WORK WINNING WAYS with Gary Williams
In this episode of Work Winning Ways, Gary Williams, (founder and CEO of Questas) reveals why client services are the key to success. He shares insights on what Questas does for companies, how the podcast name came about, and why it is so important for client services. This is a real deep dive into everything Gary does in his day to day working life.
- Everybody within the company should fully understand the ‘why’ of the business. Why does the company exist, and why their role helps fulfil that.
- Reputation building is about being clear about your purpose, understanding your marketplace, and making enough noise so that your target market is aware of you.
- Only 3% of our market is ready to buy at any one time. That means the sales people need thick skin because they’re going to get a lot.
‘Marketing is about bringing people to our table’
‘Are you problem aware?’
‘One of the most important reasons a client is attracted to a bid is because they understood us and what we need’
‘Inform, Investigate, and Inspire’
ABOUT THE HOST
Gary Williams has been in sales and marketing his entire career. The past 10 years have been dedicated to helping technically minded non-salespeople become skilled and confident in selling themselves and their services.
An experienced business development consultant, sales trainer and executive coach, Gary is the founder and CEO of Questas.
A former sales director in the fast moving telecoms and IT industry, he has spent the last 15 years working in the professional and engineering services sector, helping companies to transform their account management, client relationship and business development skills. Find out more about Gary here: https://questas.co.uk/about-us/
You can get in touch with Gary Williams using the following links.
Subscribe to the Work Winning Ways podcast
This podcast is aimed at anyone who sells business to business services, whether you are an owner or Director of an SME professional/engineering consultancy or someone in a larger firm who has to win work as part of your job, this is for you.
We speak to business leaders and those ‘at the front line’ in the world of construction, engineering consultancy and law and ask them to share their experiences and ideas about what works, and what really doesn’t when growing a professional services business. We discuss strategies and tactics including how to motivate ‘reluctant’ sellers to engage in work-winning thereby unleashing a large, previously hidden salesforce.
There are some great tips and advice in areas such key client management, getting in front of target clients, structuring initial sales meetings, writing winning proposals and so much more.
Listen and subscribe here: