Well known ICT sales effectiveness consultant, Jay Johnson, has relaunched Pelorus International after returning from the US where he created and managed his own sales consultancy in Denver.
Johnson operated successful sales performance improvement company, Pelorus International, in Australia from 1994 to 2005. It was engaged by clients such as Cisco, Oracle, Nortel, EMC, Ericsson, Sun Microsystems, Microsoft, Optus and Dimension Data and other leading ICT companies.
The company's core focus has always been to work with the sales and executive management teams to execute their sales strategy, both direct and via the channel, while developing the processes that enable sales professionals to increase revenue and build business differentiation in competitive markets.
Today, Pelorus brings together a specialised team of senior sales improvement experts and advisors to the ICT industry, including Johnson's partner, Carol Johnson, who managed Siebel Multi-Channel Services in Australia before being recruited by US Fortune 30 Company, United Healthcare, as vice president sales effectiveness and development in 2005.
Prior to returning from the US, Carol Johnson's last role was vice president sales effectiveness of The TAS Group, the leading sales performance automation company in global sales improvement methodologies such as Target Account Selling and related portfolio of services.
Jay Johnson has hit the ground running, re-connecting with previous clients and engaging with the mid-market channel, finding that there are many opportunities for Pelorus to strengthen channel organisations’ sales strategy.
Pelorus International has offices in Sydney and Melbourne, a representative in Wellington, New Zealand and is soon to open in Singapore.
Pelorus International has been appointed the Asia Pacific Certified Partner of the Seattle-based, The TAS Group, which uses its on-demand Dealmaker® technology to integrate with existing CRM systems such as Salesforce.com, Oracle-CRM and Microsoft.
"We identify clients' sales effectiveness issues to help them more successfully execute sales processes and apply 'thought leadership' to improve sales value and differentiation," Johnson said.
"The business value we bring is measured by sustainable increases in sales revenue, profit and customer relationships in business to business sales collaboration and performance."
Critical sales issues addressed by Pelorus International expertise include improving sales forecast accuracy, reducing sales cycles and the cost of sales, managing pipeline activities, increasing revenue value per opportunity and improving business value in final presentation meetings, often reducing the number of meetings with clients.
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