We Are EnablingUS
One Way. Same Way. Your Way.

EnablingUS is a sales and service performance consulting business.
For businesses who see sales as a key driver of growth, we elevate sales
and service performance driving improved profitability and margins.

Let’s start by asking a question: what would you do with a double digit increase in sales revenue?

What would that enable you and your business to do? That’s what we at EnablingUS live for; to help businesses like yours, grow sales revenue and improve customer experience. EnablingUS is a dedicated sales and service performance consultancy for people who want quantum shifts in sales performance. We provide sales systems, process guidance and coaching frameworks for you and your company to grow sales by elevating sales capabilities.

How can we help you?

At EnablingUS, we empower you with, the expertise and wisdom to accelerate skills and behavioral development; the proven drivers of success. Whether through instructor-led training, coaching, sales management or continued guidance to enable your business to achieve unanticipated growth, we know how to help you drive better sales more sales to grow margins and profitability.

Our Beliefs

We believe that elevating people’s performance, profoundly benefits humankind. We believe that sales is a force for good. When sales go up; businesses create jobs, and make investments. This positively benefits people’s standard of living, education, health and welfare. That’s why we do what we do.

Mission

Our mission is to transform the world of selling, with technology, skills and process, to a place where all salespeople are enabled with the knowledge to become the trusted partner of their customers, delivering extraordinary outcomes for their clients.

Vision

Our vision is to create a world, where, all salespeople are enabled to successfully leverage technology, skills and process to elevate their sales performance in the service of providing extraordinary outcomes for their clients.

Our History

EnablingUS was established in 2016 by Mark Wills whilst working with Miller Heiman Group Singapore. With more than 20 years of experience in sales leadership, enablement and management and a track record for delivering sales success in challenging circumstances, he has dedicated his career to helping organizations drive growth through the way they engage with their customers. Mark’s mantra: “the way you sell is your competitive advantage” is quite profound in today’s technology enabled world. There is a passion and a zealot’s zeal behind what Mark is achieving. His passion and commitment to you as a client, is the hallmark of his work. Read Mark’s bio here for more information:

Founder – Mark Wills

Always having a passion for sales excellence, and with more than 20 years of experience in sales leadership and effectiveness, Mark brings relevant real-world solutions to common business problems. Having lived in Southeast Asia for the last 15 years, he combines both corporate and enterprise experience, to help business leaders execute with precision in complex selling situations, replicate best practices that guarantee results as well as plan and activate customer-centric strategies.

A proven-sales professional in multiple business arenas, Mark has helped numerous businesses and individuals elevate their journey towards greater sales success. With natural enthusiasm, exuberance and a love of helping people succeed; he naturally connects with the audience whether in either the small classroom setting or larger keynote presentations.

Mark began his career in banking in the UK, working with Royal Bank of Scotland in their Private Banking and Corporate Divisions, where he developed a reputation for being a consistent high-performer. In late 2002, he co-founded a boutique investment brokerage in Singapore called IFS. From a standing start, he led a team that helped build a business that within 5 years produced USD 40 million annual revenue.

In 2009, he revitalized the fortunes of an ailing real-estate business in Kuala Lumpur. Within two years, the business had more than doubled its annual business turnover from $7 million to $19 million. Prior to joining Miller Heiman Group in 2014, he was the Managing Director of Sustainable Asset Management. He personally led capital raising-sales initiatives into the Middle East, negotiating with institutions, sovereign wealth funds and various Royal Families. During his tenure, he implemented Miller Heiman sales processes and methodologies, which were instrumental in helping the business achieve some very aggressive fund-raising objectives.

Mark is The Principal Partner at EnablingUS and a Consultant Partner for Miller Heiman Group. He specializes in coaching businesses in professional services, financial services, technology and manufacturing space.

Why work with EnablingUS?

We make your business SOARR, by adopting simple code of engagement when we work with you.

Simplicity – No jargon, simple easy to implements solutions

Outcomes – Define the metrics to achieve the outcomes your business desires

Accountability – Be accountable to you

Respect – We respect your and your business and provide extraordinary outcomes

Responsibility – We take ownership of the results to ensure the outcomes you are looking for

Businesses are transforming the way they engage with their customers.

Economic headwinds, increased competition, accelerated commoditization combined with changing buyer dynamics are driving this change. Paradoxically, the exigency for greater return on investment from the sales machine, means that business leaders need to foster behaviors that lead to increased productivity and improvements in resource allocation across the sales and service delivery organization.

From our work with some of the world’s most prominent businesses, supporting strategic initiatives across sales and customer experience, the fundamental determining factor of success is how people shift from old behaviors to new. The research tells us; to ‘move the needle’, there needs to be greater than 90% participation across any new process for the impact to be meaningful. This collective change in behavior is a business transformation, and, when this happens, it can lead to double digit growth, year in and year out.

It’s not just about getting there, it’s about staying there as well. For more than 20 years, the research tells us, 1 in 3 businesses have been successful in effecting process transformation. We believe that this simply is not good enough. Those that succeed, realize that to master any discipline, point solutions do not work. Instead, a synthesis of skills and process are required to create progressive improvements, to aggregate gains across the entire sales and service operation.

The business transformation I speak of, is no longer a choice anymore, it’s a business imperative. It is our passion and commitment to make this a success for you and to be a continued part of your future success.

EnablingUs was established to help you make that leap to a next generation sales and service operation. Built on a platform of agile tools, to holistically address your underlying business challenges, we have a missionary zeal to help you succeed in this transformative process. Drawn from our founding belief that elevating people’s performance fundamentally benefits humankind, we de-risk the outcome for you, elevating the performance of both the individual and the collective.

How we engage with you?

Depending on the business outcome you are looking to achieve, we always meet you where you are. We are agile and adept at dealing with large complex transformational projects or smaller sales development projects or events. Whatever your needs, there is no one size fits all approach. We provide customized solutions tailored to your circumstances. Here is what working with us would look like in 5 easy steps:

Services

Sales- Making sales a strategic initiative

Change is the new normal! If you think the way you used to sell is going to be enough in the future, you could get caught napping. The sales world today is increasingly more formalised and complicated than before. There are more people involved in the B2B decision making process nowadays; an average of 5.8 decision makers are required to make a buy-side decision. Buyers have become smarter at buying and sales people are being left behind. Purchasing and procurement departments make a sales person’s life increasingly difficult. More often than not, the conversation ends up being exclusively about price and many salespeople don’t know how they get to this unwelcome stage. Here’s how we can help:

Custom built instructor-led in classroom sales training programs

Sales team coaching

Sales kick offs

One-one coaching

Sales management coaching

Sales leadership coaching

Sales transformation consulting

Sales academy construction

Customer Experience - Creating Memorable Customer Experiences

Being customer centric, must be deeply and philosophically internalized into the culture of your business. It must pervade every customer touch point, creating continuous positive moments of truth. The customer experience is an extension and a continuation of the sales experience created by you. Existing customers are your single most valuable-asset and businesses exist to serve their needs, respecting their contribution to your ongoing business success.

EnablingUS brings awareness, consistency and attention to detail, to intentionally, create value at every customer touch point. As we create and deliver value, the opportunity to service the additional needs of the client emerge. Recognizing and developing those needs; to create new partnership opportunities along the customer’s journey, is our continued responsibility. We help businesses foster the culture, deploy the systems and processes to be in control of the customer experience to deliberately and conspicuously create value in every moment of truth.

Custom built instructor-led in classroom customer service training programs

Customer service team coaching

Competency framework modelling

One-one coaching

Customer service management coaching

Customer experience leadership coaching

Customer experience transformation consulting

Problems We Solve

For any business initiative to be successful, it’s impact will need to be visible in the financial accounts. When clients first come to us, there could be any combination of sales or costumer experience challenges they are facing. We help businesses overcome these challenges; increasing sales, improving productivity and/or reducing costs, until a lasting visible financial impact can be seen on the bottom line profitability. Some call this return on investment.

Here are some of the business scenarios we work with:

In the grid below – you must decide between a z or s for isation or ization – one or the other but be consistent

Market maturation leading to highly commoditized markets

Suggested solution

Ensure you have a process for clearly defining your value proposition, that defines how your differentiation maps to what the customer is trying to achieve.

Outcomes you can expect

Growth in margins and profitability.

New product launches often fall flat

Suggested solution

The internal messaging before the product launch should talk about the problem(s) the new product solves for the customer and not new product features.

Outcomes you can expect

Hit the ground running and maximise market impact, by identifying the clients who most need your new product. Accurate positioning through good call preparation will create the impact sought.

Protecting and growing revenue from key strategic account

Suggested solution

Create meaningful account plans that are more than just last year’s revenue plus X%. This is meaningless to the client and does not progress the relationship.

Outcomes you can expect

Mitigate the impact of competition, reduce the occurrence of price discussions and know how your customer perceives your relationship.

Develop your sales organisation through process and systematisation

Suggested solution

A consistent systematised approach to sales is achievable by adopting a ‘one way, same way’ approach to selling – a methodology – the only way to scale.

Outcomes you can expect

Increased ‘win’ rates, case size, shortening of sales cycles, increased forecasting accuracy, lower cost of sales, lower salesperson attrition.

Speaking a common sales language

Suggested solution

A consistent systematised approach to sales is achievable by adopting a ‘one way, same way’ approach - leveraging the same sales language.

Outcomes you can expect

Manageable repeatable and consistent scalable selling process that enables salespeople to identify and articulate the key factors of sales success.

Growing top/bottom line revenue and/or improving productivity

Suggested solution

Process and systematisation create consistency. The impact of which, can be scaled and measured organisationally. Effective initiatives can be created to drive revenue up and costs down, through improved productivity.

Outcomes you can expect

Cost of the sales organisation decreases and productivity increases leading to improved performance return on dollar invested in the sale force.

Unifying the sales force across a common methodology

Suggested solution

A consistent systematised approach to sales, is achievable by adopting a one way, same way approach to selling – a methodology – the only way to scale.

Outcomes you can expect

Increased ‘win’ rates, case size, shortening of sales cycles, increased forecasting accuracy, lower cost of sales, lower salesperson attrition.

Speaking to senior executives

Suggested solution

Have the confidence to speak to the C-Suite, comes through experience and knowing why you are having a conversation with them and what value you can bring to the organisation as a whole.

Outcomes you can expect

Connecting with the C-suite correlates with increased win rates, mitigates discussions on price and the impact of competition. It also opens the door for increased cross-sell opportunities.

Selling into an economic downturn

Suggested solution

Clear sales process, focussed on solving your customer’s problems and NOT selling products, will propel the client’s perception of the relationship to that of trusted partner.

Outcomes you can expect

Lessens price sensitivity and the impact of competition. A broader understanding of the business issues leading to longer term relationships and up and cross sell opportunities.

Change management

Suggested solution

The true key to success of a large-scale sales initiative, is the ability to change behaviours. There are many components to successfully achieving this, chief among them is an effective communication strategy.

Outcomes you can expect

Salespeople conforming to the desired shift in behaviours, that drives successful sales outcomes. Shifts in behaviours become “the way” and create long lasting effects.

Creating differentiation

Suggested solution

Before we can differentiate, we need a system to understand what the client is trying to achieve, otherwise, any differentiation reflects what we think and not what the client thinks.

Outcomes you can expect

Improved margins, increased ‘win’ rates, longer term relationships, improved forecasting accuracy leading to increased profitability.

Slowing sales results

Suggested solution

A system to get clarity around client needs as well as understanding who are the decision makers on the buy-side. Elevating skills and committing to process is one way to reignite sales growth.

Outcomes you can expect

Improved ‘win’ rates, forecast accuracy, performance against quota as well as overall business performance.

Commoditized markets

Suggested solution

Markets are quickly commoditized. Get used to it. What cannot be commoditized; is YOU. The way you sell is a competitive and strategic differentiator – if you decide that’s going to be the case.

Outcomes you can expect

The client’s perception of you changes as you adopt client centric selling approach which will improve margins and mitigate the impact of competition.

Merging business that want a single sales process

Suggested solution

A consistent systematised approach to sales, is achievable by adopting a ‘one way, same way’ approach to selling – a methodology – the only way to scale.

Outcomes you can expect

Uniformity across the sales organisation, creates efficiencies and is scalable to help reduce cost of sales and improve win rates as well as improve staff retention.

Increased competition

Suggested solution

Adopting a process that keeps you anchored in resolving the client’s problems, whilst being able to clearly articulate how your differentiators map to what the client is trying to resolve.

Outcomes you can expect

Lessen price sensitivity, lessens the impact of the competition creating repeat sell and up-sell opportunities.

Customer experience inconsistencies

Suggested solution

Adopting a consistent manageable and repeatable approach to how ‘the businesses manages customer experience and individual moments of truth.

Outcomes you can expect

Improved NPS scores, employees who understand what it takes to make positive defining moments of truth, repeat business leading to increased revenue and profitability.

Improve sales meeting performance

Suggested solution

Face time with clients is essential to sales success. Being well researched and prepared is the next step. Having a methodology and the skills for both, is key to building credibility and moving sales forward to close.

Outcomes you can expect

Improved ‘win’ rates, increased funnel velocity, larger case sizes, greater sales predictability, greater cross-sell up-sell opportunities.

Elevating NPS scores

Suggested solution

Adopting a consistent manageable and repeatable approach to how the businesses manages customer experience and individual moments of truth.

Outcomes you can expect

Improved Net Promotor Scores, employees who understand what it takes to make positive defining moments of truth, repeat business leading to increased revenue and profitability.

Optimizing outcomes from key strategic accounts

Suggested solution

- Your key accounts should be treated like prized assets. Building an account plan goes beyond last year’s revenue +X% for example. Account plans are business strategies that should be implemented like business processes.

Outcomes you can expect

- Increased account revenue, greater efficiencies and ROI across account investments, greater forecast accuracy, elevated relationship with the client, mitigating the impact of competition.

Sales training hasn’t worked for us in the past

Suggested solution

Sales training alone does not work. It’s like asking someone to drive a car after only one lesson. Training followed by sustained coaching is the solution. Those that make this claim have not had the support and coaching follow the training.

Outcomes you can expect

Behaviours shift as a result of sustained coaching and practice. The behavioural shift has positive impacts across a braid range of metrics; reducing costs and increasing revenue.

Growth in margins and profitability

Suggested solution

To protect margins, the client must see the value and differentiation we bring, over and above the competition. This has to be communicated in a way that impacts what they are trying to achieve. Having a mechanism to achieve this is essential to avoiding commoditised price discussions.

Outcomes you can expect

Improved margins, increased win rates, longer term relationships, improved forecasting accuracy leading to increased profitability.

Sales Manager Coaching

Suggested solution

Coaching programs for sales managers will have the most profound impact on your sales force outcomes. Free their time to coach and you will yield significant growth.

Outcomes you can expect

On average, you can expect a 17-29% increase in win rates when sales managers devote their time to coaching salespeople. What would that do for your bottom line.