A fact from the Institute of Personnel Management:

"Training effectiveness drops by 87% over 30 days...but combining training with coaching gives you a fourfold increase in results."

Business - Shenick Network Systems is a privately held, Irish registered company with headquarters in Ireland (Dun Laoghaire, Co. Dublin) and Silicon Valley, Burlingame, California near San Francisco Airport.  

Operations - Shenick was established to meet the challenges of network 'business class' service quality and deal with issues associated with the introduction of new revenue generating applications for next generation broadband network equipment vendors and IP-oriented network service providers.  

Problem – The sales organisation needed to better understand customers’ key business goals and more importantly, how to link the benefits of Shenick’s technology solutions to help clients meet these goals.  

OUTCOME – “JFK&P offered real world sales experience and true expertise in complex B2B selling environments, providing us with pragmatic tools and processes readily applicable to our organisational needs. Their help was invaluable.”

Robert Winters, Chief Marketing Officer, Shenick Network Systems www.shenick.com

Business - Latchways is a group of companies dedicated to protecting the safety of individuals working at height. They have offices around the world including USA, France and Spain.

Operations - The Latchways ManSafe fall protection range is used around the world on tall buildings and structures as diverse as office blocks, industrial units, leisure and retail complexes, telecommunications towers, bridges and electricity pylons.

Problem - The sales department needed to sell larger projects at a higher level in the customer organisation.  

OUTCOME - “Our people needed to develop the skills to engage senior people in a client organisation, at a non-technical level and communicate our value to them.

“As the market leader in Fall Arrest Systems, Latchways is constantly looking at ways to improve the performance and effectiveness of its sales and marketing function.  Initially sceptical of generic sales training courses, we became very impressed with the time and effort that JFK&P took to understand our business and ensure that the training was relevant and meaningful to our sales people. ”

Alastair Hogg, Group Sales Director,  www.latchways.com

Business - PaceMetrics has sales offices in the major financial centres of London, New York and Amsterdam and employs leading industry analysts, consultants, engineers and developers to implement high quality solutions for the world’s leading global financial institutions.

Operations - PaceMetrics is a leading provider of real-time business solutions for transaction monitoring, end-of-day pricing and compliance solutions to the financial services industry.

Problem - The sales department needed to improve their performance.  

OUTCOME - “As former sales managers and directors, JFK&P were able to bring real world experience to our targeted sales campaigns. They provided us with practical and useful sales techniques and skills to help us with our current business development agenda. The engagement with JFK&P was based, in a structured way, on key foundational selling concepts. But the real value for us came when we applied this to current live opportunities using the mentoring and coaching services from JFK&P.”  

Hugh Curran, Director www.pacemetrics.com

The following sample businesses have successfully increased their sales following a consultation with training from JFK&P.