Deliverables.

Deliverables

Grow your business more predictably against your toughest competitors with higher sales margins regardless of the economy

• Eliminate selling on price – increase margins
• Develop key accounts that were not previously attainable through traditional sales processes
• Shorten sales process and reduce cost per sale
• Change your sales culture to improve quote conversion
• Develop new markets meeting growth plans
• Train salespeople to sell higher into key accounts
• Increase account penetration, increasing revenue
• Knock out competition, becoming sole supplier
• Increase customer base, exceeding growth projections
• Develop proactive selling model to attain sales goals

Results

Peerless of America – Aluminium Extrusion
The president needed a new sales process because he was unhappy with the results of the current sales model. The salespeople were not proactively landing new accounts and there was no real growth.

Key Deliverables included:

• Developed Business Review Process increasing margins by 7% on $5,000,000 dollar account. Removed cost of serving the account by $1,000,000 through reduction of inventory program.
• Penetrated all key accounts up to the president and CEO level.
• Eliminated competition to become sole supplier.

MPC – Chrome and decorative finishing on plastics
Management was challenged with declining margins and losing quotes to price. They had built a new line and needed large orders to fill capacity. Experienced low closure rates on quotes.

Key Deliverables included:

• Developed a sales process that improved their margins by 32% on the first project.
• Reduced the time to close from six months to two weeks.
• Won a $360,000 order that is now approaching $.5 million.
• Saved $1.7 million in costs to the supply chain for PACCAR trucks.

Herculite – Manufacturer of coated fabrics
Improved margins and penetrated key accounts. Developed new selling model that generated consistent results and predictability in the sales process

Key Deliverables included:

• Developed ROI selling model to acquire $800,000 account within 12 weeks of launch.
• Penetrated two national accounts and captured new business at higher profit margins.
• Developed sustainable sales methodology for five business units, improving ROI.

Cegelec Automation – Designer and builder of highly automated production lines
Improved key account development for Fortune 100 medical companies. Managed the creative process and developed all the marketing materials, including a dimensional direct mail campaign.

Key Deliverables included:

• Developed value proposition to sell multimillion-dollar automation systems.
• Generated over $10 million in new sales in one year.
• Created sales presentations to acquire new business from Baxter Medical and Johnson & Johnson.
• Delivered 1,000% improvement over conventional processes.

Interface Solutions – Manufacturer of sealing technology
Developed and launched new sales methodology and model to work within Fortune 500 OEM automotive, truck and industrial companies.

Key accomplishments included:

• Received contract for first production part worth $1.2 million.
• Developed the business strategy and deliverables to create a roadmap for the sales staff to replicate.
• Created the sales methodology to sell at the VP level at General Motors, International Trucks, and John Deere Equipment.
• Reduced the sales cycle by 18 months.
• Trained account managers on tactics and techniques to sell OEM accounts.

M and C Specialties – Manufacturer of specialized adhesives
Served as team leader to transform the sales organization of a $30 million company selling commercial adhesives in multiple markets. I transitioned the organization from a feature/benefit selling model to a total cost analysis selling process.

Key accomplishments included:

• Improved profit margins on adhesive products.
• Realigned all of the company’s capabilities to improve the selling process.
• Developed a systematic selling roadmap to provide consistent results, regardless of the varying experience possessed by sales staff members.

Container Service Corporation – Manufacturer of corrugated boxes
Developed a new business model to replace price selling. Duties included developing a new business plan with 25% growth and penetration of high-profile accounts with multimillion-dollar sales.

Key Deliverables included:

• Generated $6.7 million of potential business within eight weeks of program launch.
• Created the presentations to validate ROI justification using Six Sigma methodology.
• Eliminated selling process based on price commodity buying.
• Created the process methodology and training for deployment of new business model.
• Developed contractual agreement process to protect intellectual properties.

ZA Consulting – Developer of back office cost reduction process for major medical facilities
Managed multiple business units for the organization’s lead/prospecting initiatives to penetrate large hospitals at director and CFO levels. The products and services ranged from software and billing/coding to revenue enhancements. Accountable for developing key prospects into viable accounts.

Key Deliverables included:

• Won an account within the first six months’ worth $6 million. It represented the largest account in the history of the firm.
• Developed new marketing strategies to reposition the company’s deliverables to compete against the big five national firms offering similar services.