Proven Business Building Strategies, Tactics and Results

But First - Here are 5 Very Important Questions

 

  • How many of your salespeople are achieving budget?

  • Do you have a rock solid and formal sales process in place (not just a methodology)?

  • Are you coaching your team through their sabotaging behaviours?

  • Do you spend enough time holding your sales team accountable?

  • Are there enough opportunities in your pipeline to exceed targets?

     

     

If you are a mid-size company OR you are a team within a larger company, then we can help you, for sure! Here's how -

 

 

PHASE 1 - WE DISCUSS AND WE DESIGN

We discuss your current situation and where you want your business to go.

We discuss your sales team and their strengths and weaknesses.

We discuss your positioning in the market.

We discuss your existing sales process.

We discuss your onboarding and recruitment.

We then design a discussion document that addresses your gaps and the areas where 3 Red Folders can help bridge those gaps to give you the best Return on Effort and Return on Investment.

Evidence has shown us the gaps will be found across 21 competencies and 3 key areas – mindset, sales DNA and skillset. By using the world’s #1 Sales Evaluation tools not only will you determine who is most coachable and trainable, but who will be the best new hires.

Business Development, Mindset, Prospecting, Sales Conversations, Tenders, Customer Experience, ROI

STRATEGIC SALES PROCESS

Align your message to market and value proposition with your buyers persona, building a strong and formal sales process.
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Business Development, Mindset, Prospecting, Sales Conversations, Tenders, Customer Experience, ROI

SALES FORCE EVALUATION

Have you ever wondered how effective your team really is? Have you doubted them consistently achieving targets?
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3 Red Folders, Bernadette McClelland

SALES ROLE SCREENING

Are you confident in hiring the right Salesperson, Sales Leader or VP of Sales, or do you hope and pray you get the right one?
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PHASE 2 - WE DELIVER POWERFUL AND OUTCOME BASED TRAINING PROGRAMS

The programs we deliver include the fundamentals that deliver real results. These results will help you maintain margin, eliminate discounting, increase lead generation, amplify prospecting, encourage sales leadership, ensure consultative selling conversations, achieve salespeople KPIs and execute on KPA’s (key performance indicators). Regardless of the platform (training, facilitation, webinars, sales meetings, PD Days), our approach will maximise your training dollar and be a motivating factor for the field.

These are the three pillars we believe generate maximum success for our clients – a focus on PSYCHOLOGY especially around sabotaging behaviours, preventative beliefs and emotional discipline. Secondly, is a focus on PROSPECTING through lead generation (sales strategies, prospecting and process) and our third pillar is around PRESENTING within a consultative selling environment when questioning skills, proposals, demonstrations, trials all need to be incorporated in a customer centric, yet commercial fashion.

Business Development, Mindset, Prospecting, Sales Conversations, Tenders, Customer Experience, ROI

PSYCHOLOGY

SALES LEADERSHIP

Skills such as accountability, ego management and coaching competencies are needed more than ever with our leaders. Brain based attributes such as critical thinking, mental readiness and executive function as well as generosity and inspiration are also needed to integrate the processes of business with the people in business. Our signature program, ‘The High Performing Sales Mindset’ helps our clients become better all round sales strategists, creating a win/win/win scenario for all.

Business Development, Mindset, Prospecting, Sales Conversations, Tenders, Customer Experience, ROI

PROSPECTING

LEAD GENERATION

Designed to hone in on finding the right kind of clients, our focus is on business growth through lead generation, value propositions and positioning statements. Focussing on all kinds of prospecting from direct mail, LinkedIn, the telephone and beyond, we create clarity around the metrics and pipeline activities needed to achieve your growth targets in this area. Our signature program is aptly named ‘Pragmatic Prospecting’ so be prepared to roll up your sleeves. Highly experiential and results driven.

Business Development, Mindset, Prospecting, Sales Conversations, Tenders, Customer Experience, ROI

PRESENTING

SOLUTION SELLING

A business development pathway for sales professionals, business owners and those in non traditional revenue generating roles. In linking the psychology behind buying and selling our signature programme, ‘The #1 Sales Acceleration Program’ (delivered both online and offline) focuses on mindset, prospecting, consultative questioning, negotiation, mastering influence, story-telling skills, eliminating objections and asking for the business. Outcome focussed and experiential delivering ROI.

PHASE THREE - WE DEVELOP THE TEAM AND PROVIDE ACCOUNTABILITY

For learning to be embedded and successfully executed, it needs to include three approaches – experiential, social and formal (referred to as a 70,20,10 Framework), which is why training alone is not as effective.  Another way we address this approach is through focussed coaching and mentoring (specifically around process, behaviours, key performance activities and mindset) where we include ‘on the job’ experiments in real time. A recent client saw a 70% success rate in prospecting appointments as a result of this focus and another has seen just under 10% increase in revenue YOY over the past few months.

Yet another approach is through our online programs (replicating our face to face trainings) to provide added value and increase sustainable behavioural change. We also provide the opportunity for our sales leaders to do the training in-house themselves, and make use of those weekly sales meetings that are usually dead boring and numbers focussed. You know? Those sales meetings no one really wants to attend or prep for – including the sales leader!

Business Development, Mindset, Prospecting, Sales Conversations, Tenders, Customer Experience, ROI

COACHING AND MENTORING

We provide Sales Coaching, Executive and Leadership Coaching as well as Group Coaching, internationally, regionally or locally. This can include ride-alongs, role plays, webinars, hot seats and client visits. What is key though, is knowing that we will only coach those we believe are deemed coachable and trainable. Our screening and evaluation tools provide the insights around this behaviour and also share the key areas where your people DO need coaching. If not, we will both be wasting time, energy and dollars. This loops back to understanding your strategic direction.
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Business Development, Mindset, Prospecting, Sales Conversations, Tenders, Customer Experience, ROI

SALES MEETINGS

Sales Meetings can be a complete waste of time or an opportunity to come together, learn, be inspired and be held accountable to a higher standard. What is your experience? Gain your competitive advantage in-house instead of paying thousands of dollars for an external provider. We can provide you with everything you need to run your sales meetings more effectively – slides, coaching cards, videos, access to online resources, any, or all of our online programs as well as accompanying mentoring sessions for the leader. You will become the true mentor in building sales force excellence!
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3 Red Folders, Bernadette McClelland

ONLINE PROGRAMS

Our online sales training programs are an extension of our face to face sales training programs. As a value added resource to our new and existing clients, they provide further embedding of the learnings complete with workbooks, videos, quizzes, tasks and experiments to undergo in the field.  With over thirty five (35) different topics ranging from mindset, prospecting, account management, negotiations, money, emotional intelligence, neuroscience and so much more, this platform will lead to a more assertive team with higher retention rates, increased margins and a stronger culture.
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Depending on the scope of work needed and your desire to explore additional growth, we are able to incorporate complementary ideas and insights to support your business, your team and your leadership even more. Please contact us right now to have that exploratory conversation.

Read Our Awesome Clients Case Studies (scroll left or right)

Are You Our Typical Client? We Hope So!

We work with mid-size businesses whose revenues are usually in excess of 10 million dollars. Our clients are in the Manufacturing, Construction and ICT fields that sell hardware based products and capital equipment. However, in saying that, we also work with Service-Based Business that are wanting to create an everyone sells culture and a few bespoke start-ups and smaller businesses with revenues less than 10 million that recognise the value of the sales function. All groups have 3 main concerns:

  1. Not having consistent sales results or an effective sales process
  2. Not having a strong enough positioning statement or value proposition and relying on product talk
  3. Desperately trying to lead a team, hold them accountable to their results and, especially in this time of uncertainty, generate a culture of high performance and growth.

Companies we have worked with [see case studies] have increased top and bottom line results, added 30% revenue increase in one case, doubled revenue on a project in another case and blitzed their client advocacy scores in yet another another. Our best practice system of business growth will ensure you win as well!

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B2B Sales Roles Lost by 2020 (Forrester)
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Budgets Not Being Met (CSO Insights)
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SME Businesses Close Their Doors In First 3 Years (ABS)

Why You'll Love Working With Us

01.

We Do The Lifting!

We partner with companies that offer world’s best practice when it comes to leadership and sales performance. What this means is we design, deliver and develop platforms that are 100% tailored-made for you.  From this we create experiments that are relevant, giving you a strong ROI and sense of ‘I have made the right decision’.

02.

We're Brain Friendly!

We don’t just offer growth and development from a skills and behavioural perspective, we go the extra yard and include the science behind why we do or don’t execute. This evidence based and science backed approach provides a self awareness that generates a higher performance mindset and stronger self accountability .

03.

We're Hands On!

Working with a boutique agency has its positives. One of our values is ‘generosity’, and we ensure that our hands on customer experience produces the wow! factor before, during and after our engagement. This intention of ours doesn’t just differentiate us in our market place, it is designed to create differentiation for you, as well!

04.

And...We Get You!

We are salespeople and have also held leadership roles. What this means is, ‘we get you’. We understand the blocked pipelines, the uncertainty of holding a team accountable, the fear of stepping into a leadership role and so much more – that’s why we can talk your language and help you play a bigger game!

What's Important To Us

Integration – We keep our brain and our body healthy for optimal performance.

Ethics – We think principles and values are important in addition to maximising results

Generosity – We provide resources to others without hesitation

Curiosity – We like to seek alternative options by asking awesome questions

Influence – We ask others what they want before talking about what we want

Get In Touch!

We are looking forward to working with you...

The first step begins with a conversation… let’s have that soon!

Address

PO Box 318
Sunbury, VIC 3429

Business Hours

Mon – Fri …… 9 am – 5 pm
Sat, Sun …… Closed

Phone

1300 935 226 (Australia)
0011 61 3 9746 2171 (International)

Email

open@3redfolders.com