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Testimonials
Reps who have never had sales training or telesales
training walk away with a methodical system for placing successful cold
and prospecting calls, and are confident in doing so.
Experienced sales pros leave energized, armed with new ideas,
bad habits corrected, and being shown and reminded about forgotten
basic sales fundamentals.
Ultimately, the results shown from the live cold calling sales
training workshop aren't a function of an attendee's years
of sales experience, but rather his or her willingness to learn combined
with a positive attitude for improving themselves.
Download Overall Comments document that you can print.
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Dear Ron,
"Every week my inbox is filled with training course offers for
easy answers and quick fixes to my Sales, Marketing, and Customer Service
"Problems." From experience, I've learned that most aren't
worth the effort to open the envelope. Intellworks, Inc.'s
Live Telesales Training program was the remarkable exception.
Listening to Ron work his magic forced me to totally rethink what it
means to be effective on the phone. Ron did exactly what he said he'd
do in a jaw dropping performance of skill. This training isn't
voluntary, it's mandatory, for anyone with even the slightest interest
in success."
Brian Hawkins, Business Development Manager
Action Technologies
Dear Ron,
" I would like to personally thank you for running
"The Sales Tips for Success" program for EPSG's
online sales team in Hong Kong on the 22nd and 23rd June
this year.
It was enlightening to watch you navigate your way around an account
so masterfully. Your bold approach certainly rubbed off onto me. Now,
I find myself doing things with a bit more courage without abandoning
my wisdom and common sense. Since the course, I have spoken to many
of the participants and it is interesting to note that most of them
still recall your model of the three tier approach.
Many of them now call in at the top of an account instead of the bottom
where they said they tended to operate prior to the program. Your model
is simple and easy to understand. Before the program I would have thought
it impolite or even aggressive to call in at the top of an account.
I would have made excuses for not doing this. However, your live performances
have made me realise that calling high is not only possible but, in
most cases it could even be beneficial in terms of achieving quota.
I was amazed to see you actually uncover a sale for Agilent
in Singapore. I know we had some concerns regarding cultures
prior to the course since we were not sure how your approach would work
in the different countries around Asia. I have also been very impressed
by your willingness to follow through on the program. You have provided
plenty of ideas for follow up and it is now up to Agilent to act on
these.
Ron, thanks for a great program. I certainly hope we get the opportunity
to work together again.
Letter of Recommendation
"I was a bit skeptical at first, but once the training
began and Ron got on the phone with OUR clients and prospects, I became
a believer. His techniques are easy to understand, make a lot of sense
and are simple to implement. Some on my team have already told
me how they were able to make contacts and fill out an organization
chart for large companies in just a few minutes using Ron's techniques.
I am confident that any sales organization can use his techniques to
gather more information in a shorter period of time which will result
in more sales."
Chris Chapin, Regional Vice President VAR/Telesales
Allen Systems Group, Inc.
Dear Ron,
"Thanks for coming here to Southwest Florida to run your training
class, it was very beneficial. Your technique has enhanced their
ability to build rapport with my client base, at the same time learning
the valuable information about the company necessary to close a sale.
Speaking with multiple contacts and polite yet respectful persistence
are the keys to selling to Fortune 1000 companies."
Matt Smith, Account Manager
Allen Systems Group, Inc.
Hello Ron;
"I wanted to thank you for the sales training sessions you provided
to my sales team this past week. This is the first time that I have
brought in a sales training program and every account executive that
went through the training had nothing but praise about you and your
techniques. The way you proved your concept by actually calling
"live" into our accounts was very valuable and unique.
Never in my past has any sales methodology actually proven their concept
by getting on the phone live and taking a gamble that the approach may
blow up in their face. My reps have made tremendous progress
just within the past week regarding the concept that you taught them.
My new reps along with my seasoned ones are now applying your training
methodologies and making great stride. I listened to several
of my new reps utilizing your approach and was amazed at how many names,
contacts, information each of them were able to gather from a single
site.
Before your training, it was hard to convince the reps that multiple
contacts and information from each resource was critical in driving
a potential sale. Now with what they have learned from Intellworks, Inc., I have a great deal of confidence that we will
be able to close an opportunity quicker, build our pipelines more rapidly
and increase our "coaches" in every single account we have,
resulting in higher revenue production. Thanks again Ron for
the great training and be assured that Intellworks, Inc.
and you will be getting my sales training business in the future."
Ted Guthrie, VP of Sales
Baan Company
Dear Ron,
"I wanted to drop you a note on the successes I have had since
attending your training. Sales TIPS for Success has made a dramatic
impact on my ability to penetrate some of the largest Biotech and Pharmaceutical
companies in the world.
Developing a strategy to effectively identify the decision makers
within an organization, create an organizational chart, probing with
effective open ended questions, and leaving a compelling voice mail
message have enabled me to develop relationships and secure appointments
that are resulting in signed agreements with our firm.
Taking your approach makes my job significantly easier. The
training has a real world application and translates into dollars in
my pocket. Sales TIPS for Success is not a conglomeration of
acronyms and buzz words, but a simple common sense approach to effective
use of the phone in sales. Sales professionals that can effectively
use the phone will differentiate themselves from the pack. Your training
gives me that edge.
I wish you continued success in your endeavors. Please feel free to
use me as a reference."
Patrick A. O'Boyle, III, Account Manager
Baan
Ron:
" I think your sales training workshop is GOLDEN! It will
put significant commission dollars in my pocket - in very short order.
Thanks for your insightful and helpful training - I highly recommend
it!"
Kent Johnson, Account Manager
Batky-Howell
Dear Ron,
"I want to thank you for our two day sales training seminar. To
say the least, it was awesome! As you know, we are a diverse group -
very seasoned as well as less experienced sales people. When searching
for sales training, my biggest concern was finding topics that would
interest and be worthwhile for all attending.
You did a marvelous job! I have over 10 years of sales experience and
by the end of the first break I had learned some useful tips. You were
right on the mark!
Additionally, our staff wanted training that could be applicable to
their customers right away with no fluff. The hands-on calls
were the way to do that! I don't think you intended to be motivational
but all of the staff left "pumped up" about cold calling and
still are. Your process is helping them to be more confident and successful.
How could a Sales Manager ask for more? Again, thank you for
sharing your sales techniques with Batky-Howell. It was a pleasure working
with you and I look forward to recommending your training to any professional
sales organization."
Mary Ann O'Shea, Sales Manager
Batky-Howell
 Cadman
Software
To Whom It May Concern:
"I called Ron LaVine because I knew the traditional telesales methods
I was using had ceased to be effective. Our customers are highly evolved
in their needs and wants, and abhorred being "sold." Since
we have an excellent product, the challenge was to match the right individual(s)
with the right information, and to let the process carry itself.
Ron LaVine has developed a brilliant methodology to turn the
telephone sales process into a mutually agreed-upon exchange, rather
than a brief, dazzling performance. The best part about it,
is that Ron is fun, energetic, intelligent, and makes sure you have
the opportunity to see yourself succeed with the formula.
Ron left behind a comprehensive package of the systems which contained
many useful tools. He did not, however, leave me. We had a follow-up
session that helped me refine my new skills immediately. I have
accomplished more in two days than I did in two months. I am setting
up demos with decision makers for those "dream" accounts.
Anyone who has not heard of Ron LaVine will hear of him before long.
This is the sales guru of the new millennium. I will be happy to provide
a reference for him at any time."
Lisa Syring, Marketing Manager
Cadman Corporation
Ron,
"Thank you once again for taking two hours of your
time in helping me with the cold calling. Your system
honestly works. There are a lot of people out in
the market with different techniques on how to break through
a company. I really believe you have the best strategy.
It was really helpful when you made the cold calls with
me. On the flip-side it was great when you had me make the
calls and were there for constructive criticism. Ron you
were very helpful and your class is going to bring me much
success with dealing with all sorts of companies."
Andrew Ciarlone, Account Manager
Centra Software
Ron's class was well developed and executed. He gauged
his audience well and kept the pace fast, but geared towards
results in cold calling. Requiring each member to participate
provided a wider understanding of how different experienced
sales people handled "basics" of cold calling. I'm practicing
his techniques now!
Shannon Geise
Cognos Corporation
Dear Ron,
I just wanted to take a minute to personally thank you for
your session on cold calling in Boston. My largest District
in North Florida is under a total reorganization. I have
had District, Principal, and Standards Coaches “feelers”
out to keep me in the loop about how things will differ,
tried to get appointments—to no avail. So I decided
to try your referral approach, and I am happy to say—we
broke the code!! My product will be previewed and listed
for District contacts. Had I continued in the direction
I was going, I’m afraid I would have missed the boat.
This worked a lot better than the “shoe box”
in the door!!! I feel as though we will be players in the
new process.
Thanks so much, and thanks to Curriculum Associates for
bringing you to their National Sales Meeting.
Sincerely,
RENEE SNYDER
Renee Snyder’s Educational Solutions
Promoting
CURRICULUM ASSOCIATES
Dear Ron:
Thank you for sharing the summary of the evaluations that
our sales representatives turned in to you at the end of
your sessions at our national sales meeting. I did an evaluation
of the entire meeting before we left on Sunday, and you’ll
be pleased to know that several representatives took the
time to mention your session by name, and in an extremely
positive way. I received two emails during the week from
reps who had applied the strategies you shared with them
and they were delighted to report that the strategies worked!
I know that you won’t be surprised to learn that I
shared those emails with the entire sales force.
I have sent you a request for a contract for my regional
meeting in January in Nashville. I look forward to hearing
from you.
Sincerely yours,
Carolyn Fuller
National Sales Manager
Dear Ron,
I just wanted to take a few moments to thank you for the
wonderful workshop session you delivered to us during our
national sales meeting at the Royal Sonesta Hotel in Cambridge
Massachusetts.
Your presentation was very helpful to me and I know I will
be able to use many of the cold call techniques you shared
immediately. All of your tips were wonderful, but the following
tips to be particularly helpful for me.
Your modeling of an actual call with one of our reps during
the session. Even though brief, this gave me an opportunity
to observe your approach.
Your handouts were right on point. The Qualifying Questions
and Prospecting Reference Sheets were all handouts which
gave great support for the ideas you shared. It will be
very helpful to revisit these ideas through your handouts.
·
Going through our list of challenges that we submitted was
also helpful because some of those same challenges were
also my challenges.
Once again, thank you Ron for all of your helpful tips.
They will be very helpful to me as I am making cold calls
in my territory.
I hope we have an opportunity to have more training sessions
with you in the near future.
Sincerely,
Bonnie Wanzo
Illinois Sales Representative
Curriculum Associates
Dear Ron,
Thank you for coming to Curriculum Associates, Inc. Annual
national sales meeting in Boston. I must admit I was a bit
reluctant when I entered your session but only after a few
moments I was intrigued and engaged. Your session was very
beneficial.
Your technique has enhanced my ability to build rapport
with my client base and expand my client base, and at the
same time gathering valuable information about my client
necessary to close a sale. I put implemented your techniques
the very next business day and was amazed at how well they
worked and how much more confidence I had dealing with my
clients even though I have been working for the company
for 17 years.
As you demonstrated, speaking with multiple contacts in
a polite yet respectful persistence manner are the keys
to selling to all companies in all business environments.
Thank you in advance for helping me meet my sales goals.
Cynthia Gasparovic, Sales Consultant
Curriculum Associates, Inc.
To Whom It May Concern:
"I'm pleased to have the opportunity to provide this
testimonial on behalf of Ron LaVine of Intellworks, Inc. and his "Cold Calling System for Sales
Success LIVE Sales Training Workshop" technique workshop.
CYRANO was extremely impressed with the Cold Calling
System for Sales Success - so impressed that after Ron conducted
the initial workshop for our inside sales team, I asked
the rest of our sales team to rearrange their schedules
and attend the workshop as soon as possible.
When I came up through the sales ranks, I did not receive
formal telesales training. I instinctively knew and learned
through experience how to achieve sales success utilizing
proper questioning and listening techniques. Ron LaVine's
straightforward approach puts this valuable knowledge in
terms that anyone can easily comprehend and quickly apply
to expand their sales. Intellworks' Sales
TIPS for Success exceeded all of CYRANO's expectations.
Without hesitation, I recommend it for both experienced
and entry-level sales people. It's a tremendous motivator."
Sean Charito, VP of Sales
CYRANO
Dear Ron:
I’d like to take this time to thank you again for
the live cold call training workshop you delivered to the
CyrusOne Sales Team.
We met all of our management objectives and were pleased
with the manner in which the workshop was conducted. Our
seasoned Sales Team now has an effective and efficient way
to generate leads and penetrate top accounts at the highest
level.
Your repeatable process and methodology was easy to implement
and entertaining to watch. We were all amazed how easily
you were able to navigate through accounts and obtain key
information in a “live” environment. And
to hear one of our own reps set an appointment with the
CFO of a Fortune 100 during a training exercise (in front
of both peers and management) was both amazing and motivating
for the team.
Thank you again for the workshop and sharing your best practices
and methodologies for cold calling.
Sincerely,
Joshua Howard
Marketing Manager
Ron:
You certainly did open my eyes in the few days of training
that you provided to us. It was extremely beneficial for
me. Your method for engaging and training experienced
sales professionals like me was the shot in the arm that
I personally needed.
I’ve had numerous sales programs and Intellworks uses
a no nonsense methodology to help sales professionals cut
through the gate keepers and better qualify accounts and
individuals within organizations.
I definitely hope that we continue to build on your training
and see you again in our offices for follow up training.
If I can ever be a reference for you or your organization,
please let me know.
Thank you,
Caroline Brelsford
National Sales Director
CyrusOne
Dear Ron:
"Thank you for your recent assistance with our sales training.
I had heard a number of fabulous things about your class, but had to
know for myself. We are a growing company with a small budget, but I
decided to take a chance. I recommended you to the CEO who was admittedly
a skeptic at the time. I was pleased to see in a matter of minutes that
you had not only made a believer out of all in attendance, but to the
CEO as well.
Your techniques are easy to follow and simple to implement.
My team members have already told me how they were able to make progress
very quickly. In short, you have changed the way we conduct business
on the phone and have also provided us with insight into how we do business
in person.
In the past, I have attended other sales training programs, but this
is the only one that I was truly happy to have paid for. The results
were fast, the content effective, and our employees were left confident
and with direction. I would absolutely recommend your class to any organization!
Please feel free to use me as a reference at any time."
Matthew Wallace, Vice President of Sales
Dataspace, Inc.
Dear Ron,
"When I heard about you coming in to do sales training my original
thought was it was going to be fluff, like many of the classes I've
taken in the past. Seeing you apply your methodologies and strategies
on real accounts and real customers has helped me gain a better understanding
of how to pick up the phone, navigate through an account and ultimately
get the decision maker on the line. My hits, number of appointments
and revenue have increased since I've taken your class.
It works!"
Bill J. Sheehy, Inside Sales
divine, inc.
Dear Ron,
"I wanted to take a moment to personally thank you for the Intellworks sales training that was provided to our Inside Sales and
Call Center organizations in August and September.
The techniques and methodologies Intellworks taught has
been invaluable in their evolution as an inside sales team. The end
result is that our people have a renewed confidence in their ability
to call "high up" as well as to qualify prospects much more
effectively.
Over the past month our Call Center has tripled their lead generation
performance, and our Inside Sales group has doubled their results in
setting qualified appointments. It is my belief that the Intellworks training played a significant role in this increase in
performance.
Bottom line is that your training left a very positive impact
on the group.
Keep up the good work"
Charlie Simmons, SVP - Inside Sales and Call Center
divine, inc.
To Mr. La Vine:
"We would like to thank you for coming to the EDS/Informix Telesales
Center in Lenexa, Kansas to deliver two classes to our telesales and
lead generation reps, as well as to our management staff, the week of
August 7th. We enjoyed having you meet our staff and visit our operations.
We are very pleased with the methodology and techniques that you have
taught our telesales reps in class. Everyone who has attended
the class has enjoyed it immensely, and found great value in your processes.
I have not seen a better method for prospecting in any sales literature
or class.
Our telesales reps and lead generation reps are now confident
and ready to pick up the phone and generate leads. We appreciate you
taking time to work with our staff one-on-one to prospect for new clients.
This will help us to meet our goal of transforming our operation into
a "cold calling" culture.
Thank you again for you class and for sharing your excellent methodology
with our group."
Paula Peters, Training Specialist
EDS
"Dear Mr. LaVine,
"I have now completed my first full month of sales on the phone
since my training with you. I had to let you know what a difference
your training has made. I am no longer hesitant to pick up the phone
and make a call. As a matter of fact, I had not only the highest
sales for the month, but also the highest number of calls made.
My fear has been replaced with excitement and enthusiasm. I
can't wait to get to work in the morning and get on the phone. The confidence
I feel prevents me from feeling rejection when I don't close a sale.
I just look forward to my next opportunity to "discover a problem
I can help solve."
I use the skills I learned in your training every call. The voice mail
script has been especially helpful, but learning to listen and question
has been my most successful tool I have acquired. I can't thank you
enough, and my boss is amazed! I highly recommend your training
to anyone who is starting out, or has hit a plateau in their sales."
Shannon E. McCallister, Channel Manager
ez-Call
Dear Mr. LaVine,
"I would like to thank you for an excellent training course. The
four hours doing cold calls and discussing the pros and cons of each
call is the most positive reinforcement to every sales book I've ever
read. Reading is one thing, but putting it into action is another.
I have been using the steps that you outlined in my training
and I am consistently reaching the goals I set for each call. This is
an extremely effective course that I would highly recommend! "
Shannon E. McCallister, Channel Manager
ez-Call
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