Inside sales Department of Oracle; BDCs (Business Development Consultants) having trouble:
Providing a process that allowed the BDCs to:
“I had a Costigan day today! I called one of the world’s largest camera companies. The technique you taught blew me away. The next thing I know, the Director of Warranty Claims Worldwide is actually talking to me on the phone within minutes. It turns out that they chose another vendor a year ago and it’s not going well. We contacted the vendor and they want us to help them. I’m still scratching my head. I can’t believe that just happened!”
Google’s biggest focus is getting next steps from those who are already interested and speeding up the deal cycle and obtaining next steps is probably where we need the most help.
Google’s Enterprise Account Executives team faced challenges that they didn’t expect since they were one of the top brands in the world:
John provided a process that allowed the BDCs to:
Hi John,
Today has been an awesome day so far. Using some of those voicemails has been a big help. I’ve gotten 3 responses already in just a few hours.
Also, I am using your “LinkedIn” invitation template. I am trying to add others to my network and get old leads to respond. Already gotten almost 50 responses! I suppose it’s a “cold email” approach to leads that expressed interest a long time ago ~ in any event, the follow-up results have been outstanding.
Thanks!
Mike
The Premier Sales Team, the group of the most experienced salespeople, was having problems with:
Provide a solution by calling accounts and demonstrating live to the sales organization, in Call to Action training, how to:
“One month after bringing John into our organization we saw a 50 percent increase in new opportunities, 14 percent increase in appointments being made with decision makers and 74 percent increase in deals being moved forward. Before John’s class approximately 4 percent of voicemails being left by our reps were being returned. That number has jumped to 68 percent – these are measurable and significant results.”
50 %
14 %
74 %
1
The sales organization was having difficulty with:
Show the sales organization, in Call to Action training, how to:
“John’s lasting effect on the sales organization speaks for itself. CA Short increased sales 42 percent in the first six months, an additional 26 percent in the remaining 6 months, and we reduced our Travel and Entertainment budget 57 percent. I am from the old school that you must wine and dine a client in our business to be successful. I never imagined I could reduce my entertainment budget and increase the sales organization’s performance at the same time. Putting it mildly, when our sales organization gets together now, it is more like a New Year’s party than the funeral it once was. Success will do that. Thank you John Costigan Companies!”
– Chuck Davis, CEO, CA Short68 %
57 %
1
CA Short Company was founded in the spring of 1937 in the Shelby, North Carolina home of entrepreneur Clyde A. Short. His idea was to offer local Carolina businesses with large numbers of employees a one-stop solution for their holiday gift award program. The program that included items such as candy and specialties was a huge success.
Eventually toys and other popular holiday merchandise items were added at a customer’s request. The idea took off. As CA Short grew, customers began to request other employee recognition programs such as years of service awards; safety award and performance award programs were then developed to provide even more choice and more value to customers and their employees.
www.cashort.com
