Praise for Sandler by Coffman Group
Industry: Media Marketing
Michelle Jacobs, Co-Founder of Alight Analytics, explains how they utilized Sandler by Coffman Group to turn non-sales people into a dynamite sales force.
Bear Claw Construction Management
Jason Young, CEO of Bear Claw Construction Management, discusses his need for a sales and accountability process for his sales team and why he chose the Coffman Group.
An in-depth interview with Troy Rincon, formally Director of Training & Development with Lexmark:
1. What were your perceptions about sales training before you became a Sandler client and were you reluctant in any way?
We were seeking a sales training methodology and knew that we needed to add a dynamic program to increase our team’s sales wins. When looking for a program, they all started to sound the same, just different verbiage and our reluctance was around the cost of a program and would it really work!
2. Why did you decide to engage Sandler in sales training?
We chose Sandler based on a few criteria. First, there were internal champions who had seen the program in action at a pervious software company, and they had great success. Second, the program aligned well with what we were already doing and “stacked” really well on topic of the sales process we already had in place. Lastly, the benefit of having the Coffman Group locally was a huge gain, as there was not costs of travel and expense, plus added visibility with Casey constantly in the office providing coaching, review and training sessions.
3. How do you feel as a result of the Sandler you are receiving?
The impact felt has been a boost to moral and confidence in the company focusing on real, tangible efforts to increase sales.
4. What skills has your team learned from Sandler?
The sales team has learned to help customers work through their Pain points towards a solution. They have also begun to appreciate the concept of “if you’re going to lose, lose early” and increased their ability to stop wasting their time on lost opportunities. I know the team has also enjoyed leveraging the concept of the negative reverse.
5. What technique or step has really made a difference in the effectiveness of your sales team?
I would say the same as number 4.
6. Why do you think this particular technique works so well?
The pain funnel in particular provides a framework to ask more questions than they normally would, allowing the customer to connect their current situation (painful) and the final outcome (positive) and allowing that to be based on the customers thought process, not something the sales person told them.
7. What accomplishments have you gained as a result of the Sandler?
We have seen an increase in deal size as well as an increase in pipeline quality, through better qualifying techniques, driving to pain, and quickly determining if a lead is worth pursuing.
8. Anything else you would like to add?
I have appreciated the ability to start small and grow a program that fits our business. The program continues to provide great value for both our sales reps as well as our leadership team through 1:1 coaching with Casey, monthly reinforcement sessions and on-boarding sessions for new hires.
"I entered my sales career with fear that my youth would be detrimental to credibility. Because of that fear, I would spend a lot of time with any buyer, whether they were a qualified opportunity or not. Your strategies have empowered me to stop wasting time on subpar opportunities and focus on those that can close, and I've closed two $30K projects lately."
"My self-doubt as a sales leader was limiting my effectiveness. Thankfully Sandler by Coffman Group's processes helped me use self-discovery to break through performance barriers, and I was able to work with a member of my team to finalize a contract worth over $500K."
"I found myself answering my rep's questions all day, but behavior and performance change wasn't progressing at the rate I targeted. Using the coaching process allowed me to ask meaningful questions about my reps to get at what was limiting performance. The first new BDR I used the process with booked two meetings in their first week. Thanks Sandler by Coffman Group!"
"I found myself addressing many buyer 'problems,' but it rarely seemed to resonate. Sandler by Coffman Group showed me how to ask intelligent, open-ended questions that got to the heart of their pain rather than surface-level issues. Right after using the techniques, I booked a meeting with a qualified prospect that was a 100% self-prospected cold lead."
Samuel Hoff, Executive Vice President of Sales and Marketing for Patti Engineering, talks about how his company’s sales more than doubled after Sandler sales training.
Industry: Financial Planning
Roy Cook, who works with Merrill Lynch to help clients strategize their retirement plans, explains his mindset when he started Sandler training.
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