Unlike some trainers/consultants, Jim works with his clients, not based on theory but on over 30 years of selling and leading at the coal face – before he started his consulting and coaching business.
A Culture of Underperforming
Turning around a broken sales organisation, one with a culture of underperformance and lethargy, is a monumental challenge. In short order, Jim took a bottom-dwelling country and grew it to one of the best performing teams in the world. His no-frills, straightforward and ethical approach to building a world-class sales organisation is something to this day that I not only admire but strive to emulate.
ex SVP at Information Builders Inc, now CEO at Blue Mountain
A Change in Style
I worked with Jim while heading up pre-sales in a regional branch of a major US multinational. The branch had underperformed for several years, and Jim was promoted to lead it. Over 2 years the region went from bottom in the UK to top, and #2 in Europe. Jim’s ‘serving to lead’ approach turned a group of individuals into a high performing team. It was incredibly effective…
founder of independent consultancy, Avendris.
Everyone involved in Jim’s sessions felt we were better salespeople afterwards… Having taken Jim’s advice onboard we have seen a substantial improvement in our conversion rate from proposal to sale… I would have no hesitation to recommend Jim for your sales and marketing training and coaching requirements… Today was absolutely incredible, I was hooked from the start! So many amazing ideas to implement into my business… Jim Irving put across a very compelling message drawing on his years of expertise in the field of customer engagement. His customer centric approach to delivering presentations and proposals flagged up many of the persistent bad practices from salespeople and gave clear and simple ideas to improve engagements and drive sales success…
Sample comments from training and coaching attendees
In this book, Jim helps the salesperson see reality, develop insights and then, most of all, add long-term value to the client-supplier relationship.
Bob Bishop, Former Chairman and CEO, Silicon Graphics Inc
Absolutely the most practical and useful book ever written on B2B selling. From beginning to end, Jim Irving’s masterpiece is simplistically instructive but also captivating. This book is powered by Jim’s 40+ years of selling experience. It’s a shortcut through the hard knocks route of mastering the crazy nuances of the B2B selling profession. Highly recommend this book and this author.
TK Adams (Amazon)
A key objective - revenue growth
A key objective of any company is revenue growth, the outcome of which lies in the hands of relatively few people – your sales team. Transforming sales performance needs someone with the insight to understand your vision, and the practical know-how to deliver on it. Experienced leadership and people skills are key to this, and Jim Irving is one of the select band of individuals with both qualities. He has a long track record of making a real difference where it matters most – the bottom line.
CEO and co-founder, Spartan Solutions
Excellent balance of classic techniques, mixed with newer methods.
We found the sales and marketing training provided by Jim to be an excellent balance of classic techniques, mixed with newer methods. In particular, the branding and messaging workshops delivered a lot of value to us. Jim kept the sessions moving and tailored to our exact stage of development and I gained positive feedback from all attendees. I would have no hesitation to recommend Jim for your sales & marketing training and coaching requirements.
Co-Founder & CEO, Thrive App Ltd
