Boot Campers Weigh-in
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“Slattery helped us change the complexion of our sales force from ‘farming’ to ‘hunting.’ Then they helped us develop a selling system under which we could quickly identify the right prospects and sell more business with less cost to us.” |
— Mark Keefe, President,
PrimeNet Marketing Services |
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“We came to understand that our value was information. We had sophisticated market knowledge that wasn’t available to the cotton ginners, but that could help them sell at consistently high prices, because we could show them our system was repeatable. In our case, the light bulb went off when we realized we were adding value to our customers on the revenue generating side, not on the cost saving side. Slattery Sales Group will help you get confident enough and comfortable enough in knowing what they call your Differentiating Value, so that you’ll never discount it.” |
— Tom Christenson, President,
Asset Risk Management Enlist in Boot Camp |
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“By using the Slattery Sales process, one of our consultants landed the biggest single order we’ve ever received, besting the previous record by more than 30%. She successfully navigated a well established process designed to break down potential vendors. Our client’s process features pre-planned, last-minute (with a looming deadline) calls that apply cost pressures to the sales executive. The ‘Slattery Difference’ made all the difference. She knew what was happening, what cards to play and when to play them; including the willingness NOT to negotiate at certain times.” |
— Mark Philion, Director of Sales,
Bellcomb |
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“After hearing about Slattery Sales Group from several different colleagues, the program sounded like it could help me open more doors—specifically how to get to the ‘right’ person. Terry levels the client/vendor playing field by using a psychological approach to balance the strategic and tactical elements of execution, addressing how to effectively communicate with, and qualify customers to drastically increase efficiency and accuracy, which provides a much higher level of sales force execution.” |
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Dr. Matthew J. Coumbe, Ph.D., SMS Senior Consultant,
Satisfaction Management Systems |
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“Slattery Sales Group accelerated development of Lighthouse1’s market position by helping us identify Lighthouse1’s differentiating value and clarify the most meaningful points to cover with a prospect. As a result, we no longer focus on features/benefits, but rather on the consequences of not doing business with us related to our differentiating value. Terry also helped our sales force identify true decision makers, develop key questions that weed out serious prospects from the merely curious, and drive the decision-making process. This approach has shortened the time to decision, cutting the timeframe by about 70 percent. What’s more, I would have to say that the ‘Slattery Difference’ has been a major factor in our company’s 300+plus percent growth.” |
— Jeff Fritz, CEO,
Lighthouse1 |
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“Prospects wanted to discuss price, not the service that was our trademark. Slattery Sales Group helped us develop and articulate value differentiation strategies that help our salespeople defend and enhance price and margin.
The message he helped us with focuses on how our service impacts our customers’ sales. We’re all operations and sales, and Terry helped us realign our strategic focus with our market position—high price/high value commodity — and our execution. Boot Camp helped our sales force integrate the value differentiation message into their sales process.” |
— Tim Yocum, CEO,
Yocum Oil |
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“More than 100 of our internal reps, sales managers, and account managers have gone through Boot Camp, which SSG customized for our value differentiation. Instead of focusing on price, we now think in terms of how we provide value. Boot Camp helps us learn how to ask the right questions at critical points in our sales process. Boot Camp also helps managers become more strategic and thoughtful about how to help sales people plan client meetings and set objectives, results improved. They become better coaches. Our managers really put SSG’s material to use.” |
— Sandy Shapiro, Vice President of Sales for
Community Accounts,
Blue Cross and Blue Shield of Minnesota |
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