ABOUT TOM ENGLISH
Built from 15+ Years of Success in B2B Account Management.
From the beginning of my career in B2B sales, I have been committed to achieving success that is both meaningful and lasting through a win-win approach. This commitment has led to an unwavering focus on customers’ desired outcomes through serving them and their customers more effectively.
Having joined an industry in which sales results were typically seen as ‘boom and bust’ from one financial year to the next, I decided that that would not be the case for me and my results. I decided to break that cycle. At the heart of my approach in doing so was a clear understanding that I had been entrusted to deliver results for my employer and, crucially, that I needed to be equally trusted by my customers to deliver results for them in supporting their strategic objectives and meeting the needs of their customers.
Products and services were no longer seen as ‘nice to have’ by customers, but as critical infrastructure instead. Sales were no longer one-off transactions that customers made with surplus budget at the end of the financial year; they were based on partnerships that focused on helping customers realise their long-term aspirations while meeting their immediate needs.
As a result of my approach, I won the highest total value of new business sales in UK & Europe in eight of the nine full financial years in which I managed a territory, winning 12 awards in the process. I took customer relationships to new levels through pioneering best practice, consistently setting new precedents. This was not an accident, nor was it a result of some special charisma I possessed. It was a natural consequence of effectively applying the principle of stewardship to my entire sales approach.
The work I did with my customers formed the basis of a powerful new commercial model, Gale Accelerate, and a couple of years after its inception I was given the task of leading the programme across EMEA and assisting with its rollout in North America. In leading the programme, I ensured that it became more than just a commercial model, but a way through which predictable, repeatable revenue could be secured through the proper application of the principle of stewardship.
Accelerate was a success in terms of growing customer numbers, average deal sizes and multi-year, repeatable revenue – all within particularly challenging market conditions. It became the strategic bulwark of the core product line across EMEA, demonstrating that the principle of stewardship could be applied across territories and countries to great effect.
As I take my work in B2B sales into new industries, Stewardship Transformations is a natural development. Stewardship is a timeless, universal principle, so it applies in any industry wherein businesses sell B2B.
If you would like to learn more about how your B2B sales organisation could benefit from The Stewardship Transformation™ in pursuing its aspirations and goals, I’d be delighted to speak with you.
15+ years in enterprise B2B sales and strategic account management
Led a multi-million dollar EMEA-wide repeatable revenue programme
International experience presenting to, training and mentoring B2B salespeople
12 B2B Sales Awards, including three consecutive CEO Circle of Excellence awards
Transformation Mentor and creator of the 3 Stewardships Framework™
TEDx speaker and host of the Real Clear Values podcast
Seven years’ experience in the boardroom as a Non-Executive Director