We are a specialized team of sales experts with both managerial and educational background. We use a common engagement framework to ensure global presence and delivery capability. Each member of our team can handle customers' project requirements and count on the economies of scale delivering sales force transformation globally.
Biography of Terry Barge
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Terry Barge |
Terry Barge began his career with Lloyds Bank in 1965, prior to joining the Bank of Scotland’s finance house subsidiary, North West Securities as a representative in 1973 where he held a number of sales and sales management roles. He moved to join Highland Leasing, a specialist agricultural finance house and part of the Barclays Bank group in 1978. Whilst with Highland, he held numerous sales, marketing and business development roles. Key positions included Southern Regional Manager, a Business Development liaison role between Barclays Bank and Highland and as General Manager of Massey-Ferguson Leasing – a joint venture between Highland and Massey-Ferguson.
In 1987, he joined Management Development and Training consultancy, Rhema Consultants who specialised in Performance Management Skills and processes, primarily with major City financial institutions. Among their key clients were Hambros Bank, Hill Samuel, Kleinwort Benson and Morgan Stanley. Also included in their client list were non-banking clients such as Smith Kline Beecham and the Oxford University Press.
Between 1990 and 1996, he worked for Blessing/White, a US-based professional career and development consultancy as a Client Consultant. Among his clients were major organisations such as the Storehouse Group, Zurich Financial Services, BP Amoco, GlaxoSmith Kline, Mars, Courtaulds, Motorola, Eli Lilly and American Express.
Since 1996, he has worked as an independent consultant working with Blessing/White, Siebel Global Services (now a division of Oracle), Research Partners Limited and Silent Edge Limited. Through his consulting practice, Professional Development Systems, he provides customised sales consulting services as well as delivering a wide range of strategic sales and professional development programmes globally.
He has worked in over 40 countries on five continents across a wide range of market sectors and with international clients as diverse as Schlumberger, Cisco Systems, Federal Express, Fujitsu-Siemens, Reuters, Nortel, Microsoft, Hewlett Packard, BT, Sun Microsystems, Cable and Wireless, Dell, Vodafone, KPMG and Skandia.
Biography Jean Giannelli
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Jean Giannelli |
Since 2000 Jean Giannelli is providing Sales Enablement services to organizations or Business Units based in EMEA.
As a coach, he brings a no nonsense approach to improving the performance of the greatest asset for any business or organization – human capital talent.
With 30 plus years of experience in sales, management and education, he works with the current talents of the individuals or organizations to help them overcome repetitive and costly challenges as they work toward new growth and innovation.
Jean is providing a unique business value by going beyond identifying the problems and helping to create sustainable solutions that generate an immediate positive return on investment.
Jean is a member of the Top Sales Expert team as well as of the following associations:
- Change Consulting
- The Sales Association
- Strategic Account Management Association
- Sales/Marketing VP’s & Directors – Software & Technology
- Lean Six Sigma
- Turnaround Management Association
Areas of expertise:
- Change Management
- Business Development
- Sales Process Optimisation
- Lean Selling
- Account & Opportunity Management
- Channel Management
- Sales Training and Coaching
- Turnaround Management
Jean helds a Bacherlor degree in Economics and a Master degree in Computer Sciences
Profile of Lutz Jansen
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Lutz Jansen |
Master of Business Administration and Engineering
Passion for service excellence and a sales-oriented realignment of companies. Since 2001 working as a independant management consultant and member of the Association of German Consultants, BDU / ICMCI.
Member of the Professional Association of Change Management (Fachverband Changemanagement) of the BDU.
Fields of expertise:
• Service management and customer orientation
• Build-up and organizational development of sales teams
• Helping companies internalize and successfully employ the principles of Change Management
Summary of references:
• Management consultant for organizational change in the healthcare industry tronsforming a company to a service-oriented culture with a more commercial attitude
• Program manager for an organizational change to move from a service and delivery focus to sales and account relationship mindset for telephone-based customer contact
• Lead changeagent, trainer and sales-coach for solution-selling and conceptual-selling to target accounts employing various techniques and terminologies across all major industries including the public-sector
• Various transformation projects using ITIL best practice approach to create a service-culture which either avoided an outsourcing initiative or fueled the outsourcing decision and supported sustainable change and its commercial outcome
• Establishment and implementation of change management practice in an organization to transform the culture towards a “learning organization”
• Establish a scenario-based holistic planning process and framework to better prepare a company for future changes (based on BSC or Hoshin-Kanri-Approach)
• Management consultant for various outsourcing projects – either in transition, surveillance or even cancellation phase
• Preparation and execution of a dual diligence exercise for the selection of suppliers for a complete outsourcing program where two business model options were being assessed (financial services sector)
◦ Moderation and implementation of functional boundaries for the organizational partition
◦ Establishment of a service management organization designed to control the external processing of orders
◦ Preparation and execution of the analysis and evaluation of prospective supplier companies
• Support for the analysis and evaluation processes in the coaching and management of change to a solution-driven sales and engagement-approach for an enterprise sales-organization in EMEA (300 employees)
• Organization of an International Program Office (approx. 200 employees) for the implementation of a large-scale project to merge two competing service organizations across EMEA impacting more than 20,000 employees and incorporating 8 different languages
- Project management of the introduction of a new IT system environment designed to provide new consolidated data structure for the core businesses of the two merged companies (Basis SAP SM plus Specials) with approx. 80 employees
- Introduction of a new working environment and decommissioning of the old environment
- Goal accomplished with regards to both timeframe and budget - satisfied customer
• Market introduction of application management services (sales and operating departments / target size 300 million Euros) in accordance with ITIL/ITSM