Tim Chapman - Managing Partner
Tim is an international sales and marketing professional with over 25 years' experience in the IT, software and telecommunications sectors. With an extensive knowledge of complex B2b selling, sales leadership and sales effectiveness on an international level. He is an experienced facilitator and trainer, having designed and delivered programmes in both the commercial and academic sectors. He actively pursues his passion for promoting professional sales as a career through his role as a Fellow of the Association of Professional Sales, Tim is working to enhance development and education in these fields. Tim is also co-author of; Coaching Winning Sales Teams and The Salespersons Secret Code, which explores the links between individual sales performance, beliefs, attitudes and behaviours.
Currently the Managing Partner at Sales EQ Limited, and a Lecturer in International Sales Management at the University of York.
His skills also include a tendency to exhibit some of the traits of a high performing middle aged man; poor dancing skills, cycling around in lycra and drinking real ale. Married to Louise with three children, Rosie, Sam and Genny.
Simon Jackson - Associate
Simon Jackson is an experienced executive and sales coach. He has extensive expertise in leadership development and team development and in supporting organisations in their drive for high performance.
He began his career with BT holding various sales and sales leadership roles. Simon moved to management consultancy firm Accenture, where as a senior consultant, he worked with leading global brands on transformation initiatives. Focusing predominately on leadership development, sales transformation and strategic change programmes. He then returned to frontline sales with Vodafone, holding various leadership roles as well as heading the sales capability development programme – equipping him with first hand experiences in leading and developing high performance teams.
During his 25 years of experience in sales leadership and sales transformation, Simon has gathered the very best of techniques and methods, to drive sustainable change for his clients.
Simon is a member of the Neuro Leadership Institute and The British Psychological Society. He has a strong belief that it is impossible to separate human nature and performance at work, so access to the latest research in neuro leadership and social psychology helps form the backbone of his work.
Louise Chapman - Company Secretary
Lou works part-time in a support role for Sales EQ. Having over 18 years experience in a variety of support and team leader roles. She started life as a junior in a large marketing department for an industry leading food company, before becoming a manager.
While taking a 10 year career break to bring up her family, she studied for an Open University degree and juggled part-time sales negotiator roles in estate agency. She then returned to full-time work as a P.A for 2 years for a national property company, before becoming Head of Marketing, within the same company.
Louise is a practising complementary therapist and a keen amateur artist, who loves outdoor pursuits and spending time with her family.
Erin Buyers - Associate
Erin is a highly effective trainer specialising in driving peak performance and behavioural change. With 15 years business experience negotiating multimillion pound deals across the globe and as a qualified Neuro Linguistic Programming Trainer, Erin has a unique ability to deliver training programmes that speak to the hearts and minds of her delegates, whilst bringing it to life with first hand business experience.
Prior to becoming a trainer Erin worked in Sales for Vodafone Global Enterprise. Her last role at Vodafone was as a Global Account Director, where she was responsible for two key multi-national clients and had a revenue target of over €100 million pa. Whilst she was in this role, she started studying Neuro Linguistic Programming, which had a fundamental impact on her sales results.
Erin's business background provides credibility when working with corporate delegates and creates a real connection when sharing "on the ground" examples .
Fabio Maran - Associate
Fabio Maran has over 25 years’ experience within sales, marketing,
pricing and revenue management matured in airlines and hotel bed banks.
Until April 2016, he was the VP Sales Europe South at GTA KUONI and before that
served different senior management positions at Virgin Atlantic Airways between
2002 and 2013.
He initiated and developed sales opportunities in regions that were never previously targeted by his organisation including the start-up of new distribution channels.
Fabio was involved in designing sales organization for Airlines selecting and managing several international GSAs. He led and motivated international sales teams.
With a solid process-driven and scientific background he can help you to identify the best strategic opportunities and to envisage and accomplish effective action plans.
In his spare time Fabio is an accomplished chess player.
Lynn Pickford - Associate & Co-author
Lynn Pickford is a highly qualified Leadership and Sales Coach with a strong commercial background and over 25 years of experience working at board level. Winner of multiple awards, including Vodafone’s prestigious Premier Club award for coaching and leadership development in 2011, she holds a first-class Professional Diploma in Management Skills, delivered by Leeds University and Accenture.
Beth Wallace - Associate
Beth's background is 25 years in procurement and supplier management.
She supports clients across a number of sectors in setting and transforming procurement function and supporting procurement teams with procurement projects - particularly in M&A and divestment work. Her particular passion - and why she works alongside Tim and the Sales-EQ team - is also supporting and training bid and sales teams when they have to work with (or negotiate against) procurement clients.
Outside of her consultancy work, Beth worked for a number of years as a cognitive behavioural therapist specialising in hypnotherapy. She is a director of Women in Rail, a Community Interest Company focussing on promoting rail as a career whilst redressing the gender imbalance in the sector and to fill up any spare time she might have, she also is developing a start up in women's luxury t-shirts..
Jonathan Viney - Associate
Jonathan’s experience of sales management and strategy stretches over 35 years, across a very wide variety of industries. During his many roles in as Sales Manager/Director he has set up, as well taken over poor performing teams and turn them in to highly productive units. During his 15 years at Vodafone, he was credited as one of the key Executives who merged 5 companies and their disparate sales teams, which in 6 months developed a leading position with 74% market share. He was also responsible for setting up and running Vodafone UK first International sales team responsible for over £300 million of turnover.
Since 2004 Jonathan has set up and run a very successful consultancy which specializes in improving the sales performance of companies in the UK and Middle East. Jonathan’s unique approach has been not only to identify the potential opportunities and develop a sales strategy to achieve the companies’ goal, but also has the capability to implement the changes for the company. In one instance this resulted in a 256% increase in sales over a 6-month period. During this time, joined one of his customers for 5 years and took the turnover from £75 Million to £120 Million.
The unique breadth of experience involving engagements with VC’s has led to Jonathan be asked to present interesting and motivating seminars for several industry bodies including the IoD. This has also taken Jonathan in to becoming a mentor for the Set Squared Partnership, which is run by Bristol, Bath, Surrey and Southampton Universities for startup technology companies.
Specialties: Areas of expertise include helping companies:
* Improve their sales performance
* Define sales strategies to achieve company goals
* Define the process to move from Product to Solution sales
* Increase market share
* Achieve growth targets
* Replicate top performance
* Recruit quality salespeople
Tony Smith - Associate & Co-author
Tony Smith is one of Rugby Super League’s longest serving and most successful coaches. He led Leeds Rhinos to two league titles and a world club championship. Named RLIF Coach of the Year in 2007 for a successful season as GB Coach, he then went on to take England to the semi-finals in the2008 Rugby League Cup. As head coach of Warrington Wolves, he led them to two Challenge Cups and three Grand Finals. Following a spell as an elite coaching mentor for the Football Premier League and League Manager’s Association Tony is now head coach at Hull Kingston Rovers RFC.