US sales softwear firm forges links to region

Nov 26 2009 by Andrew Mernin, The Journal

AN American software giant that has helped boost sales at the likes of Microsoft, HP and Xerox, has enlisted a North East firm to bring its latest product to these shores.

Northumberland’s Engleby Associates is gearing up for rapid growth on the back of a new partnership with Seattle-based sales performance specialist The TAS Group.

The deal will see Engleby add TAS’s hugely popular Dealmaker sales performance software to its portfolio, in a move which is expected to help the fledgling firm land contracts with major blue chip firms.

Dealmaker is a sales performance programme that uses science-based methodology, alongside a range of tools and resources, to help sales people close in on more deals.

The software comes with a virtual learning system – which delivers training remotely – and could prove a popular weapon of choice for UK corporations looking to battle their way out of the recession, and to the front of the pack when the recovery comes.

Engleby’s founder Richard Lane, who was a director at the world’s largest e-learning firm before launching his own business in April, said: “We’re excited to be part of The TAS Group’s Certified Partner programme and see the Dealmaker platform as a core component in helping us drive self-sufficiency into the businesses we work with.

“Finding, qualifying and closing more sales opportunities is what will put companies ahead of their competition as we move out of the recession.”

Meanwhile, TAS’s chief marketing officer York Baur said: “We’re thrilled to have Engleby Associates join our partner programme.

“The positive revenue impact of Dealmaker’s sales performance automation is a core component in enabling companies big and small to drive increased value from their business and, with expert support from Engleby Associates, they can be assured of seeing quick returns.”

Prior to the launch of his sales coaching company, Mr Lane served as regional sales director and global account director at US-based e-learning empire SkillSoft, which has offices in six countries.

The entrepreneur hopes to use his latest offering to boost earnings among the North East’s digital and technology community, as well as larger corporate players on a national basis. He also expects his business to grow at pace in the coming years following a target-beating first six months of trading.

He said: “My focus is the software and digital sector in the North East and Scotland.

“However, the partnership with TAS means I am able to broaden this focus to include larger organisations who are interested in increasing their performance.

“Working with TAS will help Engleby engage with a wider range of clients and will enable the business to grow quickly and in a scalable manner.

“My ambition is also to bring a new level of pride and professionalism to the world of selling in the UK since today, from the outside, it is often seen as a second-class career.”

Morpeth-based Engleby specialises in offering sales ‘health checks’ to highlight the strengths and weaknesses of company’s sales processes and approach to market and runs development workshops and coaching programmes to enhance the skills of salespeople.