Testimonials
Dear Skip,
I wanted to update you on the fantastic year our company is having as a
result of the sales training you customized for our sales force.
As of the end of July, we have seen an increase in organic sales for 12
consecutive months over the previous year and total sales are up
15.9%.
As you know from your initial analysis and interviews with our
management and field personnel, our company sales force was stuck in
what you aptly described as “running pig trails” - servicing our
customers with no real appreciation for sales forecasting or projecting.
Your training provided our people with common sense, usable tools that
allowed them to thoroughly penetrate a prospect on multiple levels,
increasing their ability convert them into customers. However, I agree
with the majority of our upper level managers that most importantly,
your training gave our sales force a realization and appreciation of the
value of their time, and that in order to make more money, they
needed to work smarter, not necessarily harder. As a sales
manager, I am very pleased to see that this concept was easy for our
sales team to incorporate into their work schedule, and I was surprised
at how well it was accepted.
I will be the first to tell you I was skeptical. After your initial
evaluation, you told us that sales should, and would increase between
8%-15% when the program was fully implemented and effectively supported
by upper management. Now, with total company sales increases approaching
16% this year, I have a little crow to swallow.
Skip, I don’t know how I could thank you more. Our sales people are
happy because more of them are qualifying for bonus this year than in
any previous year, our managers are happy because their people are happy
and selling, and our senior management is happy, and that makes me
happy.
Sincerely,
Matt Garratt
National Sales Manager/Executive Vice President
GC Company – 100 years of Service
Hi Skip,
I cannot tell you how important your training has been to our sales
group. Not only did we have the most productive year in our Business
Development group but also
ConneX ion Selling
helped us achieve the following results:
We
experienced the highest new customer sold per day per sales rep in our
history, a 25% increase!
We
increased our average revenue per customer to a record number.
We
have the best customer retention rate we have ever had.
We
have increased our specialty products sales to records figures.
We
have the best employee retention rate in our history.
We
have promoted ConneX
ion Selling graduates to management.
I guess you get the point. There are other facets of our Business
Development group that have benefited from your
ConneX ion Selling
training. We are just scratching the surface of what we know we can do
if we continue to make the “right ConneXions.”
Pat West
Division Sales Manager
Suntory Water Group
FROM: Lance D, RM
TO: Regional Team
CC: Skip Normand
RE: New business generation
Team,
Did you know that since
Campaign Selling /
Breaking
Competitive Accounts was implemented, we have seen an increase in
new business generation of more than 20%.
The momentum is building and opportunities are out there to seize.
Remember that our focus is on new sales and growth. Be sure to use the
Campaign Selling
process...it works!
Good Selling!
Lance
Regional Manager, GE
Dear Skip:
Over six months ago you presented the “Campaign
Selling” system to our Account Executives and Sales Managers. Since
your training, my team members are now at the top in the nation in sales
as a result of practicing and applying your sales principles.
You helped the team get focused, and built a foundation of core
principles and success tactics that generate consistent results when
applied. A perfect example is one of my reps who was struggling at
75% of revenue objective for the first half of the year. After your
training, this rep and I worked closely to develop a solid sales funnels
and employ all you taught us during her calls on prospects.
As a result of your training and her hard work, she is now averaging
150% of revenue quota for the second half of the year. This is an
example of just one of my account executives. Your training has also
assisted me in becoming a more effective coach during the improvement
process.
I recommend the Campaign Selling system to any sales organization, large
or small.
Thanks again,
David H., Sales Manager
Commercial Accounts, AT&T
Dear Skip:
I am delighted with our market share statistics which confirm the
success of the
Breaking
Competitive Accounts training program. This is even more impressive
considering the fact that ours is the premium priced truck in the
industry.
Thanks for everything,
Richard M., General Manager
UD Oceania/Marubeni
To: Pac West Managers
From: Mike T., VP Pac West
Re: RSR ConneX ion
Selling
________________________________________________________________
The recent training session with the District Managers and Skip Normand
was rated a huge success. The Sierra group in attendance came away
enthusiastic and positive about its one-on-one implications for our
RSR’s. This is the first ever “training” module, created just for our
company, regarding our valuable Route Associate staff.
Our Reno District Manager, had training sessions with his RSR’s soon
after Skip’s initial meeting and continued the
ConneX ion Selling
into early summer. During the last three months, Reno has seen six
out of their eight RSR’s triple their weekly new customer sales. This is
a MAJOR improvement over last year.
ConneX ion
Selling works and we need 100% involvement.
Thanks,
MST:meh
Suntory Water Group