Kinnear Office Furnishings Generates 30% More Leads with Networking for Sales Results Training
Janice Bell, CEO of Kinnear Office Furnishings, looked at the latest sales report and didn’t like what she saw. Sales were down – again. She knew her sales team worked hard, but their sales continued to slide. As she pondered how to increase sales, she realized they needed more leads in the pipeline. Her search for a solution began.
A Sales Leads Challenge
Bell says, “One of our toughest problems for our sales team is identifying who in a company we need to contact. There isn’t an obvious title. Sometimes the office manager is in charge of furnishings and office space. But it can just as easily be the CEO! We just can’t buy a mailing list. So we need to spend a lot of time networking in order to find the right person.”
Networking More Effectively
During her research, Bell discovered Smith Training & Consulting’s Networking For Sales Results program. It teaches sales professionals the number one skill they must master today – networking. Participants are taught a 5-Step Networking Method designed for people who are challenged with:
— Making faster contacts
— Finding prospects without cold-calling
— Locating targeted prospects
— Setting more appointments
After a two-day team workshop, salespeople complete 20-minute online training modules to practice what they’ve learned. They also receive 6 months of one-to-one coaching and support.
“What I really like about the program is that there’s no fluff or theory. Right from the first module, there were tips and tactics that our sales team could implement right away,” Bell says. “For the most part, our sales team liked it [the training]. Typically, salespeople don’t like being pulled from the road for training. But it was only two days. And they really, really liked the virtual training modules that they could access anytime and the fact they could call or email Michael himself to ask questions and get advice.”
Increased Sales Contacts
Today, the Kinnear sales team is making 30% more contacts each week because of the Networking for Sales Results training. Janice Bell says, “Without a doubt, it’s a very effective program, especially for sales teams like ours that rely on networking to build sales. I’d highly recommend it!”
Get more information today about the Networking for Sales Results training program.