A new consultancy, Rocket Science, has been set up by three prominent industry veterans to coach the market in behavioural change as it enters a new era of converging sales channels and converged communications.
John Doughty (pictured right), Jon Townsend (pictured left) and Alasdair Jeffrey (pictured middle) have combined to offer manufacturers, sales channels and application providers in both the mobile and IT sectors a fresh approach to profit-turning sales behaviour. They will also engage network operators.
Doughty was previously commercial director at Avenir. He has also held roles as commercial director at Brightstar Europe, sales director at Computer 2000 and associate director at The Caudwell Group.
Townsend was managing director of Learning Possibilities, a Microsoft based e-learning platform. He was also previously head of indirect at Thus Mobile, and has long experience at regional sales level with Carphone Warehouse, O2 and T-Mobile.
Jeffrey’s client list includes Vodafone, Avenir, Computer 2000, Carphone Warehouse, Phones 4U and DX Telecom. Jeffrey coined the term ‘raresense approach’ for his method of troubleshooting and affecting behavioural change in the sales process.
He was subject of the BBC 3 programme ‘The Ferocious Mr Fix-It’ and featured in BBC documentary ‘Trouble At The Top’, about John Caudwell’s Phones 4U. He writes a monthly column, ‘Home Truths’, for this paper.
Doughty said: “Everyone needs a bit of Rocket Science because it provides the sales person with the ultimate product to sell – customer profit. When customer profit becomes the product then it blows the other vendors who offer benefits or solutions out of the water. Rocket Science is a quantifiable value add.”
Townsend said: “Everyone needs a bit of Rocket Science because the normal, everyday mistakes that salespeople make are just that, normal and everyday. If you know what to do differently to be more effective as a salesperson and sales manager and that becomes normal and everyday, you can make a massive and positive impact on the bottom line.”
Jeffrey said: “Now more than at any other time; people need the confidence that flows from knowing the behaviours they demonstrate on a daily basis carry the strong probability of success. This is a time for strong leadership, clear direction and proven methodology; a pragmatic approach based upon sound principles.”