2. PROGRAMS Prospecting To The Top ™ Book more sales appointments at the right level, with the right message. Fear Free Prospecting ™ Increase prospecting and new sales activity. SPQ*GOLD ® Assess key prospecting behavior styles...Hire and develop more successful Sales Professionals The Wedge ™ Level the playing field with incumbent and win more business by capitalizing on key differentiators.
4. The Results… “… We have improved our online numbers compared to recent months by 160% - 170% . Much of that is attributable to the new prospecting philosophies we have incorporated as a result of working with Manard Warren & Associates. As a result of this, we now incorporate some important concepts like having Business Impact Conversations with current customers. Requests for testimonials and referrals are now part of our sales culture. We have revised all our sales training for new hires to reflect the prospecting methodologies that we’ve learned.” Craig Billig Director, Hearst Business Development
5. The Results… “… By implementing your "7 touch method", [we] have increased net new prospect presentation by 35% per week. This process was one of the key sales programs we leveraged to get those results. As a result, [we are] on track to increase sales by 46% over last fiscal year.“ Michele Tomassetti ADP Small Business Services Division Vice President, Sales
6. The Results… “… Our current year’s sales have grown 50%… I can also tell you that we have had more new sales calls with C level individuals in the past year than ever before." Deb Cupp Business Development Director Fulfillment Services Standard Register Company
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11. Cost of Sales Call Reluctance ® * Average annual difference in commissions. ** Utilizing the SPQ*GOLD profile and actual sales results, our research department conducts specific industry and company projects to determine the effect that call reluctance ® has on sales results.
