Tom Williams's Linkedin Analytics

My passion is to help sales organizations understand the modern buyer and change their sales approach to be more buyer centric. Sellers today must offer insight and perspective, collaborate with buyers, co-create solutions that deliver measurable outcomes and be a concierge, facilitator and guide that helps them buy by building consensus and reducing the risks to buy. The result is an improvement in their win rate and funnel-to-forecast accuracy at the gross margins set by management. Our clients benefit by winning new customers, selling more to existing customers, reducing sales force turn-over and having predictable workflows within a profitable and growing business. As a former President of one healthcare service business, Division Vice President & General Manager of another and a Vice President of Sales, Marketing & Product Service, I have felt the pain firsthand of poor or inadequate sales performance. I understand the ripple effect it has with investors, the board of directors, senior management, and the entire organization. The foundation of our work with clients is based on 25+ years of sales and training experience. Much of our process is outlined in two books I co-authored entitled The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales (2018) and Buyer Centered Selling: How Modern Sellers Engage & Collaborate With Buyers (2019). These two books are “tactical field manuals” about what top-performing sellers do – how they research, plan, and implement activities that maximize their chances of winning a sales opportunity. As a former sales leader and current sales consultant, trainer and speaker I and our team understand the harsh realities, myths, data, best practices, game-changing approaches and guerrilla tactics that will elevate a seller’s prospects of winning good business. If you: • Want to reduce the percentage of deals going to status quo • Want help with deal strategy to improve your win rates and shorten your time to close • Need help mapping the buy-sell process or developing a sales playbook • Want help with deal strategy to improve your win rates and shorten your time to close • Need to improve forecast accuracy • Want assistance in reducing or eliminating unnecessary discounting • Want to create more buyer centric conversations with different buying styles Then call me at 951-515-8159 or send an E-Mail to [email protected] Both books mentioned are available on Amazon or in local bookstores worldwide.