Dr Paul Burr has vast experience in Corporate Business Coaching and Top-Performer Modelling, in three areas:
1. Equip executives to achieve complex business strategies.
2. Increase people’s (1-1 and small groups) impact and influence.
3. Transfer what top performers do differently, to everyone else, to raise performance widespread.
Dr Burr has a PhD in Statistics and a First Class Honours Degree in Mathematics. He is a Certificated Master Practitioner in NLP (recognised by ANLP), Time Based Techniques and Hypnotherapy (Master Hypnotist – recognised by ABH). In 2003, he achieved a top 5% ranking in a Change Management Proficiency Assessment (a benchmark of over 2000 consultants) by Institute of Independent Business Advisors. Paul has a Certificate in the Basics of Meta-Medicine, January 2006.
Paul started his career by undertaking the IBM Post-Graduate Programme. He joined sales. He was promoted to Account Manager, Corporate Account Manager, then to Consultant Sales Leader, before being promoted to Corporate Marketing Manager for the BT account, which at the time represented 10% of IBM UK’s revenue stream. He over-achieved, 11 years straight.
In 1993, Paul joined The Forum Corporation, a global training and consulting firm, where as Director for Corporate Accounts he became the top performer in Europe in his first year. In 1996, as a Principal for Wentworth Research (now part of Gartner Group), he built new-business sales processes, territory and account management systems, go-to-market models – inculcating new business measures, and the mentoring/training of fellow account managers. He designed a “sale on first call” process that brought in several clients including NatWest, BP, Cable & Wireless and Bristol & West.
Coaching Example #1, European Sales Operations Manager, IBM
Responsible for revitalising out of line performance across 10 nations. Within 4 weeks (through “focus and ruthless discernment”) many medium/long term projects were reshaped and completed quickly. (“Influence”) European performance escalated from 39% of target mid-year, to 105% of target by year-end.
Coaching Example #2, Regional Manager (now a Senior Vice President), Global Software Consultancy
Leading a cross-functional team in a new business-services sales campaign with an Australian bank. The team won a pilot in the UK. The client flew to Australia to extend the bid and steered the local team to win further contracts. “I won the big one (worth £15M!) for the Australian bank I was after. My life has changed quite a bit (for the better) and 80% due to your help”