• 3R Creative Solutions

     

     

     

    Sales Training & Consulting, Business Strategy,

    Business Performance Improvement,

    Problem solving & decision making.

    'Hope is not a strategy'

  • What We Do

    In Competition Victory Goes to Those Who -

    Out Think, Out Plan & Out Play the Others.

    We Help You Win!

    Sales Training -

    Value Selling & Solution Sales

    Basic Sales Training and Advanced Sales Training for IT and High Tech companies. Arm your sales teams with the knowledge to develop and implement Winning Sales Strategies.

    Read more here.

    Sales Performance Enablement

    Your sales team may be competent but not capable! If you have a trained and experienced sales team that is not achieving its targets, the chances are that its capability to deliver is down to your selling process, sales tools, infrastructure and pre-sales support services.

    Read more here.

    Business Strategy

    Strategic plans enable you to grow your company, optimize your resources and achieve your goals. Companies with strategic plans out-perform those without on a scale of three to one.

    Read more here.

    Marketing Planning

    Marketing decides how, when and where a product or service is presented to a customer. It is marketing’s responsibility to translate your product or service differentiation into winning sales and marketing programmes that create awareness, generate demand and deliver a sales competitive advantage.

    Read more here.

    Problem Solving Training

    Problem Solving Training, Decision Making & Facilitating Problem Solving Teams & Workshops - Delivering Creative Ideas For Performance Improvement & Competitive Advantage.

    Read more here.

    Workshops

    ‘F16 Teams’ © & Team Planning workshops to address pressing business issues and opportunities in sales,marketing strategy and business performance improvement. Its amazing what you can achieve if you are all pulling in the same direction at the same time.

    Read more here.

    Business Performance Improvement

    To gain improvements in the efficiency and effectiveness of the company using a participative approach and a process of analysis, problem solving, deciding where you want to get to and deciding what needs to be done to get there.

  • What THEY SAY

    Sales Trainer

    Cisco

    Manager, Systems Engineers

    Sales Coaching, Training & Role Play Workshops

    “I have worked with Roy as a sales skills trainer and coach multiple times. He has very broad sales experience and skills and constantly managed to bring this into his training and coaching sessions. I would unconditionally work with 3R Creative Solutions again”

    Business Strategy

    Marlborough Communications

    Managing Director

    After a Strategic Planning Programme

    “The results have exceeded our expectations and speak for themselves. I would have no hesitation in recommending Roy to other companies and look forward to working with him again.”

    Marketing Planning

    Elettronica

    Managing Director

    Sales Consulting & Training

    “I was most pleased with your original analysis and clear objective thinking that you brought to bear on our sales and marketing activities. The account planning and product planning has helped focus our salesmen and other key staff within the business. We have much to build on and I am confident of a successful future ….. Thank you again for your help.”

    Sales Consultants

    NCR

    Systems Engineering Director

    Team Planning Workshop

    “If these are the results we can expect from the workshops you can run them as often as you think necessary - no further authorisation is required.”

    Member of VP's Staff

    Workshop to develop a new product sales strategy

    “This is definitely work which exceeded expectations. In my opinion the results of this (strategy) meeting will be seen in the future success of the product set throughout the telecommunications industry. The success of the meeting can be directly related to the involvement and leadership provided by Roy O’Neil. Roy set the stage for the team planning session, leading the meeting and establishing rapport and buy-in to the method used to create the strategy.”

  • SALES TRAINING - Value Selling & Solution Sales

    Advanced sales training programmes for IT and High Tech companies - Modules are delivered as a continuous integrated programme, as individual workshops over an extended period, or as a seminar / conference speaker programme - they are:

     

    Understanding Your Customer - Finding Value and Solution Sales Opportunities:

    • Identifying business changes that drive opportunity
    • Finding opportunities in the existing business infrastructure
    • Discovering strategic direction driven opportunities
    • Understanding how your solutions support the business and add value
    • Achieving competitive advantage by finding new value add opportunities

    Developing Your Winning Sales Strategy: -

    • Identifying the right sales approach, 
    • Matching your sales strategy to customer's buying process, 
    • Qualifying opportunities
    • Developing your sales strategy, 
    • Influencing decision criteria, 
    • Building networks, 
    • Identifying key people and their role in the decision process
    • Getting key people on your side
    • WINNING - Five strategies for beating the competition.
      Planning & Managing A Sales Meeting: -
      • Pre-call planning and preparation; 
      • At the start - What happens next; 
      • Meeting strategy; 
      • Do's and don'ts
      • The things they never teach on sales training courses
      Implementing Your Strategy - Winning sales conversations:-
      • Building rapport; 
      • Tailoring your conversation; 
      • Developing your value proposition; 
      • Asking the right questions; 
      • Responding to objections; 
      • Gaining commitment.

      Selling Value and Solutions Role Play Workshops & Assessment Centre: -

      • Specifically designed to give your sales people the opportunity to practice and improve their customer facing skills and receive individual feedback and advice.

      Basic selling programme:-

      • Planning your sales calls,
      • Gathering information and building the context for the sales conversation,
      • Uncovering problems and opportunities,
      • Building the effect of the problem and opportunities,
      • Focusing the customer on your solution,
      • Presenting the benefits of your solution and cost justifying their investment.
      • Closing the sale

       

      • Sales Enablement & Performance Consulting

        hope is not a strategy!

        Frequently an under-performing sales team is not because they don't have the skills but because the sales plan, sales process, sales tools and support infrastructure are not developed and aligned for sales success.

         

        I make your trained and competent sales force capable of delivering on its sales targets.

         

        I identify where and what improvements can be made in the sales plan, sales process sales tools and support infrastructure - delivering the appropriate combination of sales consulting, facilitated performance workshops, sales training, sales coaching and mentoring programmes, developing the improvements and enabling your sales teams to WIN more business, e.g:

        • Building your own tailored sales framework
        • Creating the Right Sales Process and Infrastructure
        • Developing the Sales Aids that Support your Sales Process
        • Enabling the Creation of Winning Proposals & Sales Bids
        • Developing and Improving the Sales Plan
        • Developing Your Sales Strategy
        • Managing the Selling Cycle
        • Managing Your Key Accounts
        • Dealing With Competition
        • Improving Sales Performance Through Team-working
        • A Winning Value Proposition
        If a business does not sell its products and services then there is no business. To win more business you must beat the competition by being both more competent and more capable - We Help You Win.

      • Business strategy

        Hope is not a strategy!

        Strategic Planning, Strategy Workshops, Training, & Consulting

        I facilitate you through the strategic planning process and plan execution - helping you to rethink your business, creating a vision for your company and setting your goals and objectives - turning strategic thinking into strategic planning and strategic planning into actions.

        Business Strategy Training

        Strategic plans enable you to grow your company, optimize your resources and achieve your goals

        Business success is often about knowing where you are going and how to get there, then implementing your plan - creating opportunities, solving business problems and improving performance. Organisations need to anticipate and prepare for the future - the future they want to achieve!

         

        Successful strategic plans enable you to grow your company. They identify what is important to your customers, feed through into your sales and marketing planning and determine, integrate and optimize your company’s resources to achieve your goals.

        Strategic Planning

        Strategic Planning and the Tools to Win

        What is your game plan for:

        • Running your business;
        • Strengthening your competitive position;  
        • Satisfying customer needs;
        • Achieving your goals;
        • Adding Value to your business.
      • Business Strategy Training

        What Topics are Covered?

        • Understanding strategic planning
        • Identifying our values
        • Designing our vision
        • Writing mission statements
        • Industry analysis & Value Chain
        • Performing a SWOT analysis
        • Goals, Strategies, Objectives & Programmes
        • Assigning roles, responsibilities, and accountability
        • Risk Management
        • Getting the people on-side
        • Getting there successfully
        • Building a capable organisation
        • Keeping on track and getting back on track
        • Plenty of case studies and practice opportunities

        What Will Students Learn?

          • How to identify the values that support their company
          • How to define the vision for their company
          • How to write a mission statement that explains what the company’s purpose is
          • How to complete meaningful Industry Analysis & SWOT analyses
          • How to apply the Value Chain for competitive advantage
          • How to build a capable organisation
          • Utilising a core competence
          • Tools and techniques to create a strategic plan that directs the organization from the executive to the front line
          • Ways to implement, evaluate, and review a strategic plan
          • How related tools, such as the strategy map, can help them develop a strategic plan

          What’s Included?

            • Instruction by an expert facilitator
            • Small, interactive classes
            • Specialized manual and course materials
            • Personalized certificate of completion
          • Marketing Planning

            The Market Share Model.

            Product Fit x Market Presence x Close Rate = Market Share (Sales Performance)

             

            Each of these factors is influenced by a number of sales and marketing criteria (strategies). Identify and work on these and you can improve your sales volume and market share.

             

            Improve one factor and you improve your overall performance. Improve all three and …

             

            Why is market share so important?

             

            It is a well known fact that the more we do something the better we get at it. If you can increase your sales volume you will benefit from savings associated with the experience curve and reduce your unit costs. In a growing market if you can translate sales growth into market share you are achieving a cost competitive advantage. Since we know from product life cycles that the market growth rate will fall, when this stage is reached and the market inevitably becomes price sensitive, then companies with high volume (market share) and lower unit cost will dominate the market. This has significant implications for your business and marketing strategies!

            Marketing Consulting

             

            Differentiate & Position Yourself to Win - Support Sales, Improve Your Marketing ROI.

             

            I work with you to improve your product fit, market presence and close rate - Understanding and influencing the criteria and improving your sales performance and market share. I help you to develop and execute the appropriate marketing strategy, identifying your differentiation, your target markets, your route to market and what and how to communicate with them. If your products or services can be bought without direct sales involvement, e.g. the customer simply places an order over the Internet, I help you by developing the strategy and marketing communication programmes for creating brand awareness and improving market presence.

             

            If direct selling is involved then I improve sales effectiveness, sales performance and sales contribution to revenue generation by delivering a selling advantage in terms of:

            • Improving product fit, market presence and close rate.
            • Sales direction - Where to go, who to see, what to say.
            • Winning value proposition, sales story, unique selling points
            • Presentations, brochures, portfolios, and demonstrations, etc.
            • Sales lead generation and management
            • Advertising, telemarketing, exhibitions, digital marketing strategies, etc.
          • Workshops

            Team Planning Workshops

             

            Team Planning

            A superior team working process and planning tool for sales, marketing and strategy, business performance improvement and problem solving, e.g. sales & marketing performance issues, winning sales bids, new market opportunities, new products & services and business strategies - delivering programmes that add value and competitive advantage through workable plans, owned and committed to by your people, ensuring all team members contribute to it, understand it and agree it.

             

            Workshops are hard work, fun and stimulating, creating a real team­working environment.

             

            The Process & Environment

            Team Planning uses: a controlled environment, ground rules, specific roles and structured process, and incorporates creative thinking and problem solving techniques. At the end of the workshop the process and output are recorded and presented to the Senior Management Sponsor for approval and progressing.

             

            A project consists of single or multiple workshops. We work with you to develop the brief. The process includes pre­-workshop guidance and post workshop support for implementation.

             

            The Results

            Team Planning helps sales, marketing and strategy teams, functional, cross functional and cross organizational work groups and problem solving teams tackle business opportunities and meet organizational objectives.

             

            Team members take ownership, develop and evaluate alternative solutions and create workable plans. Individuals bond and work better together, productivity increases, energy and enthusiasm are multiplied and people feel they have a stake in the project's success.

             

            "If these are the results we can expect from the workshops; you can run them as often as you think necessary - no further authorisation is required."… ...........

            Systems Engineering Director

             

            “... the results of this planning workshop will be seen in the future success of the product set throughout the telecommunications industry.”

            T K Product Management Director - VP’s staff

             

          • About Us

            Who We Are

            Roy O'Neil

            Roy O'Neil: Lead Consultant

            Roy's experience includes Sales Manager Strategic Accounts and successful Salesman, European Industry Marketing Director (responsible for $150 million sector revenues and developing the European Strategic Plan), International Product Manager (USA based for 2 years implementing the product management process and supporting major account sales teams), and Value Added Reseller Sales and Marketing. Previously he worked for IBM for 10 years in their Data Centres in Operations, Programming and Customer Services and also has end user experience as a computer operations manager in the Finance sector.

             

            He has a Post Graduate Diploma in Advanced Manufacturing Systems.

             

            Roy has a unique broad international experience across multiple organisations, functions and roles. He understands how business works, how different functions operate, interact and contribute to the whole, using this business experience to deliver tailored training and consulting programmes.


            Clients for consulting, training and workshops include: Cisco (Amsterdam & Riyadh), Zycko, Amdahl, IBM, NCR, Elettronica, Marlborough Communications, Max International, Schlumberger, Texaco, Rubber Atkins, Brighter Graphics, Sussex Enterprise.

            Our Approach

            Are You In Competition?

            In Competition victory goes to those who: -

            Out-think, Out-plan & Out-play

            their Competitors

            I Help You Win!.

            While there are often similarities, every business improvement project is different - each company has its own situation, people and culture. Each opportunity, has unique characteristics.

             

            I do not turn-up with a prescribed solution. I prefer to understand you, your needs, your issue and business development opportunities, then design a programme for you. Tailoring my approach, taking into account your uniqueness, your resources and internal creativity, and translating these into competitive advantage: a winning proposition and action plans.

             

            Continued research combined with ‘been there, seen it, done it’, i.e. based on a combination of current research and the tools and techniques and experiences gained in business, I develop and deliver unique training and consulting solutions tailored to the specific client and situation.

             

            I will happily meet with you (without charge) to understand your business, current issues and needs and then design a programme to help you achieve your goals.

             

            My team of collaborators, consultants, experts, trainers, speakers, facilitators, writers, designers, marketeers and social media managers come together on a project by project basis, to tailor a solution to meet your needs - using leading edge techniques to tackle business issues - developing and implementing plans to deliver competitive advantage, winning business opportunities, improving market penetration, operational effectiveness and profitability.

             

          • Blog

            Qualification - four questions the salesperson needs to ask. Nobody wants to give up on a potential sale, but not all sales are good sales. Some sales could be bad for the salesperson, the company and the customer. Major sales involve substantial investment in both time and limited resources (e...
            Selling The Way Customers Want To Buy Think about your most recent purchase. Whether you purchased a car, television, fridge-freezer, furniture, or mobile phone you probably had some thoughts on the salesperson’s approach, style or technique. Did the salesperson really listen to your needs, did...
            Is Your Sales Team Capable? I recently attended a seminar presented by Paul Mathews of People Alchemy at the CIPD Learning and Development Show,  where he presented the difference between competency and capability. And this struck a particular chord with me -  in terms of its relevance in the...
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