Mike Wilkinson specialises in working with organisations of all sizes helping them to maximise the effectiveness of their sales efforts, both in terms of sales process and skills.
With a degree in Hotel Management, Mike initially worked with the Trusthouse Forte catering group before pursuing a career in sales. With extensive experience in account management and the management of sales teams, Mike has been sharing this with a broad range of clients since becoming an independent consultant in 1988.
Over the last 18 years he has worked with clients across a diverse range of business sectors. These include Gallaher Group, Kerry Foods, Akzo Nobel, Grant Thornton, United Utilities, Scottish & Southern Energy, Messier Dowty, Whyte & Mackay Distillers, Honda PE. He has experience of fmcg, as well as business to business sales. Specialist areas include sales and negotiation skills development, the management of major sales, account management, proposal management and assessment and development centres.
Key Business and Training Skills:
His major focus is on helping businesses and individuals maximise their sales effectiveness both through the development of sales skills as well as the development and adoption of robust sales processes. Within this area he has developed Play2Win©, an approach to the management of major sales opportunities and Home Run!© which provides a structured approach to the consultative sale. Both approaches have already been adopted by a number of large organisations.
He is the co-author of the Bluffers Guide to Public Speaking and the author of a number of articles on sales and major account selling.
He is a member of the Chartered Institute of Management, and is on the sales faculty at Management Centre Europe in Brussels.
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