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| Performance Revolution Workshop Helps Accelerate
Sales to Fortune 500 Companies |
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"If I had not attended
the Performance Revolution Workshop where I learned valuable
sales skills, it would have taken a lot more time and
money on our sales and marketing campaign for Intel. And
we would have risked losing valuable sales opportunities
for Intel."
—Gary Flores, Sales and Marketing Consultant
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Challenge:
Ask any Sales Executive in the Information Technology
(IT) market their biggest challenges, and they will reply
in today's competitive marketplace it is to grow sales
revenue rapidly while keeping business costs down. Consider
IT companies in North America spend more than $4B US dollars
advertising to reach their target customers; unfortunately
this spending does not always directly translate into
bottomline sales. But the reward is enormous if they are
successful in reaching customers. Consider that according
to IDC, the worldwide spending by these customers for
IT is huge, over $600 Billion US dollars.
One company that is a significant player in the Information
Technology market is Intel Solution Services. Intel®
Solution Services is Intel Corporation's worldwide professional
services organization, helping companies capitalize
on the value of Intel® technology through consulting
services. Intel sought an aggressive, cost-effective
sales and marketing campaign to rapidly grow their sales
opportunities to Fortune 500 companies. Intel turned
to using the expertise and skill of Sales and Marketing
Consultant, Gary Flores to launch an aggressive 5-week
campaign that would directly translate into new sales
opportunities in this highly competitive market.
Solution:
Gary Flores realized the enormous challenge in launching
the rapid sales and marketing campaign for his client
Intel. With less than 5-weeks to meet the client's required
goals, he turned to using several techniques he learned
from the Performance Revolution Workshop. First he used
the Strategic Visioning TM technique to put two goals
in the future: 1) making daily cold calls to the Fortune
500 companies, 2) securing meetings with the C-Level
Executives for his client Intel. Next he crafted cold
calling scripts based on the SOAR and RICHES techniques
to convert disinterested leads into warm opportunities.
To communicate persuasively and effectively with busy
and powerful Senior Executives, Gary developed a set
of responses he could use during to overcome objections
that he encountered. The responses were formulated using
the Sleight of Mouth and other sales skills learned
from the Christopher Howard workshops.
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"I was able to easily
and rapidly call into Fortune 500 companies, including
over 1500 cold calls in a one month period. I cannot imagine
doing it without the training and tools from the Christopher
Howard Companies."
—Gary Flores, Sales and Marketing Consultant
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Success:
The result was the campaign for Intel was extremely successful
in accomplishing all the desired goals, yielding sales
appointments with over 50 C-Level Executives. The campaign
forged new business relationships for the client Intel
at companies including: Toyota Motor Manufacturing North
America, The Goodyear Tire & Rubber Company, Wendy's
International, Eli Lilly And Company, Lexis-Nexis, and
The Dow Chemical Company. Consider these successes:
- Secured meetings with over 50 C-Level Executives
- Penetrated into more than 100 Strategic Accounts
- Developed rich Rolodex of over 1000 new contacts
- Campaign exceeded target goal
- Campaign on schedule, within budget
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"I got dramatic results
using several techniques from the Christopher Howard trainings.
I was able quickly penetrate into new Fortune 500 accounts
for my client Intel, resulting in new revenue My client
Intel was impressed with how effective I was in building
new sales opportunities for them."
—Gary Flores, Sales and Marketing Consultant
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Bio:
Gary Flores has built his career in high technology companies
successfully bringing solutions to market, improving revenues
and enhancing market position for over 20 years. His background
includes sales, marketing, and management roles at companies
including TRW, SONY, Symantec/Veritas, Intel, and Quantum
as well as startup businesses. He currently is a Sales
and Marketing Consultant to companies in the San Jose,
CA. area, where he applies the principles of NLP and advanced
communication skills (from the Christopher Howard Companies)
along with his high technology background to produce rapid
business results. In addition to his training from the
Christopher Howard Companies on NLP and sales, he holds
a BS degree in Chemical Engineering from UC Berkeley;
and MS degrees in Chemical Engineering and Biochemistry
from UC Santa Barbara.
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"Using the sales training
techniques and tools from the Christopher Howard Companies,
we were able to secure meetings with more than 50 C-Level
Executives for our client Intel, resulting in new revenue.
These tools worked brilliantly for communicating persuasively
to busy Senior Executives."
—Gary Flores, Sales and Marketing Consultant
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