Results

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                Rackspace Managed Hosting

Objective: Train young sales organization to keep up with growth of company,  formalize sales process, increase deal size and close ratio

Course Content: R.E.A.L. Selling, Selling Strategically and R.E.A.L. Leadership

Delivery: Blended - Classroom using WebEx and e-learning to reinforce.

Results: Close ratios increased 30% after 90 days. Part of growth from private to public company. Trained entire sales and management organization.

From the client:

“I thought you would want some empirical data on how your program has helped Rackspace in our sales initiatives:"

  • As you know, we have very aggressive numbers to achieve to every month and every quarter. To achieve these, we needed to have a higher close ratio on the opportunities we were working.
  • I am happy to tell you that after 6 months, our close ratios are up over 30%, a 25% improvement! In addition, our positioning in the Enterprise or Complex market has grown substantially.
  • We have closed the largest sales in the history of the company in the last 2 quarters.
  • These improvements can be directly attributed to your R.E.A.L. Selling and Selling Strategically programs, as well as the follow up and reinforcement you have done with our team.”

Three years later:

  • Since I came over and applied the program, our numbers have been at record highs with 82% growth year-to-date. Jonathan, your program is exceptional. It is intelligent, logical, easy to use and coach.

-- Khaled Saffouri - VP of EMEA Sales Rackspace Managed Hosting

 

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Objective: Create a sales methodology with accompanying skills to drive larger sales more consistently
 
Audience: Sales, Publishing and Delivery

Course Content: R.E.A.L. Selling, Selling Strategically, and R.E.A.L. Leadership

Delivery: Classroom and WebEx to reinforce.  

Results: outpaced market growth - reputation and stature in market increased - became synonymous with online networks largest revenue segment for Platform-A

 

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                                  Akamai

 

Objective: Create new sales process and train sales organization of 100 people to keep company afloat during horrendous downturn (stock was trading at 80 cents)
 
Course Content: R.E.A.L. Selling, Selling Strategically and R.E.A.L. Leadership
 
Delivery: Classroom using WebEx to reinforce. Integrated into SFA
 
Results: Helped Akamai fend off aggressive competitors maintain base and grow revenues. Stock now trading at over $22

Akamai Director of Training:

  • “As an individual who has been responsible for the development of sales organizations at Apple Computer, Compaq and now Akamai, I feel confident in saying that our work with the Improved Performance Group ranks with the very best I have ever been involved in.
  • Beyond the training events, you were able to provide a repeatable methodology as well as integrated selling tools that continue to reinforce the skills learned during the seminars.
  • Finally, the ability to integrate R.E.A.L. Selling into our Siebel system makes it sustainable and measurable by senior management.”

 

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                                   Lawson Software

Objective: Train worldwide sales organization, and channels to sell solutions that differentiate and compete with such industry heavyweights as Oracle, PeopleSoft, SAP, JD Edwards 

Course Content: R.E.A.L. Selling, Channel Management, Selling Strategically, Selling Services and R.E.A.L. Leadership

Delivery: Classroom using WebEx to reinforce. Integrated into Lotus Notes
Results: Helped Lawson grow from a $100 million private company to approx. $400 million public company