360 DEGREE BUSINESS STRATEGY SPECIALISTS

Tony has in excess of 40 years progressive sales and business development experience gained within the IT and Telecommunications industries.

This experience spans hardware, software and services and was gained whilst an employee of companies such as IBM, Paradyne, GPT (Marconi) and Gandalf. Within this arena Tony repeatedly generated rapid growth in sales and expansion into new international markets. He established his own mainframe communications company during the late 1980s and grew this business to a pre-tax profit level of 22%.

Customers included Daimler-Benz, British Aerospace, Ameritech and Bell South. Tony is the most highly rated, certified instructor in EMEA for Siebel Systems’ internationally acclaimed Target Account Selling (TAS) programme. In this capacity he has trained in excess of 4,000 salespeople and managers from companies such as British Telecom, Computer Associates, Computer Sciences Corporation, Fujitsu-Siemens Computers, Microsoft, Nortel Networks and Schlumberger.

He developed, and continues to enhance, the Solution Selling course for Microsoft channel partners. Over the past eight years more than 600 partner companies throughout the Middle-East, Africa and Russia have completed this course to great acclaim.

The key emphasis throughout all of the sales training programmes that Tony facilitates is upon real-life, practical selling. In particular, he always emphasizes the need for sales and sales support people to understand how customers think and buy. Most noteworthy of his self-developed courses is TorsoTalk™, a unique ‘body language’ workshop for sales and management. Under the slogan: “If you can’t see it, you’re not listening!”© this workshop focuses on interpreting and controlling the unconscious, globally applicable, silent signals of non-verbal communication.

In addition to several European countries, Tony has lived in the Caribbean, Indonesia, South Africa and the USA. He has worked in all regions of the globe and speaks fluent Dutch, Afrikaans and has a reasonable command of French and German.