Harry Hayden

Current

Managing Director at Perform

Past

Commercial Director at Cognito Ltd
Vice President Western Europe at Avaya
Senior EMEA Director at UUNET

Global Sales Manager at Motorola ISG
Senior Account Manager at General DataComm

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Professional Training & Coaching

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Harry Hayden’s Summary

Sales & Sales Management Coaching & Mentoring.
Driving the right behaviours to get the best performance from both sales and management. Attracting, retaining and developing the people who will make the difference. A creative and pragmatic results driven coaching and mentoring programme based on 21 years of B2B solutions and services sales experience, ten of these managing European teams selling at board level.

Driving Team Success Through Successful Sales Leadership.
Effective sales management demands many things that are far removed from selling itself. Every salesperson is unique with different attitudes, strengths, development needs, motivations and experience. The sales manager needs a strategy to motivate the best performance from each.

Consistent Sales Success vs. Constant Sales Struggle.
Why do some sales teams or individuals consistently deliver the business whilst others constantly struggle? It’s not only about having a good solution or service to sell, it’s often more about how they approach selling itself. Many prospects have become immune to traditional jaded sales techniques and we now must earn the right to their time and attention more than ever.

Understanding How Your Customers Minds Work.
To be successful salespeople need to be able to get inside the minds of their prospective customers to truly understand the issues and challenges they face as well as what motivates and drives them. To do this they have to be able to establish credibility as a potential “value contributor” to their prospects business strategy.

It’s the Breadth and Depth of Sales Qualification that Counts!
Too much sales qualification is scripted rather than intuitive, superficial rather than deep and focussed on seller’s needs not buyer’s needs, thus creating barriers as senior management don’t want to be “sold to”. Effective qualification reaches wide, digs deep and uses a series of checks and balances to ensure ongoing integrity of the intelligence gained.

Harry Hayden’s Specialties:

Effective Sales Management, Improve Sales Performance, Improve Sales Skills, Sales Coaching, Sales Leadership Skills, Sales Management Coach, Sales Management Coaching, Sales Management Consultant, Sales Management Mentor, Sales Management Mentoring, Sales Management Skills, Sales Management Training, Sales Mentor, Sales Mentoring, Sales Performance Improvement, Sales Skills Coaching, Sales Skills Development, Sales Skills Training, Sales Strategy Development, Sales Team Management.

Harry Hayden’s Experience

Managing Director

Perform

(Privately Held; 1-10 employees; Professional Training & Coaching industry)

June 2005 — Present (3 years 5 months)

Catalysing Business Growth:
• Pragmatic Results Driven Sales Coaching
• Effective Sales Management Coaching
• Evaluating, Challenging Encouraging & Guiding.
• Driving Business Growth via Sales Acceleration.
Commercial Director

Cognito Ltd

(Privately Held; 51-200 employees; Information Technology and Services industry)

December 2003 — July 2005 (1 year 8 months)

Commercial Director responsible for all aspects of business development, contract negotiation (Commercial / T’s and C’s), marketing and protection of value proposition. Recruited as Director of Business Development and promoted to the board September 2004.
Vice President Western Europe

Avaya

(Public Company; 10,001 or more employees; Information Technology and Services industry)

April 2001 — September 2002 (1 year 6 months)

VICE PRESIDENT, Western Europe. Responsible for regional sales success in Benelux, Nordics, Spain and Portugal. Six direct and sixty cascaded solid line reports. Software solutions focus on Contact Centre Management, CRM, Unified Messaging. US$135m revenue plan with a $20.5m expense budget.
Senior EMEA Director

UUNET

(Public Company; 5001-10,000 employees; Telecommunications industry)

July 1998 — April 2001 (2 years 10 months)

SENIOR EMEA DIRECTOR, Global Sales. Founding director of global sales group with responsibility for UK, Ireland, Benelux and France.

Promoted and given responsibility for whole of Europe in final year with a cascaded multicultural team of seventy sales and pre-sales people.

Primary solutions included Outsourced Enterprise Class Hosting, Corporate Remote Access, IP VPN’s, and MessageLabs Managed Email Security. Revenue target US$69m exceeded.
Global Sales Manager

Motorola ISG

(Public Company; 10,001 or more employees; Information Technology and Services industry)

April 1993 — June 1998 (5 years 3 months)

GLOBAL SALES MANAGER. Responsible for creating and leading the systems integration and business development groups as well as running the direct sales team.

Primary focus on Outsourced Network Management for wide area data networks. Services centred on 24 x 7 network monitoring, fault finding, availability, capacity planning and “what if” scenario modelling. Final year target of UK£20m exceeded.
Senior Account Manager

General DataComm

(Public Company; Information Technology and Services industry)

1989 — 1993 (4 years)