CAS
COMPUTER APPLICATIONS SPECIALISTS
February 23, 2004
Mr. Terry Booton
President
Advanced Marketing Instruction
140 North Shore Drive
LaGrange, GA 30240
Dear Terry:
Thank you for the time that you spent at CAS/Severn with your
three day training course 'Solution Selling'. Your focus on calling
at the top, probing for pain points, and selling solutions, versus
hardware, are the basics of selling exactly what my team needed.
Our senior Account Executives needed a refresher course in the
fundamentals and your three day course filled the bill perfectly.
I was also satisfied with the results of the ten day consulting
engagement that you participated in at CAS/Severn. This was optional
with the Account Executive team and not everyone participated.
It was not surprising that some of the top performing Account
Executives were the first to sign up. To a person, everyone that
participated said that they thought that the training was valuable
and well worth their time investment.
Our sales were up dramatically for the year and I have even higher
expectations for 2004. Great job!
Best Regards
Douglas Gerstmyer
President
6201 Chevy Chase Drive Laurel, MD 20707 (301) 776 3400 Fax (301)
776 3444
InfoWorks
Bridging the Information Highway™
Jackson, MS
E-Mail Memo
February 14, 2003
To Whom It May Concern:
InfoWorks contracted Terry Booton with AMI to conduct a sales
seminar in September 2002. Our requirement needs were to evaluate
the skills of seven marketing consultants that have the responsibility
of marketing IBM iSeries, pSeries, and xSeries Servers and enhance
their skills in the following areas:
· Initial Sales Calls – New Accounts
· Selling at the Top
· Determining the Clients Issues
· Convert the initial sales call from marketing hardware
to marketing to the issues
· Establish a ROI with the client based on the issues presented
· Increase overall sales
· Increase Services Revenue
Terry obviously was successful in meeting our goals that we set
for him. Some of the results achieved during fourth quarter 2002
were as follows:
1) InfoWorks Gross sales for fourth quarter came within $500,000
of equaling Gross Sales for the entire first three quarters of
2002.
2) Services revenue from one project alone at the end of December
exceeded services revenue for the entire fourth quarter.
3) Attitudes and work ethic improved significantly and have carried
over to first quarter 2003 with our sales for January the highest
in the past three years.
I can truthfully say that the Return-On-Investment far exceeded
the cost for the consulting services paid to AMI. Terry makes
an outstanding presentation and is a very motivational speaker.
I would rank him in the top three I have worked with over the
past 37 years.
Thanks Terry,
Thomas M. Stovall, President
www.infoworks.net
2003 Premiere Partner
SIS, Inc.
501 Darby Creek Road, Suite #21
Lexington, KY 40509-1668
Software Information
Systems Tel: (859) 263?1979
Fax: (859) 763?2317
The Talent Behind the Technology
February 6th, 2002
Terry Booton
Advanced Marketing Instruction
140 N. Shore Drive
LaGrange, GA 30240
Dear Terry,
Thank you for all of your hard work with the SIS Sales &
Marketing Team. Your three days of training was of immense help
to the entire team. We were concerned about taking the group out
of their territories for so long, but the results proved to be
very valuable.
I apologize for this letter being somewhat overdue, but I have
some great results that know you will appreciate.
After your training session, we implemented a contest where the
sales team would go back and evaluate which of their pending deals
they might be able to close if they applied your methods. Of 28
accounts that were submitted as possibilities, the team was able
to close 9 deals that resulted in over 4 million dollars worth
of business to the company.
We have been preaching "Solution Selling" for some
time, but your class really helped the reps focus on the proper
methods. We are certainly believers in the "Booton Approach"!
Again, we appreciate your time and hard work. You helped us to
have an excellent year in 2001, and (we hope) an even better one
in 2002.
Regards,
Ed Cupolo
Vice President - Sales & marketing SIS, Inc.
ICE
January 26, 2000
Mr. Terry Booton
Advanced Marketing Instruction
140 North Shore Drive
LaGrange, GA 30240
Dear Terry,
Just writing to thank you for delivering two great training sessions
for the ICE Worldwide Sales Meeting on, January 14, 2000. Both
of the sessions, Objection Handling and Executive Selling, were
very beneficial in helping all our sales people, junior &
senior, "brush up" on the basics, They also learned
a few new techniques and approaches that will certainly, help
them in our market space.
We're looking forward to having you come back to ICE and pursuing
some of the additional ideas we discussed regarding sales force
automation, employee profiling, and further sales training modules.
It is very gratifying to work with someone who is professional,
experienced, and successful. Clearly, you have been able to translate
your many sales successes into training programs that have "real
world value and applicability to our sales team.
Keep up the great work and continued success!
Regards,
Rich Walters
Senior Director of Worldwide Sales
Amdahl
November 4, 1999
Terry Booton
Advanced Marketing Instruction
140 North Shore Drive
LaGrange, Georgia 30240
Dear Terry:
SUBJECT: OUSTANDING PERFORMANCE
I just wanted to take a minute and thank you for the outstanding
work that you did in our “Cracking New Accounts” and
“Calling at the Top” sales briefing. You exceeded our
expectations for the class with your extensive sales experience
and sensitivity to the requirements of my salespeople. Every review
form that came back had ranked you as a “5” (best measure)
in the categories of delivery, content and relevance to their
job.
In fact, many of the comments suggested that they wanted to spend
more time with you than we had allowed. Maybe we can work out
a better deal next time? It is certainly a pleasure working with
you Terry. Keep up the good work!
Sincerely,
Leonard J. "Jodie" Cox
Regional Director
Amdahl Global Services
Atlanta, Georgia
Video Central
April 20, 1999
Advanced Marketing Instruction
Terry L Booton
140 North Shore Drive
LaGrange, GA 30240
Dear Terry:
I participated in the sales training you held on April 6 &
7 at Silicon Graphics in Orlando,
Florida - I just wanted to let you know how helpful and informative
the seminar was for me and
to relate a quick story to you that happened as a direct result
of your instruction.
Your class has changed my perspective on nearly everything in
life. I'm now managing everything from my personal relationships
to my professional relationships better thanks to you.
A couple weeks ago, my sales manager received a lead, from a
major software company for a relatively inexpensive software package.
My manager was about to throw the lead out since the value of
the software package was only about $3500, but I told him I would
follow up on it. By using your questioning techniques, I found
out that the prospect actually wanted 12 copies of the software.
Well then I began questioning the prospect about whether or not
they had enough hardware to run the software. After sorting through
the smoke screen, I found out they were actually budgeted for
$300,000 in hardware purchases, and were currently evaluating
hardware platforms. I analyzed their needs and immediately met
with the president of the company. I presented him with a solution
that would address all of their needs under budget and asked for
the order. The sale will close on May 1, less than a month after
the training!
Without your sales training, this prospect may never have surfaced,
and the order probably wouldn't close. The improvement in my sales
style is evident to nearly everyone, most importantly, my clients.
I will definitely be looking to work with you in the future, because
I know your training will more than pay for itself.
Best regards,
Jade Apisukh
Account Executive
LPG
Monday, March 10, 1997
Mr. Terry L. Booton
President Advanced Marketing Instruction
3122 Enfield Point
Marietta, GA 30068
Dear Terry
On behalf of the entire LPG team, I would like to express our
sincere gratitude for your presentation at our Sales Meeting in
Copper Mountain. Not only was it extremely informative, but you
also captured everyone's interest and peaked their motivation,
two very direct benefits for our sales force and our company.
Many of our Account Executives commented to us that your discussions
and booklets were of utmost assistance to their sales presentations.
Similarly, Thierry Philippe, Ranie Giltner and myself were all
very impressed and pleased with your participation in this meeting.
Thank you again for an outstanding presentation.
Kind regards,
Michel VanWelden
Vice President
MVW/CS,
3101 North Federal Highway e Suite 301 9 Fort Lauderdale, Florida
33306 (800) 222-3911 9 (954) 568-5005 s Fax (954) 568 -6611
Institute for Small Business
1750 Powder Springs Road,
Suite 190-247
Marietta, Georgia 30064
(770) 434-0078
Fax (770) 434-0830 kunkel@akorn.net
March 31, 1997
Mr. Terry L. Booton
President
Advanced Marketing Instruction 3122 Enfield Point
Marietta, GA 30068
Dear Terry:
I wanted to thank you most sincerely for your inspiring and energizing
presentation last week at the Institute for Small Business breakfast
seminar. I have received several messages from attendees who found
the program informative and thought-provoking. The fire drill
was an especially clever tactic for you to ensure the audience
would not soon forget your message. Do you arrange for one at
all your programs?
Most of all, it was a pleasure to meet you and work with you,
if only for a short time. I do hope our paths cross again soon.
Perhaps you'll attend another of our seminars as a guest. Good
Selling!
Sincerely,
Wendy R. Kunkel Director
SPONSORS OF THE ISB: Arnall Golden & Gregory, LLP - Georgia
State University - Habif, Arogeti & Wynne, P.C. NationsBank
- Northwestern Mutual Life-The Goodwin Agency
JOHN L. KRAMEL
INFORMATION SYSTEMS CONSULTANT
900 NW 7th Street Road
Miami, FL 33136
(305) 325-9926 -- FAX (305) 325-0880
April 24, 1995
Terry L. Booton
c/o Advanced Marketing Instruction 3122 Enfield Point
Marietta, GA 30068
Dear Terry:
As an independent consultant working with a small customer base,
it is too easy for one of them to dry up and put me in bankruptcy
court. I needed some good, easy tips on the practical matter of
"keeping the pipeline full".
Since receiving your Cracking New Accounts book and tapes last
week, I have devoured them -- listening to the tapes twice, following
along in the book and marking page references.
This morning, I used the material successfully. Sure, maybe I
would have succeeded anyway, but I consciously used your material
and believe that it helped. The customer is one with whom I have
had a long relationship, and the custom software system that I
sold was already "in the bag". However, the start-up
has been delayed for months, primarily because they have been
too busy with their success to deal with it. But I need the work
now! I had already written them, warning of the dire consequences
of continuing too long with the temporary system that we had thrown
together months ago. Today, I used the Negative Close (my prospect
clearly fits the profile you describe). I dropped in and asked
him if things are not going well. His ego could not allow me to
think that might be the case. The signed contract is here on my
desk along with my 50% retainer, and I can pay my bills next month!
Regards,
John Kramel
Culpepper and Associates
THE SOURCE FOP, SOFTWARE INDUSTRY INTELLIGENCE.
July 21, 1995
Mr. Terry L. Booton
President
Advanced Marketing Instruction 3122 Enfield Point
Marietta, GA 30068
Dear Terry,
Thank you for being part of this year's Culpepper Forum! This
was our most successful conference ever, by far. And this success
is due in large part to the high quality of our speakers.
I really appreciate the extra effort you put into your presentations
- they were certainly highlights of the Forum. I know our audience
loved it! They'll have a hard time forgetting "Rootin' Tootin"'!
Thanks again for helping us make The Culpepper Forum a great
success. We hope to see you again at next year's event, July 9-11,
1996, here in Atlanta!
Sincerely,
Culpepper and Associates, Inc
Tim Sullivan
Vice President
7000 PEACHTREE DUNWOODY ROAD, BUILDING 10, ATLANTA, GA 30328
/ FAX 404-668-1095 TELEPHONE 404-668-0616
Daly & Wolcott
March 15,1995
Mr. Terry Booton
3122 Enfield Point
Marietta, GA 30068
Dear Terry:
I personally want to thank you for participating in our National
Distributor Meeting. Your " Calling At the Top" and
"Objection Handling " sessions were the hit of the meeting.
Our sales staff, and distributors are still talking about, and
implementing your ideas with great success.
With a fast growing direct sales force and a national distribution
channel it was extremely valuable to have everyone together for
a dedicated sales training session. I'm convinced the intense
excitement you generated will continue to result in additional
sales, and a more prepared sales team. I certainly hope we'll
have the pleasure of working with you again next year.
Sincerely,
Ernie Yenke
Vice President, Sales
21st Floor - One Hospital Trust Plaza - Providence, RI 02903
Telephone 401-351-8400 Facsimile 401-351-8484
Dickens Data Services
February 15, 1995
Dear Terry:
I enjoyed the training session you conducted for our sales team.
You are an excellent speaker and the consummate salesman/salesman.
I read your book and will highly recommend Cracking New Accounts
to anyone managing a direct sales force. The techniques in the
book are well thought out and reflect real world situations.
I especially enjoyed the chapter on generating leads and will
always look to it as a primary reference source.
This book will make us money!
Sincerely,
Thomas E. Davis
President
Dickens Data Systems, Inc
175 Northmeadow Parkway m Suite 150 - Roswell, GA 30076
(404) 475-8860 - FAX (404) 442-7525
Info Systems of North Carolina
7500 East Independence Blvd. Chatiotte, NC 28227 7041567-7780
FAX 704-1567-8342
September 21, 1994
Mr. Terry L. Booton
Advanced Marketing Instruction 3122 Enfield Point
Marietta, GA 30068
Dear Terry:
Thank you for the class on handling objectives. The survey data
is enclosed. I've already begun recommending you to other firms.
Once again, "thanks'.
Sincerely,
INFO SYSTEMS OF N.C., INC
James. A. Moncure II Chief Executive Officer
/wrh Enclosure
Robec
CORPORATE HEADOUARTERS EASTERN OPERATING CENTER
4 2 5 Privet Road
Horsham, PA 19044-0965 215-675-9300
FAX: 215-672-5945
March 2, 1994
Mr. Terry Booton
President
Advanced Marketing Instruction P.O. Box 725035
Atlanta, GA 30339
Dear Mr. Booton
Your two presentations were universally viewed as the highlight
of our recent sales training seminar. The experience of our field
sales force spans the spectrum from only a few years selling experience
to long time pros. However, all believed that they learned valuable
insights from your talks which will enable them to be immediately
more effective and productive in their daily sales activities.
The Robec sales team really liked your book, and as your know,
our president believed that it would be such a useful tool for
our VARs, that he has decided Robec will list it in our next catalog.
It was a pleasure having you at out session, and I look forward
to using your services again in the future.
Sincerely,
Charles A. Jarrow Vice President of Marketing
International Business Machines Corporation
P.O. Box 2150
Atlanta, GA 30301-2150
404-238-3000
October 18, 1994
Mr. Terry L. Booton
Advanced Marketing Instruction
3122 Enfield Point
Marietta, GA 30068
Dear Terry:
Thanks for the great job in sales training for our telesales
representatives. The response has been outstanding with over 95%
of the evaluations graded excellent. The material in your sessions
on relationship selling, cracking new accounts, and objection
handling could not have been better suited for what we do every
day. In addition, your unique insight from having sold IBM equipment
was a definite plus.
Thanks again ... let me know when you're available to blow the
tuba.
Sincerely,
Rob McGrew
New Business Sales Manager
Houston Cellular
Clearly The Best7
December 19, 1994
Mr. Terry Booton
Advanced Marketing Instruction
3122 Enfield Point
Marietta, GA 30068
Dear Terry:
I just wanted to take a quick moment to let you know how much
everyone here at Houston Cellular appreciated our 2 days of training
that you facilitated. During the 2 days you were here in Houston,
you trained over 35 agent sales reps and 70 Houston Cellular direct
sales reps. Your discussions of how to close more business with
less effort, techniques and responses to overcome difficult objections,
closing techniques, and the role playing were all very effective.
The evaluations that we reviewed from each sales rep that went
through your training were consistently in the 'Very good"
to "excellent' rating category. As a matter of fact, / just
received a call yesterday from one of our agent reps who was very
excited because she had taken your book home "Cracking New
Accounts", and had read it over the course of the 2 nights
following your training. The closing techniques that you had mentioned
in your book, she put directly to use and closed a sale yesterday
that she was convinced would have walked out the door just one
week earlier. / am confident that this was a great use of Houston
Cellular's money and we hope to continue this 4ope of training
at our company to continue to make us "Clearly the Best".
Thank you again Terry for your efforts and we hope to see you
in Houston again soon.
Sincerely,
Matt R. Karst
Director or Sales-Indirect MRK/nd
One West Loop South Suite 300 Houston, Texas 77027
713 / 850-9933
Creating Multimedia Training Solutions
July 23, 1993
Mr. Terry Booton, President
Advanced Marketing Instruction
3122 Enfield Point
Marietta, GA 30068
Dear Terry:
Tliank you for the thought provoking and stimulating seminar
you presented to our sales team on July 9, 1993 on "Relationship
Selling". You have left us with many areas to explore in
how we deal with our prospects and with our customers. The tracking
mechanism you left with us should help us not only to improve
our relationships, but also to track our performance against revenue
potential.
The feedback from our sales team regarding your book, "Cracking
New Accounts", has been extremely positive. There have already
been marketing situations turned around as a result of the ideas
you suggest in your book.
We look forward to using you in future meetings to present additional
topics that will help us enhance our selling skills.
Sincerely,
Walt Hopkins
Vice President
Comsell, Inc. - One Buckhead Plaza - Suite 1500 - 3060 Peachtree
Road, NW - Atlanta, GA 30305 - (404) 262-3500
View Logics
January 14, 1993
Mr. Terry Booton
International Business Machines Corp.
P.O. Box 2150
4111 Northside Pkwy. L07 S 1
Atlanta, GA 30058
Dear Mr. Booton:
It was a real pleasure having you visit with Viewlogic's Eastern
Area Sales Team and share techniques of how to "Call at the
"Top". Your presentation was extremely useful and well
received. The aversion to call on Senior Executives is common.
Your message hit home and gave our salespeople hope that they
can do better.
I intend to follow up with our team to ensure the techniques
are implemented in first quarter. I will let you know how it goes.
I hope you made the "Doral" the next day, and that your
book sell like crazy.
Thank you again.
Maurice Hiers
Viewlogic Systems, Inc.
293 Boston Post Road West Marlboro, MA 01752
508-480-Ml
TLX: 174242 FAX: 508-480-0882
A t I a n t a
ENTREPRENEURS
N e t w o r k
Networking - Information - Trade
1100 Circle 75 Pkwy., Suite 140 Atlanta, GA 30339 (404) 953-4000
February 6, 1991
Terry Booton
Advanced Marketing Instruction 3122 Enfield Point
Marietta, Ga. 30068
Dear Terry,
Thank you for your valuable participation in the conference program
at the Atlanta Small Business Showcase & Conference Feb. 2
at Inforum.
As in the November Showcase, your presentation on "Relationship
Selling" was very well received - we had very positive feedback
from the attendees as they left your seminar.
I know that your seminar was informative and inspiring to these
Atlanta Business Owners and Entrepreneurs striving to build their
businesses during these tough times, and I thank you again for
your time, effort and quality presentation.
Best Regards,
Steve Rosenberg
Director of Communications Atlanta Entrepreneurs Network
IBM UNITED STATES
Northwest Trading Area
May 9, 1991
MEMORANDUM TO: W. M. Cook
IBM INTERNAL USE ONLY 91129CA10183
SUBJECT: Marketing Excellence Class
Wirt,
Terry Booton did an outstanding job of teaching his Marketing
Excellence class to our Western Washington New Business and Account
Growth reps, SEs and Business Partners on April 24. Everyone in
attendance thought the class was excellent and well worth their
time. It was a great benefit to have Business Partners and IBMers
in the same class. Our Business Partners consistently gave Terry
rave reviews.
Terry did a great job of stressing the fundamentals of preparation,
listening, relationship building, and financial justification.
His personal style, humor, and "war stories" all combine
to make a compelling presentation. The video tape he shot last
year of top performers sharing their tips and techniques.gave
the folks some new ideas, and some reminders of how winners think.
The fifty people in the class left after eight and a half hours
charged up and with renewed commitment to do the right job in
New Account marketing.
-
Thanks again for sending Terry out to us. I'll let you know when
we have some wins directly attributable to his class.
ORIGINAL SIGNED BY:
L. D. Roberts General Manager
LDR: j 1
You can count on us to make plan!
1200 Fifth Avenue, 20th Floor Seattle, WA 98101 206-587-5916
or 8-277-5916 SFOVMICl/LROBERTS
IBM Corporation
Boston Metro/NB3
April 16, 1992
Memorandum to: Tom Brodnax
Subject: Terry Booton
You're probably sick of hearing, but I would like to point out
what a super job Terry Bouton is doing in motivating and educating
New Business Reps and Agents. When he spoke to our New England
Trading Area New Business Rally last November, the feedback from
the Reps was outstanding.
"He got me thinking." "He gave me ideas that I
can use now." It was not a coincidence that our trading area
was 300% NAUs in December. With this high level of satisfaction,
we were excited to get IN BANK in February for our 1992 New Biz
Rally and gave him 50% of the total rally time to teach.
It was time well spent. Our new Agents were really excited with
his approaches and of course everyone who came in November returned.
Every time you hear Terry, you get new ideas to close. Based on
the 80 people who attended, well done.
George W. Ryan
Unit Manager
THE SOCIETY FOR MARKETING PROFESSIONAL
SERVICES
Atlanta Chapter
561 Thornton Road
Suite S
Lithia Springs, GA 30057 (404) 944-0401
February 5, 1990
Mr. Terry L. Booton
President
Advanced Marketing Instruction
3122 Enfield Point
Marietta, Georgia 30068
Dear Terry
On behalf of the Atlanta Chapter of SMPS, I would like to express
our appreciation to you for being the Guest Speaker at our January
Luncheon Meeting.
The topic, "Relationship Selling: Developing and Maintaining
Clients," was very well received by the Membership. You successfully
applied your selling techniques to marketing professional services.
Your presentation was enthusiastic, entertaining and enlightening!
SMPS looks forward to the possibility of having you as a Speaker
at future Meetings and Seminars.
Best regards
Joycelyn Hairston
Director of Programs
JH/fh
IBM Corporation
From: DAVENPI --ATLVM4 To: TBOOTON --ATLVM1
This guy was really fired up by Booton's Friday closeout - Terry,
keep up the good work for us, the New Biz reps need you on Friday
mornings.
A note from a satisfied customer that you should all take pride
in. "DEDICATED TO EXCELLENCE IN INDUSTRY EDUCATION"
Message from: KEVIN SILFVAST
MARKETING REPRESENTATIVE
HOUSTON TX T/L 345-2240
Subject: Industry Education'
Joe, I would like to inform you and your staff that the industry
ed classes that you put on for us where invaluable. The information
on each industry was crisp and concise. It was at the right level
of detail. There was a willingness of the staff presenters to
give us any information we needed to become successful in our
territories.
The fact is is that I was trained for the large systems environment
and was then put in a new account territory my first year. And
although I am an installed account rep this and last year, the
selling process is quite similar. Even as a third year rep it
is so easy to lose sight of the fundamentals required to execute
an effective sales call.
With the addition of Terry Booten to the class it really opened
my eyes to some areas for improvement potential. I can honestly
say that this class, along with Terry, has made me a more effective
rep. Because of this class I came back and sold 3 as/400's that
where just not going to move. I know this sounds a little dramatic,
but my selling ability has not only improved, but it has just
begun. I made the club last year and never plan on missing one
in the future.
"Satisfied Customer"
Kevin Silfvast
IBM Corporation
From: Sylvia Harnesberger, Small Business Field Support
L08B, Atlanta, Georgia
(404) 238-3102 T/L 331-3102
Date and time
09/24/90 10:47:54
Subject: Business Partner Sales Conference:
Terry Booton's contribution
Sylvia, I wish you'd been able to join us for our 3 day conference
in Park City. It was very well attended, and the feedback appears
to be excellent in all respects.
I'm writing because, every once in a while, you see an exceptional
presentor in action and you're glad he's on our side!! Terry Booton
is such a presentor (Street Savvy Selling), which he shared with
us at the Conference. If you are familiar with his work, it comes
as no surprise to hear that he was a great success with the business
partners. Terry's style is well suited to presentation mode --
and I hope he will be available in the program in the future.
IBM benefits from the impression he makes with his audience.
Best regards, Robin
Q Quest Systems, Inc.
4701 Sangamore Road
Bethesda, MD 20816
Tel (301) 229?4200
Fax (301) 229?0965
response @ wadc.q uestsyst.corr
www.questsyst.com
Offices in major cities
June 5, 2001
Mr. Terry Booton, President
Advanced Marketing Instruction
140 North Shore Drive
Lagrange, GA 30240
Dear Terry,
This is a follow up to the training session you provided to us
this past April 21. The techniques you provided us that day have
born fruit!
I have personally opened two new, serious accounts using your
approach In both cases, moved easily past voice mail and other
hindrances, got to my target person and set appointments which
have resulted in the two new accounts.
I thought I knew a lot about setting appointments on the phone
after 35 years in this business, but you know more.
Thank you for your input and my best wishes for your continued
success.
All the best,
Dave Samuelson
Computer/Communications Industry Placement Specialists since
1968
