Who We Serve
Sales and Management Leadership
Last Updated on Thursday, 13 August 2009 21:48 Written by Administrator Wednesday, 15 July 2009 14:33
Just imagine what you could accomplish if...
If your sales staff worked as a team with high morale and productivity.
If your sales systems were aligned with marketing and streamlined for efficiency.
If your sales staff were skilled at handling executive level calls and confidently knew how to bring a prospect through the purchase cycle.
If you had a system in which to plug in new hires to get them quickly up to speed.
If you felt secure your sales counseling and training investment could leave you with effective, sustainable systems and a thoroughly trained staff.
Doug Irwin, CEO of Pro-to-Call Marketing Services, Inc. can tell you exactly what you could accomplish. With Sales Sense Solution’s full array of customized sales counseling and instruction Pro-to-Call achieved:
- 12 percent increase in appointment setting,
- 2 hour reduction in the appointment setting cycle,
- 100 percent retention of top performers,
- Seamless, unified system for new hires,
- Higher client satisfaction, and
- Improved sales staff morale.
Your Challenge. Are you are a sales leader challenged with finding a top level sales consultant to ensure your sales staff is performing at optimal levels?
Your Answer. Sales Sense Solutions.
Here is Doug’s story of how Sales Sense Solutions keeps his company’s sales ahead of a leader’s perennial challenges.
Doug Irwin knows how critical his sales staff is to Pro-to-Call’s success. Pro-to-Call, a nationally recognized marketing company specializing in capturing prospects and business appointments for the property and casualty insurance and health benefits industry, is built on its ability to sell. Their internal sales efforts are proof of their product and selling well is their best advertisement.
Just Give Me a Solution
Given that sharpened sales skills are Pro-to-Call’s product, Irwin decided to use a top level sales strategist and advisor to keep his staff functioning at optimum levels. The only difficult part was finding the talent.
“I tried two different sales training outfits,” remembers Irwin. “But both had a ‘proven methodology’ which turned out to be a canned, cookie-cutter approach. It lacked the flexibility to meet my needs.”
The issues Irwin wanted addressed were typical for someone in a leadership position. Hiring, training, and productivity were top priorities. He wanted to see tangible results defined by time and income generated. These are common issues, so Irwin was surprised and frustrated when he didn’t have the results he wanted after trying two different consulting services.
A Different Approach
Instead of investing more resources in yet another sales training, and more claims of a proven, trademarked methodology, Irwin tried a different approach. Focusing on results he could measure he remembered Sales Sense Solutions. He’d known the Sales Sense Solutions since its inception and was familiar with Mike Krause’s talents in sales. Still, Irwin demanded transparency.
Irwin asked, “What will you do that’s different? Don’t tell me what you’ll deliver, talk to me about results. What exactly will you accomplish for Pro-to-Call?”
Mike’s answer was exactly what Irwin wanted. In summary, Sales Sense Solutions follows a framework for training that is flexible and fully adaptable to the unique needs and nuances of an individual company. Mike explained that when Sales Sense Solutions was done with the initial implementation, Pro-to-Call would have a streamlined and effective system requiring minimal maintenance thus saving time and generating more income. Mike would even measure the difference.
Implementation
Mike started with a series of weekly hybrid presentations and meetings. He used these gatherings to introduce and explain the tools Sales Sense Solutions prepared specifically for Pro-to-Call. These included sales handbooks, training manuals, prospecting databases, and FAQ. These meetings were really a foundational starting point. Outside of the gatherings Mike always sat down with staff one-on-one to reinforce and explain the concepts taught.
“It’s one thing to explain a strategy in a controlled environment,” Mike explains. “It’s quite another to meet with a staff member when they are actually working. I get in the trenches, so to speak, and advise them until they take ownership of the concepts.”
Mike knows productivity is linked to teamwork. By working with staff in the front lines Mike earned trust and confidence directly from staff by helping them reach clearly defined goals. In turn, they improved sales numbers and became more open-minded about learning. This is a huge contrast to typical sales trainings where the consultant doesn’t take the time to truly earn staff’s trust–a critical necessity for training success.
Excellent sales are generated by excellent staff. Mike worked with Irwin to develop a process to attract top talent and filter out the others. Mike’s ability to adapt was tested when halfway through the trainings two new sales employees were brought on board. In addition to playing a key advisory role in the hiring process, Mike worked with the new employees so their training was current and they quickly felt part of the team.
On-going Results
Of his experience with Sales Sense Solutions, Irwin cuts to the core. “I’m so impressed. Mike’s tactics and results have staying power. He has allowed us to maintain an edge in sales that we can deliver to our clients. I have full trust and confidence in his claims. He gave me results.”
So far Sales Sense Solutions has:
- Increased appointment setting by 12 percent. One benefit to this has been a marked improvement in overall cash flow.
- 2 hour average reduction in the appointment setting cycle.
- 100 percent retention of top talent. During the training process, Mike emphasized a level of professionalism that exposed the inadequate work ethic of one particular staff member. This person left on their own accord saving Pro-to-Call the wasted time and hassles that accompany a formal dismissal. Pro-to-Call continues to use the techniques Mike established to attract and retain top talent.
- Seamless, unified system for hiring new employees. New hires are simply plugged into the system.
- Higher satisfaction from clients and increased word of mouth recommendations.
- Improved staff morale.
- You can have this to! Call Sales Sense Solutions at 585-704-5453.
- Testimonials to support Sales Leadership
“Not only does Mike of Sales Sense Solutions understands how to approach and build a market, the appropriate sales strategies to be utilized in developing markets, accounts and leads. Most important, he knows how to build the pipeline and execute the sales process from lead to close. He is would be a definite asset in building almost any business.”
Peter Herring, COO-Account Management
Sales & Professional Services, Aris Global
Sales Professionals
Last Updated on Monday, 24 August 2009 19:08 Written by Administrator Wednesday, 15 July 2009 14:38
Had Enough?Of qualified prospects who get stuck along the purchase cycle?
Of trying to decipher exactly what your prospects’ problems are and how to articulate your solution in a way that differentiates your company from the competition?
Of the cold shoulder from C-suite executives when you have to cold call?
Of inconsistencies between your sales process and marketing strategies?
Of trying to generate leads without streamlined, efficient systems in place?
Of worrying about your quota?
Your Challenge. All sales professionals, from the fresh to the experienced, are challenged with numbers. From setting appointments to meeting your quota to streamlining your systems–you are expected to produce. You must seek continual training to keep your edge and stay ahead of the numbers...and your job.
Your Answer. Sales Sense Solutions. When we say we understand exactly what you face each and every day, we mean it. Our solutions are developed by sales professionals for sales professionals. From the phone or the street, junior or senior levels, regional or national territories, manager or representatives–our customized counseling, tools, and instruction will get you the sustainable numbers you need.
“I highly recommend Mike of Sales Sense Solutions. As Senior Recruiter I set my goals very high to obtain top results for my clients and recruited candidates. The end result of this is to be awarded Recruiter of the Year--every year. Mike is part of my process of success and has coached me to achieve these results. He is strategic, direct and a treasure (now my competitors know my secret)! ”
Joanne Roller, CPC
Senior Recruiter at Cochran, Cochran and Yale
“He not only trained in the regular meetings he sat down with the sales professionals and reinforced what he taught. Our sales professionals have increased their appointment setting by 12 percent and reduced the appointment setting cycle by 2 hours. Those numbers are valuable.”
Doug Irwin, CEO
Pro-to-Call Marketing, Inc.
“Mike paid attention to detail and follow-through and made sure that his clients came first. He was a great asset to me and my development.”
David Gutierrez, National Legal Consultant
LexisNexis
Make the change today. Call Sales Sense today, it makes perfect sense, 585-704-6453 This e-mail address is being protected from spambots. You need JavaScript enabled to view it
Sales Training & Operations
Last Updated on Monday, 24 August 2009 19:09 Written by Administrator Wednesday, 15 July 2009 14:37
Are You Unknowingly Preventing Sales? Take a Look Backstage.Are internal staff goals aligned with your sales professionals?
Is there a fluid line of clear communication between in-field and in-house staff?
Has your sales team innocently overpromised to clients because they were expecting a different level of internal support than what was available?
Are there perennial conflicts between internal and field staff?
Do you have territorial disputes?
Your Challenge. Internal operations and sales are like the offense and defense of team sport. The success of one depends on the support of the other, and victory is shared by the entire team. Unclear communication, misunderstood action plans, and internal squabbling can ruin your chance for success Prospects loses confidence, systems are fractured and sales–your company’s source of income generation–becomes frustrated and demoralized.
Your Answer. Gaps in the system must be identified and fixed and often a third-party perspective is the best way to accomplish this. With Sales Sense Solution’s extensive in-field and in-house sales experience we know the frustrations your staff faces. Our hands-on, in-the-trenches methodology builds the necessary trust and confidence among staff so they feel comfortable opening up and addressing the real issues. Armed with this knowledge we will build real tools capable of targeting and solving your problems. We’ll deliver you an educated staff with well-defined roles and a shared focus on the real victory; satisfied clients and a thriving bottom-line.
Sales Sense Solutions succeeded where the other training outfits we tried failed. Mike earned the trust and confidence of our sales staff. They really valued what he had to offer and worked hard to implement his suggestions. The result improved staff morale and our bottom line. I couldn’t be more pleased.
Doug Irwin, CEO
Pro-to-Call Marketing Services, Inc.
Marketing & Sales Synergy
Last Updated on Monday, 24 August 2009 19:12 Written by Administrator Wednesday, 15 July 2009 14:35
Marketing & Sales Synergy: Do You Have It?Ask your team:
- Are you measuring the effectiveness of your marketing materials and sales strategies then using that information to establish a clearly defined plan?
- Is the marketing message always consistent with your sales promise?
- Do you believe in your marketing message?
- Do you feel marketing supports your needs and helps you deliver results?
- Can you name the tools in your sales bag and describe how you use them?
- Do you feel your prospects want more of the brochures with flashy graphics that marketing wants to create?
Your Challenge. If your team answered “no” any of the above, the rift between marketing and sales is there (or you wouldn’t be here). Traditionally, marketing is responsible for generating the leads and managing the brand, sales is responsible for bringing the prospect to purchase. A weak link between marketing and sales drains budgets, frustrates staff, sends mixed messages to prospects, and ultimately puts your income generation at risk.
Your Answer. A system that coordinates marketing and sales efforts allowing you to maximize resources in a way that is sustainable and efficient. Our solutions are built on measurements, actual results, and a definitive action plans. This removes the subjective element responsible for much of the vague communications between sales and marketing. Consistent branding, efficient and effective use of materials, and robust teamwork is how we define sales and marketing synergy. Sales Sense Solutions can create that for you.
“I have had only one opportunity to work with Michael...so far! He is a very knowledgeable and patient teacher. It was a very educational and enjoyable experience working with Michael and I look forward to more.”
Carl Jenks, President
Mt. Takers, Inc.
