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Sales AboutFACE, Inc. | Ottawa, ON

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In our clients' own words

The success of our clients is what speaks volumes for us

When our clients are successful, we know that we've succeeded in our mission.

Sandler Training helps associations retain and grow membership.

Samuel Hoff

Patti Engineering

Industry: Engineering

Samuel Hoff, Executive Vice President of Sales and Marketing for Patti Engineering, talks about how his company’s sales more than doubled after Sandler sales training. “In 2007, we were a bunch of really good engineers and really bad salespeople; now we’re the same good engineers but we’re a lot smarter about the sales process.” In 2007 the company did a little less than $3 million in business and spent $1.10 for every dollar it made. Last year it did $7.5 million in business and spent 88¢ for every dollar it made. “My personal income is seven times what it was in 2007,” says Hoff. “That’s living proof of the success of Sandler.”

What our clients say

The client that you helped us to set up UFCs by email and helped me to "control" the meeting and presentation (the one where we asked to be last to present of the 3 submissions they were required to receive), confirmed that it was our proposal that was requested to be approved by the board. (Of note, we were not the cheapest proposal, but she did confirm we were by far the most thorough, and of perhaps special interest to you, we asked the most questions to them). We got word at the end of the month that the board approved our recommendation.

Jim Cooper
CEO - Silicon Valley Computers

I wanted to close the loop on a discussion we have had in President's Club. You may recall over the last few sessions I attended, we discussed an opportunity I was working. The prospect sold globally and needed to streamline their e-marketing and web strategy. I am happy to say they are now a client!

This is my largest deal to date. It is also my most profitable one. Thank you so much for all your support. The help and feedback I received as part of sharing on the third Monday of a month proved invaluable.

If there is anything I can ever help you with, please do not hesitate to ask.

John Lepore

We do language training for the Federal Government and through Sandler Sales we've been able to target our message so that we don't waste our time and our clients time when there isn't a fit for our services. By going through the Sandler System process, we were able to develop a selling system that allowed us to really target our message to our clients, and to enable us to grow our business. The Sandler System has really been able to take us from a small company into a real player in the National Capital Region. We've been able leverage a complete and effective system right from the hiring process of our sales staff through their training, their development and coaching.

Geoffrey Eden
President - Knowledge Circle

I believe our staff were skeptical coming into this training. However, after our 4th full session, I see them discussing new strategies; follow-up, sales tactics, and most importantly, networking and relationship building. I believe each benefited from his/her own take-away. They now trust the training they received and are building true confidence to apply the new ideas in their work and lives in general.

Charla O’Connor
Grapevine Realty

We offer payment options for sales teams to close business faster. I chose to attend Sandler Sales to help increase my sales abilities and to be able to train our sales teams to increase business faster and improve their margins.

Aaron Nemchin
National Leasing

Dear Terry, with a 20 year track record in direct selling professional services it was refreshing to experience a more professional and unique approach to offering my services to potential clients. The Sandler Sales System is one that I would recommend to those sales people that are not pleased with the typical approach that they have been using, one of a hard sell which requires a constant close close close approach. Your personal ability to understand my business and the opportunity to meet with you weekly to train and practice, really helped me to not just understand these new and very different approaches but to really apply them and get results. Terry you have introduced a system to me that will likely increase my business by 50-75% annually.

It was great to be a part of your truly exceptional program.

Thank you

Greg H. O’Donnell
Associate Vice President

When we call a prospect, time is of the essence if we are going to achieve our goal of Pain qualification and getting the meeting. This was one of the largest obstacles our sales team faced. We hired Terry Ledden from the Sandler Sales Institute® to help us resolve this challenge. Terry brought a three stage approach to the problem. I can say without hesitation that we have achieved results well above what our initial expectations were. Our sales team is making five times the number of calls that they used to make and our success rate has improved by well over 200%. The program that Terry has put into place for us works.

Rob Kilroy
Director of Sales
Telecom Ottawa

Ken Harris

Health o meter

Industry: Healthcare

Ken Harris is Vice President of Sales and Marketing for Health o meter, which manufactures devices for the medical community. He describes his history with Sandler, which spans 15 years and four companies. “Sandler is the one process I’ve seen that puts customer behaviors and salespeople behaviors together to help the customer in a way that ends up helping the company.” Harris uses a sports analogy to describe the impact of a great system, whether in college sports or sales training: “In a college team, turnover is every four years by definition, yet dynasties exist because they have good systems. Sales is also a skill set that needs to be constantly honed and, for me, Sandler is the only method that provides that level of consistent and intimate training.”

What our clients say

We have been working with Terry for about a year now to improve the way in which we cultivate and pursue new business opportunities. . .....The result is that we are able to propose an approach that meets our prospect's real requirements in a far more effective way. The fruits of this approach were particularly borne out earlier this year when we won the largest account inmedia currently handles. Not only did we beat out New York and Toronto agencies for this piece of international business, but the client specifically highlighted our business development process in commenting on why they selected us. "We were impressed with the thoroughness of your approach," their vice president of marketing said. "You brought the game to us at every stage."

Francis Moran
President & CEO
inMedia Public Relations

After 1 year of implementing a National sales training program with Terry Ledden's group my team has experienced a 53% increase in new business productivity per sales rep year over year. We also experienced a very consistent rate of new business growth across the year and by sales rep; forecasting accuracy and pipeline quality have both improved dramatically.

Rob Farrell
VP Sales - Laser Networks

The year is now all but finished and I'm impressed. No training program is going to resonate with 100% of the folks who take it. BUT, the positive change in both practice and attitude that I have seen in a number of our people in your program has convinced me that our decision to engage your firm has paid excellent dividends. These folks are having their best year ever in billings. They are first to credit the on-going nature of the Sandler TrainingSM system as a main reason they have moved to the next level. I have little more to add than to say, your new group of CHUM Radio account managers will be reporting to you next month to start their year long training program.

Jack Derouin
Sales Manager - CHUM Radio

The Sandler Blog

Insight and tips on current sales, sales management, leadership and management topics. We invite you to
comment on our posts and to pass them on to your colleagues.

Roy Cook

Merrill Lynch

Industry: Financial Planning

Roy Cook, who works with Merrill Lynch to help clients strategize their retirement plans, explains his mindset when he started Sandler training. “When I was introduced to Sandler I didn’t think I had any problems,” he says. He did have problems, though, including the lack of a systematic approach to generating new business. “Sandler has a very logical, very cerebral approach to sales. I saw more than 20 percent growth in my business year after year. Some of that I attribute to the market, but a lot of it I attribute to the Sandler process, with me implementing it and working more efficiently.”

What our clients say

Early January my phone rang with yet another organization trying to sell me on training for my Sales group. After failing with the standard brush off, I quickly realized that this person had a unique approach and I wanted to know more. In the next week I had signed up my entire Sales team to the Sandler "President's Club® and myself to "Strategic Sales Management". The thing that impressed me the most was not hearing about the basic concepts of the training program but that the Sandler Representative was using this approach to have me "sell" myself! Since the training has taken place, Nemko has enjoyed an increase in acceptance rate from 43% in previous years to near 60% in 2004. This is attributed to how we handle inquiries, cold calls and client relations in general. The "Strategic Sales Management" training has allowed me the confidence to communicate with and motivate my Sales team as well as the tools to keep everyone honest.

Gilles Philion
Front Line Manager

"I am 180 degrees away from where I was on May1st: my sales pipeline is filled with selectively qualified opportunities! Several of these are "near to close" and each capable of delivering hundreds of percent of monthly quota! My new feet-on-the-ground "can do" attitude is the result of knowing for certain how to successfully open and continue productive prospecting discussions with previously unknown C-level executives."

Rob McFarlane
Senior Account Executive
Laser Networks

The CEO Summer Sales CAMP gave me the systematic sales approach we need to grow our business, particularly in this down market cycle. The sandler sales process really fits our consultative business well. The process breaks down the steps of establishing a strong and trusting relationship with a prospective client right from the start with a focus on asking the important questions first and determining if there is a mutual benefit for both parties to proceed.

What I appreciated most was how you personally make it more real than the text books based on your extensive sales experience with large and small corporations and the live examples you shared and engaged us in.

You've got a great ability to quickly zero in on the essence of the material being covered and apply it to our world.

I take away enthusiasm and a refined approach to our sales strategy.

Kevin Bailey
CEO - Design 1st

Hi Terry:

I just came out of another meeting to prepare ourselves for the strategic alliance visit we worked on with you last week and I noticed throughout the discussions the strong positive influence you have on the team and their new approach to selling. I can recommend your coaching and training to anybody, especially if one (like me) doesn't have the money to pay for previously proven "A" players and believes in the strength and potential of his people.

In my mind, to sell high tech stuff, one doesn't only need to know how to sell (which is so well taught by you) but also how our product works, the latter takes at least 2 years (believe me, I know this from many examples). Therefore, if I evaluate my internal people first (using your evaluation) who already know our product very well, then I train them to sell well (again using you), I can cut out about 18 additional months of the technical training program that I would normally need to get to market with a new guy. That's a major time to market advantage! All I have to do is make sure that the internal people we use have the innate aptitude and potential to sell, followed by the right sales training. By the way, I have followed several other sales training courses and it was rarely more than a (contrived) procedure to get to close. I really think your approach is quite different and a lot more. Have a nice weekend.

Franz Plangger
CEO - SolaCom Technologies


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