During the last few session, your developed your story, built your brand, planned your PR and social media, and learned how to create ads on Google Adwords, Facebook Ad and Instagram Ad!

We are focusing the last two session probably on one of the biggest Achilles’ heel of a lot of startups: Sales!
This week’s session is focused on B2B sales. You will learn how to get the most out of every call, every meeting and every contact you have. You will hear how to adapt behaviours at different stages of the sales process to generate and convert more leads, and create a sustainable and profitable business.

Sharing their experiences with us:

David Mellor since 2001 has developed a portfolio of activities which derive principally from 25 years’ experience in commercial and investment banking with HSBC and Deutsche Bank. His consultancy activities embrace strategic planning and implementation, and mentoring existing and aspiring entrepreneurs. He is a recognised expert in his field, regularly speaking at conferences and running seminars and workshops. He provides one-on-one and group mentoring to aspiring entrepreneurs, many of whom are aiming to establish themselves as consultants.

He is an Honorary Senior Visiting Fellow in the Faculty of Finance at Cass Business School, where he has run workshops on managing strategic change, entrepreneurship, corporate entrepreneurship, leadership, building high performance teams and sales. In addition, he has acted as course director and provided facilitation and mentoring support to participants in small groups and on a one-to-one basis.

David is a Freeman of the Guild of Entrepreneurs. He holds a Bachelor’s and a Master’s degree from the University of Cambridge, and is a member of the Institute of Directors. He is a Certified PRISM Brain Mapping Practitioner.

Tom Penn has worked in sales since 2002. He’s sold doughnuts on the beach in the south of France and launched a trade show in New York – in between he’s sold newspaper subscriptions, education procurement and digital advertising amongst others. Tom also went to university from 2003-2007 but always knew that working in sales was where he wanted to be.

He now runs his own sales consultancy firm, working with all sizes of businesses in a variety of sectors. More than anything, he believes that to get the best out of your sales people you need to surround them with other sales people – atmosphere and environment are essentials for B2B sales success.