The S.P.E.A.R.™ Sales Operating System is proven to help HealthTech and I.T. Services firms win contracts with NHS and Public Sector buyers
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
Companies I’ve worked with
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.
To check if you're selling to the NHS and Public Sector in the most effective way, take the Healthchecks below:
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.
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.
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.
Testimonials
