Spear Sales helps HealthTech and I.T. Services firms win contracts with the NHS and UK Public Sector, through practical sales coaching and a proven, repeatable sales process aligned to how the Public Sector buys.
“Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.”
Spear Sales helps SME businesses address those five obstacles and achieve big improvement in results when selling to the Public Sector and NHS.
Companies I’ve worked with and some of the sales won:
A highly competitive consulting and SaaS contract that provided BUPA with cloud and business application services.
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.
A joint partnership contract that established a Trusted Research Environment for 5m users.
Multiple highly competitive £30m+ digital transformation contracts with local authorities.
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 IT contract supporting a number of Public Sector clients. in partnership with a major European IT provider.
Are you selling to the NHS and Public Sector in the most effective way?
Take the Healthchecks below to find out:
Click HERE to take the Sales Function Healthcheck
Generate a report on your sales function efficiency, with recommendations if any gaps are found.
Click HERE to take the Seller Persona Healthcheck
Identify your natural sales "persona", your strongest stage in a B2B sale journey and where there may be gaps.
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.
Identify "quick wins" and the value to you of sales coaching
Sales course and workshop content
The SPEAR blueprint for sales success
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.
I guide SME sellers and businesses through Public Sector and NHS procurements using my S.P.E.A.R. Sales Operating System.
S.P.E.A.R. has been developed and field-tested across hundreds of sales pursuits, helping sellers win over £1bn of revenue and achieve win rates of 60%+.
Sets the sales function:
Goals
Resources
Ideal Client Profile
Propositions
Turn strategy into structure
Structure
Process
Recruitment
Incentives
Nurture
Governance
Customer journey:
Prepare
Lead Generation
Assess
Nurture
Negotiate
Execute
Develop
Enablement:
Technology
Assets
Coaching
Techniques
Continuous improvement:
Learning
Orchestration
Optimising
Progress
