gutter

Case Study: Transforming Sales Performance at Gutter-Vac Franchising Group through Strategic Sales Training and Coaching

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gutter

Client: Gutter-Vac Franchising Group
Managing Director: Warren Ballantyne

Overview

Gutter-Vac Franchising Group is a well-established national franchise specialising in gutter cleaning and vacuuming services. With decades of operational success, the company has built a reputation for professionalism, safety, and reliability. At the helm is Managing Director Warren Ballantyne, a seasoned businessman with over 40 years of experience who remains open-minded and committed to continuous learning and development.

The Challenge

While Gutter-Vac had strong operational systems in place, there was an opportunity to elevate the organisation’s sales capability across the board. The focus was on refreshing sales techniques, improving communication across franchisees, and developing a more strategic approach to selling in a changing market. Warren wanted to ensure his team was equipped with modern tools and techniques to drive conversions, improve customer engagement, and stay ahead of competitors.

 Our Approach

Dynamo Selling was engaged to provide comprehensive sales training and ongoing sales coaching across the business. We began by conducting a strategic analysis of the company’s sales structure, communication patterns, and customer journey. From there, we tailored a training program designed to:

  • Modernise the sales approach across franchise locations
  • Equip franchisees and support staff with advanced communication techniques
  • Strengthen emotional intelligence and human behaviour understanding
  • Introduce new frameworks for identifying client needs and presenting value

The sessions were highly interactive, blending practical role-play, real-world scenarios, and cutting-edge behavioural science.

Sales Coaching and Leadership Development

Warren himself was a standout participant. Despite his extensive background in business, he embraced new ways of thinking, particularly around reading people, understanding behavioural cues, and adapting communication to suit the client. Our sales coaching work with him focused on leadership influence, strategic sales insight, and helping him cascade these learnings through the network.

Results and Impact

  • Increased Sales Confidence: Franchisees reported greater confidence on sales calls and face-to-face meetings.
  • Improved Conversion Rates: Early reports showed a noticeable uplift in client conversion rates within weeks of implementation.
  • Stronger Culture of Learning: Warren’s example as a leader inspired many franchisees to commit to personal and professional growth.
  • Enhanced Communication: Teams are now equipped with tools to better understand customer personalities and tailor their sales style accordingly.

Testimonial

“After more than 40 years in business, it’s refreshing to find a partner that can truly challenge your thinking. The sales training and coaching from Dynamo Selling gave me and our entire franchise network new strategies that work in today’s world. I thoroughly enjoyed the sessions.”
– Warren Ballantyne, Managing Director, Gutter-Vac Franchising Group

Conclusion

This partnership demonstrates that no matter how established a business is, the right sales training and sales coaching can unlock new levels of performance. Gutter-Vac is now better positioned than ever to grow its market presence, empower its franchisees, and deliver outstanding customer experiences across Australia.

Case Study: Nexus Construction Systems

Case Study: Nexus Construction Systems

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Case Study: Nexus Construction Systems

Case Study: Nexus Construction Systems – Reactive to Relentless: How Nexus Transformed Sales with Dynamo Selling

Client: Nexus Construction Systems
Industry: Construction
Partner: Dynamo Selling

Background

Nexus is one of Australia’s leading national suppliers to the precast and tilt-up concrete construction industries. They provide a complete, start-to-finish service including cast-in consumables, panel formwork, bond breakers, lifting clutches, and brace hire Australia-wide. Their engineering team also delivers in-house design for bracing solutions and manufactures custom braces – all in strict alignment with Australian Standards and Codes of Practice.

The Challenge

Despite being in a growth phase, Nexus faced a familiar problem: sales were coming in too easily, and the team had become reactive rather than proactive. As economic headwinds loomed and stock availability tightened, the business needed to prepare for more competitive conditions.

Led by Sales Manager Andrew Greenstreet, the team recognised the need for a major shift – from relying on inbound demand to becoming confident sales hunters. While the products were strong, there was a gap in sales follow-up, questioning techniques, and overall sales structure.

Sales Training Objectives

Working closely with Dynamo Selling’s team of expert trainers, the objective was to build a salesforce that could:

  • Thrive in tougher market conditions
  • Apply consistent sales structure and process
  • Improve questioning and listening skills
  • Follow up effectively and with purpose
  • Build trust and deeper client relationships
  • Find reasons to reach out and create new opportunities
  • Operate as high-performance hunters — not just responders

The Solution: Sales Training & Ongoing Sales Mentoring

Dynamo Selling delivered a tailored sales training program supported by ongoing sales mentoring to embed the learnings and drive real-world application.

This included:

  • A custom Sales Domination program tailored to Nexus’s industry
  • Real-life role playing, objection handling, and tone work
  • Ongoing group coaching and mentoring sessions to reinforce sales techniques
  • One-on-one support to improve individual sales confidence and performance

The emphasis wasn’t just on a one-off workshop – it was about sustained transformation through ongoing sales training and embedded sales habits.

Results

The change across the team has been significant:

  • Salesperson 1 applies the sales training daily, with a noticeable improvement in objection handling and customer communication.
  • Salesperson 2 has seen remarkable progress. She recently converted a long-stalled Perth-based client by applying listening and mirroring techniques learned during the program. She now picks up on client cues easily and builds rapport faster over the phone.
  • According to Andrew Greenstreet, the sales team has become more confident, less reliant on passive sales, and more aligned with the company’s long-term vision.

Conclusion

Through focused sales training, backed by ongoing sales mentoring, Nexus has transformed its sales culture. The team now has the structure, confidence, and communication skills to succeed in a more competitive market.

The partnership with Dynamo Selling helped shift the mindset from complacency to consistency – from reacting to leading – and from order-taking to strategic selling.

san pedro coffie

San Pedro Coffee Case Study

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san pedro coffie

Case Study: San Pedro Coffee – Sales Coaching for Café Growth

Client: San Pedro Coffee
Location: Melbourne, Victoria
Industry: Coffee Roasting & Distribution

Background

San Pedro Coffee is a proudly family-owned and operated specialty coffee roaster located in Melbourne’s northern suburbs. With a deep passion for ethically sourced, high-quality coffee, San Pedro has been steadily growing its reputation and customer base across Australia.

To capitalise on this momentum, Jack, a second-generation member of the business, joined San Pedro with the mission of accelerating growth – particularly through building new partnerships with cafés across Melbourne. While Jack brought strong motivation and belief in the product, he identified several gaps in his sales capabilities that were holding him back from converting more leads and creating consistent client engagement.

That’s where targeted sales coaching became a critical catalyst for transformation.

The Goal

Our sales coaching partnership with Jack was designed to achieve seven specific business development and personal performance goals:

  1. Mastering Grinder Demonstrations & Industry Knowledge
    Jack needed to build confidence and credibility when showcasing the San Pedro grinder and articulating deeper insights into the coffee industry. We included this element as part of his overall sales cadence strategy and personal development plan.
  2. Creating Interest & Sampling Opportunities
    The biggest step in gaining traction with café owners was getting them to sample the San Pedro roast. Through our sales coaching sessions, Jack learned how to use hooks, emotional buying triggers, and value framing to move prospects toward action and commitment.
  3. Cold Calling Confidence & Behavioural Matching
    One of the key focus areas was transforming Jack’s approach to cold calling. Through personalised roleplay, objection handling, and resilience coaching, Jack became more confident in adapting his tone and style to different personality types on the phone.
  4. Client Follow-Up & Strategic Value Building
    Jack was also coached on how to follow up with clients using appropriate timing and pressure, and how to introduce new value points during each interaction. This included building an interest ladder, sharing success stories, and creating subtle urgency.
  5. Knowing When and How to Close
    Sales coaching here focused on closing techniques that felt natural, confident, and aligned with the café owner’s buying signals. Jack learned the difference between trial closes, assumptive closes, and value-based closes – tailored to the café industry.
  6. Territory Planning & Cadence Optimisation
    Understanding Jack’s local territory and how to structure his week became a major focus of our coaching cadence. We established a rhythm of outreach, follow-up, grinder demonstrations, and pipeline check-ins that maximised his efficiency.
  7. Performance Tracking & Accountability
    We developed a custom performance tracker that allowed Jack to measure key metrics such as number of calls, demos, follow-ups, samples sent, and conversions. This not only kept him accountable but also fuelled further motivation by showing real progress.

Action Taken

Jack completed a structured sales coaching program under the “Sales Domination” framework. This included:

  • A personalised diagnostic session to map his current strengths and blind spots.
  • A weekly one-on-one sales coaching schedule focused on building core competencies.
  • Ongoing reinforcement through roleplays, voice tone training, script-building, and follow-up sequences.
  • Tools and templates designed specifically for San Pedro’s sales process and the café industry.

The Result

The transformation in Jack’s performance has been outstanding.

By improving his sales structure, confidence, and communication techniques, Jack has now signed multiple high-value café groups across Melbourne. His ability to clearly explain the grinder, position the brand’s ethical story, and confidently ask for a commitment has dramatically improved.

More importantly, Jack now has a repeatable and scalable sales cadence backed by data, planning, and coaching. His lead conversion rate has more than doubled since the coaching began, and he’s becoming a confident sales leader within the San Pedro team.

Conclusion

This case study highlights the impact of sales coaching in turning potential into performance. For San Pedro Coffee, the combination of family passion, quality product, and structured sales coaching has created real momentum for growth in a highly competitive industry.

If you’re in a product-driven business and want to elevate your client acquisition strategy, sales coaching may be the edge you’ve been missing.

To learn more about sales coaching for product-based businesses, contact us today.

City Kia Customer Serivcde Case Study

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Case Study: City Kia – Elevating Customer Experience Through Sales Coaching and Sales Training

Client: City Kia
Managing Director: John Pascoe

Background

City Kia is a leading automotive dealership based in Australia, known for its commitment to quality vehicles and reliable servicing. With an ambition to set the national benchmark for dealership excellence, Managing Director John Pascoe identified a vital area of growth – the customer experience.

To deliver on this goal, John partnered with renowned sales coaching expert Raimond Volpe to transform the way the City Kia customer service team communicated – both over the phone and in person. The vision was clear: to become Australia’s greatest dealership by delivering undeniable, unforgettable customer service.

This strategic investment in sales coaching and sales training was designed to uplift team performance, build customer trust, and position City Kia as the go-to name for both vehicle servicing and aftercare.

The Challenge

Although City Kia had a strong customer base and operational foundation, there were several key areas where improvement was essential:

  1. Inconsistent Phone Communication – Team members varied in how they answered calls, handled objections, and guided conversations.
  2. Variable Face-to-Face Interactions – Not all staff had the tools or confidence to connect effectively in person.
  3. Weak After-Sales Engagement – Follow-up interactions were often transactional, lacking warmth or value-add.
  4. Limited Confidence and Assertiveness – Staff members occasionally struggled with difficult conversations or sales opportunities.
  5. A Desire for a Premium Experience – John wanted every customer touchpoint to feel polished, professional, and personal.

The Solution: Sales Coaching & Sales Training

Raimond Volpe worked directly with John Pascoe to design and deliver a tailored program of sales coaching and sales training for the entire City Kia customer service team.

The program included:

  • Interactive Sales Training Workshops – Practical training on tonality, language patterns, customer psychology, and building rapport.
  • One-on-One Sales Coaching – Individual coaching sessions that focused on voice, confidence, delivery, and structure in both phone and face-to-face settings.
  • Call Mastery Training – Developing the ability to handle inbound and outbound calls with professionalism, confidence, and control.
  • Service Counter Roleplays – Practising real-life service centre scenarios to improve posture, tone, empathy, and objection handling.
  • After-Sales Excellence – Building a process to re-engage customers after their service, increasing repeat bookings and customer loyalty.
  • Team Mindset Development – Creating a shared sense of pride and ownership in delivering standout service.

Raimond’s proven Sales Domination methodology was the core foundation, blending real-world sales psychology with practical communication tools tailored specifically for the automotive sector.

Results

The results were nothing short of exceptional:

  • Improved Customer Feedback: Customers began noting the professionalism, friendliness, and clarity of the service team.
  • Increased Upsell Conversions: The team confidently introduced add-on services and extended packages, resulting in greater revenue per customer.
  • Stronger Team Confidence: With consistent sales coaching, team members became more self-assured and proactive across all interactions.
  • Cultural Shift Towards Excellence: The team’s attitude changed – from service reps to trusted advisors. Every interaction became an opportunity to create customer loyalty.

Managing Director John Pascoe’s Feedback

“Working with Raimond Volpe has been one of the best decisions we’ve made. The transformation in our service team has been incredible. The sales coaching and sales training gave our staff the tools, confidence, and mindset to deliver a five-star customer experience – every single day. It’s helped set City Kia apart in a very competitive market.”

Conclusion

Through targeted sales coaching and comprehensive sales training, City Kia has significantly enhanced the quality of its customer experience and positioned itself as a true market leader.

For dealerships looking to deliver industry-best service and maximise aftercare loyalty, investing in sales coaching is no longer optional – it’s essential.

To learn how sales coaching and sales training can transform your dealership team, get in touch with Raimond Volpe today.

Swan Hill Wholesalers

Swan Hill Wholesalers Case Study

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Swan Hill Wholesalers

Case Study: How Swan Hill Wholesalers Strengthened Sales Performance with Expert Sales Coaching

Client: Swan Hill Wholesalers
Director: Maree Giddings
Location: Swan Hill, Victoria

Background

Swan Hill Wholesalers is a respected distribution business based in regional Victoria, servicing a broad range of industries. Led by Director Maree Giddings, the company is known for its strong customer relationships and commitment to reliability. However, in a fast-evolving and increasingly competitive market, Maree recognised the need to invest in her team’s sales capabilities.

With a team of six – including both internal sales support and external sales representatives – Swan Hill Wholesalers sought to elevate communication, outreach, and the ability to convert interest into long-term business. To achieve this, Maree partnered with leading sales coach Raimond Volpe from Dynamo Selling, one of Australia’s most trusted names in high-impact sales coaching and sales training.

The Objective

Maree’s goal was to future-proof her team with the tools, confidence, and structure required to thrive. She wanted to ensure that each member of her sales team could:

  • Engage more confidently with customers
  • Communicate value clearly and consistently
  • Build stronger follow-up routines and conversion habits
  • Align as one cohesive team between the office and the field
  • Implement a repeatable sales process backed by accountability

More than just temporary motivation, she wanted lasting change – and that’s exactly what a professional sales coach could provide.

The Solution: Sales Coaching with Dynamo Selling

Sales coach Raimond Volpe worked closely with Maree and her team to design a sales coaching and sales training program that reflected the real-world challenges of wholesale distribution.

The delivery included:

  • On-Site Sales Training Workshops: Raimond travelled to Swan Hill to run in-depth, practical workshops for all six team members, designed to reflect their day-to-day customer conversations.
  • Tailored Coaching for All Roles: Both internal sales staff and external field reps were given specific tools and guidance tailored to their responsibilities, ensuring role-relevant skill development.
  • Live Roleplay and Feedback: Each participant engaged in roleplay sessions with immediate, constructive feedback from Raimond – an essential part of his sales coaching approach.
  • Sales Process Design: The training helped the team build a clear structure – how to open calls, create interest, manage objections, and close with confidence.
  • Confidence and Behavioural Coaching: Raimond’s expertise as a sales coach helped the team improve tone, body language, and emotional intelligence during both phone and in-person interactions.

At the heart of the program was Dynamo Selling’s Sales Domination methodology –  a powerful, psychology-driven system that simplifies sales into a repeatable, human-based communication process.

The Results

The outcome of this training was exceptional. The sales team reported:

  • Greater Confidence in Client Interactions: Each member expressed increased clarity and conviction when engaging with customers.
  • More Consistent Language and Process: With a shared approach across internal and external roles, customers experienced a smoother, more professional journey.
  • Stronger Customer Relationships: Staff were more confident in building rapport, identifying customer needs, and creating long-term loyalty.
  • Better Follow-Up and Conversion: Thanks to Raimond’s sales coaching, the team implemented structured follow-up rhythms that led to more repeat business and upsells.

Testimonial from Maree Giddings

“Raimond Volpe and Dynamo Selling delivered exactly what we needed. His sales coaching was practical, relatable, and got immediate buy-in from the team. Everyone walked away more confident and capable. It wasn’t just about motivation – it was about building skill, mindset, and structure. We’ve already seen fantastic changes in how our team engages with clients.”

Conclusion

This case study shows the power of working with a professional sales coach. Through structured sales coaching and real-world sales training, Swan Hill Wholesalers has built a more aligned, confident, and capable team – ready to compete at a higher level.

If you’re looking to take your sales performance to the next level, speak with Dynamo Selling and connect with Raimond Volpe, your trusted sales coach in the field.

Enquire now at Dynamo Selling to find out how expert sales coaching can elevate your business.

City Auto Customer Serivcde Case Study

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Case Study: City Automobiles – Lifting Customer Service Standards Through Expert Sales Training and Sales Coaching

Client: City Automobiles
Location: Burnley Street, Richmond, Melbourne, Victoria
Head of Operations: Carl Cracium
Focus Areas: Used Cars, Prestige Vehicles, Standard Cars

Overview

City Automobiles is a well-established dealership located in the automotive precinct of Burnley Street, Richmond, Melbourne, offering a wide range of used cars, prestige vehicles, and everyday models. With a growing customer base and increasing expectations around service, Head of Operations Carl Cracium recognised the need to invest in the professional development of the customer service team.

To support this goal, Carl brought in expert Sales Coach Raimond Volpe from Dynamo Selling to deliver a hands-on Sales Training program that would bring structure, confidence, and consistency to every customer interaction across all departments.

The Challenge

While City Automobiles had an experienced team, several challenges needed to be addressed to reach the next level of service excellence:

  • Inconsistent communication across customer interactions, especially between phone and in-person enquiries
  • Difficulty adjusting tone and delivery between standard and prestige customers
  • Low confidence in objection handling and value articulation
  • Lack of a structured process for enquiry management and follow-up
  • Missed upselling opportunities and customer engagement gaps

Carl understood that to remain competitive and deliver a truly premium experience, the team needed more than product knowledge – they needed structured Sales Training and the guidance of a trusted Sales Coach.

The Solution: Sales Coach-Led Training With Lasting Impact

Dynamo Selling, led by Sales Coach Raimond Volpe, delivered a tailored training program that focused on improving communication, elevating the customer journey, and strengthening team confidence.

Key components of the Sales Training program included:

  • Live, scenario-based workshops: Real-world sales and service scenarios were used to sharpen messaging, tone, and conversation flow
  • Roleplay tailored to customer type: Team members practised serving both value-driven used car customers and high-expectation prestige vehicle buyers
  • One-on-one Sales Coaching: Raimond delivered individual coaching sessions, helping each team member develop confidence, structure, and adaptability
  • Customer journey mapping: The team built a step-by-step process to deliver a seamless and premium experience from enquiry to follow-up

This comprehensive approach helped the team build a consistent, confident voice across all customer touchpoints.

The Results

The outcomes were immediate and noticeable:

  • Improved team confidence in both sales and service conversations
  • Greater consistency in messaging across phone and in-person engagements
  • Positive customer feedback, especially from high-end clients
  • More effective follow-ups and better conversion opportunities
  • A shift from reactive service to proactive customer engagement

Customers reported feeling more valued and informed, and staff reported feeling more capable and supported.

Conclusion

By investing in expert Sales Training and working with a professional Sales Coach, City Automobiles has lifted the standard of its customer service team across used cars, prestige vehicles, and general enquiries. The dealership now benefits from a more consistent, confident, and customer-focused team culture.

This case study highlights the transformative power of Sales Coaching in the automotive industry – not just in closing more deals, but in building trust, long-term loyalty, and brand excellence.

To elevate your dealership’s performance and customer service, contact Dynamo Selling and book your Sales Training with Sales Coach Raimond Volpe today.