Alan McCarthy is an award winning career salesman and negotiator, contracted at different times with Rank Xerox, Exxon, Dun and Bradstreet, US Lines and ICL. In a career spanning more than 30 years, Alan has managed sales teams and personally sold into Financial Services, Logistics, Automotive, IT and Consultancy Sectors. Alan founded the Resource Development Centre Ltd (RDC) in 1987 and began training, developing and consulting in sales related subjects: Relationship Selling; Negotiating; Target Account Management; and Sales Team Direction.
For the past 20 years Alan has focused on training, developing and coaching experienced sales teams and their executives. He has conducted over 600 assignments in 40 countries plus 26 of the American states. Alan has a refreshingly realistic style of delivery and his wide range of training material is firmly based on experience to encourage the development of pragmatic skills. His unique style and experiences in competitive selling strategies for high value sales propositions has resulted in his clients winning hundreds of millions of dollars of business, in highly competitive arenas.
Alan excels in his chosen profession and continues to deliver successful programmes to a wide variety of clients including Microsoft, Oracle, BT and Siemens plus a large number of smaller companies in a variety of industries. Alongside many other projects, Alan has recently achieved the following:
~ Created and delivered a programme of Value Added Selling to 150 Key Account Managers to deliver global sales of $500 million+
~ Worked as a strategist with a global sales team to over-achieve their annual sales target by 20%
~ Coached a CEO and his Sales Director to over-deliver profits 15% higher than forecasted in a difficult and changing automotive market
~ Assisted a CEO and Sales Director to realise the sales potential from newly emerging opportunities in Eastern Europe
~ Provided negotiation techniques and skills to sales teams to deliver higher profit deals in spite of their difficult prevailing circumstances.