The success of our clients is what speaks volumes for us
Client Share is a private social digital community for b2b Supplier-Client relationships; we enable innovation, collaboration, information sharing and provide one place to manage feedback, reviews and executive engagement.
We sell to Enterprise Sales Directors, C-Suite and CPOs. We launched in 2016 and in 2017 we brought in a new team of Account Directors and Customer Success Execs. We had identified the following training challenges:
1. A need to get everyone in our business talking the same sales language, and quickly too.
2. Our messaging had to position Client Share as a painkiller for our customers to create urgency to act.
We’ve worked with Chris Ginnelly to put our sales and management team through Sandler training and highly recommend both Chris and the approach. The results have been impressive. Our prospecting activity levels have more than doubled and our time to contract has significantly reduced now that we all understand and have the same approach to selling. Our control over the sales cycle has improved and we're not afraid to walk away from opportunities and put our energy into pursuing the right kind of business. In addition the Sandler approach of regular short classroom based training is a refreshing change. We constantly learn and relearn in powerful, short, insightful sessions.
Samuel Hoff, Executive Vice President of Sales and Marketing for Patti Engineering, talks about how his company’s sales more than doubled after Sandler sales training. “In 2007, we were a bunch of really good engineers and really bad salespeople; now we’re the same good engineers but we’re a lot smarter about the sales process.” In 2007 the company did a little less than $3 million in business and spent $1.10 for every dollar it made. Last year it did $7.5 million in business and spent 88¢ for every dollar it made. “My personal income is seven times what it was in 2007,” says Hoff. “That’s living proof of the success of Sandler.”
Health o meter
Ken Harris is Vice President of Sales and Marketing for Health o meter, which manufactures devices for the medical community. He describes his history with Sandler, which spans 15 years and four companies. “Sandler is the one process I’ve seen that puts customer behaviors and salespeople behaviors together to help the customer in a way that ends up helping the company.” Harris uses a sports analogy to describe the impact of a great system, whether in college sports or sales training: “In a college team, turnover is every four years by definition, yet dynasties exist because they have good systems. Sales is also a skill set that needs to be constantly honed and, for me, Sandler is the only method that provides that level of consistent and intimate training.”
Industry: Financial Planning
Roy Cook, who works with Merrill Lynch to help clients strategize their retirement plans, explains his mindset when he started Sandler training. “When I was introduced to Sandler I didn’t think I had any problems,” he says. He did have problems, though, including the lack of a systematic approach to generating new business. “Sandler has a very logical, very cerebral approach to sales. I saw more than 20 percent growth in my business year after year. Some of that I attribute to the market, but a lot of it I attribute to the Sandler process, with me implementing it and working more efficiently.”
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