(859) 240-2550
Bob@YourB2BSalesCoach.com
Testimonials
Large Manufacturing Company“We needed some fresh ideas and strategies to help keep our sales volume increasing. Bob Riess provided customized training that really made sense and helped our Sales Managers focus on a sales plan that helped them better utilize their time and be more effective. I would recommend Bob to any company that wants to keep their sales force motivated and focused on growth.” Chris Petroff Situation: Since 1931, the world leader in popcorn machines, concession equipment and supplies has been dedicated to helping their dealers develop innovative ideas and equipment to increase their profits. Their challenge was that the company’s zone mangers, that are responsible for overall sales in their assigned zone, were looking for some new ideas that would help them build sales plans to increase revenues through their existing dealers while opening new dealers and strategic accounts. Solution: After attending a large dealer trade show, discussing ideas with the company’s senior managers and spending time at their headquarters getting to know their business, Bob Riess developed several half-day sessions that covered sales strategies, presentation and training skills and communication skills for the zone managers and senior sales staff. Results: During the sessions, the zone managers and senior sales staff committed to implement many of the new ideas. Several quarters of data collection will be required to fully evaluate the impact of the sessions and reinforcement. However, the results so far include:
Large Catalog Retailer“We needed some fresh ideas and an external set of eyes to help us continue meeting our challenging upsell goals. Bob Riess provided a thought provoking environment in which we as a leadership team brainstormed new strategies to continue building our already successful program. I would recommend Bob to help start an upsell program or to help add some new life and new thoughts to an already existing program.” Mark Lewis Situation: One of the nation’s oldest and most respected names in catalog sales wanted to improve their cross-sell and up-sell numbers. Their challenge is that every year the customer service department is primarily staffed with temporary help to meet the demand of the holiday season. Both the permanent and temporary staff needed additional skills to exceed the aggressive cross-sell and up-sell targets while providing excellent customer service. Solution: Bob Riess provided assessment and customized training for the managers and senior staff. The engagement combined cross-sell and up-sell training with train-the-trainer. This training helped the managers and senior staff effectively deploy new ideas and training throughout the organization. Results: During training, the management and senior staff committed to implementing several suggestions discussed. As a result of the training and implementation:
iSqFtThe tangible results to me were that my team got a good feeling about their ability to train and sell folks on new ideas. We had a paradigm shift in the product we were selling/training and Bob’s sessions helped us make our training adaptable to accommodate that shift. It also helped us learn how to overcome any pushback issues to our product or to our training. My team loved Bob’s sessions and that in turn, as a manager, gave me a sense of faith that they can handle training both online and in person. And since then we have drastically increased the number of companies we are training online, partly due to a merger with another company, but more importantly due to the training and selling tactics we learned from Bob. Mike Ellis Situation: iSqFt offers the most comprehensive online preconstruction management service in the industry and they recently needed to change the way they provided user training to their customers. The training needed to be educational and convince the users to take the next steps in implementing the online software. By using the training to convince the customers that they should move from trial to implementation, iSqFt could close the deal and increase their sales. The challenge was that many of the implementation managers lacked either the training or sales experience necessary to overcome user hesitation. Solution: The Customer Connector worked with the Implementation Mangers to improve their training and selling skills. Bob Riess assessed the user training and provided a customized version of training skills for non-trainers and selling skills for non-sales people. He also provided recommendations to keep the training momentum moving forward and increase iSqFt’s revenues. Results: iSqFt and their customers will benefit from the work done with Bob Riess because:
PDmB, Inc.“We needed to provide training to our users. The biggest trade show of the year was the venue for our first event. Bob helped our lead trainer to sharpen his training skills and insure a great presentation. The result was our most successful trade show ever. I would recommend Bob Riess for his professionalism and positive approach.” Donald J. Peak Situation: PDmB, Inc. is dedicated to creating innovative software solutions. They needed a new trade show demonstration that would increase sales at important industry conventions for their Palm-Tech home inspection software. PDmB also needed to develop user training to support their customer’s user training requirements. Both the trade show demonstration and user training had to make Palm-Tech’s current customers more effective and show prospective customers how the software could positively impact their business. PDmB identified the staff to lead the effort, but needed additional expertise. Solution: The Customer Connector worked with the staff to meet the tight timeframes. Bob Riess assessed the current trade show demonstration and existing user training. Bob then provided train-the-trainer services and recommendations that would increase sales during the trade shows. Results: PDmB and their customers will benefit from the work done with Bob Riess because:
Cincinnati USA Regional Chamber“We needed to learn the skills in order to increase our ability to sell the value of the Cincinnati USA Regional Chamber. “Bob Riess provided the basic tools in which non-sales people could embrace. The process was simple and easy for everyone to understand and implement. “I would recommend Bob Riess for organizations looking to increase sales without adding additional resources.” Lori Holiday Situation: The Cincinnati USA Regional Chamber provides numerous services,
including business retention and attraction, education and networking, benefit
products to improve members' bottom line and solutions to members' workforce challenges. Solution: Recognizing an opportunity, Lori Holiday from the Chamber asked Bob to provide a training session to the Chamber’s Customer Focus Center. The objective of the training was to ensure that the Customer Focus Center employees asked for registrations and offered Chamber members additional value when contacted. Results: The Chamber’s Customer Focus Center and the Chamber’s members will now benefit from the work done with Bob Riess because:
PC on Call“We needed a training program that would enable non-technical end users to quickly adopt and accept a new technology. The program needed to be robust enough to allow for the clients specific needs and would require replication in a variety of environments.” “Bob provided technical training development and delivery with a consultative approach. He took the time to understand the technology and developed training tools and materials with the end users perspective in mind.” “I would recommend Bob Riess for training, development, delivery and general consulting.” Joe Jeandrevin Situation: PC on Call is a leading partner to small and medium-sized businesses for outsourced IT services, computer hardware and upgrades. They were faced with the challenge of providing effective and measurable end-user training for VoIP installations. PCOC needed a training program that could be delivered by the PCOC team or by The Customer Connector for their internal installation of the new technology. They needed a plan that could be easily replicated for all of their customer installations. Solution: The Customer Connector worked with PCOC throughout their own installation to complete the user training. A training program that can easily be replicated was also developed. The training program is comprised of hands on user labs that give the participants the ability to use the new technology and perform a set of job specific tasks. Results: PC on Call and PCOC’s customers will now benefit from the new partnership with Bob Riess:
Kenton County Public Library"We were undertaking a major customer service training initiative so we needed to develop a team of staff trainers. Unfortunately, most of the team members had little or no experience in staff training. Bob accepted the challenge of developing skills needed by these team members." "Bob provided training and support that enabled us to develop a quality training program that will result in high level customer service throughout our organization. I would recommend Bob Riess to any organization for staff training needs." Wayne Onkst Situation: The Kenton County Public Library is dedicated to providing the best customer service possible. Wayne Onkst, the Director of the Library has said, "When people think of great customer service, I want them to think of the KCPL". To reinforce their dedication to customer service and ensure consistency among all employees in the three library branches, KCPL developed a customer service training program to be delivered by a team of ten KCPL in-house trainers. The challenge was that the KCPL in-house trainers needed additional training skills to successfully implement the customer service training. Solution: The Customer Connector developed and delivered a train-the-trainer program that allowed the KCPL in-house trainers to apply the skills of training design and delivery to their customer service training program. Bob Riess worked closely with the library's training coordinator, Nancy Parsley, to ensure the trainers would be well positioned to deliver (and provide suggestions for) the training that Nancy had developed. Results: The Kenton County Public Library and their customers will benefit from the work done with Bob Riess because:
|