"Don Thomsonıs sales seminar is mandatory for all early-stage CEOs," says
Gary Sedun. "Donıs methodology teaches small business owners the fundamentals of sales."
Gary worked with Don on sales strategies when Gary was VP Sales & Marketing for North America and Europe for Greenlight Power Technologies, the worldıs leading supplier of test equipment and services to the fuel cell industry. "I used Donıs principles to assist in closing major sales," says Gary. "Don taught us about finding a coach in a sales organization. The coach tells you how you can get the sale." Gary attended one of Donıs sales seminars and then hired Don to help train his sales staff.
"With Donıs training, when we went into a sale, we were aware who might become a coach, the adversaries and the advocates in the organization. And he also showed us that what you must do first is talk to a Senior Executive."
Donıs sales methods are invaluable to CEOs and their sales staff", says Gary.
"Without using Donıs principles you will lose sales and you wonıt know why."
Gary Sedun,
VP Sales & Marketing
Greenlight Power Technologies (formerly)
As we all know, sales is the driving force behind a growing company. It is important to not only have the right sales people behind it but also the right system and tools to execute those sales.
By ResQ Enterprise aligning its sales automation processes with the Sales Opportunity Funnel and by embracing the concepts and practices that have made Don Thomson and his followers so successful, my job as a Sales Professional just got a lot easier!
One of the biggest struggles in a sales person's day is organization. If we are organized and have a plan of execution we can accomplish so much more than if we are not. That is where I see the Funnel to be an excellent tool!
The Funnel Tactical Strategic and what I like most of all self managing!
The importance of a Balanced Funnel is critical as it reflects whether or not I will reach quota or exceed it. By having a Balanced Funnel I am ensuring consistency to my sales performance. This takes away the highs and lows sales people typically go through.
My favorite aspect of this sales tool is the visual concept. I can see at a glance how many opportunities I have in the system. There is something so rewarding when I enter a new prospect into ResQ, fill in the prospecting criteria and have it appear in my Funnel (one more in! I say to myself). Then as I am further qualifying these prospects, I watch them move closer to the end and ultimately have them as a customer.
This is what the Funnel achieves for me:
- It organizes all of my prospecting activities and gives me a plan of action for my day.
- It causes me to focus efforts on maintaining a constant flow of new business
- It proves an objective way of distributing time, as well as a means of avoiding fear of rejection and the resultant procrastination.
- Having a well thought out list of selling criteria to follow makes my selling process effortless.
- It provides me with weighted totals to help me determine my percentage of quota.
- By following the prospecting criteria, I can quickly establish who is a good fit for our product and who is not. If the fit isn't there I need to let them drain out the side of the Funnel. I am no longer wasting the prospects time and mine. As Don says, if you are going to lose - lose early!
Lastly, the most important and fundamental piece to determine the success of my career is the power of information. ResQ Enterprise and Don Thomson together deliver this.
Eleisha Stevens
Account Manager
Open Solutions Inc.
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