Gail trains and coaches executives and professionals about making strategic sales connections and building productive customer relationships. Although this is usually an integral part of her consulting work, she often delivers workshops at the request of chief executive officers, sales managers and training professionals who want to sharpen the skills of their organizations.
Recently, Gail was asked by an international business school to supplement their core curricula with practical, real-world experience with a specific focus on building consultative selling skills and building self confidence among participants. The reality:most people are
afraid of public presentations or meetings with new executives in unknown situations.. Sales
people feel this way every day. Gail helps them learn how to feel comfortable making new
contacts, asking questions, understanding answers, responding to move the sales exploration ahead. Through all Gail's work, she builds
participants’ self confidence and effectiveness by making the sales job less
intimidating and more fun.
Recent examples.
Problem: Early stage company had been unable to break into the market; investors asked for help in determining distribution strategy, building alliances, driving revenues and getting visibility. Founders were well known and expert in their fields, but not in how to take a new solution to market.
Solution: Developed and conducted
formal and informal coaching over a 15 month period; trained executives
and staff in skills to sell to health insurance company channels and to
regional hospital systems; reached over 120,000 health providers
through these channel partnerships within the first five months of sales
launch..
Typical Terms of Engagement: Retainer, Consulting Fees, Advisory Board status
Problem: The sales organization was comfortable presenting products to potential customers, using the old "features and benefits" selling model that was created for selling products as opposed to selling in our new service economy. Although sales people thought they were "solution sellers" they were not; the training executive and sales management thought they had poor listening skills but that also wasn't the problem.
Solution: Designed and conducted 5 day “consultative”
selling programs for this
internationally recognized database and direct marketing company. The program focused on effective questioning techniques paired with intelligence about business challenges and the key principles for encouraging behavior and organizational change. The program
was run three times for different sales divisions of the company. Amplified the course with real case studies
from customers; conducted role play exercises to bring in real-world expertise
and make the program immediately useful to their sales staff.
