Are You Satisfied With the Answers to These Questions?

Sales Planning Process

Do your sales people know where they are in their own selling process?

Do your sales people understand who the key players are and the roles they play?

Are your sales people afraid to talk to senior executives in the account?

Do your sales people have a visible plan for the account?

Sales Call Planning Process

Does your sales person know where each of her/his buying influences is in their buying process?

Does your sales person have an analysis or plan for discovering where the customers are in their buying process?

Do your sales people think through what they are trying to accomplish on the sales call by focusing on a minimum and maximum set of best expectations?

Are your sales person's forecasts inconsistent; swinging wildly from being overly optimistic to morosely pessimistic?

Recruiting, Hiring, and Development

Do you use a rigorous, structured process for every candidate you interview and hire?

Is hiring a reaction or a process?

Do you hire to fill a position or do you hire to fill out a team?

Have you hired anyone who is not performing to the expectations you had when you made the offer?

Compensation

Does your compensation program support the behaviors you expect from your sales team?

Does your compensation program pay you a return on your investment?

Does your compensation program attract the type of sales talent you desire?

Business Development

Is your company aligned with the right partners?

Do you have a consistent, repeatable, strategic selection process for choosing the right partners?

Are you positioned correctly in your target markets?

Value Proposition

Do you understand how your customers value your value proposition?

Can your sales team clearly articulate your value as a company, your product value, and their value as the lead point of contact?

Could you substitute your competitors name in front of your value proposition and it would be true as well?

Strategic Planning

Can your sales team clearly articulate your mission and vision statement?

Does your mission and vision statement set clear expectations and inspire?

Does your operating plan move to accomplish your mission and vision statements?

Success is the predictable result of a logical process. We assist with strategy, create processes, and earn results.

What Are Our Clients Saying About PSD3?

"Jerry Phillips was outstanding. (He was) clearly in command of the material and very effective in his presentation of it."

Dave Shutler

President, Utilities Systems Solutions, Inc.

"Jerry Phillips was a magnificent instructor. His real life applications of examples were very helpful when applying the concepts to everyday tasks."

Jimmy Wooten

Product Manager, Lycus Ltd

"I thought Jerry did an excellent job at bringing the content of the course to each person involved. We were all from diverse areas and this course was able to teach each person in that room how to accomplish the sale. I would recommend this course to anyone in the sales field and look forward to taking Conceptual Selling."

Kurt Jones

Technical Sales Manager, H&S Chemical Co.

"Jerry was very engaging, had a good sense of humor and related his experience with Miller Heiman consistently throughout the training. I hope everyone involved in the class seeks his post-training service so that we can reinforce what we learned, and I hope we at Intralox can incorporate group/team blue sheet discussions that proved so valuable over the two days."

Jesse Hawkins

Analyst, Intralox llc

"I have been through a lot of sales training seminars but this was the best by far - Jerry Phillips, the instructor was awesome - he was engaging, fun, learned his audience immediately and adapted to his situation - The program was very helpful and my overall experience was very positive - I would strongly recommend this to anyone who wants to make themselves a better strategic salesperson."

Mike LaValle

Account Representative & Bakery Team Sales Specialist, Intralox llc

"Jerry did an excellent job. My team really responded well to his style. The material we learned was very applicable to our sales cycle. His follow-up has been impeccable."

Andrea Lesch

Vice President of Sales, e-MDs Inc

"Jerry Phillips is one of the finest sales leaders I’ve worked with. He is outstanding at getting the most out of his teams."

John Allenbach

President, Delta Consolidated Industries

"Jerry is insightful, energetic, thorough, and results oriented. He always emphasizes development of people and focus on sales process."

Robert Thrush

President Industrial, Rowe Marketing Group

"Jerry was an excellent choice for leading our training. His experience and personality facilitated our groups ability to go through 3 challenging days of training. He read our groups ability to learn and paced us properly through the workshops. He also did a nice job engaging the engineering personalities who gained a better appreciation for a professional sales selling process."

Kevin Code

President & CEO, Olsen Engineering, LLC