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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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Dear Ron:
"I wanted to send you a note to comment on the class The Secrets of Cold
Calling Success.
Having participated in many training classes in the past, I found this
one to be one of the best. The approach, the hands-on experience,
and the practical applications will all be beneficial in what we do
on a daily basis. Also, as a facilitator myself, I certainly
know that keeping the participants engaged in the process is sometimes
very challenging. Your approach and style in presenting the
class certainly kept everyone engaged at all times.
The class was very educational, helpful, and extremely beneficial!
Thank you!!"
Cynthia S. Sech, Business Development Manager
MeadWestvaco Corporation
Hi Ron,
I just wanted to say that your seminar on Cold Call Training has been very beneficial
to my sales team. It has opened their eyes on how much more effective they can
be on the phone when prospecting. Both the veterans and the newer reps all have
commented on how they feel more effective now than ever, getting to the right
people and getting the right information.
The demo by you made opened their eyes, and then the live calls they made were
very effective and timely. I have always believed in interactive training versus
just presentations to get people involved, and testing the process with the instructor
involved. It is very effective and your training hit the mark.
The sales managers using this process daily and we will be discussing your format
for the Cold Calling Contest on our next monthly conference call.
Thanks Again for the training!
Bryan D. Jamgochian
Vice President of Sales
MWV - Envelope Products Group - Sales
Dear Ron:
"I want to formally thank you for the enlightening cold calling class!
I have worked in sales for the past 10 years and have never had such a comprehensive,
sure-fire way of getting on the phone with a decision-maker. I used the script
today and got to the correct person on the line at Burger King. The
bottom line is THIS SYSTEM WORKS!"
Debbie Townshend, Business Development Manager,
MeadWestvaco Corporation
Dear Ron:
"Thank you for delivering the "Cold Calling System for Sales Success
Sales Training Workshop" to our western region Business Development Team.
I found the session to be very informative and hands-on from a Learner's perspective.
The model you've developed is thorough and immediately applicable
to any type of industry and your method of teaching it is very effective.
I personally enjoyed the opportunity to make a call, apply this learning
and test the process. It is proof that you do not have to be a salesperson
to use these techniques!
Also, thank you for taking the time to learn about MeadWestvaco, this
enabled you to speak the language of our sales group, which lends a
lot of credibility."
Lisa Hone, Manager, Human Resources Development
MeadWestvaco Corporation
I wanted to follow up with you regarding the recent training you conducted
for MWV at our Division office. We had all sales reps from the
Northeast Region in attendance along with our Division sales group. The
overall response to the course from the group was extremely positive.
I
felt the pace of the course worked well and kept the group engaged. There
was very little downtime or repetition and the content was extremely
targeted and useful.
The hands on approach in the afternoon I believe
was extremely beneficial. It
empowered the individual sales reps to believe in the approach and
was a testament that it actually works.
I believe several individuals
within my group will embrace this technique. I
also think that many others will take part of your training and incorporate
it into their current prospecting activities.
There were many positive
comments and the one that sticks out the most is selling “top down”. This
gives much more creditability when speaking to a representative at
a new customer / prospect when you are referencing someone or a department
above them. Thanks again and much success in the future.
Mark Carpenter
Northeast
Regional Sales Manager
Dear Ron:
"Thanks again for the great follow up time that you spent with me and
my associate Rob Ginsberg. In four short hours we got appointments
with UCLA and Cal State Long Beach, not to mention the name of the key print
buyer at KB Homes. We will keep you posted on our success at DirecTV as well. Rob
will be presenting a strategic sourcing program to them soon. Take care and
until next time, happy selling."
Mike Hooghkirk, Business Development, West Region
MeadWestvaco Corporation
Dear Ron:
"Thank you for the cold call / prospect training that you provided my
sales team. We appreciated the knowledge you imparted as well as your flexible
facilitation style!
These new skills we acquired, with your help, will be imperative
for our expected sales growth in the upcoming year -- as well as
our desire to develop more Strategic Sourcing programs with large
corporate end users.
We look forward to the follow up training we have scheduled -- and
my colleagues in the East and Central Region are looking forward to
learning from your expertise as well!"
Monica Sorensen, West Region Business Development Manager
MeadWestvaco Corporation
Dear Ron:
"Thank you for your outstanding class.
I truly believe you have opened our eyes to a new world of opportunities. Even
the most cynical sales reps were amazed by the new horizons opened
for them.
The entire team feel that they are now equipped with better tools to
explore their territories. The team’s reactions were amazing. Your
system DOES work.
I was so excited by this opportunity that I have decided to take one
territory to myself and try your technique.
I got responses from my people such as “I don’t know what
have I been doing for the last 5 years”, “I am a changed
man” and more.
The fact that while the training was still going on we already
got two real important meetings was striking even to the most skeptic
people. They are all are very excited now.
I feel that your system can be used not only on the cold calls - in
fact, I am applying parts of it to each and every call I am making.
I am sure we will use your services again. Thanks again for helping
us be a more successful team."
Rami Ziv, Executive Sales / Product Specialist
Medcon Telemedicine Technology, Inc.
Dear Ron:
"I wanted to take a moment to personally thank you for the excellent instruction
you gave us at Micro Focus this week. I was so impressed at the practical approach
and non-threatening way you were able to get to the appropriate people and “logical” way
this can be accomplished.
I have been successfully selling in high-tech for over 30
years and it has become extremely important to be able to not only
keep up the skill level but to learn new and better techniques to
save time and make it count. Your approach certainly did that for
me. I have the documents sitting by my phone and have set
aside time every day to practice the techniques you taught. I am
certainly a believer and hope that I can become as effective and
efficient as you.
Thanks again for the excellent training and keep in touch."
Mike Bellows, Director Strategic Accounts
Micro Focus, Inc
Dear Ron:
"Thank you, thank you, thank you for not only training my team
on your very effective prospecting techniques, but also for your continued
support and responsiveness as we move forward with implementing the Accelerated
Sales Training method."
Leslie Carstens, Account Manager
Micro Focus, Inc.
Dear Ron:
"I was very pleased with the class. I think you did a wonderful
job motivating my team and getting them to realize that you can call high in
an account and get results.
Many of my reps are charging ahead and calling CEO's, CIO's and Top
Level VP's. I am sure this will help our business."
Susan Dickinson, NA Sales Manager
Micro Focus, Inc.
Dear Ron:
"I wanted to express my gratitude for the outstanding job that you and
Intellworks did for the Western Region. As you may recall, you were brought
in to deal with our specific problems of obtaining quality leads and information
and build the pipeline.
I am happy to report that after starting the year with negative
margin, we ended with significantly increased margin and my specific
district demonstrated significant increases quarter after quarter
in both revenue and pipeline strength. Indeed, this new
year marked the largest number of new customers in the west than
ever before.
I am confident that the pragmatic techniques that you so clearly and
readily demonstrated within just a short amount of time were a key
contributor to our success. I have found your techniques applicable
to both the low-end commodity type sell in addition to the larger,
long-term strategic account sell.
In addition, your ongoing support via your email subscription
lists and willingness to answer ongoing questions clearly demonstrate
your commitment to your client's success.
Please feel free to provide my name and number to anyone considering
taking advantage of your educational offerings."
Brian Freese, District Sales Manager Northwest District
MicroStrategy, Inc.
Dear Ron,
"Your two day "Cold Calling System for Sales Success Sales Training"
session has given my staff, any myself a renewed enthusiasm, not
only for direct telephone sales, but for the entire sales process.
With the training you provided, we now have a better grasp on the
new sales paradigm of "understanding comes before selling".
We learned so many valuable techniques that were put into practice,
and they have already proven to be very successful in our everyday
sales activities. Your training will help our team to the next level. It
certainly exceeded my expectations, and was well worth the investment."
Jerry Neese, Director of Sales
NCTI
Dear Ron,
"Thanks again for doing such an excellent job with our training session
in June. It was exactly what we needed. The techniques you taught were
easy to grasp and worked well for all of our salespeople, regardless of their
experience or openness to new ideas. The techniques were practical,
they addressed our greatest needs, and it was obvious that they would make
a difference. Then, when we all started to put them to work in the practice
calls, all I can say is "Wow!"
We sold more during the demo calls that we invested in the training.
Now that is ROI!
Its been about seven weeks since the training and I've seen a clear
and positive difference in the way we sell and the way we think. I've
participated in a lot of training in my career, but I've never seen
a program that impacted performance so directly. The workshop
clearly exceeded our expectations."
Tom Brooksher, President
NCTI
Dear Ron,
"Thank you for the opportunity to attend your Cold Calling System for
Sales Success LIVE Sales Training Workshop. Even though I have been in sales
for over ten (10) years, I left your workshop with a new sense of commitment
and confidence when applying your techniques to cold calling and prospecting.
Making actual telephone calls during the workshop was also far more
valuable than just listening to you teach from a workbook. Thanks again,
and feel free to use me as a reference."
Vince Stanton, Central Regional Sales Representative
NCTI
We used Ron about a month ago strictly to teach every rep (from senior
to new kid on the block) how to cold call and the results a month later
are on a scale of from one to ten at least a nine. The
senior reps (who of course did not need the training) have each and
every one came to me and said what a difference the class made in getting
into the right people. The more junior have literally adopted
it and it is now part of their routine.
Ron conducts a hands on class and perhaps the most important part actually
shows them how to use the methodology by doing many calls himself with
the team listening in and then works with them to try the same things
and to a person they were astounded at the level they got into within
a company and then to the right person.
Roy L. Hogsed
Executive VP, Sales, nuBridges
Ron,
The “Cold Calling System for Sales Success” workshop was
absolutely time well spent.
Your methodology is real and it works. Instead of fighting against
a prospect’s telephone systems and gatekeepers, your method accepts
them as a reality and enables a salesperson to work with them in a
very productive fashion.
Unlike most other sales seminars, your techniques can be applied immediately
and will return dividends on day one.
Best Regards,
Mark Flom, nuBridges
Ron,
"I just wanted to let you know how enjoyable and profitable
I have found your telephone sales training. You have virtually changed
the way I do business on the phone.
As a small software company, our marketing strategy for nine years
consisted of sending demos to prospects who had responded to an ad,
direct mail piece or our internet site. We typically sent the demo
and followed up with a phone call. Most of my time on the phone was
spent "following up" or "touching bases" I found these phone calls
to be very superficial in most cases and was often frustrated because
the prospects had not taken the time to review our demo.
The biggest change I have made as a result of your training was to
send demos only to prospects whom I first pre-qualify on the phone.
At the time of my initial call, I set up a calendared with the prospect
to review the demo with them over the telephone. Far from being put
off or too busy as I thought they might be, the prospects have expressed
appreciation for my taking the time to do this with them. Ironically,
many of the prospects have already reviewed the demo themselves by
the time I call back for our phone demo. Knowing I will be calling
them at a certain time motivates them to "do their homework."
I have been using this new approach for only a few weeks, but the
training has already paid for itself. The first week I began doing
phone demos, I not only made a sale right on the phone, but the
customer also bought several extra modules which almost doubled
the purchase price. I do not think I would have effected this
sale without your training, and I am certain I would not have obtained
the add-ons.
Perhaps what I appreciated most about your training is that my
telephone time is 100% more enjoyable. I feel like I am getting
to know my prospects more as people, their likes and dislikes,
what their problems are, even what they like to do in their spare
time. I am creating relationships with them that go beyond just
making a quick sale. Not only is this a more profitable approach,
it provides me with increased job satisfaction that motivates me
to make more calls.
Ron, I cannot tell you how pleased I am that I happened upon your
web site on the Internet. All I expected from my sales training session
was a few suggestions that would tweak my basic approach. Instead,
I have adopted a whole new game plan that is far more enjoyable and
profitable.
I wish you continued success training others with your highly effective
telephone sales strategies and will always be grateful for your help."
Nancy Green, VP Customer Service
On-line Consultant Software, Inc.
Dear Ron,
"Thank you so much for the excellent reinforcement training you provided
last week. Is it just a coincidence that the next day I had a much higher
percentage of my calls returned, scheduled more demos, and performed more effectively
overall?
So much of telephone sales is not only technique, but also confidence.
You reinvigorated me to ask more and better questions so I could obtain
the kind of information that will result in increased sales.
I found myself going a step further with my calls, uncovering information
I may have otherwise overlooked. Instead of operating "in the dark,"
wondering what the clients next move might be, I found myself leading
them to their next action.
I also talked to more people within each organization, directing my
inquiries to other key players instead of just settling for the voice
mail message. What has been of most value from both of my training
sessions with you is getting a fresh perspective on my activities.
We all get into a rut in our sales practices, so having you critique
them and suggest better strategies has been a breath of fresh air.
Not only has it made me more effective, it has also created more enjoyment
in my work.
Although I learned a lot from our first training session, the reinforcement
training added a more complex level of understanding of your innovative
sales techniques. I think one can only absorb so much in one
training session and then must put those ideas into practice before
advancing to the next level.
The time we spent together will be among the most profitable hours
I spent this year, and I can't wait until next year to see all the
great results. Thanks again."
Nancy Greene, VP, Customer Services
On-line consultant Software, Inc.
Dear Ron,
"I just wanted to send you a short letter of thanks for the sales training
that we received on July 29th in Hermosa Beach, California. It was only a few
calls after applying your methodology that I was able to land a key decision-maker
from a 40+ Cardiovascular Surgeon group.
By using the information gathering format you taught during the training,
I scheduled a live software demonstration with four of the top executives
within the group. I had made numerous calls before your training
and had no success in getting any of these individuals on the phone.
I have no doubt that your training will greatly impact our sales success
here at Physicians Information Exchange. Once we get totally comfortable
in applying your methods to our calls I expect instant success. Thanks
again for your time and training. I hope to have many more of these
"success" letters for you in the future."
Blane McMillan, Business Development Manager
Physicians Information Exchange
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