ICONDA Solutions


Training to Maximise the Impact of Technical Expertise

Four training programs by Andrew Betts, renowned trainer, coach, sales engineer and author of Client Encounters of the Technical Kind.

Proven internationally with companies ranging from multinationals to bleeding edge startups, the material is original, thought-provoking and enabling, suitable for juniors and seniors alike.

Our aim is to help you achieve greater productivity, and ever more authentic and satisfying professional relationships.

Client Encounters of the Technical Kind

There's a lot more to technical work than technology, as anyone in contact with clients will know - and most engineers, scientists and technicians have some sort of client to worry about. Experience shows that the relational an commercial aspects of customer-facing technical roles are as difficult as the 'hard science'. And, to succeed professionally, you have to shine in all these areas ... simultaneously!

Client Encounters of the Technical Kind describes a set of tools and methods that help Customer-Facing Engineers to overcome this constant challenge. The system, called ICON9®, has proved its worth in many companies: small, large and multinational. It addresses Sales, Support and 'Own Organisation' topics, and also tackles delicate issues, such as how to stand up to customers whose views you do not share.

Client encounters of the technica kind

Client Encounters demystifies communication for field teams and, in doing so, renders a great service to high-tech companies. Its simple tools and processes promote productivity and effective business results. It's the ONLY product I have seen that is effective in developing the "technical sales team".

Jack Dunnigan

Senior Director of Worldwide Technical Sales, Xilinx


Designed for customer-facing marketing, sales and support people working in technology-based B2B companies, Addapt inspires and accelerates encounter preparation.

Sensitive to the context of the client meeting, it coaches users on objectives and the customer perspective as well as reminding them, at the point of need, about valuable and relevant collateral: Presentations, Checklists, HowTos, FAQs, etc!

What’s more, it gives support through to reporting outcomes, closing the loop on the encounter process and providing much needed KPI data. Output feeds any CRM – SalesForce or SAP, for example – and goes just as easily into mail, spreadsheets and other office tools.

Addapt strengthens sales and support processes while enhancing their visibility!

Our Latest Post

Possible Postures for Managing Up

Here’s some good news about diverse communication skills, applicable to any context: if you question professional people about this topic today, you’ll get some excellent answers – significantly better, I believe, than what you could have expected a generation ago. Somehow, something’s improving.

As evidence of this, ...

... read more