IT SALES / PRESALES
vmTech – John Craighead, Sydney
I have exceeded my sales target every year for the last 6 years and I put it down to simply implementing the models and the skills I learned through the Total Inter Action training.
ADOBE – Craig Tegel, President, Tokyo
We’ve been working with Total Inter Action for over 10 years and they’ve delivered great results for us. Overwhelmingly we get great feedback from those that have attended their training. They are a well organized company that deliver quality training.
PGi Inc – Kevin Lyons, VP, CTS
I have been through at least a dozen courses with other training companies that promised accelerated sales and improved rep performance, but those courses were more geared toward a newer sales person who hasn’t quite discovered their selling style. Total Inter Action’s New Business Development course brings a sales person, both new and experienced, from start to finish in a very methodical way. The initial session on setting up a warm call and gaining the attention of the target prospect was great. The most impactful of all the training was SOCIT questioning, which uncovers the customer’s needs and help salespeople forge better connections with buyers. Finally, the last session focuses on a smart and concise presentation built in a very short time covering all the important components required for a successful meeting. I found this course to be beneficial for all levels of sales and I would recommend it without hesitation.
IT PROFESSIONAL SERVICES
NETAPP – Jeremy Goodrum
Your training has completely changed my career. I have seen more impact from the lessons I learned in that course than any other that I have attended. I have successfully delivered three major discovery meetings and the impact in almost immeasurable. For example, I met with a customer who had been excited about NetApp but refused to listen to the account team’s selling tactic. This customer is now poised for a major design shift in their infrastructure.
How a $30 Lunch turned into a multi-million dollar deal
A few weeks after attending the Elite Consulting class, I had the opportunity to sit down with the Executive Director of a large mulit-national IT company.
We had spoken several times before but today was going to be different. He was explaining to me that his team was being pushed to migrate to a new datacenter and it was a nightmare.
As the conversation continued, I decided to test out the SOCIT Questioning skills I learned in Elite Consulting. I began to ask what he wanted to see out of this migration. He told me about the challenges that they were facing which included a complete platform overhaul. It was killing his team and he was dreading the overall impact that this would have on new development.
I sat there for a minute recalling all of the lessons that I had learned in Elite Consulting. I decided to not ‘pitch’ a product but talk about a solution. “What if we could put a new platform in place that would allow you to dynamically scale up and down at the touch of a button? What if this new platform could be built in a way that spinning up new development environments were mere minutes instead of weeks and months? Would that help you achieve your goal?”
He literally leaped out of his chair and exclaimed, “EXACTLY! This is EXACTLY what I need!”.
After I explained how we could build a solution, he was fired up. I went back to the account team to bring them up to speed on the conversation. There was stunned silence on the call and finally one of the Sales Engineers spoke up. “How did you convince him to do that? Every time that we have pitched this idea, he has refused to listen to us for two years.”
I just replied, “I didn’t pitch him an idea… I actively listened to his needs.”
IT SUPPORT SERVICES
NETAPP – Training Participant
Really good training – many of my co-workers would benefit from this training.
MEDIA & ADVERTISING
Nielsen – Participant
I used the workshop format we discussed yesterday with [a large client]. It was fantastic!
Nielsen – Participant
It was great working with you this week on our pitch. The team did an absolutely amazing job on Thursday with the pitch. It was quite remarkable how the pitch transformed on Tuesday once you began to work with us. It really came to life and was so compelling in bringing out our true differentiators.
OMNILAB – Participant
The course has given me a better approach and understanding to my clients’ needs.
COCHLEAR – Participant
I found it beneficial to be taken out of my comfort zone to improve my presentation skills.
COCHLEAR – Participant
I cannot thank you enough for what what I learnt during your workshop. Of particular importance to me was the fact that you placed a high priority on considering the audience. That was very important because I often just like to present what I personally like. Through your advice, I now know to consciously inject points which prove the value of what I am saying to the audience. The speech was so well targeted to the audience, that I have been invited to present it again to more senior management.
OPTUS BUSINESS (Alphawest) – Josh Griggs, Director Solution Sales
- We have been able to get proposals to Customers faster
- Performed in a way which meets Customer needs more often (win rate, orders and revenue increase) and in a manner which we are better able to deliver (margin and EBITDA increase)
- Better able to continue to identify ways to keep tuning and getting better
- Year on Year Revenue up 12%
- Year on Year GP up 14.8%
- Year on Year orders up 21%
- Proposal Turnaround is 31% Faster
- Win Rate up 26%
- Delivered EBITDA – ALW have done more in the first half than in the entire year last year.