We have over 25 years experience working with the world’s biggest companies to provide better sales processes and results through a variety of methods and techniques
We provide a range of training solutions through our bespoke workshops and can cater for any sales and management team. Get in touch with us to see how we can help to assure your sales targets
RDC Publications provides access to our range of Sales and Negotiation books, eBooks and DVD’s. Take a look at the full range here.
Below the Executive level, we perform a wide range of assessments on Sales Teams and individuals. One example of a recent engagement was for a client who asked for our ‘Sales Needs Assessment Programme’ (SNAP) covering 200 Sales people in ten countries. Read more…
In mergers and acquisitions, the change management challenge for Sales is often to avoid throwing the baby out with the bath-water! We provide advice on how to retain existing profitable customers, while combining the best practices from the previous organisations with a fresh approach to Sales that will achieve the goals of the merger or acquisition. Read more
We provide a virtual ‘Sand-Box’ so that Sales Directors, Vice Presidents and Sales Executives can experiment with newly acquired skills in a non-threatening environment and plan how they will apply them in a real sales situation in your organisation. We then mentor your executives in real deals using our technique called ‘Activity Based Coaching’ (ABC). Read more
An example of our work in this area was for a client who is a multinational, multi-billion dollar software and services provider. A new Sales Organisation was needed to take full advantage of changes in the market and to maximise returns through genuine 360 degree relationship management. Read more
“Alan, we are actively using the concepts and the tools you provided us from the two 5-Step Qualification training sessions you conducted. The benefits are that we are much more intentional with how we qualify and pursue business (miminizing scrappy dog deals), we’ve developed more standard terminology to improve our communications and effectiveness, and we are more methodical with how we approach the customer to communicate our value and keep the opportunity from becoming a price negotiation. Alan, your presentation style and insight applied to our training exercises are the best we’ve come across.”
“In SAP UKI we have been using The RDC’s Negotiation Training for the past two years. It makes up one of the required training programmes that all of our sales personnel attend. We have found that the course has engendered a common language, structure and framework that has enabled us to engage with our customers more effectively. Alan McCarthy teaches a number of great techniques, rules and principles that we regularly utilise. What makes the training so refreshing is that fact that it is conducted by someone who can do it in the real world rather than the often seen ‘if you can’t do it, teach it’ style.”
“I learned more in 2 days than I have in the last 16 years.”
The GOSPA methodology really allowed the sales people to consider their role, explore more possibilities and manage their time a lot more effectively. To this day those same processes and methodologies are still in use and I would recommend the services of RDC to anyone looking to manage sales people more effectively, improve sales revenue and at the same time gain and keep long term happy customers.”