we are trend

Business Development and Selling Skills Strategic Planning and Performance Improvement

We are Trend.

We help to build and implement what's next for your

business to succeed.


We love selling. We don’t like telling. We do

like businesses that ask questions about how

they do things. We don’t like businesses that

avoid talking about how they do things. We

do like businesses that recognise the need

for change. We don’t like businesses that tell

us to stop changing how things are done.

We do like businesses that use selling and

business development as a strategic tool.

We don’t like businesses that think that

selling is a necessary evil. We do like

businesses that are willing to test their own

methods. We don’t like businesses that

defend failing methods. We do like to work

with businesses with genuine aspirations.

We love the kind of relationships where we all get to exploit the

talents that we have. We would love to meet you to talk about

what you need to do next to succeed.


This is about you and how we can be better together.

So, what’s next?

Lets start by introducing ourselves so we can make sure that we are what

you may be looking for, we know that there are others who you could talk

to – so why Trend?

Finding the right partner to work with and develop your team is the first step to making the changes that you recognise are necessary.

The justification for change may be obvious to you maybe not as obvious as what changes to make. Who you might select to implement these changes can be more difficult.

We prize the individuality; tenacity and skills that we already have within our sales teams and don’t want to risk alienating them, which can make choosing who you partner with to develop them tricky.

Having held these roles amongst others more than helps, it determines that here is the experience and skills to understand and recognise the skills that differentiate success from failure.

Developing others by exploiting this experience, knowledge and success is what drives Trend.

This drive is entirely about bringing capability, knowledge and passion to those who crave the success and satisfaction that they deserve, that your organisation deserves.

The smiles and confidence that exudes from someone who enjoys their work is characteristic of the satisfaction that we seek and have enjoyed for 32 years.


Who are we?

We’re a training consultancy with

expertise in business development

and selling skills. Trend founder

and Managing Director, Colin

Lynch, brings compelling

expertise and insight into any

business development and selling

environment. Direct experience

within product and service driven

businesses, with all of the

accompanying challenges is

familiar ground.

Stakeholder engagement, culture

compatibility and relevance to the

intended markets as well as

designing learning that works for

those who will take these new

skills to their customers are some

of the often ill considered in any

change process.

Change that fits and is needed is

good, because it adds to the

enjoyment and results that your

business aspires to.

Trend are based here in Perth,

W.A., so we can give you the local

support, market understanding

and accessibility that you need to

improve the performance of your

sellers.

Together we will build all

performance improvement

training and coaching specifically

to suit the needs, culture and

aspirations of your organisation as

well as the individuals who create

your successful trends.

We're fun and easy to work with. We care, we deliver, most of

all, we're committed to helping you find what's next to succeed.

“Your Contribution Is Consistently Nothing Short Of Brilliant.”

Managing Director, Tyco


What do we do?

We work with you to understand your sales process, your markets and

your ambitions for growth and then we design the changes and

improvements needed to achieve these outcomes.

We create and transform sales teams, leaders and their processes by

understanding your business, your supply chain and the improvements

you aspire to as well as the reasons why. We take the opportunity and

the time to understand why we are the right partner to work with each

client and how we can be the right partner to deliver your aspirations.

We are a training provider, we coach, we facilitate and we share our

knowledge and expertise.

We have seen sales teams and their leaders fail or falter in many areas

that affect their outcomes and their belief in how they can succeed. We

have designed training and coaching in many of these that include:

Prospecting for new business

Maximising all opportunities

Selling Skills – using an adaptive and repeatable process

Time and activity management

Forecasting

Meeting planning

Negotiating

Mastering these skills generates all of the commercial and individual results that we ask for from our people and and market.


Our affect is intentional and by design.

Ideas that change perspective; rejuvenate and inspire your

sales team and leaders.

Ideas that are adaptable to changing market conditions and

the diversity of your people work.

Ideas that are easy to grasp, tested and proven to bring job

satisfaction, results and enjoyment throughout your business


The alliance concept that we propose will be an excellent forum for

collaborative problem solving. This is a determined and passionate

commitment ensuring that all decisions and actions are focused on

achieving outstanding results.

How do we do it?

We draw up one plan and we deliver it and measure it together,

literally on the same page.

Don’t allow the opportunity for philosophical differences because we

work together openly.

Encourage each other to do something different, do something creative

and to share it together.

Show respect and trust for each other.

Cooperate to improve the performance of your colleagues and your

business

Consultants within Trend have proposed a range of innovations for other highly demanding solutions that achieved improvements in performance, revenue and efficiency. Your turn? Your choice.

Consider how your planned changes in business operations can be delivered to support the business strategy and the performance improvements that are needed can be achieved.

Consider that the risks that they are going to create will require appropriate assessment and management strategies.

Consider where you can gain access to the necessary expertise.

Consider Trend.

Succeed together An alliance, a partnership, a (temporary) member of your team


Why invite Trend to contribute to your business?

Trend brings the combined strategic expertise, innovative methods and

relevant outcomes that will grow your sales, G.P. and revenue.

As you think about the year ahead and reflect on the year past, are you confident that your business will succeed? Are you clear about how your business will grow, about your people and their roles, about how your business plan has considered their needs as well as yours?

What needs to be considered?

There may be additional operational and administrative support, equipment and skills development throughout your organisation to improve capability, motivation and satisfaction at work.

So we need a plan. Not just a plan, but an integrated plan that reflects where your business is and where you aspire for it to go. The next question that remains to be asked is: how do you get there? We have a map but no directions. So how do you get to your destination?

A Business Development Plan Audit can highlight the deficiencies and remedies to ensure that you will have a higher

level of success, to appreciate how the changes in market conditions are affecting your business today and into the near future.

Synchronising your marketing and selling activities with your business development plan is your first step to growth.

Creating opportunities and awareness through your integrated marketing plan should include similar oversights.

Business can’t flourish if no one knows about you or the changes and improved differentiators on offer.

Let’s aim to understand how marketing, business development and selling functions within your business and what’s next for these teams to flourish.


What’s next?

Plan for the necessary resources to develop business and win selling opportunities. Be certain though that what your plan can be achieved.

The business development plan

No matter how well crafted a plan is, without the capability to understand

it, gain agreement to it and deliver it there is no plan, just aspirations.


A plan without strategy is no more than aspiration.

Too often we hear that business is either lost or is of little value because of low margin, over-commitment or misaligned solution to the customer problem. The ensuing internal analysis struggles to discover the source of the gap in performance or how to address it.

Inconsistent sales teams and their more effective colleagues display the behaviours that explain their performance and as such can be observed.

Trend consultants have many years of experience in measuring the performance and skills of sales teams and their leaders & helping businesses to create processes that is consistent with their plans and aspirations.

The capability to build a value loaded proposition as an accepted provider where both parties gain from the outcome is unfortunately where the selling process falters

Sellers who go to market with a poorly defined message typically find that their chances of generating opportunities and winning major sales are hindered.

Assessments have shown that a clear path between what marketing is saying and doing and its relevance to your business development strategy is critical.

Plan for what to do, and understand why and how to deliver it.

Discussing the further importance of ‘why’ is specific to each market and customer.

The importance of selling to an organisation or an individual in a way that they want to be sold to, or to buy, cannot be over stated.

Trend has seen this approach work frequently resulting in good business and happy people. The significantly evolved skills designed, developed, tested and trained to thousands of sales people and business developers, teams and leaders are evidence that it works.


To create opportunity and bids for major sales you have to be able to create partnerships and a compelling argument.

Trend performance improvement comes from direct experience gained in active roles; the next thing to do is share those successes based on methods that are effective, practical and tested. The attrition rate in sales teams is far too high, typically because of unrealised goals borne from poor skills and dissatisfaction.

Finding joy in our work is an important path to success in both our work and our lives, at Trend we follow this ideal to help you, your business and those tasked to win for you to find this joy.

Trend have available a full suite of modular business development and selling skills training and coaching programmes

These vary in duration and can be delivered in a classroom or in the field. This is according to the extent of support needed and the role of the recipient,

Your business needs to be self-sufficient to succeed, so do your methods and your people. The most effective and efficient strategy will be designed to get the results needed.

Taking your business from where it is today and achieving your continued ambitions is realistic.


Business needs to feed success

A business has many needs to succeed, from operations, customer service, administration and business development amongst others.

Performance throughout the organisation can vary greatly and can be caused by lack of experience, new products and services as well as changes in personnel and market conditions.

Trend will propose to carry out an organisational Training Needs Analysis to gain a thorough understanding of your business strategies, objectives and culture.

Together we can ensure that the plan that we will implement will support the organisation and the plans for growth.

Organisational Business Development Plan Audit and

Training Needs Analysis

1. Review Business Plan and Strategy

2. Review Marketing Plan and Strategy

3. Review Business Development Plan and Sales Strategy

4. Review Account Sales Strategy,

(derived from the Sales Strategy, opportunity driven)

5. Review Opportunity Strategy,

(derived from Buying Process and Competitive Situation)

Mind the gap

Trend can identify the skills gap in your sellers to ensure that you can win more business, more revenue, more often


Business Development, Marketing and Selling Strategy & Plan

Deficient methods and skills encompassed within a poorly conceived and delivered 'sales strategy' bleed into the nature of an organisations behaviour. This has a ripple effect all the way back to the original business strategy plan.

What does all of this mean?

Trend invites you to an impartial yet insightful discussion about where you have planned for success and how you can achieve it.

What makes us worth your time and attention is

simply that what we do works.


Trend Posit ioning statement: To make every seller the

best they can be at their job, developing their career and self.

Vision: To be a learning and development partner to

businesses when business development, selling and strategy

planning are needed. Behaviour: We will speak in plain

English and avoid jargon. Performance: We will meet our

objectives every time, every way with no excuses, no

exceptions. Honesty: We will speak openly and directly, with

empathy, respect and a willingness to support our client’

objectives. Integrity: We will do what we say and ask our

partners to do the same. Teamwork: We will treat all team

members with respect, dignity, and integrity within Trend and

within our partners.


This may lead to further areas that may include:

! Marketing, lead generation and prospecting

! Telephone appointment making

! Auditing customer circumstances and needs

! Relationship development and retention

! Structured adaptive needs based solution selling

! Proposal design, content and matching to customer expectations

! Transactional analysis: testing understanding

! Recognising and qualifying the buyer

! Establishing and maintaining rapport

! Understanding the customer buying cycle

! Assessing the customers buying method

! Forecasting accurately

! Objections and buying signals: spot the difference and how to

handle them

! Account development

! How to win your competitors customers

Contact us to discuss any of these modules for your sellers

These are all available as classroom and field based training programmes.


Colin Lynch

Founder and Managing Director

Tel: +61 (0) 457 324 050

Fax: +61 (0) 8 6323 1193

e-mail: [email protected]

web: www.trendconsulting.com.au

Address: Level 3, 267 St Georges Terrace. 6000

we are trend

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