Speaker: Robert Newry, CEO, Arctic Shores
What challenge did you have before working with Pete & Emily?
Robert Newry: When I started working with Pete a couple of years ago, the main problem that I had was, was all around the performance of the sales team. And that went from the actual sales strategy, how the sales team was structured, but right down to the discipline and the way that the sales team worked, and I had just drawn a blank as it were on my own ability to be able to make a change there. And I was really looking for somebody who just had that expertise, that credibility and somebody who could provide me with a framework and a structure to work through how to turn an underperforming sales team into a high performing one.
What did you like about them and how they worked with you?
Robert Newry: Well, what I've loved about working with Pete is that he is one of the most perceptive and brilliant revenue leaders that I've ever come across. He absolutely gets what you're trying to achieve and what your challenges are very, very quickly. And he has a tremendous skill in being able to articulate a proposition and a problem, both in terms of how you might understand and address that with a customer and also how you might as a CEO or an executive want to understand the problem and therefore break it down in a way that you can then address it. Pete's also incredibly empathetic and somebody who really cares about everybody he works with. Every engagement that I had with him, he was always in the moment. I always felt I had his absolute and total attention, very thoughtful, very encouraging as well. And all in all, just an absolute pleasure to work with.
What results did you get with Pete & Emily?
Robert Newry: The results I've got working with Pete really are very extensive in the sense that I've got, first of all, myself, just a much deeper and better knowledge of how to manage and drive a successful sales team. But also I think members of my team, particularly senior sales leaders too, got huge benefit from his advice on how to support change and turn around the situation from a low performing to a high performing team. And the benefits that Pete brings extend more than just day to day results. They go into strategic, but also somebody who mentors as well and you get the benefit of being able to share a bigger picture and strategic things with Pete as well. And he gives great advice on those things. So such a broad way that he makes an impact to everybody.
