Overview

Firstborder designs, develops and delivers innovative sales methodology, processes and tools that improve the personal productivity and support the financial aspirations of sales professionals. These tools, processes and methodologies are supported by personal coaching and training provided through a global network of qualified resellers. Firstborder's training and coaching combined, has a proven track record in significantly improving the effectiveness of sales professionals.

Firstborder focuses on identifying the gaps in skills that prevent sales professionals from fulfilling their potential. We develop and deliver (through various channels) sales skills, tools, and coaching that motivate sales professionals to exceed their expectations.

Firstborder's novel but practical approaches encourage sales professionals to think differently about the sales process, to challenge assumptions and to learn how to communicate more effectively with properly qualified and high-potential customers.

Background

In April 2002, the founder of Firstborder introduced innovative methodologies, tools and practices to significantly improve the training of commission-based field sales professionals. Since then, these innovations have been proven to improve the performance of sales teams by meeting the needs of individual team members.

Firstborder's unique differentiator is its ability to teach sales professionals to use a framework in which deals within their pipeline, that have the greatest probability of closing within the quarter, gain greater visibility and emphasis. This dramatically improves the probability of their achieving their sales quotas.

This framework also helps sales management to accurately forecast sales bookings and revenue recognition, and to effectively manage their sales pipelines, inventory, backlog, and shipments.

The success of Firstborder's skills attracted the attention of clients across a broad spectrum of industries, including, amongst others, such established multinationals as Dell, Apple, COLT Telecommunications, British American Tobacco, Hauwei and Siemens.

In addition, the enthusiasm expressed by those attending Firstborder training expressed for the proprietary paper-based tools accompanying the course made it clear that there is a potentially large market for software based individual sales productivity tools.

Firstborder's first product to market was Focus, a personal Opportunity Management tool that has been implemented in a number of companies and is used by numerous individuals.

To be better positioned to exploit the market potential for addressing both the rapidly growing training services business and the newly identified software-based personal productivity sales tools business, Firstborder initiated the creation of a new subsidiary company

A Note from Colin Wilson

I set up First Border in 2002 because I wanted to find a way to bring high quality sales training, tools, and methodologies to sales professionals at organisations of any size. Whether you work as a one man band, as part of an SME, or in a large corporation, your function is the same: to sell. I believe, therefore, that your training, tools, and methodologies should also be the same.

I also believe that the tools we develop make a difference. Try them and see if you agree. Some of our methodologies we give away as free eBooks and so please feel free to pass these on to your colleagues and business contacts. Use them as much or as little as you like. If you would like First Border to help you implement the tools (or you require sales training of any kind), please contact us to discuss rates and schedules.

Recommendations

Posted on Colin Wilson's Profile on LinkedIn

"Colin has come up with a great way to encapsulate what it is to be a professional sales person. He has packaged this around a personal productivity tool which good sales people take to immediately, and he provides excellent coaching for both sales and sales management on utilising the tool and the methodology to deliver a more predictable result. I have worked with Colin on a number of occasions and he always delivers excellent value."
Steve Lewis

"I sat on the board of First Border alongside Colin. He was a focused and determined manager, inspiring enthusiasm in those he led."
Tim Murray

"When writing this recommendation I initially put Colin down as a Service Provider. However, on reflection he was more like a colleague. Colin worked tirelessly with my team and I training and coaching them through a step change in the sales process. Colin clearly understands the difference between "sales forecasting" and true opportunity management. With Colin's approach and tools you will develop a healthy pipeline of opportunities that are properly managed through every phase of the sales cycle resulting in a more stable and most importantly predictable business. I would have no hesitations in recommending Colin to any business no matter how big or small."
Ken Harley

"Colin is a very professional individual backed up with interesting concepts and results."
Mark Cobban

"Colin and I have collaborated on two initiatives re: introducing disruptive technologies to CIO's in global enterprises. Colin brings insightful, creative insights into discussions; his skills is analyzing complex infrastructure issues that cripple productivity.... reducing these to managable components. Risk management is definitely one of Colin's strengths. Dr. Robert Austin Chairman, eSaiph"
Dr. Robert (Bob) Austin

"Colin's system of coaching in a sales environment encourages personal development and produces results."
Ian Kirton

"After meeting Colin for the first time he went on to place me as a BDM at Cleaton. Following that Colin and I worked very closely as he hepled in area of sales development and pipeline management. The First Border tools used for this were exellent and I would strongly recommend them to anyone in the sales enviroment. The Focus software that Colin has developed is the best pipeline tool I have ever worked with and the delivery and guidance from Colin and his understanding of both the client and the sales process is outstanding. I would certainly work with, or hire, Colin in any future role I may find myself in."
Howard Jones

"The sales process training course Colin developed and delivered was excellent. I have used Colin twice in different businesses and on both occasions he has helped the business to grow its sales significantly. With Aspentech he motivated a Europe wide sales team to really perform well, by concentrating on the projects they could win, giving them tools and a process they could work with from the outset and having fun doing it."
Kevin Ayling

"Colin has an understanding of sales pipelines and process that makes you look again at things you used to take for granted. In addition to providing excellent training, Colin and his team have created a set of tools that put his theories perfectly into practice. I used the Focus opportunity manager to manage my part of the business but then made the mistake of stopping using it when I had to spend more time putting data directly into the corporate pipeline. The result was simple: I lost the control I had before. Needless to say, I got hold of the latest version of Focus and started using it again. I have been most sucessfull when I have been in control of my business - and this has helped a lot, I highly recommend that you look at what these guys do."
Nick Jefferson

"There are as many sales training companies and sales trainers as there are grains of sand on the beach...... and then there's Colin. If you want someone who talks absolute commonsense and who keeps psychobabble to the minimum talk to First Border. If not, then what are you trying to achieve with your sales training? Oh, by the way,he's a nice bloke too!"
Martyn Stead

"Colin is a seasoned senior sales executive who's consultancy services and methodology have helped AspenTech understand how to better understand and manage its sales pipeline. Geat value for money."
Marc de Guiran

"I have had the pleasure of working with Colin over a number of years and on various projects. Colin is committed to creatively addressing customer need - and it is this which underpinned his success working with Dell and which I continue to emulate today."
Simon Fowler