In our clients' own words
The success of our clients is what speaks volumes for us.
Director of Client Engagement, SignaturePRO Sports & Entertainment
Rob Vaka has been in the sales industry for 28 years, and he's seen a lot of training programs. He admits that he was "reluctant" at first, and thought his team would benefit most from Sandler. Watch as Rob reflects on the ways Sandler helped him reconnect with important sales principles, and how he and his team benefit from using the Sandler Process.
"...Turns out, it helped me more than anybody!" -Rob Vaka
VP Sales and Marketing, Dornier MedTech
Industry: Medical Equipment Sales
Bob shares his company's experience since using Sandler Training. His company has much appreciation for Sandler's common language and its ability to simplify in-house conversations.
"...If you can sell more, all ships rise." -Bob Evensen
"I just look forward to really leveraging all I've been learning through Sandler to take KPC to those next steps so I can be a huge success."
For years, KPC provided training and development consultation to government organizations. When CEO Kizzy Parks-Dominguez decided to refocus on the commercial sector, she realized KPC needed a plan of action for selling and retaining corporate clients. Through Sandler Training, Kizzy and her employees have built the behaviors, attitudes, and techniques they need to break into and succeed in an entirely new market.
Industry: Medical Equipment Sales
Kevin Peppers, National Account Representative at Dornier Medtech, was battling a long sales cycle with one of his military clients. Using what he learned at Sandler, Kevin expedited and closed the biggest deal of his career (so far) at $1.7 Million!
Vice President, Market Development for Cemex, U.S.
Industry: Manufacturing, Building Materials
Changing behaviors over time with ongoing reinforcement was important to Philipps. He says that, “Sandler was great about giving us ways to keep the training constantly in front of our sales team,” with everything from monthly webinars to the daily resources of Sandler Online. “All of a sudden, we started hearing words from our Sandler training used in our conversations such as ‘up-front contract,’ ‘pain’ and ‘bonding and rapport.’ That’s when we knew the training was becoming part of our company’s DNA.”
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. “In 2007, we were a bunch of really good engineers and really bad salespeople; now we’re the same good engineers but we’re a lot smarter about the sales process.” In 2007 the company did a little less than $3 million in business and spent $1.10 for every dollar it made. Last year it did $7.5 million in business and spent 88¢ for every dollar it made. “My personal income is seven times what it was in 2007,” says Hoff. “That’s living proof of the success of Sandler.”
Drillform Technical Services
Before hiring Sandler Training, Drillform Technical Services faced many of the obstacles common to enterprise sales: large multinational networks, challenging value propositions, and the complexity of interactions between buyer and seller teams. Through the Sandler Enterprise Selling program, VP of Business Development Tracie Reed was able to unify team communication and shift her company's sales approach. As a result, Tracie is projecting 146% growth in sales volume since starting with Sandler.
Health o meter
Ken Harris is Vice President of Sales and Marketing for Health o meter, which manufactures devices for the medical community. He describes his history with Sandler, which spans 15 years and four companies. “Sandler is the one process I’ve seen that puts customer behaviors and salespeople behaviors together to help the customer in a way that ends up helping the company.” Harris uses a sports analogy to describe the impact of a great system, whether in college sports or sales training: “In a college team, turnover is every four years by definition, yet dynasties exist because they have good systems. Sales is also a skill set that needs to be constantly honed and, for me, Sandler is the only method that provides that level of consistent and intimate 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. “When I was introduced to Sandler I didn’t think I had any problems,” he says. He did have problems, though, including the lack of a systematic approach to generating new business. “Sandler has a very logical, very cerebral approach to sales. I saw more than 20 percent growth in my business year after year. Some of that I attribute to the market, but a lot of it I attribute to the Sandler process, with me implementing it and working more efficiently.”