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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.
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Ron:
"I would like to thank you for the recent sales training sessions in both
our Cambridge, Massachusetts and Foster City, California offices. The
Sales Representatives here at Gale Group have been through many different sales
seminars and training classes over the years and I think that the overwhelming
majority feels as though your approach is among the best they have ever seen.
The fact that you put your money where your mouth is and
actually get on the phone and make live calls in front of everyone
is incredible and keeps the class action-packed with never a dull
moment.
To say the least, we are happy with the results and could not be more
pleased that we retained your services. Morale and calls are
both up and new business sales are not far behind. I would
be happy to recommend you to any company interested in your sales training
classes and would not hesitate to utilize your services again."
Peter Herz, Marketing Services Manager
Gale Group
Letter of Recommendation
In August, I was challenged with Sales Training tasks. The task was
two folds. First, seasoned sales people need to be re-framed in their
sales approach as they were running into road blocks with the tried
and true methodology. Second, fresh college graduates needed to become
productive very quickly with their new sales careers.
Traditional national sales training courses were considered along with
Ron LaVine from Intellworks, Inc. Intellworks, Inc. was selected because
their training included real-time work with real prospects that the
sales people were currently working on.
Intellworks, Inc. "hands-on" methodology opened
the eyes of seasoned people and gave confidence to the new people.
Seeing the methodology implemented real time made a significant impact.
Then having the sales people implement the same methodology with
the sales trainer available for coaching gave the people the confidence
they needed. My goals were met with Intellworks Sales Training and
I will use this service again.
I offer my personal recommendation of Intellworks, Inc."
Chuck Weir, Vice
President - Sales
H&W Computer Systems, Inc.
Dear Ron:
"Thank you for your help with the follow-up training you recently completed
with my new salespeople. I agree with your earlier observation that having
a two-phase training program makes good sense. Your initial two-day session
at our facility provided my staff with the skills and confidence they needed
to begin their careers in sales.
The follow-up session two months later was very timely. Giving my newly-trained
people two months to employ what they learned and then to go back and
have another session of training sharpened their effectiveness and
provided them with a new level of confidence.
What have I seen as a result of the training you provided?
Prospects in my sales funnel I have never seen before. Much better
qualifications. Confirmation of business need from business people
as well as technical buyers. Confirmation that the value proposition
we offer is attractive to the companies who have passed the qualification
stage. Salespeople who are confident about what they are doing, excited
about their careers, and excited about their financial future.
Ron, in the 21-plus years I have been in this business, I have used
several packaged sales training programs. By using both your on-site
and remote telesales training program, my people have come up to speed
much quicker with a higher degree of effectiveness and confidence.
Feel free to use me as a reference to your prospective clients."
Chuck Weir, Vice President of Sales
H&W Computer Systems, Inc.
To Whom It May Concern:
"Throughout my Marketing College Career, the focus of my classes was on
selling techniques. I never thought navigating through a company via the telephone
to find the right people to talk to, would be so difficult.
Once I completed Ron LaVine's telephone training course, I was able
to focus on how to locate prospects and sell to companies. I acquired
the right skills to navigate through companies effectively, ask the
right questions to the right people. Once, I got the right person on
the telephone, I was able to obtain the necessary information I needed
in an effective timely manner.
I thought the most beneficial part of his training was the
actual live telephone calls he placed to H&W's customers.
Not only did all of his training make sense to me, I was able to
witness his telephone expertise. I would like to take this opportunity
to extend my gratitude to Ron LaVine for his time and telephone training
techniques. All the skills acquired has helped me in my day to day
calls to potential customers. I believe his training is challenging
and effective."
Nikki Barnekoff, Sales Associate
H&W Computer Systems, Inc.
To Whom It May Concern:
The reason for this letter is to express to others and make them aware
of the beneficial skills I have learned from Ron LaVine's class. Being
a recent graduate from college, majoring in marketing, I thought I
had learned everything I needed to know for a career in sales.
I was highly mistaken. College did however, give me a solid foundation
to build upon. Ron's hands-on class has showed me that there are effective
ways to gather "the right" information, from "the right"
individuals.
My initial role at H&W was to handle responsibilities in telemarketing.
It involved calling on leads and qualifying them to see if they met
the minimum requirements according to our guidelines. In the beginning,
it was difficult to get individuals to cooperate and divulge closely
held information about their company, which in turn I could not make
a qualified assessment.
I was taking the wrong approach with this. Ron's class illustrated
the tools and the approaches I needed to take. With his help
and coaching I was able to generate considerably more lead qualifications
than before.
Now, I have to admit that after three months things started to slow
down. I was given added responsibilities with sales and I couldn't
understand why I was not getting the results I should be getting. Unknown
to me I had been slowly slipping into my old routine. It was decided
on to engage in Ron's refresher course.
With only spending an hour and a half on the phone with Ron calling
leads, I was able to refocus myself again and perform my job at even
a higher level than before. Ron's refresher course rejuvenated and
excited my spirits because he has been able to show me that there are
no limits.
I highly recommend Ron LaVine's training to increase your telesales
performance."
Scott R. Feely, Sales Associate
H&W Computer Systems, Inc.
Dear Ron La Vine:
First I would like to thank for your availability in traveling to Montreal,
Quebec for our Sales Team and Telemarketers to benefit from your Training.
I was really concerned about the language barrier of some of the participants,
including myself. I have to say that the course model and your
strategy in reaching key executives in an organization is language
proof!
I was the first one to be astonished by the easiness of your calling
system and strategy, not to mention that I got 3 leads while doing
your course. One of those leads was Hydro-Quebec, an account
that I’ve been trying to penetrate for a whole year without success. In
2 minutes with your course I had a meeting with their CIO!
I am extremely thrill to have spent those 2 most valuable days in your
training, which I am sure will have a huge impact on our business.
Thank you very much for presence and your professionalism.
Sincerely
Patrick Authier
Account Executive
Dear Ron,
Thanks so much for the training! Your Cold Calling Training Seminar
not only showed me — by live demonstration — how to be
more effective on the phone, but also helped me to get results through
email.
Your “Summary E-mail” example provided the key to my getting
buy-in for a software purchase from a Vice President at a university.
Before I sent the email, the director (who reports to the VP) had put
me off, and things were looking bleak. There was no budget, and I was
advised to call back in a month. Using the info from your seminar,
I
communicated with the VP by phone and email in a professional way that
made sense to him.
How do I know the email made a difference? Because two days
after I sent the email, the director called me saying that they wanted
to move forward with a purchase, and 11 days later, the purchase order
for $65,000 came to my fax machine!
I appreciate your teaching style. You explained the concept, demonstrated
it using our prospects, hammered it home by having us try it, and then provided
us the written materials to help us put these principles into practice on the
job after you left
Tim Beckett
Sales Representative, Southwest Region
Dear Ron,
Thanks for coming out to St. Louis to train my sales force on your
live cold-calling methodology. I must say that your training has produced some
excellent results.
It was the most pragmatic sales training I have ever had.
Your methods are beneficial for hunters and farmers. We learned how
to quickly dissect an organization and all of its key players and
what business and technical initiatives they are responsible for.
Once we discover key players and the initiatives they are responsible
for, using your methodology enabled us to more effectively follow through
with our business and technical value.
I think your course is a pre-requisite to any sales class
such as Solution Selling, Spin Selling or VITO. I think sales reps
need your class before they can even begin using any other sales
methodology.
It was a great hands-on experience. Your workshop is very results oriented
and we actually set up appointments and meetings during the workshop.
The workshop is not only about learning new ways to cold call but also
about being productive at the same time. We got actual sales work done
which we will use to build our pipeline and develop our territories.
Thanks again for the great class. I'd be happy to be a reference for
you.
Sincerely
Bill Vellios
Regional Sales Manager
Dear Ron,
Thank you for providing your live cold call sales training to the team
at Independent Technology Group. We had been treading water for several
years with low appointment counts, and conveniently blamed it on the
slow economy. I know now that we were wrong.
We immediately put into practice your techniques and strategies learned
during our live training. In the first week, our appointment volume
increased over 25%.
We are confident that revenue will quickly follow. We can only wonder
how much more profitable our efforts would have been had we taken your
training a few years ago.
Thanks again for providing us the tools for a bright future."
Douglas Marlin, Managing Partner
Independent Technology Group
Dear Ron,
"I want to express how much I appreciated your recent class at the Informix
account. As you know, we were changing our mission from a customer service
orientation to software sales organization. This was a challenge to say the
least. We needed help in cold calling and penetrating accounts: in other words,
we needed to learn how to make things happen.
Since your class we have noticed a great deal of improvement in our
call statistics and quality of calls. We have started to penetrate
major accounts and we saw some major sales during the third quarter.
A great deal of the credit for this improvement has to be given to
your class.
The reps have greater self-confidence in their jobs, and have become
more aggressive in their phone skills. The new telesales reps are eager
to take your class this spring.
We have never had a sales class in this department that so immediately
affected the bottom line of the company. I would highly
recommend your class to anyone who wants to jump-start their sales.
Thanks again, and we are anxious to continue our relationship in the
future."
David M. Hooper, Sales Support / Training Manager
Informix Software
Dear Ron,
"I wanted to drop you a short note of thanks. After attending your class
this past month. I have used your methods to much success. An example of using
your methods, by asking about other people within other departments.
This questioning has taken a single sale with a value of
$12,400.00 to an additional opportunity within the same company for
over $60,000.00. All you have to do is ask for names to
contact and the floodgates open. Thank you, for assisting me in making
more money for Informix Software, Inc. and more money for myself."
Ed VanDyke, Account Manager Southern California
Informix, Inc.
Dear Ron,
"I have attended several sales seminars in the past and I truly feel that
yours was the most beneficial. Your presentation of the material was concise
and exact. But what really made your presentation useful was the live
calling.
I was surprised how very quickly the time went by. I highly recommend
your seminar to any who wish to become a true sales professional."
Michael Blaszak, Vice President
ISYS/Odyssey Development, Inc.
Dear Ron,
"I want to thank you for coming to Denver and conducting a refresher course
with us. Everyone here thoroughly enjoyed the classroom instruction and interaction.
The workbook you provide is a handy reference that I’m sure to use often. The
best part of your sales training is watching you make live calls to our prospects.
I can’t think of a better way to learn than to watch a real Pro in action.
Put me down as one of your many satisfied clients. I’m happy
to speak with anyone considering taking your, live cold calling course."
Michael Blaszak, Vice President
ISYS/Odyssey Development, Inc.
Dear Ron,
"It's not often I'm inspired to take the time to write this kind of letter,
but in this case I was so compelled to do so. Since the seminar you did for
us in October, I can't believe the difference it has made in our sales department.
Our people are making contacts they weren't able to make before and getting
into accounts that have been almost impossible to get into.
I know there is no such thing as a guaranteed method of success, but
I can tell you that if anyone were to honestly try your approach, I
would have a very difficult time believing that they wouldn't succeed.
Ron, I know that I was very skeptical when we first spoke
about this approach working in our industry and you assured me that
industry didn't make a difference and promised to show us during
the seminar that it would work. Well you did and it does.
This is something I know that my people and myself will take with us
through the rest of our careers."
David Cromer, Vice president of Sales
International Retail Services Group, LLC
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