The document describes issues faced by several large companies and the actions taken to address them through customized training programs developed by Power Business Development. PwC lacked an effective business development approach and implemented a two-day workshop to help professionals build client relationships. GP Strategies faced declining morale and implemented a leadership boot camp. Granite Construction lacked sales expertise and developed a standardized sales approach. Commercial Metals Company had inconsistent sales practices and implemented a comprehensive sales program. The Nielsen Company had multiple sales courses and developed blended consultative sales and negotiation courses.
Experienced GM\Sales Manager with over 25 years of experience. I am currently unemployed looking for a career that is challenging, rewarding, and yet fun to go to work everyday.
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“The SSAT helps in measuring the breadth of the knowledge of customer management, while PI® identified the behavioral profile and fit for the role. All of these tools enabled us to understand the strengths and gaps of each individual, while providing a comprehensive training program for our entire team.”
Joe Parks
Free Trade Sales Director
Companies can build a thriving employer brand by understanding market drivers for talent acquisition, a company's culture, employee engagement, and diversity and inclusion.
Effective Sales Strategies helps companies with their sales, marketing, training and human capital strategies, plans and projects increasing top and bottom line results, performance and effectiveness. Check out our website to see our client testimonials and results! www.EffectiveSalesStrategies.com
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“The SSAT helps in measuring the breadth of the knowledge of customer management, while PI® identified the behavioral profile and fit for the role. All of these tools enabled us to understand the strengths and gaps of each individual, while providing a comprehensive training program for our entire team.”
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Free Trade Sales Director
Companies can build a thriving employer brand by understanding market drivers for talent acquisition, a company's culture, employee engagement, and diversity and inclusion.
Effective Sales Strategies helps companies with their sales, marketing, training and human capital strategies, plans and projects increasing top and bottom line results, performance and effectiveness. Check out our website to see our client testimonials and results! www.EffectiveSalesStrategies.com
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Carl Larson Resume v2 ENTERPRISE SOFTWARE AND SERVICES SALES LEADERCarl Larson
Sales, marketing, and customer success subject matter expert with hands-on B2B sales leadership experience at small, medium, and large organizations. Consistently successful and notably grows sales revenue, gross profit margins, and market share to exceed objectives. Recognized as a champion at building, re-building, and transforming best in class sales organization performance, operational process excellence, and customer outcomes. Develops new business customers, grows existing customer revenues, and introduces new product offerings to penetrate new markets. Recognized for excellence in effective sales prospecting, business-value qualification, executive relationship building, proof of value, win-win contract negotiation, and closing sales.
Carl Larson Resume v2 ENTERPRISE SOFTWARE AND SERVICES SALES LEADER
Doug Jones Client Cases
1. ISSUE: PricewaterhouseCoopers (PwC), a $34B global services company, wanted Managers and Senior Partners with executive
relationships in Fortune 200 companies to expand the line of services provided to each clients. The PwC executives lacked an
effective business development approach and saw traditional “sales skills” as manipulative and unprofessional.
ACTION: We implemented “Business Development Skills” (BDS), a customized two-day interactive workshop incorporating
facilitation, case development, video taped skill practice, and accompanying materials to reinforce the strategy and skills for
building relationships and delivering value.
IMPACT: Hundreds of PwC professionals overcame their fear of selling by replacing sales calls with solution-focused client meetings
that have a meaningful structure for successfully driving client satisfaction and profitable growth.
ISSUE: GP Strategies (GP), a $500M international performance improvement company, was facing declining morale, dissention
between divisions, and a decline in business volume.
ACTION: We assisted with implementation of a Leadership Boot Camp, an “immersion-conversion” experience starting with a
corporate climate survey and individual 360° evaluations to assess the effectiveness of leadership/management practices,
followed by a dynamic multi-day workshop to strengthen core leadership competencies.
IMPACT: GP was able to align their leadership with corporate values and strategic direction of the company, with dramatic
improvements in morale, teamwork and financial results.
ISSUE: Granite Construction is a $2B California-based construction and materials company dealing with heavy competitive pressure
and price erosion. Their construction business was flat, so they turned to material sales for relief, but had limited sales expertise in
the field and management ranks.
ACTION: We developed and implemented “Granite to Great” (G2G), a standardized approach to selling that enabled their 64
salespeople to organize time and territory, build relationships, identify opportunities, recommend solutions, convey value, and
close business. Branch managers were given additional training to coach, support and reinforce the initiative.
IMPACT: Granite salespeople were finally able to justify a $1.00 per ton price increase, and with a 25 million ton annual volume,
they brought $25 million to their bottom-line.
ISSUE: Commercial Metals Company (CMC) is a $7B Texas-based steel company with 4 mills, 67 fabrication shops, and 53 concrete-
related product stores. Each location was autonomous, which gave local management freedom to lead, but meant inconsistency in
sales methods, activities and results.
ACTION: We developed and implemented “Selling It Right”, a comprehensive sales program providing management, support staff
and salespeople with standard methods for defining opportunities, understanding customers and selling solutions. A Strategic
Account Management program was also developed and implemented enabling their 600+ customer-facing personnel to conduct
best sales and service practices.
IMPACT: CMC has realized record growth and greater customer allegiance, while winning larger deals with higher margins.
ISSUE: The Nielsen Company, a $6B leading global information and measurement company, provides market research, insights and
data about what people watch and what people buy. The 3,000-person global sales force had 5 separate sales and negotiation
training courses, and Nielsen needed to simplify and update their sales curriculum.
ACTION: We developed and piloted blended “Consultative Sales” and “Consultative Negotiation” courses.
IMPACT: The global team is trained consistently in consultative sales and negotiation methods with a simple, open, integrated
approach for engaging clients, and aligning business development efforts. Significant savings were realized with the ownership of IP
and displacing fees for pre-existing versions of sales and negotiation courseware.
Client Cases
Power Business Development doug@powerbd.com 678 777 7355