Meet IAN S. 

Partnering senior leaders to amplify results during change and disruption

Specialising in

Sales Effectiveness, Managing Change & Disruption

Sales Effectiveness

I work with switched on CEO’s and leaders to improve sales effectiveness and customer engagement.  Learning outcomes can include high performing teams, improving sales management effectiveness, cultural transformation , improving collaboration, advanced consultative selling, improved time management and personal productivity for sales, thinking strategically, advanced presentation skills and authentic storytelling, improved handling of difficult conversations and  clear communication.

 

Manage Change + Disruption

I support switched on CEO’s and leaders to navigate change in their environment in a way that helps to better engage customers and the teams that engage with them. Typical results of my work results in companies being better positioned to support and win customers, turning them into customer advocates.

My Approach

Results are ultimately driven by actions, and actions are driven by beliefs and values, hence creating real change in participants means understanding the whole picture. We work to understand the environment the business is operating in, the people dynamics and the problem you’re trying to change. Client feedback is that our training or learning engagements actually drive an ROI and create real behaviour change in participants. I enjoy identify the outcomes our clients desire and creating strategic business outcomes through learning and development.  We understand participants are living digital lives and managing an extraordinary amount of distraction and change, hence we are content rich  

 

Learning and Development Expertise
Culture transformation
Sales Effectiveness
Salesforce Effectiveness
Leader
High Performing teams
Consultative Selling Skills
Management of Sales Activities
Strategic Key Account Management
Presentation Skills
Negotiation Skills
Change Management/Culture Change Processes
Objection Handling
Price Handling
Time Management
Sales Management
Creating Customer Advocates
Creating and Sustaining High Performing Teams
Collaborations
Navigating Transformation
Securing Organisational Results
Small Business – Leveraging Growth and Creating Freedom
Questioning Techniques
Developing Customer Relationships
Telephone Techniques
Advanced Leadership Development
Public Speaking
Communication/Listening Skills
Buyer Behaviour
Time Management
Personal Efficiency Skills
Learning and Development Experiences

Half Day Workshops

Full Day Workshops

Programs

Conference and Event Speaking

My Qualifications

PRAC and MASTER PRACTITIONER studies in NLP (Neuro-linguistic Programming)
Master of integrating easy to learn NLP tools and influencing skills into all workshops and coaching

Clients I have worked with
Mercedes Benz
Toyota Finance
AIA
Telstra
Sensis
NAB
Metlife
TAL
Wesfarmers Federation Insurance
Kenworth Trucks
Coffee Club
Subway
Cleanaway
Prime Super
Infocus Financial Group
Smorgon Wire
ARC Reinforcing
Bluescope Steel
CPA Association
Locations

Sydney
Melbourne
Brisbane
Adelaide
Perth
Darwin
Hobart
All regions

Let’s work together

Invocare

“I have partnered with Ian Stephens to deliver the enRich programs across two organisations because the training achieves proven results. The content is world class, the delivery exceptional, and the training tailored specifically to our business challenges and needs. Our General Managers have insisted on continued training with Ian because they have immediately seen sales results improve. The Accelerated Learning system employed by Ian ensures the training lessons stick and creates a shift in the language and behaviour of our people.”

Stephen Haggett, Learning and Development Manager.

 

Sensis

A true professional. Engaging and dynamic. His use of stories and humour made a real impact on the team. The tools and processes he introduced and implemented played a major role in our turn around from 20% down, to now being 40% ahead of budget YTD.

National Sales Director, Sensis

 

Met Life Australia

Regardless of where my career takes me, I always bring in Ian and his High Performance Team training because it creates an immediate shift in attitude, behaviour and results. I have been amazed at what can be achieved in a short period of time.

GM, Transformational Change – MetLife Australia