"I am writing to compliment and thank you for the
fine work you did designing and documenting Clark &
Reid's new sales process, pipeline management process
and Strategic Account Management templates. As you no
doubt have seen through your intimate involvement, it
is rapidly changing the culture of our sales team. Beyond
the technical expertise you brought to this project,
I especially appreciated your ability to understand
the broader picture and develop new and actionable ideas.
I want to extend a personal thank you for your focus
and dedication to making this a success. Should the
opportunity arise, I will recommend your services without
hesitation."
- Don Martin, President
"We wanted to let you know how pleased we are with
the results we are seeing! For us, simplicity and efficiency
were the key factors. The foundation for our business
is in place.
"We have received positive feedback due to the Business
Development Center. It has made for a direct, yet non-intrusive
way to introduce ourselves and maintain contact with
companies. We have already noticed growth and are ensuring
that the system comes full circle---the letters helped
close the sale. One year later, our sales increased
30% and earnings increased 41%!"
- Susan Nussbaum-Ware, President
"My objective was to overhaul our entire Sales
Process - from new business development to hiring, training,
managing and measuring for continuous improvement.
"A cookie-cutter approach wouldn't work.
"I had to gain control of the sales cycle for more
predictable funnel management. I knew we were missing
opportunities and our relationships weren't as extensive
and deep as they should be, leaving us open to competition.
"While building on what we had already developed, we
needed a way to increase top-of-mind awareness, improve
forecasting and close and keep more business. I needed
everybody to speak the same language and understand
and perform all the steps in the sales process.
"For future planning and growth, the sales process
had to be something we could duplicate. I wanted these
critical processes maximized for results and minimized
for wasted time, money, opportunities and talent. And
that's exactly what Debbie Depp has delivered.
"New sales for the last half of 1999 were up 280% over
the last half of 1998. I attribute the increase directly
to the sales systems Debbie has helped us put in place"
- Dean Heusel, Chief Executive Officer
"I wanted to send you a quick note to let
you know what a pleasure it was to partner with you
in implementing your Naming the Storm™ program.
As you know, we were bringing three teams together for
the first time and wanted it to be more than just a
team building event.
Our goal was to foster open communication, provide
the tools necessary to create focus, and build upon
our strategy. I walked away with a clear understanding
of what our Storms were and how to solve them
by running The Protocol.
What stood out most to me was that we walked away at
the end of the day with tangible business goals and
tools that provide a common language for us to use to
drive the business forward. Not to mention, we had fun
and a few good laughs! So many of these types of events
'feel good' but lack the tangible results - that is
what really sets you and your program apart from the
rest. I received very positive feedback from the teams
on the tools for Framing, Listening, Naming the
Storm™, and running The Protocol. There
was really something for everyone to learn! Thanks again
for an exciting and productive day."
- Shelley Kemling, Director, HR & Compensation
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