I am an expert sales consultant and sales coach with over 18 years of sales experience in different markets, industries and countries. I am a German native based in Ireland, and I help companies increase their sales. With my background in international sales development and management, I am able to help and consult in nearly any sales-focused area. My main areas of expertise are prospecting and helping clients overcome their fear of self-promotion, better known as sales call reluctance.
We promise a growth in sales, and not a mere increase. With us, your sales figures won't spike over a short period of time and then decrease again. We guarantee that your sales will grow steadily and continuously over a number of years. The results we achieve speak for themselves: on average, our customers grew sales by 82% and they continue to rise.
We promise that your sales force and sales management will NOT revert back to their old self. Our programs are unique and will definitely help you grow, secure your position in the marketplace, establish your company as an industry leader.
When you work with us, your competition won't know what hit them.
We focus on the top of the sales funnel and help organizations generate more leads by changing the way prospecting is done. If you prospect more effectively and efficiently, you will automatically grow your sales. Our aim is to develop individuals and teams into top performers.
CoachClinic is a unique service provider that concentrates on helping salespeople and managers increase their turnover and commissions by 30 - 45%, on average, by using scientifically-proven tools and state-of-the-art technology.
We redefine your expectations of training, coaching and consulting and by combining them in the most powerful way possible. We leave you empowered, motivated and knowledgable - follow-up coaching and guidance are included in all our programs.
At CoachClinic, we analyse your business first and design a program to fit your needs
- Full sales team analysis
- Sales skill-building training
- Customer service training
- Fear-free self-promotion and prospecting training (overcoming sales call reluctance)
- Sales coaching/Business coaching
- Sales Consultation
- Helping start-ups and SME's to break into the German speaking markets
- Training and coaching on up-selling and cross-selling techniques
What do you like most about your profession?
I love sales and am very passionate about the profession. I believe that sales equals helping people and the more people I help the better my company and myself performs. Money is important but it's basically a side effect of helping people.
What questions do clients most commonly ask you? How do you respond?
Is there really a fear of prospecting? Yes, and it is quite common. We all have different types of fears associated with selling and it is not necessarily the fear of rejection as many believe. We differentiate between 12 types of fears that are currently known to us and by overcoming certain prospecting fears we help our clients to raise prospecting activity and therefore increase sales. The more sales people prospect, the more sales they generate.
Describe a recent client engagement or project.
We were working with a German based insurance agency and helped them with one of their 48 branches to increase their sales revenue by overcoming the fear known as role rejection. Role rejection is a fear where people do not like being in sales or don't enjoy the profession. The insurance industry thought they could get rid of that by calling their sales reps simply brokers but with this company it didn't work. We advised to revert them back to simply "Verkaeufer - the German term for Sales Rep" and by tweaking small other bits and pieces with them we increased their sales revenue by approx. 12% within 6 weeks after the program finished. They estimate that if this program is implemented throughout their entire organisation that and an increase of only 12% is given then this would mean nearly 10 MIllion EUR in additional sales for them. Needless to say that they will go ahead with the entire project.
What are 3 attributes you need to be successful in your industry?
In my personal and professional opinion you need to love what you do. If you just do it to get money coming in, the opposite will happen. You may make some money, but you will never really make it (if that makes sense). You also need to know what sales really is. What it entails and how to make it work. Just giving a customer what they want is simply order taking and not selling. Selling means to understand the customers needs, ask questions, listen and then provide a solution. It's all about helping the customer understanding their own needs.
What are the most important things to consider when hiring a service provider in your field?
Make sure they have experience in sales. Depending on your own needs and requirements you may need somebody with experience in your industry. However when using an outside consultant sometimes using somebody with no experience in a particular field may be a better solution as they are not necessarily blinded by the industry and are capable of "thinking outside the box" and see things that you may not be able to see.
How are you different than others in your profession?
I bring a fresh look with unique experience and the highest working ethics and standards. I am also the only expert in Ireland on Sales Call Reluctance and am authorised by the BSRP (Behavioural Science Research Press) to test, train and coach on the fear of self-promotion. We also have a very specific approach to help employees and managers understand what we do and how we can help. We only work with people who want to learn and become better in their profession. If somebody in the team doesn't want to or thinks this would be a waste of time we either bring in a different trainer/ coach for them or we exclude this person from the training. No point training somebody who doesn't want to be trained.
What are your biggest professional influences (books, mentors, events)?
Brian Tracy, George W. Dudley and Shannon Goodson, Zig Ziglar, Neil Donald Walsch,
How do you typically handle disagreements with clients?
Depending on the disagreement or argument. If a client starts shouting, arguing with me I usually stay very calm, express my gratitude towards them and help them to "get it all out". Once it's out in the open clients usually calm down very quickly and are ready to listen/ talk about what happened and how we can help make it better or help the matter to go away.
Describe your proudest professional accomplishment.
Helping one client (a sole trader) to increase his sales by over 370%. Making a massive difference to his company and helped this client to generate a turnover of over 1 Mio EUR with a total commission to this client of nearly 300K EUR (from approx. 81K the previous year) within just 6 month.
CEO at SalesClinic
March 2014 - Present
SalesClinic is a separate branch of CoachClinic and a unique consulting service provider that helps companies and individuals grow their sales revenue by using scientifically proven methods and state of the art technology.
We focus on the top of the sales funnel and help organizations to generate more leads by changing the way prospecting is done. If you prospect more effective and efficiently you will automatically grow your sales and we are the experts in the field.
Being the only company in Ireland that is accredited to help with Sales Call Reluctance we are confident that our service will grow your sales turnover by 30 - 40%.
Besides general sales skill building training we offer customized sales training and coaching, fear-free prospecting and self-promotion training as well as first class customer service training that will help any organization to create customer loyalty. We also offer unique and specifically designed loyalty programs for our customers.
We analyze your business first and design a program to your needs from consulting to training and coaching that will help you generate more leads, more sales and creating a loyal customer base in the process.
SalesClinic - The mechanics of sales people.
CEO at CoachClinic
June 2013 - Present
CoachClinic is a unique service provider that helps individuals to utilize the Law of Attraction. We are experts in the Law of Attraction and combined with our coaching programs we can help any individual to create a happy and fulfilled life.
Our training programs range from creating a balanced life programs that are designed with one of our partner companies to Law of Attraction programs as well as individual coaching on the matter.
We are life and business coaches and our trainings are designed for success with individual follow up coaching attached to every training we do.
This in turn will help you succeed in anything you want to do and any goals you might want to achieve.
Are you ready to turn your life around?
CoachClinic is also the mother company to Salesclinic and ParentingClub2014 which are individual run branches of CoachClinic with more specific aim to help businesses grow and create awareness of positive parenting.
CoachClinic is also in the start up phase of a newly designed recruitment and recruitment consulting business that will change the way recruitment is done for large multinationals. Stay tuned, more to come soon.
We are looking currently for recruitment specialists or recruitment agencies who are interested in a massive challenge and to help build this new branch of the business from the ground up. Contact us for more information.
Inside Partner Business Manager Germany at VMware
May 2012 - November 2012
Managing Channel Partner accounts in Germany
Sales Manager DACH at Sense of Nature
September 2011 - February 2012
Sales Manager for D/A/CH region and Ireland
Developing new business opportunities and helping large retail clients and distributors to achieve their gross margin plans in the duvet and pillow category.
Creating sales strategies and liaising with in-house departments such as supply chain, marketing and public relations.
Contract negotiations with head buyers, category and product managers
Product and price positioning analysis of potential retail clients
Attending fairs and exhibitions to attract more clients
Sales and Marketing Director at Serene Photography
August 2010 - January 2012
Sales and Marketing Director
Market company’s services throughout the Maltese Islands.
Selling photography services to end consumers (weddings, engagement parties, birthdays, christenings etc.)
Selling catalogue and print designs to local businesses
Developing new business opportunities
Sales Account Manager at Apple Inc.
October 2007 - January 2010
Sales Account Manager for small to medium sized businesses
Presales consultation for business end-users for Germany/ Austria/ Switzerland/ United Kingdom and Ireland
Specialist for Media and Music industry providing computer/ server and software solutions
Managing of specific client base and developing new business relationships especially within the movie and music industry
Sales and presales consultation for all industries
MAC Expert for professional solutions
Senior Customer Service Specialist – Key Account Manager (Contract) at Iralco
August 2006 - October 2007
Senior Customer Service Specialist – Key Account Manager (Contract)
Manage major customer accounts throughout Europe and South America (Germany/ Sweden/ Spain/ France/ Italy/ Belgium/ UK and Mexico)
Customer Relationship Management
First point of contact for customers
New business development throughout EMEA
Development and improving of customer service department
Communicating issues between customers and Senior Management
Resolving issues within agreed timeframe
Creating of action plans and advice of action to Senior Management
Liaison between customer and company
Liaison to all in-house departments (Engineering, production, sales, purchasing)
Negotiating prices with packaging suppliers
Organize packaging (inserts, cardboard boxes, EPP trays, plastic boxes/ trays)
Ensure on-time shipment
Assistant Manager Logistics at Innocoll Pharmaceuticals
June 2005 - August 2006
Assistant Manager Logistics
Managed 500 customer accounts throughout 15 countries including Dubai, Saudi Arabia, Kingdom of Jordan, USA, Canada, Taiwan and Germany (EMEA/ USA/ Canada)
Ensured that all shipments and deliveries to customers are correctly dispatched
Overseeing the product has the proper packaging, labelling and documentation system for each country
Ensured stock availability and quality
Selling and Pricing of medical products
Liaised with warehouse and partner companies
Liaison to all In-House departments (Regulatory, Sales, Customer Service)
Liaison to manufacturing site in Germany
Train staff and new employees on ERP-System Microsoft NAVISION
Support Account Manager at MAPICS
March 2004 - April 2005
Support Account Manager
Managed 450 customer accounts throughout 23 countries including USA, Canada, Taiwan, Dubai, Saudi Arabia, South Africa, Germany and UK
Ensured maintenance renewals and customer satisfaction
Developed new leads with install base customers
Leads per quarter app 300K
Liaised with internal MAPICS departments
Travelled to meet partners and customers
Initiated sales training to team members
Produced and planned a project titled: Customer Winback
EMEA Procurement Contact Specialist at IBM
June 2003 - January 2004
EMEA Procurement Contact Specialist
Liaised with IBM finance and purchasing department
Solved invoice issues with suppliers on a daily basis
Followed guideline procedures in order to control payments
Took initiatives to produce correct invoicing and payments
Field of Study: Train the trainer
Irish Lifecoach Institute
Field of Study: Personal and Business Coaching
Proficiency: Full Professional Proficiency
Proficiency: Native or Bilingual Proficiency
Phoenix House, Monahan Road
Cork City Ireland