Wayne concentrates on training, coaching and consulting to sales forces and leadership teams, helping them to achieve their revenue goals through enhanced selling skills, sales/pursuit strategies, sales management, key account practices and new product/service launches. He has more than 17 years’ experience in sales and marketing roles across Australia and the broader Asia-Pacific region.
Wayne is passionate about evidenced-based best practices in sales and key account management. He is experienced in, and familiar with, most major sales methodologies including SPIN Selling, Miller Heiman (Conceptual Selling and Strategic Selling), Power Based Selling, Professional Selling Skills, and Trusted Advisor/Trust Based Selling.
More recently he has been investigating trends and developments in emerging sales practices. This analysis has included the integration of neuroscience-based sales principles with more conventional selling techniques. As a consultant Wayne has worked in many industries including the professional services, financial services, pharmaceuticals, recruitment, technology, market research and industrial manufacturing.Additionally Wayne has significant commercial experience as an in-house Executive. For the past five years he has held the positions of Director of Marketing and Head of Business Development at Corrs Chambers Westgarth, one of Australia’s leading corporate law firms. During this time Wayne’s strategies have ensured that Corrs maintained a growth rate consistent with the leading industry performers, doubled the number of $3 million clients and introduced numerous corporate sales disciplines to the firm’s management. In 2010 the Australian Financial Review acknowledged Corrs’ success in this area during their annual law firm review stating Corrs’ “client and commercial focus is second to none.”His diverse background and engaging manner make Wayne a frequently sought after presenter. He has spoken at seminars and conferences throughout Australia and Asia presenting topics such as best practice sales strategies, managing national accounts and portfolios, stakeholder management, aligning marketing and sales, and change management in revenue growth initiatives.Wayne has undergraduate degrees in Economics and Commerce, a Graduate Certificate in Electronic Commerce and an MBA from the Melbourne Business School.
James co-founded Monte Rosa in 2012 having run his own sales training and consulting business for 10 years. He is is a speaker, facilitator, coach and trainer extraordinaire. Prior to setting up his own business he was the lead facilitator for Huthwaite (creators of SPIN Selling) in Asia Pacific.
James is fortunate to work with some amazing clients – Spotify, LinkedIn, Amazon, Ernst & Young and Google, a 7-year relationship spanning 21 different countries. James is currently managing two global training programs for Google: C-Level Conversations (how to engage effectively with the C-Suite) and 10x Strategic Planning (how to drive transformational growth with strategic clients). He delivers these in Europe, the US and Asia.
James is a frequent public speaker and has had a lot of success coaching teams and individuals on major presentations, bids and pitches. He has also recently published the sales book “Who’s doing who the favour” which is available on Amazon.
Pete joined Monte Rosa in 2015. After a career at Google in London, Pete moved into learning and development, working with global training company BTS. From armed compounds in Western Africa to global headquarters of Fortune 100 companies, he partnered with clients to design, develop and deliver a range of customised solutions for Executives to First Line Leaders focusing on Sales Enablement, Leadership, Commercial Acumen, Change Management, Strategy Alignment, Skill-building and Talent Development.
He has worked with leading organisations such as Telstra, Deloitte and Google and he is truly passionate about getting results for the client – at individual, team and organisation levels. High energy combined with a intellectual hard-drive full of practical concepts and frameworks make Pete a real hit with clients.
Holly is a coach, consultant and facilitator who specialises in executive coaching, sales and leadership development and strategy formulation.
Holly has extensive sales, leadership and team management experience gained from two decades working in Finance and Management Consulting in the USA, UK and Australia. Most recently Holly spent almost a decade at Deutsche Bank in various management and project roles in the USA and the UK. Notably, her time leading a team of 35 product specialists across seven different countries taught her invaluable lessons about virtual and cross cultural team management. Whilst Holly’s career started as a Corporate Strategy consultant at Accenture in Sydney and London, she has also spent time outside blue chip firms, in management roles at two UK and US early stage start-ups.
Holly’s significant management and business experience means that she is able to establish an effective coaching or consulting relationship in a very short space of time. Clients consistently note her ability to very quickly understand them, their team, their business, industry and challenges. Her empathetic and pragmatic approach helps them find a path to performance despite their relentless daily demands.
Holly is passionate, if not obsessed about developing high performance teams. She coaches and consults with individuals to realise their potential as individuals and within the context of the team. She is a lively and engaging workshop facilitator who enjoys working with teams on an ongoing basis as they evolve.
After 15 years living the expat life, Holly recently returned to live in Sydney with her husband and two children who proudly hold three passports each.
Qualifications: Holly holds a Bachelor of Business degree majoring in Finance and Marketing from the University of Technology, Sydney. Holly undertook a second Bachelors degree through UTS, which involved a year of study in the UK and a thesis by distance to complete a Bachelor of Arts with Honours in International Business. Holly is currently undertaking a Masters of Science in Coaching Psychology at the University of Sydney. Whilst Holly is accredited in various assessment tools currently used in the Australian market.
Toby has been recognised as one of the leading domain experts in business development training and coaching for professional services, IT and finance firms. Over the past decade, he has designed and implemented numerous BD transformation projects for leading clients in including Bain & Co., PWC, Deloitte, Google, Oracle, EY and ANZ.
Most recently he led Deloitte ‘Sales and Bids’ team of strategic bids and pursuit coaches in Victoria to 1) support the firm’s growth strategy through identification and targeting of major opportunities and the execution or pursuit strategies, 2) assist the business to develop and execute sales plans across Service Lines, Industry Groups and Strategic Accounts and 3) up-skill the firm’s Partners and staff to improve their sales effectiveness through the facilitation of internal development programs and targeted coaching initiatives
He has earned a reputation as a straight talking thought leader in the area of BD and marketing strategy for firms looking to create competitively distinct value and differentiated client relationships.
Prior to working with Monte Rosa he had a strategic alliance with Huthwaite, Inc. (creators of ‘SPIN Selling’) a global sales performance improvement firm and was also the first accredited trainer and coach of the ‘Trusted Advisor’ programs outside of the USA. He also has many years of international communications and business development expertise and has held senior sales and national account management positions with hyper-growth technology firms in New York and London.
Having worked across a range of professional services firms internationally Toby understands the barriers to effective communication and performance development and is skilled in helping his clients to overcome them. He is results orientated, realistic and empathetic.
Toby holds has a BA in Psychology from Melbourne’s Monash University and is an accredited practitioner of Myers Briggs Type Indicator (MBTI). He has also been trained as an executive coach through the “Behavioural Coaching Institute” and the “Australian Institute of Executive Coaching.
“I recommend very few people, but it’s easy to recommend Toby. He was always impeccable in his dealings with me. He is honest, generous, forthright, and dependable. We had to place quite a bit of trust in each other, and I found it very easy to build such a relationship with him.” – Charles Green, Co-Author of ‘The Trusted Advisor’ and ‘Trust-Based Selling’