TUI
We began by training 900 Retail Managers for TUI, as well as their homeworkers and call centre staff in a series of 'Lates' Sales Training Roadshows. We continue to work on a whole host of projects, which include training staff in how to sell Foreign Exchange. We have also just developed specific content for the trainers to take nationally. We are now training the regional mangers to and the weddings and group holidays teams. See Case Studies to see the terrific results we have helped TUI to achieve.
LaSer UK
We are working with one of the UK’s leading card and point of sale programme providers. Laser manages 4million customers in over 200 organisations. Reality are training their call centre customer service and sales consultants to sell, serve and account manage their ever increasing client base.
The AA
With a developing range of services to offer their customers, we are helping them to revise their conversational structure, so they can find out more about their customers, and therefore make more personal and profitable recommendations. After an initial trial we are now working on new projects in two departments.
The Co-operative Travel Group
Over the last 18 months Reality have spoken at two conferences and delivered several bespoke training modules to Co-operative Personal Travel Advisors.
Bourne Leisure, Butlins, Warner Leisure and Haven
We have trained the National Account Managers of Butlins, Warner Leisure Hotels and Haven to have a consistent approach in their presentations to the trade and specialist groups. We brought in their Marketing Manager, so she could develop the best possible visual support, and be able to create strong supporting copy as well as other presentation material. The team now deliver more powerful presentations, and are able to influence agents much more directly, which has delivered great results.
United Business Media
We have trained salespeople and managers from the UK, Holland and US offices in how to create powerful, cross platform, advertising campaigns. Their ability to do this comes from being able to understand how each marketing channel does a different job in delivering a message, and understand that all of their different mediums are not going to become obsolete in the face of digital media; they are simply going to have to adapt. Salespeople are now highly adept at being more creative, more consultative and have demonstrated effectively the potential return on investment, across all their marketing channels. This is a comprehensive training programme that has a one to one telephone based embedding programme, and an interactive training Blog where people comment, blog and read about their colleagues experiences in the field.
We have also have delivered motivational training to editorial departments at the Travel Trade Gazette and spoken for TTG magazine at the World Travel Market at Excel, on how to sell and manage salespeople.
"I would struggle to find anyone who understands media sales in the 21st century more than Bob and Jeremy and would have no hesitation in recommending them to other media businesses.” Head of Training. Please see Case Studies.
Halfords
Reality Training have delivered a Customer Service course to 18 Regional Branch Managers and Sales Managers. This module offers Halfords the chance to rapidly improve service and sales through practical sales techniques.
Channel 5
We have trained their advertising team in digital media sales. They needed to be able to sell advertising campaigns onto 4oD, their C5 on demand channel/catch up service. With advertisers not clear on understanding this as online advertising or a form of television advertising it was essential they developed a powerful and compelling pitch.
Last FM
The music service that learns what you love, and now one of the most popular iPhone apps. We trained the sales team to sell great campaigns onto the world’s largest music platform. They are now able to develop highly targeted advertising for clients that want to hit the 20 million iPod generation music fans.
Clifford Chance
The world's largest law firm. Reality Training have facilitated marketing workshops and planning meetings, which have developed Global Marketing Strategies. We have also written copy for features around Clifford Chance's sponsorship of the Rugby World Cup, and most recently on their successful defence of the French tennis star Richard Gasquet.
YELL - Yellow Pages
We gave motivational sales talks at 3 Regional Sales Conferences for Yell.
As an ex Yell Salesperson, Jeremy was able to share stories of what he did to be successful in selling their portfolio of products, and give them new ways to grow a nearly half century old directories business.
"A stimulating session, you really got the troops thinking more deeply about their sales role and how they can get more out of it."
The Co-Operative Travel Group
We have spoken at two events for Co-Op – at World Travel Market in London to over 200 agents and at a conference for over 200 homeworkers.
‘Future Travel invited Jeremy and Bob to present at our annual conference with the objective of refreshing and galvanising sales techniques for our agents. In my experience there are very few conference speakers who can engage an audience as effectively as Jeremy and Bob demonstrated, particularly after a Gala Awards dinner the night before! The content of the session was structured so it was easy to understand and memorable whilst totally respecting the ability and years of experience in the audience. Our homeworkers were both excited and inspired by the end of the session and feedback has been excellent with some immediate examples of Jeremy and Bob's techniques working to help close the sale with increased profit. Thoroughly recommended!’
Sheena Darby
Head of Sales and Operations
Future Travel
DMG Worldwide
Reality Training has provided DMG with our Digital Media Sales course to 3 product divisions of this leading business to business, and business to consumer publisher. With niche titles ranging from the Kitchen to Snowboarding market, the teams have been able to understand how they can offer compelling test campaigns to new and existing clients.
Trinity Mirror
For the implementation of a new Taxi TV and Street TV sales strategy, Reality Training led a 2 day Outdoor Media Sales Course. Outdoor continues to be one of the only growing mediums, along with cinema and digital, and we were able to give them ways to help companies make strong statements in public places. As with all display advertising, the challenges the team faced were demonstrating a return on investment, especially if the advertising proposition was in no way a direct response led campaign. We shared with them the only two ways to measure this type of advertising, which in turn meant they educated their clients.
Centaur PLC
We have developed the teams understanding of digital media, and enabled them to produce cross platform advertising ideas for clients. This has also led to the brands working far more closely with each other.
Holidays Please
After a two day sales training programme, we have worked with these homeworkers remotely over 90 days to help them deal with price led enquires, and to sell romantic and long haul honeymoons. The results across the board have been outstanding in year on year growth, and an increase in margin.
Area Hotels (Spain)
Working from Marbella, Area Hotels are the leading online and call centre booking agency for hotel rooms across Spain. Reality Training delivered 2 days of sales training to the call centre staff, a multinational group receiving calls from all over the world. They are now able to make the customers spend longer with them on the phone, and have reduced the need for competing on price by asking questions their callers haven’t considered.
EMAP Inform
Reality Training ran a workshop on Digital Media Sales for the digital specialists at EMAP Inform. We gave them three ways to sell and develop direct response campaigns ,and a more powerful way to sell branding campaigns on their websites.
William Reed Business Media
Reality Training has delivered training on 'Selling in the Current Climate' to staff of all levels at William Reed. This module focused on new initiatives to develop business in tough times and new ways to sell advertising. We scored the highest level of feedback an external training provider has ever had.
“This programme has provided confidence, motivation and drive. Across the board people have more ideas and are able to break down ROI so our clients can see the value we offer far more clearly. The team now challenge common objections and are able to explain the importance of marketing with your examples and with our own real stories. The quality of our proposals is so much better too as the great results have shown.”
Institute of Directors
Reality Training has helped the IOD develop their online proposition so that their clients know how to reach a member based body and business directors accessing the website for specific information. This has enabled them to understand their users better, and to repackage their advertising proposition so clients can understand more clearly how to work with them to achieve results.
Decision News Media
Based in Montpellier, France, DNM have engaged Reality to workshop their entire sales team around new and exciting ways to increase digital media sales revenues.
Marwyn Investment Management LLP
Reality Training have delivered Presentation Skills and Presentation coaching to the senior Directors and Chief Executives of companies within the Marwyn umbrella organisation, including results presentations.
Oddcast
Reality Training gave 1-1 Digital Media Sales training to the UK Sales Manager of this exciting US based avatar and viral marketing provider. Oddcast needed to approach and sell to agencies and build a network of specialist viral and online expertise in the UK. Now they have done that to great effect.
Newsquest
Reality Training has delivered core sales training to several regions nationally, including the Oxford Times. We have also delivered Digital Media Sales and Presentation Skills Training to the National Sales team for Newsquest, the UK's largest Regional Newspaper Publisher. This has enabled them to develop powerful online campaigns for national chains of department stores, and other well known brands to complement their in paper promotions.
EMW Picton Howell LLP
One of the largest regional law firms based in Milton Keynes. Reality Training has delivered Management Training to the Heads of Department. We have also helped them develop a structure to their presentations so they enjoy a uniformity of professionalism, throughout the business, when it comes to delivering seminars or business pitches.
Mortgages for Business
The UK's leading independent mortgage broker, Reality Training have delivered a training programme to 2 newly created teams focusing on New Business and Existing clients. We then delivered Management Training and Senior Management teambuilding, followed by Operational Management teambuilding. The company were able to overhaul their approach to sales, service and systems and set themselves new gaols for the medium and longer term. To find out more about what this work involved see Team Building.
Breezefree
The UK's leading supplier of Original Alfresco Thinking - outdoor solutions to the leisure industry Reality Training have delivered sales training, marketing workshops and marketing consultancy, helping them to capitalise on the smoking ban and enter new and developing markets. Reality Search also found them their national accounts manager.
SAGA UK LTD
After listening to incoming calls Reality Training wrote a comprehensive training programme that gave them ways of improving cross-sell. We then created, and delivered, a bespoke incoming sales call structure course. Reality Training are one of the few external companies to be taken on to deliver motivational sales training to one of the world’s largest providers of products and services to the over 50's market.
Capital Enterprise Centres
With 8 centres across the south east of England, Capital Enterprise had Reality Training train all 8 Centre Managers in sales skills and managing people, and we are developing their Deputy Managers. They are capitalising on helping those companies that need to expand or contract quickly. They are now very clear on getting across the wealth of advantages they offer above, and beyond, many serviced offices.
Aceville Publishing
Reality Training has delivered The Reality Sales Structure to all sales people from this B2C and B2B publisher based in Colchester. Our next challenge is to grow the online revenue for these successful specialist titles. We have also delivered Recession Sales Training for managers and Digital Media Sales Training. We are also advising them on their operational management.
"We have been working with Reality Training for some time and measuring the impact they have on our sales. After the most recent programme I debriefed each of my team and collected concrete examples of how they had used the principles they learnt in training combined with their improved conversational skills to win new business and grow sales from our existing clients. It is because the marketing and business principles we learn we pass on to our clients which enables them to achieve more sales too, everyone wins"
Newark Advertiser
Reality Training has delivered Digital Media Sales training to this progressive independent newspaper in Newark. We are delighted that Joanna Parlby joint managing director is also a fan of our Death of Late Space book.
Macmillan
One of the world's largest book publishers, Reality Training has worked with the International Sales Team, and also delivered a motivational talk at their International Sales Conference at Eynsham Hall. With an international sales team working across the globe, the talk focused on sales and communication skills that can work across all nations and embrace the diversity of cultures they deal with.
“You'll be pleased to hear that everyone thought it was a good session with some thought provoking ideas to put into practice for their next sales pitch. You lifted everyone's spirit with your witty and entertaining jokes and comments.”
Oxford University Press
Working with the Polish English Language Teaching Sales Team. Reality Training trained them in our structure and customer journey, to help them put in place a new incentive scheme. As a former English Language teacher, Jeremy was able to share his love of teaching the English Language, and help them to see how investing in the right learning materials significantly increases a teacher's confidence, and in turn the mindset of their students.
Oxfordshire Hotels
For 2 years Reality Training worked with all customer facing staff for this boutique hotel group, improving bar staff, waiters, front of house managers, wine waiters and receptionists. "Personable, great results and good value.”
The London Elizabeth Hotel
The managers and receptionists are now trained in negotiation which has resulted in a massive increase in profitability on the sale of rooms. We also trained them in some fun techniques such as learning customers’ names, and how to answer the phone differently to every other hotel in London.
“A fresh approach to motivating people with difficult areas of our work and selling in a much more powerful way. Managers are now full of ideas and have ways to approach so many situations. The fact you were once an actor and a barman and waiter made you able to explain and demonstrate things so clearly – when asked questions by our owner and our newest member of staff.”
Doorknobs
Reality Training have trained all customer facing staff, and designed their Customer Service Training module. We also mapped out the entire workflow from a new instruction to a successful occupancy. They continue to be a leading regional lettings agency.
Bare Necessity
Reality Training delivered a 2 hour motivational talk with sales tips to 40 therapists for this rapidly expanding beauty chain. The director had the foresight to give all customer facing staff, both therapists and salon staff, ideas on how to give each customer an enjoyable and rewarding experience.
Cannelle Beaute
Reality Training has trained the French beauty therapists at this chain of Oxfordshire and Berkshire salons to maximize their incoming calls and clients. They now ask great questions and build rapport better than ever before, and can make recommendations based on knowledge. The business continues to grow and Cannelle has just developed a franchise arm.
Carax
A fast growing trade execution broker based in Monaco, Paris and London. Reality Training has delivered Business Development and Presentation Skills Training to one of their leading brokers.
Geoffrey Leaver Associates
Reality Training has helped the Personal Injury Department of this regional law firm in the preparation of a large business pitch. Services included RFP consultation and Presentation Skills.
Livis UK
Reality has trained the Directors of this engineering firm in Presentation Skills to prepare them for a specific, high level pitch. The module covered style and delivery as well as building bespoke content.
UKERNA
Reality delivered 2 days of Customer Focus training to this UK Government Agency who supply 'broadband' to all educational establishments. The training looked at customer types and developing key messages.
Clyde and Forth, Berkshire Media Group
We have worked in England, Scotland and Ireland for this regional media group. Training the teams in selling newspaper advertising, with a marketing based approach. Producing great results in classified sales and display. We recently trained the lead trainer in all of our content, which they now use, and continue to train, across their operation.
Hackney Today
Reality has delivered media sales training to this newspaper which was produced by Hackney Council. The first challenge was to get them to be proactive in approaching local businesses, rather than just taking incoming enquiries. The result; the newspapers revenue doubled.
Prestige Media
Reality Training is the preferred supplier of training to this growing publishing and new media company who specialise in telecoms and mobile phone content media. We deliver small group training to all new starters.
Powell Publishing
Reality Training has trained the sales force for the largest supplier of corporate Christmas cards in the UK. With Christmas cards a seemingly non green initiative Powell have been able to buck the trend by using recycled paper, and helping companies to personalise their cards, so that they have much more impact. We helped salespeople to develop powerful Value Added Propositions that got across these facts.