Executive Coach and Mentor, Management and Sales Trainer
Tony has in excess of 30 years progressive sales, sales management and business development experience primarily gained in the ICT and Business Services sectors. He specializes in the establishment of strategic corporate growth plans, management improvement and the development and implementation of sales and sales management processes with a focus on sales opportunity management and forecast accuracy.
He was employed by companies such as IBM (sales, sales management and business planning), McGraw Hill (Sales & Marketing Director, international training services), GPT (Marconi) and XCOM (his remote IBM mainframe communications business). He repeatedly generated rapid growth in profitable sales and expansion into new international markets. Several subsequent years of Interim Management and Business Development Consultancy enhanced his experience and skills.
Tony has coached and mentored business leaders in Botswana, Kenya, Rwanda and Uganda as well as Australia, the UK and the USA.
He has trained in excess of 16,000 people in 59 countries including all levels of employees from major companies such as Accenture, KPMG, British Telecom, Computer Associates, Fujitsu-Siemens Computers, Microsoft, Samsung (South Africa), Schlumberger and Weatherford International.
Tony led Microsoft’s move from product to solution sales by training the sales teams throughout the Middle East and Africa over a 6 year period. He originally developed his “Enterprise Solution Sales” training programme for theirPartnerAcademy and trained in excess of 400 Microsoft Partner companies.
TorsoTalk™, a unique ‘body language’ workshop (for management, HR, sales and customer services teams) was created by Tony. Entitled “If you cannot see it, you are not listening”, customers include Microsoft, KPMG, Siebel, Schlumberger and Weatherford International.
His other highly rated courses include Effective Management, Revenue Generating Customer Service, C-Level Selling, Account Planning, Winning Presentations and Negotiation. With SCOTSMAN (a powerful Opportunity Assessment tool) Tony helps to improve sales forecast accuracy. All of these programmes are based upon real practical life rather than classroom theory. He always emphasizes the need to understand how customers think and buy and to focus on their business needs.
Tony has lived and worked in several European countries, the USA, South Africa, the Far East, and the Caribbean. He speaks fluent Dutch and Afrikaans and has a fair command of French, German and Spanish.
