Sales Leaders Global

HAZARDOUS MATERIALS

DG Trainer is an Australian company that specialises in CASA-Approved online training.

Hazpak wnsures transportation of dangerous goods by air in approved and off the shelf packaging. 

After a successful launch of a brand new, cutting edge online program for the Dangerous Goods Industry and realizing that the expectations for sales exceeded the reality, management at DG Trainer (Hazpak and parent company, Falcoln Engineering) realized they needed help to bridge the gap.

After hearing Bernadette McClelland present at the CEO Institute on ‘Business Growth Through Modern Day Sales Leadership’, speaking to her was a no brainer. What they didn’t want was a salesperson to front up and sell them. Instead they wanted someone to demonstrate a clear understanding of their issues, articulate them back, document their challenges, create a plan and help implement it.

Hazardous Materials

RESULTS

The process of transformational engagement had begun.

Bernadette undertook win/loss reviews with some of our deals. She completed Voice of the Customer Surveys that not only gave us real customer feedback but helped articulate our real value to the market as a result of those surveys.

She accompanied management on strategic visits to enterprise accounts and demonstrated in real time how to negotiate and close business. The initial sales results showed, by default, a 100% increase in program enrolments, new conversations to have with potential companies and key, elevated connections leading to long term relationships.

In addition, the tools and approaches flowed over to the two other related businesses in the group – Hazpak and Falcoln Engineering.

Metrics were not our driving force. What was key to us was creating the baseline, delivering a customized tool set and having someone guide us toward executing on these tools. 

We have a high level of admiration and utter confidence in Bernadette’s partnering with us and continue to work with her””

John Donkers Managing Director DG Trainer, Hazpak and Falcoln Engineering

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