The S.P.E.A.R.™ Sales Operating System guides HealthTech and I.T. Services firms on how to win contracts with the NHS and UK Public Sector

S
Strategy

Sets the sales function:

  • Goals

  • Resources

  • Ideal Client Profile

  • Propositions

Plan
P

Turn strategy into structure

  • Structure

  • Process

  • Recruitment

  • Incentives

  • Nurture

  • Governance

Assist
A

Enablement:

  • Technology

  • Assets

  • Coaching

  • Techniques

Refine
R

Continuous improvement:

  • Learning

  • Orchestration

  • Optimising

  • Progress

Companies I’ve worked with

Microsoft
Sopra Steria
BT
CenturyLink

The S.P.E.A.R. framework has been developed and field-tested in multiple organisations and across many hundreds of sales pursuits. It has helped sellers win over £1bn of revenue from public sector and health-related organisations, including:

A highly competitive £2m+ consulting and SaaS contract that provided BUPA with cloud and business application services. These enabled them to deliver more personalised, insight-led healthcare across multiple countries.

A multi-million pound IT infrastructure contract with the NHS that helped securely integrated multiple departments into one identity.

Multiple Responsible AI use cases with NHS Hospital Trusts. These included giving Northumbria's clinicians better understanding of surgical risks and make more informed decisions, to the benefit of patients and NHS staff.

A joint partnership contract that established a Trusted Research Environment for 5m users.

Multiple highly competitive £30m+ digital transformation contracts with local authorities. The contracts were won using the P.L.A.N.N.E.D. framework to qualify and shape differentiated propositions and navigate complex public sector procurement processes.

A £5m+ multi-year transformational support and IT services contract with the Health and Safety Commission.

A £250m+ joint venture programme with the Cabinet Office.

A major IT contract with the Ministry of Justice, competing against established incumbent government contractors.

A multi-year, multi-country IT contract in partnership with a major European IT provider.

S
Strategy
P
Plan
E
Engage
A
Assist
R
Refine
S.P.E.A.R. TM  A modern, holistic sales system that helps SME sales leaders win more, win bigger and win faster.

  • Most ambitious SME leaders will hit a point where their passion, their knowledge of their proposition, and/or their personal network, aren’t enough to fuel the next stage of growth. They need to win new customers - and that's where sales gets even harder.

  • To break through, you need a sales function that is modern, professional and an effective driver of growth.  

  • The SPEAR Framework gives you exactly that - it's a complete sales operating system that helps you confidently attract and win new customers and grow your revenues.

    It’s built for SMEs who want to compete - not just with their peers, but with the big players too.

    The SPEAR framework is made up of the five key pillars of a modern sales function.

    It comprises the sales tools, processes and capabilities that you need to:

    1. Improve win rates
    2. Increase deal values
    3. Shorten sales cycles and
    4. Generate more qualified opportunities.

To check if you're selling to the NHS and Public Sector in the most effective way, take the Healthchecks below:

1
Business Owners and Sales Managers
‍
Click HERE to take the Sales Function Healthcheck

You’ll receive a personalised report on your sales function efficiency, with recommendations if any gaps are found.

2
B2B salespeople:

Click HERE to take the Seller Persona Healthcheck



You’ll receive a personalised report identifying your natural  sales "persona" and recommendations for hitting your sales targets faster.

1
Click HERE to take the SPEAR sales assessment

It’ll take you around five minutes to complete. You’ll then automatically receive a personalised report that highlights your sales strengths, pinpoints areas for improvement and gives you practical recommendations to help you hit your sales targets faster.

2
Click HERE to book a FREE 30 minute consultation

Identify "quick wins" and the value to you of sales coaching

3
Click HERE for an overview of SPEAR Services

Sales course and workshop content

4
Click HERE for the SPEAR blog

The SPEAR blueprint for sales success

Take the Sales Challenge AssessmentBook a Free ConsultationSPEAR’S SERVICESIntro to Spear blog

Alex Henneberg

Over a 30 year sales career I’ve worked as a strategic sales lead and in coaching and management roles for large enterprises such as Microsoft, BT, Siemens and CenturyLink.

I've helped founders, sellers and managers in SMEs and large enterprises, win over £1bn of business and achieve 60%+ win rates.

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Alex Henneberg, founder of SPEAR Sales
Helping sharpen your
Sales performance

“Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.”

Zig Ziglar

“Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.”

Zig Ziglar

 For advice on winning Public Sector contracts please email me at alex@spear-sales.com or below

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