CUSTOMER FEEDBACK RE: PERFORMAX + DUN & BRADSTREET
FROM YVONNE CAMUS, EXEC VICE PRESIDENT, THE FITNESS INSTITUTE,
MAR/99
"We had noticed a marked change in the sales ability of our
Dun and Bradstreet Sales Person….
He came in to discuss a routine $2,000 renewal and left after
selling us a $15,000 Marketing Services Package.
When the President and I questioned him on what had helped
him become more effective, he told us that the PERFORMAX System
and subsequent Training [Selling High!] had really helped him
change how he sold."
CUSTOMER FEEDBACK RE: PERFORMAX
FROM BOB ACOSTA, VP SALES, HNC ISG, CALIFORNIA, MAR/99
"The system has provided a foundation of a consistent sales
& sales management process across the whole company. We all
now speak the same language"
"PERFORMAX's Process Training has forced us to look at how
we plan and manage our sales teams, and be more realistic about
how to achieve our goals"
"The concept of setting and planning to achieve stretch goals
at all levels is the only way to manage"
A Sales Professional's Feedback to Bob:
"Just because you know what and how to sell our offerings, doesn't
mean that everyone else can or should sell the same way as you.
Working to a sales process provides a way for a manager to work
with his sales staff and coach them around what needs to be
done, versus telling them exactly how to do it"
The CEO's Feedback to Bob:
"This Process has helped you change your position and role from
that of a super salesman to that of a manager"
One Key Result:
The largest single sale of this company to date, over $55 million,
was a textbook application of the sales process.
CUSTOMER FEEDBACK RE: PERFORMAX
FROM PLATFORM COMPUTING OF TORONTO, CANADA, AUG/98
From: George Staikos, VP North American Sales
Performax's sales processes, tools and skills development were
crucial to the sales successes of Platform in the North American
Market. Their assistance in enabling an opportunity management
process backed by their easy to use tool and skills development
for the entire sales team were instrumental in growing software
sales 88% Year over Year to new record revenue and profitability
levels at Platform Computing.
The focus on opportunity management and the availability of
meaningful data to analyze our sales cycle resulted in a 30%
sales productivity improvement and a 40% decrease in the length
of the sales cycle.
From: Rob Piccolo, Sales Person * re: The PERFORMAX Training....
The Performax training provided me with the tools needed to
effectively plan and forecast for the fiscal year. It gave me
a comprehensive and detailed understanding of the sales process
which in turn, helped me realize where opportunities could be
won so that the sales quota could be attained.
Additionally, the custom-tailored training geared towards Platform's
product and sales model helped me develop a company specific
methods to selling the product, rather than a general, broad-brush
selling approach.
* Rob had never been in Sales until he joined Platform
