Greg Donlan
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Biography
Greg Donlan is a proven and dynamic TEC speaker who has presented to over 200 TEC groups since his initial engagement in 2000.
The TEC programs presented by Greg leverage a background of sales, marketing and management success at organisations such as Coles Myer, Seiko, Ericsson and Coca Cola.
The Sales Coach's approach is very practical. Lots of ground level experience, war stories and group involvement in preference to a "text book" or theoretical presentation.
Importantly Greg's message is current, and effectively utilises current technology to underpin proven sales methodology. He still sells and negotiates every day himself. Additionally, he often rides with the Sales Representatives of his clients, attending their sales calls with them and coaching in "real time" to enhance performance. This ensures his ideas are both current and relevant.
Greg also works with CEOs of SMEs to help them develop sales and negotiation systems for their businesses. He has assisted the businesses of hundreds of TEC members in the past two years and also Vistage UK members in a recent visit.
Supporting Greg's business coaching methodology is leadership success in both Rugby and Surf Lifesaving.
Comments from TEC presentations
- "Excellent session, very well taken in by all - good presentation skills, subject knowledge, Greg really displayed his experience"
- "Strong concepts that can be used in many situations"
- "New ideas regarding the sales process - how to create and develop"
- "Lots of ideas for our business, how to make our strategic plan visual"
TEC awards
- Best New Speaker: 2000
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Presentations
Subject Matter: Sales Strategy / Finding New Customers
Suitable For: KEY; TEC; TECR;
Duration: 3.5 hours
The Perfect Sale
As CEO’s and sales leaders strive to secure consistent sales performance; the use of pre-planned sales systems has become more prevalent. The implementation and management of a documented step by step roadmap for both new business acquisition and account management, delivers consistency and growth.
When business leadership provides the system to their teams, the reliance on an individual diminishes.
This is Greg’s initial workshop and it shares the theory with TEC members. It also teaches them how to build these systems in their businesses. The 3.5 hour session is ideal for new groups or for groups where membership has changed significantly over the last five years.
Subject Matter: Sales Strategy / Finding New Customers
Suitable For: KEY; TEC; TECR;
Duration: 3.5 hours
Twenty-Twenty Selling
Greg’s latest program builds on “The Perfect Sale” workshop. It considers and shares the practical application of the “Challenger” sales model. The Challenger methodology sees the modern sales professional as one with the ability to gently control and progress a sales opportunity.
It also suggests that leading sales organisations now focus heavily on educating their clients and customers. Whilst the education can include transferring knowledge around products and services, it must also focus on educating around industry innovation, market intelligence and the suppliers systems and people.
This is a practical workshop with each TEC member building multiple education pieces to be utilised in their organisations sales system.
We also consider modern communication methods for these educational pieces. The use of video conference, scripted video and conversational video will all be considered and examples shown.
Subject Matter: Sales Strategy / Finding New Customers; Sales Team Transformation / Building a Winning Sales Culture
Suitable For: KEY; TEC; TECR;
Duration: 3 hours
Sales Leadership
This TEC workshop is ideal for those groups who have already undertaken ”The Perfect Sale” or "Twenty-Twenty Selling". It considers the structured methodology from those two workshops and educates leaders of SME’s how to structure and manage a modern sales team.
During the programme we focus on the following key components -
a) How to structure a sales team
b) how to reduce field sales staff without compromising revenue
c) The modern methods for hiring field and internal sales professionals
d) Tools and templates to help the sales function to plan
e) Dashboards to measure relevant activity
f) Exercises to identify lead indicators for future sales results
g) Coaching and training sales teams.
Subject Matter: Negotiation and Influence; Sales Strategy / Finding New Customers
Suitable For: KEY; TEC; TECR;
Duration: 3.5 hours
Negotiation Skills
A powerful and interactive workshop that tests the members negotiation skills with a number of group exercises. The theory, based on proven business methodologies is strengthened by negotiation insights.
During a 3.5 hour session we look at;
a) How to gather intelligence
b) How to leverage emotion
c) How to develop a negotiation plan
d) Building opening and walk away positions
e) How to extract the other sides walk away points
f) How to identify and create a value around non financial negotiation elements
g) Techniques for bargaining.
