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About Us – Sales Training and Methodology

Guy Fraser - Customer CompetenceGuy Fraser has over thirty five years’ international management experience, encompassing both business and staff development. His particular skills are sales training and methodology, international business development, change management and coaching.

Background in Food Manufacture and Engineering

After graduating, Guy spent 4 years as a management trainee in production and later installing capital projects in the food industry. He then joined APV Baker Plc exporting capital equipment to both English and French West Africa. He managed to revitalise a business struggling under a collapsing economy caused by falling oil prices and won several seven-figure contracts. He then went on to build businesses in Hong Kong, China and other parts of Asia Pacific. In the early 1990’s Guy was headhunted by Applied Power. He created a new multi-million pound EMEA engineered solutions business in the middle of the recession, in just over two years. After reaching board level Guy lead a team of volunteers to win a Queen’s Award for Industry for a division of Smith’s Group Plc. He then went into IT where he managed, rebuilt and cross-trained a team of 40 multilingual UNIX engineers for Silicon Graphics. Guy then spent five years running his own company specialising in bespoke business development services, including market investigations, strengthening sales teams and developing C-level contacts. He was then head-hunted to create a new business in Greater China for Miller Heiman who are widely recognised as the global gold standard in B2B sales training and methodology. There he built one of their fastest growing distribution partnerships. In 2012 Guy returned to the UK, continuing his relationship with Miller Heiman and many of the clients in Asia Pacific to build another successful business. He trains and coaches teams from several companies from SME’s to multinational corporations including Moody’s Analytics and Herman Miller.

Public Client Case Study

Guy’s ability to develop sustained business relationships and sales training capabilities won him a public case study from a major client – Herman Miller. The case study focused on delivering improvement and consistency of sales performance across cultural divides. In Hong Kong Guy was an active member of the Britcham business angels’ vetting committee and a regular speaker for the American, British and German Chambers. He is currently an active member of the Surrey Chamber where he has set up the ‘Mittelstand Group’ which campaigns for local high tech manufacturing companies. He continues to maintain his international connections.

Education and Qualifications

Guy has an honours degree in Biochemistry from University College London and a PGCE from London University’s Institute of Education. He is a Fellow of the Institute of Sales and Marketing Management and a member of the Chartered Institutes of Management and Marketing. Besides his native English he is fluent in French and German. Guy is an accredited Miller Heiman trainer. He also writes on sales and management issues and speaks on sales training and best practice. Guy lives in Epsom, just outside London.

Interests and Hobbies

Guy was born in Manchester and still follows Manchester United. Outside work he enjoys spending time with his family, helping with church activities, running, cycling and hiking and following the current world economic situation. For further information and recommendations: Linked In Profile.


  • Accredited Miller Heiman facilitator for Strategic Selling, Conceptual Selling, L.A.M.P and Funnel Scorecard
  • Chartered Institute of Management (Member) CMI
  • Chartered Institute of Marketing (Diploma and Member) CIM
  • Institute of Marketing and Sales Management ISMM
  • University College London (Biochemistry – Honours Graduate) UCL
  • Qualified and experienced teacher and adult education instructor
  • HTC mechanical and production engineering
  • ISO9000 auditor
  • Fluent in French and German



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