Ian Selbie has been delivering high performance sales services internationally for over 25 years.
He has delivered his proven sales methodology to over 17,000 sales professionals around the globe. His client list ranges from well known multi-nationals to smaller more regional companies.
Connect with Ian on LinkedIn.
Speaker, Trainer, Coach, Author, Podcaster at SalesMentor.
Prior to launching his business Ian held sales and leadership roles with Apple Computer from 1984 to 1994. In 1990 Apple recognized Ian as their Top Sales Person in the World for his success in large accounts in western Canada.
Ian has also authored a number of books and guides including: “If You Were Arrested For Selling, Would There Be Enough Evidence To Convict You?” Please see the Books & Guides section for more information.
Ian’s clients have witnessed a number of sustainable benefits from his services which include; increased forecasting accuracy, increased customer loyalty, less sales turnover more effective hiring and of course increased margins and revenues.
Books & Guides
Priorities For Sales Professionals
A guide that explains how successful salespeople manage their time by managing their priorities. Spend less time working on the wrong deals and more of your valuable time working on the right ones.
Includes mp3 Audiobook
$4.95
ABQ - Always Be Qualifying
A guide that provides the truth about what makes the top salespeople the best. The key to sustained success in sales is learning to become very diligent at qualifying. It has little to do with closing, ever!
Includes mp3 Audiobook
$4.95
The Attitude Of A Sales Champion
A guide that describes the critical aspect a positive attitude plays in the role of professional selling. This guide also includes strategies on how to keep a positive attitude in a sustainable manner.
Includes mp3 Audiobook
$4.95
Sales Career Accelerator Guide
A guide that compares the differences between the role of a salesperson versus the role of a sales manager. This guide also provides insights and tools that can manage a successful transition should career growth into a leadership role be desired.
Includes mp3 Audiobook
$4.95
If You Were Arrested For Selling, Would There Be Enough Evidence To Convict You?
Ian Selbie, Apples' Top Salesperson (worldwide), Reveals His High Performance Sales System That Helps YOU Achieve New Levels Of Success! Included in the eBook: The Model of Sales Effectiveness; The Value Proposition; The Sales Process; Consultative Skills for Success; Sales Tools; Sales Management.
Includes mp3 Audiobook
$4.95
Podcasts
Confessions Of A Sales Pro
Why is it the same repetitive mistakes continue to rob salespeople of more commission cheques? Ian Selbie achieved the accolade of top salesperson in the world at Apple and in this Podcast he will discuss how he overcame the problems encountered during his sales career and gives the benefit of his wisdom to everyone listening who work in the world of sales, helping you reach new levels of sales success. Less sins, more wins.
Listen on Buzzsprout or find the Podcast and Subscribe at Apple, Spotify and all the usual stations.
Clients
A sample of Ian's clients ranging from well known multi-nationals to smaller more regional companies.
Testimonials
Ian May
Barb Berg
Dan Loney
Ian Adam
Alex Holowko
Leah Louise
Services
PEOPLE - PROCESS - PERFORMANCE
PEOPLE
Ian’s services focus on three critical aspects for achieving rapid and proven business growth. PEOPLE, PROCESS and PERFORMANCE.
Ian utilizes a proprietary methodology for assessing the talent levels of sales organizations, the Sales Assessment. One of the outcomes of this consulting service is the Sales Talent ScoreCard that rates the strengths and areas for development of sales teams. The elements that are assessed are; Value Proposition, Sales Process, Sales Competencies, Sales Management and Marketing. The Sales Talent ScoreCard also provides a hiring map for recruiting new sales talent for continued team growth.
Ian also facilitates a Customer Assessment which includes interviews with your Management Team and independent interviews with a cross section of your customer base. The result of this consulting service is an Observation and Recommendation Report presented to your Management Team.
SALESLOOK
To manage the Opportunity Pipeline our new SalesLook App has the SalesMentor methodology fully integrated.
Save the sales team precious time to sell more with this highly effective, extremely simple and affordable program, designed for sales and leadership, by sales.
Leave your CRM in place, just free your sales force to do what they do best. Build Relationships and Sell, instead of being glued to a keyboard.
PROCESS
To implement the proven process, Ian facilitates his two day consultative sales training program, which creates a common sales methodology and language across the sales team.
Ian has facilitated his world-class proven two day consultative sales training program to over 17,000 sales professionals around the globe.
This uniquely interactive program provides a high performance sales methodology with easy to use strategies, tactics and tools. All training materials are provided.
The two programs cover the following topics tailored to the specifics of your business:
DAY 1
• Attitude
• Communications
• Relationships
• Opportunity Pipeline
• Value Creating in the C-Suite
DAY 2
• Opportunity Management
• Profile - Analysis - Strategy
• Activity Management
• Proactive Account Management
• Sales Apprentice - The Game
PERFORMANCE
Ian facilitates a number of follow up services that are proven to drive sales performance built on the foundations of PROCESS that is facilitated through the Sales Training Program.
Pipeline Wednesday
Ian facilities Pipeline Wednesday remotely every second Wednesday with your sales team. Pipeline Wednesday is a 3 hour outreach campaign that generates new opportunities for the pipeline. In many cases Pipeline Wednesday has generated well over $50m of potential revenue annually.
Monthly Sales Reviews
Ian conducts one-on-one Monthly Sales Reviews with each of your salespeople remotely. This helps to ensure that the sales methodology becomes behaviour across the team, while coaching each sales person with their progress towards success. After each Monthly Sales Review has been conducted, a Summary Report complete with Dashboard is provided to management.
Top Deals Roundtable
On a weekly basis via Zoom, Ian facilitates a one hour Roundtable with the sales team focused on pulling the Top Deals through the pipeline to closure.