Speaker Bio

Lars Tewes

Lars has over 25 years’ experience in sales and sales leadership as Sales Manager and then Managing Director, responsible for establishing three successful and currently profitable companies on behalf of the Southwestern Company.

In 2002 his passion for professional selling and sales performance improvement led him to set up SBR Consulting, to directly tackle the issues of business development, from strategic viewpoint, through to implementing tailored business development programmes. The ultimate goal is to, ‘Liberate sales potential worldwide’.

Over the past 10 years he has worked directly with over 250 firms from entrepreneurial start-ups to global financial and engineering and consultancy practices, helping improve their sales potential.

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His cross-industry experience in blue chip companies and SMEs, encompasses implementation of programmes to:

  • Develop sales cultures within organisations.
  • Help companies restructure, define or create a sales process.
  • Establish the correct KPIs, strategy, and incentives and how they should be used.
  • Enable top sales people to make a smooth transition into sales management.
  • Ensure that rigour is introduced into the sales function.
  • Provide consistency in the sales approach to market.
  • Write company sales manuals and sales leadership manuals.
  • Establish the correct approach to recruitment and retention.

Lars is committed to helping firms make business development a major part of their culture and to helping individuals find patterns for success that allow them to maximise their levels of performance, whilst having fun doing it!

  • In 2003 he created The Art of Selling Consulting Services Conference, which has run successfully every year since, with over 1,200 strategic and technical consultants attending.
  • He is the lead speaker in UK on sales and sales leadership for Vistage and won Outperformer of the Year 2011 and 2013.
  • He developed and wrote SBR Consulting’s QUIS Selling™ – The Sales Methodology for Consultants.
  • He developed High Performance Sales Habits for Consultants©.
  • His writings are published monthly in The Consulting Times based on ‘Selling in a Consulting World’.

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My programmes
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High Performance Sales Habits

If sales meetings are still an area you are uncomfortable with, then it will give you confidence by providing you with a natural structure to follow from beginning to end.

Read more

 

High Performance Sales Habits

 

Overview:

Many businesses are successful partly because their products, services add real value but equally due to the passion and conviction of the founders and leaders. We introduce processes to ensure that our IT systems, financial and operational systems are efficient and effective, however the one area that is rarely understood and still reliant on an individual’s personality and contacts is 'sales'; the contacts, the process, the structure to put in place etc. For many it is therefore still down to the CEO or an individual who has not been trained in sales methodologies and so does not know what he/she is doing right or wrong making it hard to pass on their skills easily.

This workshop will be about helping leaders, many of whom hold many meetings with clients and prospects, and do have neither a structure nor a conscious competency around the process. If you are already good at this, then this workshop will help you understand why you are and how to help teach others. If sales meetings are still an area you are uncomfortable with, then it will give you confidence by providing you with a natural structure to follow from beginning to end.

Outline:

Selling should not be a 'black art' and although there will always be those (as in any environment) who have a more natural communication style, it is essential to understand the stages of a professional sales meeting and all the top tips that can make or break a sale. For most, our perception of selling is the traditional techniques of selling on 'features and benefits'.

Today the prospect is often a lot more knowledgeable and complex and so meetings needs to be a lot more consultative whilst still bringing in the business:

  • What makes High Performance Sales Habits?
  • Q.U.I.S.™ Selling – The Consultative Sales Methodology.
  • Understanding the natural process to meetings with a defined structure.
  • How to get a prospect to talk and you to 'shut up and listen'.
  • How to create Buying Atmosphere v Selling Atmosphere.
  • The power of 3rd Person validation.

Outcomes:

  • A real understanding of the structure that makes an effective sales meeting.
  • Specific natural techniques that can be used straight away.
  • Understanding about the importance of letting the prospect talk first.
  • Confidence that you will be able to help client solve the real issue.
  • Know when to and when not to talk about yourself/your company.
  • Greater understanding of what makes a great salesperson for your business.

High Performance Sales: Leadership Habits for the CEO/Partner

The objective of this workshop is to share some of the basic models that must be in place within the sales function to create a scalable and duplicable structure and provide consistency.

Read more

 

High Performance Sales: Leadership Habits for the CEO / Partner

 

Overview:

Many businesses are successful partly because their products, services add real value but equally due to the passion and conviction of the founders and leaders.

For the business to truly become scalable it is essential to develop the salesforce so you hire a Sales Manager, Director and rely on them to build the team. All too often we hear that this is initially not as successful as the owner hopes and for some reason the expectations laid on the sales leader do not match the results. Why does this happen? One reason is that many Sales Managers and Sales Directors originally were promoted into leadership because they were good salespeople. No one has trained them on what it takes to build and lead sales teams and many are not even able to define the process they used to be good in sales.

Outline:

All the topics below are workshops in their own right and it is essential that if they are going to become part of the culture then they need to be address in greater detail and discussion. This is an overview to give a picture of how important the philosophy of 'people not paper' needs to be within your sales teams.

  • Formula for success in sales.
  • Formula for success in sales leadership.
  • The skill/will matrix.
  • 7 key areas to track, develop each sales person.
  • The L.A.W. (Leadership Adjustment Wheel).
  • Tracking 'critical success factors'.

Outcomes:

It is essential that the business provides a track to run on for the sales division. The objective of this workshop is to share some of the basic models that must be in place within the sales function to create a scalable and duplicable structure and provide consistency. By the end of this workshop participants will have:

  • Tools to be applied immediately for clear sales roles.
  • Duplicable systems to help Sales Director build individuals.
  • Recommended track to run on for each sales person.
  • Removed much of the 'grey' around sales management.

High Performance Sales Habits

If sales meetings are still an area you are uncomfortable with, then it will give you confidence by providing you with a natural structure to follow from beginning to end.

Read more

 

High Performance Sales Habits

 

Overview:

Many businesses are successful partly because their products, services add real value but equally due to the passion and conviction of the founders and leaders. We introduce processes to ensure that our IT systems, financial and operational systems are efficient and effective, however the one area that is rarely understood and still reliant on an individual’s personality and contacts is 'sales'; the contacts, the process, the structure to put in place etc. For many it is therefore still down to the CEO or an individual who has not been trained in sales methodologies and so does not know what he/she is doing right or wrong making it hard to pass on their skills easily.

This workshop will be about helping leaders, many of whom hold many meetings with clients and prospects, and do have neither a structure nor a conscious competency around the process. If you are already good at this, then this workshop will help you understand why you are and how to help teach others. If sales meetings are still an area you are uncomfortable with, then it will give you confidence by providing you with a natural structure to follow from beginning to end.

Outline:

Selling should not be a 'black art' and although there will always be those (as in any environment) who have a more natural communication style, it is essential to understand the stages of a professional sales meeting and all the top tips that can make or break a sale. For most, our perception of selling is the traditional techniques of selling on 'features and benefits'.

Today the prospect is often a lot more knowledgeable and complex and so meetings needs to be a lot more consultative whilst still bringing in the business:

  • What makes High Performance Sales Habits?
  • Q.U.I.S.™ Selling – The Consultative Sales Methodology.
  • Understanding the natural process to meetings with a defined structure.
  • How to get a prospect to talk and you to 'shut up and listen'.
  • How to create Buying Atmosphere v Selling Atmosphere.
  • The power of 3rd Person validation.

Outcomes:

  • A real understanding of the structure that makes an effective sales meeting.
  • Specific natural techniques that can be used straight away.
  • Understanding about the importance of letting the prospect talk first.
  • Confidence that you will be able to help client solve the real issue.
  • Know when to and when not to talk about yourself/your company.
  • Greater understanding of what makes a great salesperson for your business.

High Performance Sales: Leadership Habits for the CEO/Partner

The objective of this workshop is to share some of the basic models that must be in place within the sales function to create a scalable and duplicable structure and provide consistency.

Read more

 

High Performance Sales: Leadership Habits for the CEO / Partner

 

Overview:

Many businesses are successful partly because their products, services add real value but equally due to the passion and conviction of the founders and leaders.

For the business to truly become scalable it is essential to develop the salesforce so you hire a Sales Manager, Director and rely on them to build the team. All too often we hear that this is initially not as successful as the owner hopes and for some reason the expectations laid on the sales leader do not match the results. Why does this happen? One reason is that many Sales Managers and Sales Directors originally were promoted into leadership because they were good salespeople. No one has trained them on what it takes to build and lead sales teams and many are not even able to define the process they used to be good in sales.

Outline:

All the topics below are workshops in their own right and it is essential that if they are going to become part of the culture then they need to be address in greater detail and discussion. This is an overview to give a picture of how important the philosophy of 'people not paper' needs to be within your sales teams.

  • Formula for success in sales.
  • Formula for success in sales leadership.
  • The skill/will matrix.
  • 7 key areas to track, develop each sales person.
  • The L.A.W. (Leadership Adjustment Wheel).
  • Tracking 'critical success factors'.

Outcomes:

It is essential that the business provides a track to run on for the sales division. The objective of this workshop is to share some of the basic models that must be in place within the sales function to create a scalable and duplicable structure and provide consistency. By the end of this workshop participants will have:

  • Tools to be applied immediately for clear sales roles.
  • Duplicable systems to help Sales Director build individuals.
  • Recommended track to run on for each sales person.
  • Removed much of the 'grey' around sales management.

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