The Art of Selling Consulting Services: Virtual Conference

Virtual Conference - Wednesday 26th May 2021 - Looking to accelerate your career from delivery consultant to business winner? Need to refine your sales skills to help equip you to win new clients in spite of the challenging market? Then join your consulting peers and enhance your selling skills at this results-oriented sales seminar.



The Art of Selling Consulting Services is our most popular seminar ever. By helping consultants to accelerate their careers and win more business for their firms, it has already attracted ~1,500 highly motivated fast-track consultants from firms like:


  • Capgemini

  • PwC

  • A.T.Kearney

  • Deloitte

  • Newton

  • Baringa Partners

  • Atos Consulting

With content tailored specifically around the theme of increasing new client wins this event will help equip you to sell more effectively in today's challenging market.




Should you attend?...

...Certainly if you are reaching the stage in your career where selling consulting services is becoming - or about to become - increasingly important, feedback from previous sessions shows this seminar will repay itself many times over. Equally if you are anxious to strengthen your sales skills to counter the more challenging market environment, this event will prove invaluable. Here is just some of the positive feedback we have received from recent delegates:
    "An extremely worthwhile day covering all the points that I was interested in."

    "Many thanks for conducting a very useful session today. I learnt a number of new techniques which I can deploy immediately as well as having opportunity to reflect and challenge what we are doing. Plenty on the to-do list!"

    "As an Account Sales Manager working for Sun Microsystems, I adopt collaborative, consultative selling approaches when engaging with clients. It was worth the investment and a good refresher."

    "Very helpful and informative - congratulations to all for a well produced and expertly executed day."

    "A word to congratulate you on a well run and worthwhile seminar last Friday on 'selling consultancy services.' I found it very relevant even though I have been selling IT solutions/ consultancy for more than 30 years."

    "Many thanks for the excellent workshop and line-up of first class sales professionals."

    "Spot on - selling consulting, not just selling."

    "I wanted to let you know what really excellent feedback I got from our two recent delegates to the above course. They were extremely pleased with it."

    "I want you to know that I enjoyed the event very much and found many things within the presentations that have given me food for thought. My attendance was a bit of an experiment for our company. I have been asked to provide a feedback report to my MD to judge if it is worthwhile sending more of our consultants to any future events you provide. I will certainly recommend that the event is of benefit for several members of our organisation."

    "I thought Friday was excellent, particularly for the variety of inputs and perspectives as well as of attendees."

    "As a small independent 'one man band' the topics were relevant. I like Q.U.I.S and the discussion on bringing a client to a decision was good."

    "Many thanks for a well run and well constructed course. I took a lot away from it."

    "As a Sales Director, I assumed I could not learn anything more about selling. However, I picked up some very useful advice and new ideas specifically aligned to selling services."



Objective of "The Art of Selling Consulting Services"

To enable consultants to accelerate their transition from delivery consultant to business winner, facilitated by leading sales trainers with a proven track record of teaching consultants to sell their services more effectively.


Overview

You've probably noticed that the ability to sell has never been more important than in today's consulting market? The ability to sell can mean the difference between making it to Partner status or getting stuck in a career rut; between success and failure where new start-up consultancies are concerned; between securing a new job or missing out to an otherwise similar candidate.

Ultimately, being able to sell is what separates those who enjoy a successful and rewarding consulting career from those who lose sleep over seemingly unachievable sales targets.

Fortunately, our latest training seminar will empower you to accelerate your sales ability in just one day. If you would like to win that consulting sale with confidence...

... and multiply your effectiveness as a Management Consultancy business developer, then "The Art of Selling Consulting Services" is a must-attend online event.


Who should attend?

If you are reaching the stage in your career where selling consulting services is becoming - or about to become - increasingly important, this seminar will pay dividends. If you are striving to generate more new consulting revenues this financial year, this seminar will equip you to fulfil your goals. Do you have a sales target to meet? Then join us on the 26th May 2021!

Places for this event are limited and are strictly available on a first-come first-reserved basis.

How to Book

Bookings can be accepted via our online payment form using the button below - or alternatively email customer.services@top-consultant.com to have an invoice raised for your reservation. Book by 7th May and your reservation will cost only £199 + Vat, a saving of £100 + Vat on the regular rate.



The Presenters

Josef Dvorak Country Manager of SBR Consulting

13 years into a career that has involved selling, leading sales teams and developing organisations in the US and across Europe, including recruiting, training, managing, leading and motivating 277 salespeople and leaders, Josef is passionate about helping Professional Services firms and individuals grow their sales potential. As a Sales Performance Consultant, he uses his expert knowledge and experience to work closely with his clients to ensure that they have the right habits, tools and processes to drive revenues, increase productivity and develop high performance sales cultures. Having set up the Czech branch of SBR Consulting, he specialises in winning business and designing, delivering and embedding sales and business development programmes within Professional Services and other industries.

Paul Collins Chairman of the Board of Directors of M&A firm, Equiteq

Paul is the founder and former Chief Executive of WCI Group, a consulting firm that consistently appeared in the Sunday Times Fast-Track list and that Paul personally built up to over 400 consulting staff in less than a decade. As one of the few consulting firms to have achieved solid growth figures during the last downturn, Paul can give first-hand insights into the consulting sales process and how this should be adapted to address booming markets and markets in the grips of a downturn. Paul is the Chairman of the board of directors of Equiteq Limited and advises consulting firms on how to achieve sustainable and accelerated growth in their businesses - with enhancing the sales effectiveness of firms being an important component of his work.

Stuart Lotherington Managing Director of SBR Consulting

Stuart is one of 2 Managing Directors and has been in the firm for over 14 years. He is still very much involved with his clients having dedicated over 30 years to Sales Force Effectiveness and making millions of pounds of sales revenue for Consultancy & Professional Services firms. In 2019 he
billed over $1million in sales revenue alone. He shares his expertise at conferences on Professional Service strategy and execution. In his time with SBR he has been engaged in over 250 clients in this industry sector. He has been featured in magazines such as Sales Transformation and Directors (IoD) not only for his Sales knowledge but also for his athletic prowess, having completed numerous Ironman competitions, Ultra running and cycling events. Stuart has degrees in Business Studies and Finance and has recently completed another in Psychology.


Jonathan Adams Senior Consultant of SBR Consulting

Jonny’s 10-year sales career started as a graduate. He has worked in organisational growth of sales team from 10 – 100 people and has a specialism in Inside Sales. Jonny has been the senior sales lead in his previous role that led him to be a high performer in transactional and corporate sales environments. Multiple promotions led him to manage various key geographical markets, where he was responsible for £35 million turnover per annum. Further responsibilities were, in-house training, development of on-boarding programmes and coaching plans across the business. Jonny has vast knowledge of Salesforce.com implementation and utilising sales methodology and process in combination with relevant dashboards and activity tracking.

Alan Morton Managing Director of SBR Consulting

Alan has personally worked with over 12,000 salespeople and 75 different organisations helping them to develop the processes and habits of high performers. 21 years into a sales career that has involved successfully selling in complex environments, leading sales teams and developing organisations in the US and across Europe, Alan is passionate about continuing to hone and develop the habits of a high performer in himself and in others. Prior to joining SBR Consulting, Alan spent 14 years working in sales and sales leadership positions and was recognised as a finalist in the National Sales Awards for Sales Trainer of the Year. Now in his thirteenth year of working with SBR Consulting he specialises in winning business and designing, delivering and embedding sales and business development programmes within professional services and consulting organisations.

Tim Hillier Principal Consultant of SBR Consulting

Tim has a passion for sales that started during a University
undergraduate role. He began as a B2B Telemarketing Consultant before progression to a Team Leader, managing a European sales team. Tim then went to work in B2B IT & Telecommunications organisation initially as an Account Manager and Partner (Channel) Manager. After his direct sales role, Tim managed a team of senior sales individuals directly responsible for their performance and development, including recruitment, onboarding, training and coaching. As part of his role, Tim was also involved in defining the structure and strategic direction of the Partner sales team. As a Principal Consultant, Tim specialises in transferring this sales and leadership success, working with teams and individuals to elevate sales results through habitual change.

Venetia Paske Principal Consultant of SBR Consulting

Since starting at SBR in 2018 Venetia has worked with over 60 clients including professional services firms, who have complex and long sales cycles, with clients delivering to both the B2B and B2C environment. As well as this she has also worked considerably in technology, travel, and finance. Venetia’s 12-year sales career has involved working in complex sales environments developing and leading sales teams across EMEA markets. Before her time at SBR Venetia spent 4 years in the Ivory Coast trading raw materials for what became one of the top three distributors in the region. Working across several geographies supplying multinationals for their entire West African production facilities.

Tony Restell Founder of Social Hire

Expert in small business marketing, lead generation and social selling. His business Social Hire serves professional services businesses wanting to generate new consulting client leads through the effective leveraging of social selling strategies.

Key Sessions

1. The Necessity of Selling When Building a Practice

2. The Right Mindset to "Pro-actively Win Business"

3. An Introduction to "Your Business Development Funnel"

4. Social Selling

5. Developing and Engaging with Your Network

6. Conducting an effective first meeting with a potential new client, Pt 1.

7. Conducting an effective first meeting with a potential new client, Pt 2.

8. Structuring Your Day: Committing Time to Business Development Activities


Costs & Bookings

Bookings can be accepted via our online payment form using the button below - or alternatively email customer.services@top-consultant.com to have an invoice raised for your reservation. Book by 7th May and your reservation will cost only £199 + Vat, a saving of £100 + Vat on the regular rate. We also offer a 20% group discount for bookings of 3 or more delegates.



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Booking Fees

The cost per delegate place is £299 + Vat.

Cancellation Policy

Places on this seminar may be cancelled up to Friday 7th May 2021; you will receive a refund on all places booked minus a £45 administrative charge per place. All cancellations must be received in writing. No refunds or credits will be given for cancellations received after Friday 7th May 2021 or for no-shows on the day. Substitutions are acceptable at any time. Email: customer.services@top-consultant.com

Next date for this virtual conference is Wednesday 10th November 2021.