sales support for SMEs, flexible ways to engage with clients, revenue generation

1. Northpoint Sales is a fresh approach to sales
optimising revenue generation for your business
We support your business
in the selling of your
products and services

2. Northpoint Sales seeks to deliver excellence and
effectiveness in the sales process

3. Northpoint Sales has a range of skills and resources to help
businesses increase revenue from existing and new customers.
Decisive business intervention
We can provide a range of sales solutions for your business:
• Tactical: Short or medium term sales solutions
• Strategic: Mentoring and consultancy
• Partnership: Become a life-time full-service partner

4. We can intervene in the sales challenge to maximise growth
potential
• New product launches
• Energising stagnant sales channels
• Coaching, mentoring and training
• Managing the sales force
• Lead generation
• Full sales life cycle management / partnership
• Consultancy

5. Benefits of this approach
- You remain in control of your business
- You agree the approach and set the targets
- We augment your current team
- We look after the sales process
- You have complete flexibility to increase our involvement for
new products or campaigns

6. Credentials
Northpoint Sales has been established by Basil O’Fee and Steve Bone who both
have long and varied experience of working in commercial revenue generation
of a range of businesses across a variety of markets.
Northpoint Sales is a trading name of Northpoint Aviation Services Ltd.
Northpoint Sales has been established to serve a wider range of businesses in
many other sectors, because the skills pool can also cater for these.
Northpoint Sales can draw upon an ever wider pool of skills and experience,
based upon long careers in revenue generation, and can involve others,
dependent upon the business challenge.

7. Basil O’Fee
Basil has extensive sales and marketing management experience at
Director level.
Wide range of sales and marketing experience including sales literature, PR,
advertising, networking, new sector pioneering, telesales, agent network,
email and newsletters, tenders and proposals, commercial team
management, website and online booking, product launches, trade shows,
commercial and business plans and the development of budgets
Pioneered completely new markets for his companies. Many of these
contracts were in the range £1 - £1.5m annualised turnover.
Networking has included working with public representatives MPs, MSPs
and councilors, civil servants, industry and business association leaders and
liaising with customers. It also has included dealing with the TV, radio and
press.

8. Steve Bone
Steve Bone started his business career in the logistics industry managing the distribution of
oil field equipment across Europe. He then moved to a cash-in transit security firm where he
developed his management and business development skills.
In 1997 Steve became a business adviser within the economic development agency for the
North of Scotland. He was responsible for assisting in the development of a university for the
Highlands & Islands of Scotland.
Steve returned to private sector employment in 2003 managing projects aimed at making the
best use of technology in practical business scenarios.
Steve now runs his own consultancy business based in the Highlands of Scotland working in
the fields of web analytics, social media analysis, e-learning, website development and
business use of digital technologies.

9. Energising the Sales Cycle
Lead Sales
Management Planning
Service & Needs
renewal Assessment We have experience
of improving the
performance of all
aspects of the sales
Order
processing
Proposal and cycle across a wide
Agreement
& tracking range of business
sectors

10. Lead management
Lead Sales
Management Planning
When selling advertising for the new
Airport Terminal at Inverness in
1999 Basil O’Fee had to assemble a
prospect list and create ways to
Service & Needs interact with that prospect list.
renewal Assessment
Within one year the Terminal was
established as the premier Highland
Order advertising site earning a stable
Proposal and
processing
Agreement £100k pa
& tracking
Creating a healthy flow of leads is vital for future sales

11. Sales Planning
Lead Sales
Management Planning
Between 1985 and 1994 Basil
O’Fee ran a UK Agent Network
for a gift, souvenir, sport and
promotional range that shared
Service & Needs the sales tasks in a collaborative
renewal Assessment
way.
Order
Proposal and
processing
Agreement
& tracking
A team needs to split the proposed sales tasks based upon the team’s
skills, location and roles

12. Needs Assessment
Lead Sales
Management Planning
Steve Bone and Basil O’Fee have
experience of dealing with one-off
sales and complex service contracts
including Public Sector tenders.
Service & Needs Successful tenders were achieved with
renewal Assessment
the Welsh Assembly Government, the
Scottish Executive, Argyll and Bute
Council and Western Isles Council.
Order Individual contracts were in the region
Proposal and
processing
Agreement
of £0.5m - £1.5m pa.
& tracking
Once a prospect exhibits some interest the business needs to engage
with them to better understand their needs.

13. Proposal and Agreement
Lead Sales
Management Planning
The team have responded to large
multinationals with written
Service & Needs submissions and formal tenders.
renewal Assessment
Contracts secured varied from
£200K-£1.8m pa
Order Proposal
processing and
& tracking Agreement
Once the prospect has expressed their needs then an insightful sales function
will endeavour to match the company’s offer with this declared need.

14. Order Processing and Tracking
Lead Sales
Management Planning
The team have experience of
setting up new service
contracts.
Service & Needs Interaction with the client at
renewal Assessment all stages.
Regular communications with
the customer to monitor
performance and address any
Order concerns.
processing & Proposal and
Agreement
tracking
Once a buy decision has been made a contract or order is usually raised
which in effect is a promise by the business to the customer.
A procedure has to be in place to ensure that the company is keeping its
promise.

15. Service and Renewal
Lead Sales All have experience of managing
Management Planning
projects and long-term contracts with
customers.
Several key customers ran for over a
decade.
Service & Needs
Assessment Both have experience of managing
renewal
several contracts concurrently that
represent between £1- £2 m pa each.
Customer account management is
tailored to customers needs; some
Order
Proposal and only require an annual price
processing
Agreement
& tracking review, whilst others need regular
review and detailed performance
reports that track agreed KPIs.
The easiest sale is the repeat sale.
If repeat sales are not happening owing to customer dissatisfaction or market
evolution then the company is in deep difficulty.

16. Working with existing staff
Support and training for existing customer-facing and sales staff will
improve their performance
 Develop a clear sales plan
 Sympathetic management from those who really understand the sales
challenges faced
 Peer group review and encouragement amongst colleagues
 Performance monitoring and realistic target setting can be motivational
Northpoint is happy to flexibly engage with existing sales staff or sales
teams and improve their performance

17. Geographic and Sector Representation
Northpoint Sales has experience of
representing a company’s products or services
in a specific geographic area.
It could be a region of the UK, to the complete
UK & Ireland, Western Europe or a specific
sector such as the Energy Sector.
The company is able to develop the capability
to represent Europe Middle East and Africa
(EMEA), through its extensive range of
business contacts Northpoint represents Aeronova and
Gulfoilandgas in the UK and Ireland

18. Engagement
Northpoint Sales will consider short, medium and long-term projects.
Northpoint Sales provides a cost effective growth stimulant to your business.
We will negotiate remuneration and incentives appropriate to the project.
The plan, the costs, the targets and deliverables will all be discussed and pre-
agreed.
We support your business
in selling
your products and services

19. Call 07801 441657 for an introductory discussion
www.northpointsales.co.uk