HOME SITEMAP CONTACT

 
»
AMI Home
»
About Terry Booton
»
Client Comments
   »  Success Stories
   »  Testimonial Letters
»
 
Sales Training
Workshop & Seminar
»
 
Mentoring &
Coaching Program
»
 
Human Resource
Assessment Tools
»
 
Sales Force
Automation
»
Products
»
Articles
   » Written By Terry Booton
   » Features Terry Booton
   » "Cracking New Accounts"
»
"Cracking New Accounts"

Success Stories

Very worthwhile class Terry. I have been to a lot of those over the years, as you might expect, and yours was the best. Day 3 really brings it all together. I'm afraid there is some "cloudiness" up until then but then the clouds part. Iovine went from one of your biggest detractors to one of your biggest supporters. He belongs to me and I know he has used the techniques already. Great job.

I am waiting till we have the right situation and I will see about having you make some calls with one of my troops.

Thanks again!
Bob Cate
VP Eastern Region
Data Systems International


Early results show your class is making an impact. We are getting much better at asking the tough questions and qualifying our opportunities. Still working hard to reflect justification in all proposals but making progress.

Thanks for all of your help.

Ed Konopasek
Executive Vice President
Computech Resources, Inc.
1375 W. Main Avenue
Green Bay, WI 54302


Thank you for coming and sharing your awesome knowledge.

Thanks

James Hawkins
Argenta


Hey Root'n Toot'n:

I really enjoyed the class! Out of three days of sitting on my rear side, I didn't doze off even once.

Your program gave me a new insight in tackling future opportunities, with a chance to reflect on who we are and what we do on a daily basis.

It was extremely important to have the engineers sit in with us, because often times....they can be our best salespeople. The closer our efforts and delivery as a team, the greater the potential we have to close the deal....and close it quicker.

Richard and Kristen, thanks for putting this on for us. It was a quality event and I'm already starting to utilize some of the techniques in my current opportunities!

Looking forward to the future.
Jeff Thomas
Argenta Technologies Group, Inc.


As you can probably tell, I have attended many classes like yours over the years. I did come to the class rather skeptical but I have to say, you did an outstanding job. I just would have liked to attended on Thursday. Your method of presenting, I found to be very good. Although I have been there and done that as they say, I did learned at lot during the two days I was there and certainly feel you know your business.

Thank you very much for your time. Keep up the good work.

Paul Middleton
Argenta Technology Group


Hi Terry:

Thanks so much for the past three days. You certainly met or exceeded my expectations. The coming weeks are sure to be interesting. There is some natural resistance to change, or old habits that are hard to kill off, but I have already begun to see people incorporating some of the basic concepts into their work. Today for example, we had a client meeting to discuss some internal politics about going forward with a project. The issues were technical so John and I went together. They almost drew John into the trap of a long explanation of our solution, but we were able to ascertain instead that the project would move forward without this objection being resolved!

David Aaron
Director of Sales
DerivaTech


Thank you for the holiday greeting.
I hope you and your family have a wonderful holiday.

Things have been going well for me since we last spoke. Applying the concepts we learned in training, I have seen improvements in my own performance and have had a pretty strong quarter.

Best Regards,

David A. Freedman
Client Manager - Ohio
Champion Solutions Group


I wanted thank you for sharing your wisdom the last two days. As I mentioned on your voice mail your course was the best sales training event I have ever attended and I would recommend it to anyone looking to increase their sales and income.

Jim Soloway


Well I might as well add my two cents here.

I was working on a deal before (and during) the class in Orlando. The deal was for about 12-14K for some demo equipment. Upon my return I did not ask for this order as I said I would. I decided to take back the initial quote (because he took too long to decide) and I re-did the offer for 32K. I handled all of his objecions and I am expecting this to be approved this week. Just think... I was about to leave to leave 16K on the table because I didn't want to be rejected. Hell at this point, rejection is kind of fun. Bring em' on!

Mike Beegen
Silicon Graphics



Terry -

I was in your class at SGI in early April. I just wanted to say thanks for the seminar. It has really changed the way I look at everything.
Here's a quick success story for you:

I was handed a lead for a relatively inexpensive software package. My sales manager was going to throw it out, since the retail value of the software was only about $3500. But I told him I would follow up with it.

By questioning the prospect beyond just giving him a price quote, I found out it was actually for 12 copies of the software. Then by questioning the prospect about any additional needs, like hardware to run the software, I found out they were actually budgeted for $300,000 in hardware, which they had not yet spec'd out yet! I immediately met with the president (!) of the company, who took an instant liking to my personality and sales style. I told him I would be happy to take my fair share of his hardware budget, all $300k of it, and get him the solution he needed to grow his business. The order has been verbally promised to me, and is scheduled to close on May 1 (bureaucracy, less than a month after the training!

So, I just wanted to say thanks for helping me improve my sales style! I hope all of your students, expect my competition, has the same type of dramatic results that I got!

Best regards,

Jade
---
Jade Apisukh
Account Executive
VCI Design & Publishing Solutions
A division of Video Central

"There is no finish line."


Dear Terry:

Good to hear from you !

I believe that your training helped me bring in over $ 750,000 for my company in new business in the next 60-90 days after attending your seminar, unfortunately (for SGI) it is Non SGI related business. I think that the sales training helped me get back to the basics and most of all renew and improve my level of confidence; you know very well that the daily grind will beat you up, and that periodically you need to refresh your energies and your mindset.

Thanks for your help !!

Best Regards,

Raul Ortega
Terrabyte Data Systems, Inc.
"High Performance Computing
Networking, File Serving & Mass Storage"


Terry:

Here's a little jewel for you.
I sat down with a client to find out what areas of his business that I could have an impact on with my newly acquired knowledge. Within two hours we had come up with the attached scenario.

MAN HOLE DETAIL VIDEO RECORD WITH ANOTATION - VIDEO SERVER APPLICATION

SWBT Assumptions:
400 Average manholes per Engineering Unit
48 Engineering units in the Houston Market area
4 Man hours average per Man Hole to permit, setup, pump, gas test, air out, engineer, break down, travel
$50 Average loaded labor rate per man hour cost.
$15 Average equipment charge per hour
5 Average number of man holes entered per week just for Engineering notes
6 Average number of records clerks dealing with paper manhole details per Engineering unit
1.1 Number of SGI seats required per Engineering unit

Osage/SGI Assumptions:
$20,000 Average SGI computer hardware cost per seat(including unit allocation of server/disk storage/video equipment )
$5,000 Average software cost per seat
$3,000 Average labor to process and load all video data per seat
0.5 Average single wall still photo file size in MB
2 Average still photo file size per manhole detail view in MB
1.6 Average still photo disk storage requirement with redundancy per unit in GB
0.5 Average video segment minutes per man hole
4 Average file size per manhole video segment in MB
3.2 Average video disk storage requirement with redundancy per unit in GB
230.4 Total allocated video disk storage requirement for the Houston Market area in GB

SWBT CURRENT METHOD OF OPERATION COST FACTORS - (Houston Market input)
19200 Total number of manholes included in assumptions
18 Number of months to convert all man holes at 270 per week with 10 video crews
$65 Average labor cost of Engineering field notes per man hour
$260 Average labor cost of Engineering field notes per man hole(4 hours)
$4,992,000 Total labor cost associated with one cycle of Engineering field notes in man holes
$499,200 Percentage cost for re-trips and updates due to construction posting and accuracy
$5,491,200 Total labor cost associated with one full cycle of Engineering field notes in man holes

ESTIMATED SGI APPLICATION COST FACTORS - for the Houston market only
$1,056,000 Total capital cost for the SGI application
$422,400 Total expense cost for the SGI application
$1,478,400 Total cost for the SGI application
$266,112 Cost for re-trips, training, maintenance and other unanticipated expense over runs
$1,744,512 Total cost of application

ESTIMATED RETURN ON INVESTMENT VIEW OVER 2 YEAR CONVERSION PERIOD (20 MONTHS actual)
$4,942,080 Total benefit claim is 90% savings of one cycle of Engineering field notes associated with man holes
$1,744,512 Total cost for the implementation of the SGI NT based application.
183% Benefits minus cost divided by cost = ROI
6.3 Pay back period in number of months for application
We just completed a "proof of concept" project and are embarking on a pilot application project. The business case is being refined now, but it was this quick financial view that launched the application.
This is going to be a HUGE opportunity.
I am sending you the raw material. You can use this success story but I would appreciate it if you could change the specific identities to protect the propriety of the customer.
Thanks for your insight,

Bob Strickland
H.V. Jones Inc.
Houston Texas


Advanced Marketing Instruction · 140 North Shore Drive · LaGrange, Georgia 30240 · 706.812.8822
Email: terrybooton@mindspring.com
Copyright © 2004 Advanced Marketing Instruction · All Rights Reserved