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Frustrated With B2B Sales and Marketing Results?

These Management Principles Increase Profitable Revenue Predictability and Sustainably

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"We have a very good sales team, but we were still not hitting our growth targets. Sticking to (and measuring the heck out of) our process was not helping meet our plan. In two days with Michael, our salespeople left with exciting, actionable ideas that generated new strategic prospects within two weeks. Best of all, we are confident there are many more of these to come."-David Nieman, President All Printing Resources Glendale Heights, IL
"We’re now discounting less. Our margins are up. We’ve gained competitive advantages that represent millions of dollars in future revenues and margins. We’re on track to become second to none in our industry. "-Tim Doot, V.P. Sales and Marketing Burr Oak Tool Sturgis, Michigan
"We had a great growth rate. But we knew the time was fast approaching when our growth would be less sustainable and certainly less predictable. The day I listened to our professional sales team present data and pipelines and probability metrics, I knew our journey was going to be a success. And it was! "-Michael Madsen, President Aquion Incorporated Elk Grove Village, IL
"We've made a lot of progress internally learning the approach, and externally learning about our customers. ... It is clear to me there has been a lot of progress and maturity with the group. The reps are better able to probe for value propositions and have conversations where they can share what they have learned. That was a struggle in the past. ... It is my ambition to keep this as a continued process so we are always uncovering new directions and opportunities we can explore."-Dave Hozen, President Quest Components City of Industry, California
"Our sales process mapping work turned out fantastic. I can’t believe how quickly you got the sales team aligned to the approach, and how much we got accomplished in such a short time. Great work! "-Bret Hamlin, Assistant VP of Sales Burr Oak Tool Sturgis, Michigan
"Michael, Thank you for following through with your promise to equip us with methods and models that have enabled us to start and continually improve our sales process improvements. We avoided big mistakes around measuring sales and marketing productivity. Most importantly, we have a method for improving that engages our complex multi-level sales organization. Your ideas and your new book have helped position us for even more success. "-Randy DeSpain Director of Quality & Process Excellence for Global Sales and Marketing Danfoss Ames, Iowa

Sales Performance Consultants, Inc., helps private B2B companies gain competitive advantage and increase return on sales through operational excellence in sales and marketing.