Mark Edwards

I deliver growth and stronger pipelines to B2B enterprise organisations by coaching sellers and their leaders through:

• Deal Origination Coaching - filling the top of the pipeline with quantity and quality
• Win Strategy Coaching - maximising win conversion rates and accelerating deals through the pipeline
• Sales Leadership Executive Coaching - building sales and sales management operating rhythms that deliver consistent and predictable revenue and margin growth, and that build the overall sales capability and maturity of direct reports.

I am considered one of the five 'go-to' people in my field, and have a long track record of delivering measurable results.

See LinkedIn profile under the projects section and recommendations and past clients:

https://www.linkedin.com/in/mark-edwards-cco-cxo/

Immediate on-the-job behavioural changes you will see from sellers are:

• Staying abreast of your customers industry and market changes, and delivering customer insights/value aligned to their business challenges
• Instigating new trusted advisor relationships at C-Level, Business Unit and Initiative Leadership, Finance Leadership and IT Leadership levels aligned to strategic priorities and initiatives to meet their business goals
• Credibility driven, high value, business-led and business outcome led conversations with your customers that create new sales opportunities through better need analysis, stronger buyer group alignment and competitive differentiation 

At a minimum, the lift in business outcomes you will see are:

1. More effective and efficient prospecting activity, that delivers an increase in qualified opportunities at the top of the funnel AND decreases your sales overheads
2. Deeper trust and customer satisfaction that increases differentiation, deal velocity and win ratios
3. More effective win strategies to differentiate you from your competitors, that increases win ratios, margin and revenue
4. Better account planning and stakeholder management that increases cross selling and up selling opportunities, ultimately, leading to increased sales revenue, more effectively close deals and generate new and repeat business.

On-the-job behavioural changes you will see for sales leaders are:

• More effective management of sales cycles
• Conducting pro-active pipeline health-checks to ensure forecast accuracy and optimum deal velocity
• A more balancing approach to short-term and long-term sales goals
• Keeping up with industry trends and adjusting sales strategy and sales operating rhythms to maximise opportunities
• Hiring and developing talent, hiring for the right skill set and developing existing potential
• Managing the sales pipeline in a manner that ensures predictable results, even in a changing environment

At a minimum, the lift in business outcomes you will see are:

1. Lower cost-of-sale, as the deals entering the pipeline are highly qualified and more likely to close
2. More predictable revenue generation as the deals in the pipeline are more closely monitored for 'red flags'
3. Sales targets met or exceeded, either by team or individual contributor, due the 'right effort at the right time'
4. Freed up time for the sales leader to focus on essential priorities due to less 'noise' generated by pipeline inefficiencies 

Clients include Telstra, Canon, Symantec, Daimler Group, Commonwealth Bank of Australia, RMIT, Swarovski Professional, Corrs Chambers Westgarth, Westpac, Symantec, Fonterra and Clayton UTZ and many others.

I deliver growth to B2B enterprise organisations and stronger pipelines through the design and agile delivery of deal origination, development and conversion strategy and tactics.

At the core of my diverse and successful enterprise sales leadership career is one constant – change.

Building, transforming and repositioning for the future, I thrive in uncertain environments, where disruption is the norm and pace is essential. In flux, I provide calm, steady direction while sorting and synergising the many moving pieces to create go-to-market strategies that slice through competition, provide clarity and establish the critical supporting structures (plans, cadence, tools, training) for those selling and delivering value to customers.

From supporting Huthwaite’s (now Miller Heiman/Korn Ferry) rapid growth in APAC to enabling big, complex transformations such as CBA and Telstra’s multi-year journeys to position as digital leaders, I understand how to connect vision and execution, and this rests on outside-in and inside-out change. It centres on looking outwards to deeply understand your customers, and inwards to really assess how you must fundamentally transform your ways of thinking, planning and managing sales and customer experience to deliver sustainable growth in an ambiguous future.

Clients often remark I am particularly great at getting people motivated, and inspiring them to get going. I love to talk, engage and be inspired by ambitious and intelligent people while providing those who need it with the new motivation and purpose to realise their potential. I get the psychology of selling and the psychology of coaching and the psychology of learning, and I use this, intensively, to deliver and exceed on business commitments I make for myself and my clients

I have a long and successful track record (15+ years) of delivering B2B pipeline growth business results through coaching and training B2B sellers and sales leaders to:

• Meet sales targets and revenue goals
• Find and developing new business opportunites
• Navigate complex buyer behaviour/buying cycles
• Build and manage a sales team
• Stay up-to-date with industry trends and changes
• Develop win strategies that deal with price pressures and competition
• Instigate and develop C-Level customer realtionships 
• Balance short-term and long-term sales strategies
• Manage large and diverse client base
• Manage multiple stakeholders within a client organization
• Identify and capitalise on emerging market and industry trends
• Manage sales pipeline and forecasting
• Marketing and product alignment