leaving GTE, Dave held a variety of executive positions at Accugraph Corporation, including Product Development and Vice President of Sales – Telecom. Since 1996, he has led Phifer Consulting Group, Inc & 4Sight North America., in providing world-class training and consultancy in the telecommunications industry. Dave has a Bachelor’s degree in Electrical Engineering from Washington State University.
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