In my early life in Scotland I completed a degree in Forensic Science and then went on to work in the pharmaceutical industry. There just wasn’t enough fun in the work I was doing, or sun in the country so I headed off as a backpacker for two years. I ended up in Sydney, funding my travels by working as a telemarketer. I found I was much better at selling than at science and so began a long career in talking.
I moved into telemarketing team management and then to senior management, all with an international sales and marketing company, staying with them for 10 years. As Senior VP, I oversaw a doubling in annual turnover for the Asia Pacific region to over $40m and I was responsible for telephone sales campaigns that generated over 100,000 sales each year.
I established Forrest Marketing Group in 2006 to deliver professional lead generation/appointment setting, telemarketing and customer service solutions across Australia, which really meant that I just surrounded myself with a team of people who love talking as much as I do.
Now, with a team of almost 80 staff in our offices on Sydney’s Northern Beaches, as well as a sister company Air Marketing in the UK and B2C provider Easy Leads also in Sydney, we work with some of the biggest brands in Australia, and are recognised as an industry pioneer and leader. Since 2006, we have made more than 4,000,000 phone calls for over 1,500 organisations. These calls have generated more than 150,000 appointments that have turned into hundreds of millions of dollars in sales.
I’m passionate the power of P2P prospecting and demonstrating how a great conversation delivered over the phone is an integral part of the sales process. I want to show companies how to take back complete control of their sales funnel and address their entire market rather than only a fraction of it. I have recently completed my first book – The Ultimate Guide to B2B Sales Prospecting – 4 Steps to unlock your hidden market – based on what I have learned over the years.