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20yrs experienced sales enablement specialist & trainer
Puja Dusad
,
London, United Kingdom
Experience
Other titles
Skills
I'm offering
Remote training workshops:
- proactive outreach
- social selling
- pipeline management
- sales excellence
- account mapping
- insight selling
- value selling
- presentation skills
- negotiation skills
A commercially focused sales enablement specialist and trainer with over 20 years experience and a strong b2b background.
I have trained commercial teams at some of the UK's largest businesses, such as Barclaycard, British Airways, Kantar & Rightmove as well as many entrepreneurial SaaS start/scale ups.
In each case, I have demonstrated a clear ROI through an uplift in commercial metrics.
- proactive outreach
- social selling
- pipeline management
- sales excellence
- account mapping
- insight selling
- value selling
- presentation skills
- negotiation skills
A commercially focused sales enablement specialist and trainer with over 20 years experience and a strong b2b background.
I have trained commercial teams at some of the UK's largest businesses, such as Barclaycard, British Airways, Kantar & Rightmove as well as many entrepreneurial SaaS start/scale ups.
In each case, I have demonstrated a clear ROI through an uplift in commercial metrics.
Markets
United Kingdom
Links for more
Once you have created a company account and a job, you can access the profiles links.
Industries
Language
English
Fluently
Ready for
Larger project
Ongoing relation / part-time
Available
My experience
2016 - ?
job
Director
TurnLeaf Training Limited.
Commissioned by a number of businesses for my expertise in sales growth (including
market analysis, sales forecasting/funnel management, commercial target setting, lead
generation and proactive out reach). Key clients include Adobe, Uber Eats, Zip Money & Barracuda Networks.
• Key Responsibilities:
o Responsible for executing the entire sales & training cycle - ie, winning new business, through to delivery and measurement of results.
o Developing 12-24 month onboarding programmes for sales new starters.
o Restructuring sales functions to streamline processes and maximise team & individual
performance.
o Developing competency frameworks for sales organisations in order to drive internal
talent management programmes & facilitate professional development plans
o Working alongside global & regional Sales Leaders within clients businesses to ensure high quality, results focused sales training and one to one performance
coaching is carried out to support the development of all members of the sales team.
+44 7939 006 077 • PUJA@TURNLEAF.CO.UK
WWW.TURNLEAF.CO.UK
o The setting of KPI's & commercial targets to measure the impact of the training.
o Bridging the divide between marketing & sales functions by utilizing data driven
marketing to drive revenue growth.
o Developing long lasting, strategic partnerships with senior sales leaders within client
organizations with the view to nurture and grow accounts.
• Achievements:
o Upskilling sales teams and commercial leaders in a leading IT reseller in order to increase margins, resulting in an increased turnover of £3.9million in 1 year. This led to securing a further 1 year contract to restructure their sales function and generate
additional revenue through direct sales.
o The development and deployment of a modern Insights based sales approach within
a London based events business during Covid times. This led to a 4 fold uplift in revenue from the original forecast over a 6 month period.
o Working with business leaders in a change management capacity within a Smart home
technology provider to shift the sales culture from a predominantly account
management focused culture to that of a new business one, supporting in the winning
of 2 new contracts worth over £3 million.
o Responsible for implementing a multi product portfolio sale within a global marketing
software brand, leading to an uplift of 17% in multi-product purchasing over a quarter.
market analysis, sales forecasting/funnel management, commercial target setting, lead
generation and proactive out reach). Key clients include Adobe, Uber Eats, Zip Money & Barracuda Networks.
• Key Responsibilities:
o Responsible for executing the entire sales & training cycle - ie, winning new business, through to delivery and measurement of results.
o Developing 12-24 month onboarding programmes for sales new starters.
o Restructuring sales functions to streamline processes and maximise team & individual
performance.
o Developing competency frameworks for sales organisations in order to drive internal
talent management programmes & facilitate professional development plans
o Working alongside global & regional Sales Leaders within clients businesses to ensure high quality, results focused sales training and one to one performance
coaching is carried out to support the development of all members of the sales team.
+44 7939 006 077 • PUJA@TURNLEAF.CO.UK
WWW.TURNLEAF.CO.UK
o The setting of KPI's & commercial targets to measure the impact of the training.
o Bridging the divide between marketing & sales functions by utilizing data driven
marketing to drive revenue growth.
o Developing long lasting, strategic partnerships with senior sales leaders within client
organizations with the view to nurture and grow accounts.
• Achievements:
o Upskilling sales teams and commercial leaders in a leading IT reseller in order to increase margins, resulting in an increased turnover of £3.9million in 1 year. This led to securing a further 1 year contract to restructure their sales function and generate
additional revenue through direct sales.
o The development and deployment of a modern Insights based sales approach within
a London based events business during Covid times. This led to a 4 fold uplift in revenue from the original forecast over a 6 month period.
o Working with business leaders in a change management capacity within a Smart home
technology provider to shift the sales culture from a predominantly account
management focused culture to that of a new business one, supporting in the winning
of 2 new contracts worth over £3 million.
o Responsible for implementing a multi product portfolio sale within a global marketing
software brand, leading to an uplift of 17% in multi-product purchasing over a quarter.
Growth, LED, Winning, Contracts, Processes, Forecast, Software, Development, KPI, Global Marketing, Adobe, Support, Marketing, It, Technology, Sales, Management, Onboarding, Training, Deployment, Contracts, Forecasting, Coaching, Change management
2009 - 2016
freelance
Senior Training Consultant
Pareto Law PLC.
The role was a highly strategic one and involved managing a yearly commercial target
along with activity based KPI's based on training delivery. The development of relationships with internal and external stakeholders was essential in order to maximize
relationships & revenues from training sales. Key clients include Barclaycard, Rightmove,
Orange, Plum Guide, Aggregate Industries & Thomson Reuters
• Key Responsibilities:
o Responsible for undertaking bespoke TNA's for clients in order to understand the capabilities of their sales teams in order to enhance performance and increase
profitability.
o Developing and delivering high impact, experiential, bespoke training courses
(including Solution selling, New Business Generation and Account management) to
sales and sales management teams within both large corporate organizations and smaller independent businesses in order to provide a measurable return on investment for my clients.
o Coaching sales teams on a one-to -one basis to help them realise their full potential and overcome limiting beliefs.
o To liaise and attend client meetings with salespeople at all levels within the business
in order to manage the sales cycle and maximize sales revenue through training sales.
• Achievements:
o Responsible for the change of focus within the business from a product sale to a
solution sale
o The development and deployment of a solution selling focused sales programme for both internal salespeople and clients.
o Moving the business culture from a predominantly new business focused culture to
that of an account management one, subsequently bringing in an additional £80,000
worth of repeat business in a 6 month period.
2
o Consistent achievement of KPI's, including an average delivery rate of 12 days per
month.
o An average good-excellent rating of 92% following external training courses
along with activity based KPI's based on training delivery. The development of relationships with internal and external stakeholders was essential in order to maximize
relationships & revenues from training sales. Key clients include Barclaycard, Rightmove,
Orange, Plum Guide, Aggregate Industries & Thomson Reuters
• Key Responsibilities:
o Responsible for undertaking bespoke TNA's for clients in order to understand the capabilities of their sales teams in order to enhance performance and increase
profitability.
o Developing and delivering high impact, experiential, bespoke training courses
(including Solution selling, New Business Generation and Account management) to
sales and sales management teams within both large corporate organizations and smaller independent businesses in order to provide a measurable return on investment for my clients.
o Coaching sales teams on a one-to -one basis to help them realise their full potential and overcome limiting beliefs.
o To liaise and attend client meetings with salespeople at all levels within the business
in order to manage the sales cycle and maximize sales revenue through training sales.
• Achievements:
o Responsible for the change of focus within the business from a product sale to a
solution sale
o The development and deployment of a solution selling focused sales programme for both internal salespeople and clients.
o Moving the business culture from a predominantly new business focused culture to
that of an account management one, subsequently bringing in an additional £80,000
worth of repeat business in a 6 month period.
2
o Consistent achievement of KPI's, including an average delivery rate of 12 days per
month.
o An average good-excellent rating of 92% following external training courses
Coaching, Account management, Deployment, Training, Sales management, Management, Sales, KPI, Development, Guide
2007 - 2009
job
Training Manager
JobBoard Enterprises.
Responsible for establishing the strategic direction of Learning & Development
interventions for The IT Job Board, as well as managing the internal recruitment function
in order to support business growth. This role took an action-oriented approach to designing and delivering programs, as well as managing the external training budget.
Having 1 direct report, this role reported into the Sales Director and managed all training
& recruitment related functions for both the UK & the European offices.
interventions for The IT Job Board, as well as managing the internal recruitment function
in order to support business growth. This role took an action-oriented approach to designing and delivering programs, as well as managing the external training budget.
Having 1 direct report, this role reported into the Sales Director and managed all training
& recruitment related functions for both the UK & the European offices.
Budget, Training, Sales, Recruitment, It, Growth, Support, Sales Director, Development, Direction, Manager
2005 - 2007
job
Sales Training Manager
BT (The PhoneBook).
Reporting into the Head of Learning & Development, the role had 2 direct reports and was
responsible for creating and delivering the two week sales induction for all new starters, as
well as influencing sales growth by attending client meetings with salespeople at 12-24
month level.
responsible for creating and delivering the two week sales induction for all new starters, as
well as influencing sales growth by attending client meetings with salespeople at 12-24
month level.
Training, Sales, Growth, Development, Manager
2000 - 2004
freelance
Corporate Advertising Consultant
Yellow Pages.
Advertising
My education
?
-
2010
The Coaching Academy
Unspecified, Personal Performance Coaching
Unspecified, Personal Performance Coaching
?
-
2000
University of London
BSc, N/a
BSc, N/a
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