Archive | Clients

Bombardier – Leadership Execution

One of the key leadership challenges of our time is liberating the collective intelligence that resides across our organisations. Releasing our organisations’ untapped potential is something that every President, CEO, COO, Business Unit and Team leader understandably wants more of. Everyone wants greater levels of performance, but how do you get it? One answer is to bringing together your top teams from multiple countries operations and get them working on the problem. The goal is to get people to meet and connect with each other and create meaningful exchanges of ideas and knowledge. What is an emerging problem in one country or region has often already been solved by colleagues working in another. Being able to pinpoint and direct this information, knowledge, expertise and experience to where it is needed, when it is needed is the art of effective Leadership. Much more than team building this type of Leadership Conference is the foundation of building a sustainable corporate response capability and an ongoing performance culture. Working directly with the President and the Senior Leadership Team of the Services Division we ran a series of Top Team Conferences designed to facilitate top team execution and company wide performance.

Presidents bi-annual Top Team Conference 90 people – Berlin, Germany
European Project and Bid Management Conference
70 people – Berlin, Germany
Sales Conference
75 people – Berlin, Germany

“Execution is the discipline of getting things done. The ability to execute is what separates good from great companies in today’s increasingly complex and competitive business environment. Our job as business leaders is to help our people to execute and reach new levels of performance. Creating a ‘Culture of Excellence’ is the key to enabling personal performance and sustainable competitive advantage.” – David Ednie, President, SalesChannel Europe

Microsoft – SaaS Sales Acceleration 2.0

Microsoft is looking to the decade a head and that means Cloud computing, on-Demand computing and SaaS. Clearly this is where the future lies and Microsoft has every intention of being a leader in this market space with Azure and the Dynamic Data Center amongst other S+S Services. To succeed in this new Cloud based computing world SalesChannel Europe is helping Microsoft’s Partner eco-system to successfully navigate these changes and align their Sales and Marketing messaging and Value Propositions around new and emerging buyer persons. SaaS Sales Acceleration 2.0 is all about re-thinking the rules of the game. What worked yesterday almost certainly won’t work tomorrow. We are witnessing fundamental change, which includes Web 2.0 Marketing, the shift from the Sales Cycle to the Buyer Decision Process and the irreversible rise in the importance of social media and recommendation marketing. SaaS Sales Acceleration 2.0 is a 2 day Strategic Workshop that is designed to help participants to answer the 7 Killer Got-to-Market questions:

  1. What problem(s) do you solve?
  2. Who do you solve the problem for?
  3. Why does the problem need to be solved?
  4. How do you solve them?
  5. What sets you apart?
  6. How and why do your prospects make buying decisions?
  7. What is holding them back?

Client Recommendations:

“David has been working with my organization in numerous consultancy engagements for Microsoft as well as for our partners. Partner feedback has been consistently great as they appreciate David’s experience and style of facilitation to generate valuable results. David has also consulted my organization directly and I have been extremely pleased with the results. David works extremely professional, trustworthy and I appreciate his high level of integrity.”- Michael Korbacher, Director Web and Application Hosting EMEA, Microsoft Corporation

“I’ve known David for the last 9 years and worked with him in two companies (so far), participated in his workshops (you never just listen!), been animated by his conferences and learned a lot from him about connecting with people. David’s willingness to share and communicate, his positive attitude, hard work, professionalism, instinct and enthusiasm are all great assets.” – Rob Steggles, Marketing Director Europe, NTT Europe

“David Ednie is a truly inspirational speaker, a superb facilitator of workshops and seminars as well as possessing a wide breadth of industry knowledge. I would recommend him and his organisation to anyone.” – Paul Doherty, Sales & Marketing Manager, 7 Global

Orange – Sales Performance Motivation

Sales Performance Motivation is all about keeping your team at the Top. And isn’t that where you want them to be all the time? David Ednie, President, SalesChannel Europe

The SERA program was created to recognise, award and celebrate the success of Orange’s Top Sales Performers. The SERA Program, which stands for “Sales Excellence Recognition & Awards” Program, is an initiative of the Group Sales and Customer Experience (GS&CE) / Orange Retail team, to foster Excellence in sales and customer service and drive the success of Orange’s Retail Channels across a footprint of 9 countries in Europe.

“Why SERA? The goal of the Program is first to identify the Top Sales Performers across Orange’s operations and secondly recognise and award the wonderful work done by Orange’s sales people servicing customers in Orange’s retail stores and franchise shops across the region.” Mark Imhoff, Retail Channel Director, Orange GS&CE

According to a recent study conducted by German brand and retail experts (Gruppe Nymphenburg), more than 50% of all purchasing decisions are spontaneously taken by shoppers at the point of sales. In a highly competitive market, with customer centric offers and a lot of innovative products being launch in the market almost every day, sales effectiveness – the famous “last meter” is what ultimately makes the difference by helping customers to find and buy the best offers matching their specific usage requirements.

“The SERA program has been designed to drive our sales effectiveness from good to great and help create a real and unique customer experience.”Marc Imhoff, Retail Channel Director, Orange GS&CE

*The SERA Program (Sales Excellence Recognition and Awards) was jointly developed by SalesChannel Europe and Orange GS&CE.

Client Recommendation:

“David and I worked in close collaboration to deliver a company wide Sales Excellence Program under a very tight deadline. He was quick to understand the complexity of the challenge and was instrumental in helping us create a Program that was embraced by multiple country operations. David brought his energy, ideas and structure to the Program resulting in immediate and universal support from the field. He is inspiring, has a unique ability to connect with people and tap into their emotional drivers, works smart and fast as hell, and knows how to think outside the box to get around little and big road blocks. It was a great experience and I learnt a lot working together with David and would welcome the chance to get to work with him again on a next joint project.” – Marc Imhoff, Retail Channel Director, Orange GS&CE