I have been working in sales for over 25 years and have been very lucky to work with lots of great sales people and attend many training courses that have taught me many things. However, none of them have taught me about change and the need to sell change before you can sell a product to a new customer. I had to learn that for myself.

Many years ago, I worked for a software company that was trying to break into a particular market.  To do that, we had to persuade the dominant customer in that market to use our software.  For a variety of reasons, this was considered almost impossible, until we did!  However, the reason that drove them to switch was that they wanted their scientists to change their workflows dramatically and the only way that they could do this was by changing the software that they used.  They knew that if they kept the same software, users would revert back to their old workflows and nothing would change.  To make the workflow changes effective, they had to change their software and they chose to change to us.  We would never have won until the customer decided to change.

So, Catalyst for Sales has come from my experience of the need to persuade a customer of the need to change rather than the need for a particular product. I believe that this is a unique way of working with customers to help them to improve their business and making sales faster than you would do otherwise.

Tim has:

• 33 years of experience in industry;

• 25 years experience in sales;

• Over 6 years of experience in teaching sales.

Learn more about me here.

Hoolock Consulting

Hoolock Consulting helps sales professionals to improve their performance through training and coaching so that they can win more deals and generate more revenue.

It was founded by Tim Gibbons in 2015 to provide sales training and consulting services to sales teams. He recognised the need to provide training that was tailored to the specific needs of the team and the specific products that they were selling. Hoolock provides a range of services from one-off training courses to year-long training programmes covering all aspects of selling. They have supported a variety of companies but their particular focus is with technology and technical services where many of the people involved in sales have a technical background and very little sales experience.

For more details of Hoolock consulting, please visit our website.

Feedback from Customers

What is a Catalyst?

Definition of a catalyst

• Chemistry. a substance that causes or accelerates a chemical reaction without itself being affected.

• Something that causes activity between two or more persons or forces without itself being affected.

• A person or thing that precipitates an event or change: eg. His imprisonment by the government served as the catalyst that helped transform social unrest into revolution.

• A person whose talk, enthusiasm, or energy causes others to be more friendly, enthusiastic, or energetic.

The catalyst provides an alternative pathway for the reaction by requiring a lower activation energy for the reaction to take place.

For example, the Haber process which uses iron for the manufacture of ammonia for fertilisers.

What Is a Change Agent?

A change agent, also known as an advocate of change, is a person who acts as a catalyst for the change management process. They help an organization, or part of an organization, transform how it operates by inspiring and influencing others. A change agent will promote, champion, enable, and support an organization’s change implementation.