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
I had been cold calling this company since first coming to Pomeroy.
I talked with the CEO's assistant at first and then left VM for
the CEO on two different occasions. I then talked with his assistant
again who told me it might be best to talk to the CFO. I left
voice mails for him on two different occasions. After a total
of 4 VM's I had not gotten a return call.
I talked with the assistant again today. She told me chances are
they would never call back, and that I should try the Director
of IT. Although I wasn't thrilled about being shunted down a level,
I asked to be transferred to the IT Director. Before transferring
me, the CEO/CFO's assistant said to me that she gets 100's of
calls of day and that she hates to deal with sales people, so
good luck.
I left a VM using the techniques taught by Terry Booton. In 15
mins she called back. The first words she said, was you remind
me of another gentleman I talked to years ago, who kept trying
to get my attention and when I finally called him back it proved
to be the best thing I ever did. Since you stood out, I'm calling
you back on your first message.
We chatted about Pomeroy service in general and since I had garnered
information from the CEO/CFO's assistant I had a pretty good idea
of where the pain points may be. We talked for a brief moment
about help desk services which lead into a problem she was having
at some of her remote sites with data lines. I switched the conversation
to Telecom and starting explaining what we do there. She then
told me they were in the process of looking for a new provider
for their data/voice lines.
The conversation carried on for a bit more and just as I was getting
ready to request a meeting she says to me - when can you come
out to my office to talk in more detail? She asked ME for the
meeting. I of course quickly closed for a date and time.
This company went from no response to a return call in 15 mins
and from no opportunity to a discussion about telecom services,
possibly some help desk later, and I'm sure some software and
hardware will follow suit later as well. Had it not been for the
training, I may not have found the missing pieces in my opening
statements to get peoples attention. I was only missing one simple
element, but it was a big element. Items I used from the training.
1. Getting more information from the Assistant/Gatekeeper 2. Standing
out from the crowd 3. Gaining trust as a consultant rather than
a sales person. 4. Crafting the opening statement. I am in the
process of typing out my opening statement and refining it even
more if you would like I'll keep you posted on my results. Right
now I know it's opening doors and as I refine it I'm sure it will
open more, and now - I've got to get back to the phone!
Best regards,
Jeff Ray
Pomeroy Computer Resources
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
