"Sales of a software package increased 400% under Don Thomson's leadership," says Bill Downing, currently CEO of BC Wood. "We saw sales of $100,000 a month ramped up to about $400,000 a month within six months," says Downing, recalling his time at Essential Planning Systems. "The sales force at EPS was presented with the challenge of selling a new product, an unbundled software package for computer mapping. As sales manager, Don was responsible for offering the new product to clients who could choose from a number of options rather than purchase the entire bundled package. Don put together a strategy and rolled it out in three cities across Canada. It was an outstanding success.
"Don is so good at what he does, he has so much energy, itıs infectious. You canıt help but get excited."
At BC Wood, a trade association dedicated to growing BC's secondary wood-products industry, Bill calls Don in to train company operators to connect with buyers in Asia, the U.S. or Europe. Don uses his 'Keeping the Funnel Full' procedures to put together marketing material, set agendas, set up meetings
He turns it into a fun project. He shows you how to map out an organization, identify the influencers and the decision-makers and spin off an action plan."
"Iım so happy to see Don publish a book, so after one of his seminars, you can take away the information and implement his procedures."
Bill Downing,
President,
BC Wood Products Specialties
Sales over the Eastern US tripled over a two year period as a result of Don Thomson's recruitment program says Tom Zaban, Vice President of Sales & Marketing with Reliable Controls Corporation. "We are witnessing our 10th consecutive quarter of growth in the region" exclaims Zaban, noting the success of the new sales manager hired through Thomson's 15 step professional salesperson recruitment process."
Reliable Controls was faced with the challenge of finding the right sales manager to organize, establish and grow a new distribution channel in the US for the company's computerized building automation products. "It was a great experience. Don laid out the plan, selected the city for the interviews, ran the ads in the papers, short listed the candidates, flew to Baltimore to conduct the interviews, and then made the pick. He even helped negotiate the offer and close the deal.
He's so passionate about solution selling. His breadth of knowledge and sales experience is incredible."The success of Reliable Control's Eastern US office has paved the way for expansion plans to proceed on the West coast of the country. "We're so pleased with Don's method and results", says Zaban, "that we've brought him back to repeat the strategy in San Jose, if you don't know the way, Don can show you"
Tom Zaban,
VP Sales & Marketing
Reliable Controls
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