Blog Old - Culture of Sales

Sales Compendium

com-pen-di-um

/kəmˈpɛndɪəm/ noun – a collection of concise but detailed information about a particular subject, especially in a book or other publication.

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Client Feedback

When we started with Michael, our team of Originators all reported directly to the co-founder. There was no standard sales process, there was no sales training, and we had no real accountability. Michael has helped us establish a management system and 5-person team, a sales recruiting and screening system, and a channel management method. Through sales training, we have moved away from being term-sheet monkeys and instead gotten more strategic in our sales approach. He has definitely been pivotal to our growth over the last few years.

- Commercial Real Estate Lending

When Michael first started working with us several years ago, we were seriously considering an exit from the Kitchen and Bath division. And our Windows and Doors division was barely holding its own. Through sales training and direct coaching with our sales people, we have quadrupled sales in each division. Truly understanding how to sell to the felt needs of the homeowners has made a huge difference.

- Residential Building Supply

The produce industry is very commoditized. In order to grow, we needed a focused and clever business development effort. About 7 years ago, Michael partnered with me in developing our sales process and then coaching our sales people through several key account acquisitions. More recently he directed creation of our customer loyalty and account management system, and delivers on-going coaching regarding sales management. His contributions have been invaluable!

- Fruit and Vegetable Distribution