B2B Sales Enablement Consultancy : Sales Training, Coaching, Content Development & Sales Technology
Sales & Marketing Team Digitalization & Enablement Consultancy for companies in B2B sales
Looking Beyond a Sales Training Course to drive performance
Sales Enablement today is an Eco-System to drive sales performance in the organization comprising of People , Process & Technology. FulQrum have worked with companies in B2B sales to drive sales performance by transforming companies from a transactional sales environment to an Analytical and Value driven Sales culture.
Sales Performance & Acceleration for B2B Sales companies
FulQrum aspire to train, develop and coach B2B sales professional and teams to achieve higher performance resulting in overachieving of sales targets, increase customer retention and new business development growth.
We are a B2B Sales Enablement consultancy that cares about increasing your company sales revenues by developing an Insightful, Customer Connected and Value based Sales team.We achieve this by incorporating proven processes, strategic sales methodologies, Techniques and software tools in our customised workshop based programs.
We are not a generic sales training provider or franchised trainer. Our methodologies are customized to your company, your industry and your buyers. Our customers appreciate our laser focus on what matters most - bottom line impact
Our Client Recommendations
RajVerma
Co-CEO: MemSQL (USA)
Ivan is a very motivated and driven person. A problem solver with tons of tenacity and a very positive, can do attitude. Highly personable and always fun to be around.
Mohd Nazly
Group GM: SVTT Sdn Bhd (Malaysia)
Ivan is a great 'Go To Market' guy and partner development professional. He has developed partners like us in Horizon3 and engaged directly with owner operators from scratch to create a strong value proposition on Information management for the ASEAN oil&gas industry. His sales savvy coupled with technical insight makes him ideal in communicating at all levels of a large enterprise.
Ben Malpass
Group Director: Technology One (Australia)
Ivan was my manager and mentor during our time at PTC Australia. He was a great leader, sales manager and strategic thinker and responsible for significant growth in revenues and in the introduction of new product to market. I still use the skills that I learn from Ivan on a daily basis in my sales and management role.
Martin Tang
Digital Business Development Lead: Exabytes (Malaysia)
Ivan Lee is a well-experienced trainer especially in the enterprise world. His methodology and strategy to simplified the sales process are easy to learn and apply to the real world. I will always remember the classic SPIN and MEDDIC method encounter any sales related opportunity in my career.
Puteri Kaarriena El-Sherief
ASEAN Marketing Lead : Hitachi Sunway Information Systems
‘Ridiculously efficient is the phrase when Ivan comes to mind. I had the pleasure of being in his 3 1/2 days Improve & Grow: Sales For All. As a marketer, the takeaway from the training sheds significant light on what the sales executives face and how pre-sales and marketing are able to work hand in hand to provide the best support for Sales. Not only that, no matter how tense a discussion got, Ivan made sure everyone ended it with a smile and a laugh. The days went by fast but the knowledge remains until today
Daniel Wong
Account Manager : Hitachi Sunway Information Systems
FULQRUM provides a one of a kind training/workshop. Ivan has broken down solution selling to the most comprehensive possible even for us new to sales and marketing. Highly recommended and appreciate the service!
Arun Kumar
Principal Consultant Data and Ai : IBM ASEAN (Singapore)
He helped us to achieve many wins and (100% YOY growth), which were not at all possible without him in a highly competitive market like ASEAN. As a leader, he is an asset that will provide an immediate return to any organization. He always gives his best. I would highly recommend the opportunity of working with Ivan.
Brian Halligan
CoFounder/CEO :Hubspot (USA)
Ivan was PTC's first hire in Malaysia. He was easy to work with, able to translate cultures well, and most importantly could sell. He brought in lots of business for us in a short amount of time. I wouldn't hesitate to hire Ivan again if I were getting set up in Southeast Asia.
Ben Nei Naik
Sales & Applications Engineer : DazzTech (Malaysia)
As a person new to sales, I've learn a lot from Ivan. He has a lot of experience and is very willing to help. I recommend this workshop conducted by Ivan for new salespeople as it provides some useful strategies for them.
Jo Lyn Tan
Regional Sales Manager: Rohde & Schwarz
I’ve enjoyed the online Sales Empowerment training session with Ivan. He was able to capture our attention throughout the sessions although each online session was about 3-4 hours. We have a lot of discussions and actual case study to keep the sessions interesting
I have definitely benefitted from this training, and would recommend this training to both beginner sales person and seasoned sales person even as refresher
Denise Ho
Business Development: Expedio Design (Malaysia)
I attended Ivan’s workshop last week and it was very insightful. As a practicing junior B.D for 3 years who is relatively fresh in the field, it was a very good opportunity to listen to other attendees’ experiences working in the field, getting to know the tips and tricks to improve the sales process. Ivan’s vast experience in this field is beneficial for anyone in the frontline of businesses, as he is able to deconstruct the sales process into something less intimidating and help each individual build their own methods to perform at their best
Pankaeo Sihawong
Product Manager& Sales: VST (Thailand)
Ivan is a very experienced and skillful sales director. I’ve learned from him a lot. We worked together on one of our big Hortonworks(now Cloudera) project in Thailand. I got a very good support from him. He is also very helpful when I need advices.
Frederik Marris
VP Sales : SPLUNK (Europe)
Ivan is one of those people who obviously understands the Asian culture but also understands the US way of working also. He also knows how to sell very well so this combination makes him a very interesting person to drive a business for any international company in South east Asia. And although he drives his teams he creates a positive atmosphere so people are motivated on a day by day basis
Sales & Business Development Role (SBDR) Today :
SBDRs initiate exploratory calls and engagement with prospects to see if they'd be an ideal customer. They need to know their product and service offerings inside and out so they can communicate their purpose and value to prospective customers. If the prospect is a good fit, the SBDR will schedule a discovery call or meeting to deepen the relationship with the prospect and eventually get them to close
Sales & Business Development Representative Enablement Consultancy
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Prospecting strategies to lead initial outreach to prospects
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Crafting personalized value propositions and content for lead nurturing and customer engagement to be delivered in F2F meetings or digitally marketing supported by clients’ marketing team
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Use of CRM tools for lead and sales opportunity management, development & engagement
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SBDR Activity & Outcome tracking and management (weekly)
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More..
Digital Marketing Strategies B2B vs B2C :
B2B Digital Marketing is different from B2C Digital Marketing
The approach to Digital Marketing for companies selling to companies (Business to Business- B2B) is different from Companies selling to Direct consumers (Business to Consumer-B2C). The key difference in digital marketing for B2B vs B2C is the desired outcome; B2C digital marketing is focused on a purchase transaction where a B2B desired outcome is a Qualified Lead to nurture and build a relationship. Most of the time, B2B marketing focuses on logical process-driven purchasing decisions, while B2C (also known as business-to-consumer) marketing focuses on emotion-driven purchasing decisions.
B2B Digital marketing is coupled with Solution Sales engagements to guide to a purchase and implementation.
FulQrum provides our clients with pragmatic B2B Digital Marketing strategies and execution coupled with a B2B solutions sales engagement.
Get a Head Start on Prospecting
A Practical Guide on sales prospecting to enable easy planning and execution of pipeline generation activities
