Sales Leadership & Management
The Power Of
Experience
My unique approach to training and consultancy will unlock the revenue generating potential of your B2B Sales Team
Domain Expertise
Sales is People
inspire potential
The Advantage of Experience
In the realm of sales leadership, knowing what constitutes a top-tier sales team is merely the first step of the growth challenge.
Unlocking the true revenue-generating potential is only achieved when one understands how to inspire individuals and lead teams to deliver exceptional levels of performance.
Herein lies my distinctive advantage: a profound understanding of the "how."
Game-changing performance starts with
Leadership
Unleashing extraordinary performance requires leaders who can think and act inspirationally
Sales strategy
I work with organisations to assess their strategic sales options, navigate the decision-making process, and develop a compelling sales plan aligning with their overarching business objectives.
Staff morale
I train leaders to inspire staff by equipping them with the skills that foster an inspirational, purpose-driven environment whilst cultivating mutual respect and boosting employees' performance.
Enablement
Effective execution is crucial, even with a great plan and motivated sales staff. I specialise in go-to-market strategies, optimising sales processes and leveraging technology for operational excellence.
Consistent performance excellence is about
Management
Maintaining individual and team performance
requires a focus on process and disciplines
Pipeline and lead prospecting
I work with organisations to help sales managers build consistent sales prospecting methodologies and pipeline management processes that build momentum and results.
Staff training and development
My suite of sales skills training options leads to staff becoming force multipliers, achieving more deals closed faster, at higher margins, and with enhanced customer satisfaction.
Client management
I organise sales teams to be obsessive about protecting and growing their incumbent client base, through excellence in planning, communication, problem resolution and negotiation.
Sales success requires effective
Operations
Structured process and peak productivity
are as important as closing skill prowess
Sales process
I show organisations how to achieve excellence in sales processes and maintaining agreed-upon disciplines to consistently yield higher revenues and profits rather than relying solely on sales staff skills.
Sales materials
Your clients are interested only in how you solve their problems, not what you do. I specialise in helping sales teams format their sales messaging and materials to maximise cut through at pitch stage.
Management frameworks
I have an expertise in helping organisations embrace the most appropriate management frameworks to drive OKRs, performance reviews, decision making and KRA and SOPs.
inspire
potential
What Makes Me Different?
To achieve enduring value, my approach transcends imparting knowledge, techniques, and skills. I am deeply committed to instilling inspiration as the core of my philosophy. Every endeavour I undertake is driven by an unwavering determination to ignite the motivation within your staff, compelling them to take action and fully embrace the value I deliver to your organisation.
How I Can Help
My expertise aligns perfectly with clients who prioritise their people's development and are driven to achieve excellence
Contract
Experience the advantages of a top-tier sales director without incurring full-time costs. Engage my services for a limited number of hours per week and unlock the expertise and guidance your organisation needs to maximize sales effectiveness and drive sustainable growth.
Consultancy
Allow me to diagnose the reasons behind your underperforming sales function and chart a definitive path to success. With my expertise, I can pinpoint the underlying issues and provide actionable strategies to propel your sales team towards exceptional performance and achievement.
Training
Experience customised leadership, management, and sales skills development programs designed specifically for your organisation. Unlock your team's full potential and achieve substantial revenue growth through my tailored courses.
About Me
As a former international competitive swimmer, my drive for success and pursuit of elite performance has transcended into every aspect of my professional career. I have honed a distinctive and all-encompassing skill set in sales, marketing, and business management. This expertise has been cultivated through leading sales functions in both blue-chip organizations and small to medium-sized companies, as well as co-founding a highly successful media startup in Australia.
Born and raised in Scotland, the first half of my career was in London, before being relocated to Sydney, Australia. Alongside my professional pursuits, I find joy and fulfilment in my role as a dedicated family man, blessed with a loving marriage and three wonderful children.
My B2B Sales Career
With over 25 years of experience at the C-suite level, I have spearheaded sales operations for numerous renowned organisations, continuously sought after to resolve even more formidable sales challenges.
Pharmaceutical Sector
Pfiser
Regional Sales Team Manager
After completing a 12-month training program, my first management role was leading a team of 12 Sales Representatives selling OTC products to pharmacies. We won European Sales Team of the Year, a significant milestone in my early career.
Media
BBC and EMAP
UK Sales Controller
Wholesale Sales Director
Trade Marketing Director
Over seven years, I oversaw multiple UK sales functions for two global media giants. This included UK Sales Controller, leading a team of 6 Regional Managers, 48 Territory Managers, and 80 retail merchandisers. Additionally, for three years I served as the UK Trade Marketing Director for all BBC consumer DVDs, Books and Magazines, on brands such as Top Gear, David Attenborough and Doctor Who.
Magazine Publishing
EMAP
Sales and Marketing Director
Fiduciary Board Member
I was relocated by EMAP as Sales and Marketing Director to lead the launch of prominent UK magazine brands into the Australian market as well as building Circulation, Marketing, and Retail Sales teams. I joined the APAC Board, assuming ANZ P&L responsibility for a magazine, digital and exhibition brand portfolio.
Custom Media
Globe Publishing
GM of Sales and Marketing
Director
Following EMAPs sale of their Australian business I co-founded Globe Publishing, a custom magazine agency. As General Manager responsible for new business and client services I built the business to annual revenues of $6m within three years, winning prominent clients such as Commonwealth Bank, Telstra, RACWA, Netregistry as well as a number of Australian Member Associations
IT and Finance Sectors
Oneaffiniti
Sales and Marketing Director ANZ
Head of Sales APAC
With the collapse of the custom print magazine sector I transitioned into the IT and Finance sectors as Sales and Marketing Director for global marketing agency, Oneaffiniti. Offering clients channel marketing and loyalty program solutions, I had APAC responsibility for the new business, client services, campaign marketing and BI functions. Major clients included Google, Lenovo, Microsoft, HP, Intuit, CGU and BOQ.
Testimonials
“A force to be reckoned with! I've known David 20 years and can honestly say, he is, without question, the most inspirational sales leader I've ever worked for”
Mark Cowie, Sales Director, Tribe Breweries
Let's Talk
Please send all enquiries via the form and I will contact you at the earliest opportunity.