"It has been one year since we instituted Getting Into Your Customer's Head as (our company's) sales model. It is the centerpiece of our account manager training. We are finding that within six months of attending the training (account managers) are having record sales months. When asked what they attribute their success to, their response is always the techniques they learned with regard to (the Getting Into Your Customer's Head sales model)."
Sales Training Manager
office equipment company

"Six months after our national account sales force participated in the Customer's Head workshop, we measured "before and after" skill increases of up to 100% in areas such as demand creation, large account development, winning complex sales, and knowledge of customer buying behavior."
Director of Sales
information resources company

"This methodology is a must for any organization wanting to get the most out of their account management system. It has helped us create, manage, and win more complex, multi-level sales opportunities."
Eastern Zone Vice President, Sales
medical industry software company

"Our sales force is comprised of salespeople with 12-25 years of sales experience. Most of these salespeople have already attended the leading sales training programs. It's quite an endorsement that every one of our sales people told me that Getting Into Your Customer's Head is the best sales training program they've ever attended."
Executive Vice President, Sales
enterprise-wide software company

What participants say six months after training:

"With the emphasis toward the customer buying versus the salesman selling, my approach and questioning skills put me in a better position with an account that I had not been able to get anywhere with. The end result - a $36,000 sale!"

"I closed the XYZ account shortly after our training due to an ROI letter."

"The training has made me put myself in the place of the customer. I am better prepared and much more professional in my approach. I feel more confident."

"I’m much more aware of the political forces inside my key accounts, which has helped me get to the 'Power Broker' more quickly than I had in the past."

"The training has improved my needs analysis/questioning skills and I’m more effective at convincing prospects there is a need to address these concerns."

Additional Comments:

Improve Sales Effectiveness
"This program cements a process for a thorough cost/benefit analysis which will minimize the price issue at the end."

"Reminded me to slow down. Plan better, probe deeper. Focus, focus, focus."

"I’ll focus more on causes that lead to improvements before offering solutions."

Large account development skills
"It will allow me to concentrate on corporate call strategy for key accounts with a systematic approach."

"This will certainly give me a big boost for the larger sales."

"I’ll be more specific, more prepared, more efficient."

Master the complex sale
"I’ll pay more attention to what I thought was obvious."

"The Complex Buying Team summary will be of continuous value with each account."

"It will help organize my thinking and planning of complex sales opportunities."

"I can measure salesperson activities by observing if they follow the process."

"It will make me a better sales coach!"

Penetrate higher levels and create demand
"To call on higher levels, be more analytic and not rush - listen."

"It will change our culture of selling - to higher levels."

"I’ve been entering the sales process too late and I’ve been calling on the wrong level."

Improve communication skills
"I will think more about what my customer is thinking and what concerns them versus what concerns me and my company."

"It will help me understand where the customer is in the sales process and help me match (slow down) my questions/presentations to his needs."

"Made me conscious of the old selling habits in me."

A structured sales process
"The program forces you to think through each step of the sales process."

"Will entirely alter my approach. I’ll now spend more time preparing for sales calls."

"I’ll get my prospects more involved in their buying process."

"I’ll be more focused in following the sales cycle from start to finish."