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The
following examples are taken from actual sales training projects we have
undertaken for clients in the recent past.
Sample
Job #1
| Client:
|
A
multinational security services company and their national accounts
team
|
| Goal:
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To
train
national accounts sales executives working with in-house counsel
team to negotiate more profitable transactions with key institutional
clients.
|
| Process: |
Held 5 hour
negotiation skills training program for sales execs and attorneys
at national sales conference.
|
| Result:
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New services
to key clients increased revenues 12% in first 6 months of program.
|
Sample
Job #2
| Client:
|
A premier,
large law firm
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| Goal:
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To teach partners
how to do sales calls with existing clients.
|
| Process: |
Selected client
targets, prepared business portfolios on each, trained partners
on securing and carrying out sales/expand calls, and accompanied
partners on scheduled meetings with clients.
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| Result:
|
The
client significantly exceeded new matter budget and forecast. |
Sample
Job #3
| Client:
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A state-wide
trade publication
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| Goal:
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To
implement
a key client program so that advertising revenues increased.
|
| Process: |
Interviewed
key client advertisers and using this information formulated an
integrated key client program to offer value added services in return
for increased ad space purchases.
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| Result:
|
Client stabilized
and then increased ad sales among critical customers. |
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