1. Smith Training & Consulting, Inc.
“We’re getting our foot in the doors of a lot more
prospects than we did before.”
Janice Bell
CEO, Kinnear Office Furnishings
Kinnear Office Furnishings Raves: Smith’s Training
Program Increases Effectiveness of Sales Staff by
“Giant Leaps and Bounds”
A Tough Problem to Solve
“One of our toughest problems for our sales team is identifying who
in a company we need to contact.” Networking is critically
important to the sales team at Kinnear Office Furnishings, a mid-
sized company specializing in interior design. They need to
aggressively network to identify the right person to contact at
prospective companies before they can begin talking about
furnishing and interior space design.
Mailing Lists Are Not the Answer
Kinnear found they just can’t buying a mailing list; these don’t
identify the correct people to contact. That left networking.
“Obviously, for us, the better our sales team is at networking, the
more sales opportunities they’ll generate,” says Janice Bell, CEO of
Kinnear Office Furnishings.
The Edge To Get Their Foot In The Door
Kinnear’s high-value product isn’t always easy to sell. They’re
constantly looking for an edge to help them get their foot in the
door. “In fact, that’s how the training program helped us most,” says
Janice. “We’re getting our foot in the doors of a lot more prospects.”
The Networking Skills Program
Smith’s training program, Networking For Sales Results, is a two-day
on-site workshop for the entire sales team, teaching a 5-step
networking method. It includes an additional twelve, bite-sized,
training modules accessed online via computer or smartphone, and
one-to-one coaching and support for up to 180 days. Janice said,
“[The sales team] really, really liked the virtual training modules that
they could access anytime and the fact they could call or email… to
ask questions and get advice.”
Would You Recommend The Program?
“Without a doubt, it’s a very effective program,” Janice confirmed
20 – 30% more new contacts each week because of this training.
“I’d highly recommend it!”
Kinnear Office
Furnishings
Problem:
Identifying the right
person to contact
isn’t always obvious.
They spend a lot of
time networking to
find that person.
Solution:
Improve the sales
team’s networking
skills by learning
Smith’s 5-step
Networking
Method.
Results:
20 – 30% more new
contacts each week
because of this
training.
Quotation:
“Right from the first
module, there were
tips and tactics …
[we] could
implement right
away.”