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Heavy Hitter Sales Training

All competent salespeople are aware of their product’s features, benefits, and specifications. It’s learning how to master the intangible side of sales that separates a Heavy Hitter (truly great salesperson) from the average salesperson. How do you formulate an account strategy? How do you execute the strategy in the real world? And, how do you reach key decision-makers (from low-level evaluators to the CEO) and persuade them to buy?

Heavy Hitter training focuses on the most important aspect of sales: how to penetrate, navigate, and conquer complex enterprise accounts. Heavy Hitter training provides immediate results since it concentrates on personal interactions with the prospective customers, not the internal processes of the sales organization. Heavy Hitter training enhances your existing sales process methodology regardless of the forecasting framework your sales organization has adopted (Target Account Selling, Strategic Selling, CustomerCenteric Selling, and so on).

Heavy Hitter training provides the missing piece of the sales training puzzle--how salespeople formulate an account strategy based upon customer politics, evaluator psychology, and the human nature of decision makers that are unique to every major account. Once the “grand” strategy has been created, Heavy Hitter training provides maneuvers and tactics to execute it when salespeople are face to face with prospective customers.

Heavy Hitter training is very different. It’s an enjoyable learning experience about mastering the human nature of complex sales. Moreover, real learning occurs when every participant is mentally engaged, physically involved, and encouraged to share their personal experiences. Heavy Hitter training is not the typical classroom lecture, it’s a completely interactive workshop filled with individual and group exercises that’s customized to address your toughest sales issues.

Sample Customers

Accent Learning Environments
Activant Solutions
Acxiom
Advanced Voice Speech Technologies
Akamai
Allmark
Allstate Insurance
American Electronics Association
Amerisan
ANSYS Software
Applied Materials
Apptis
Armstrong
Arrow
Attachmate
AT&T
Automotive Resources International
Axeda
Bacterin
Badgermeter
BAE Systems Geospatial
BakBone Software
BEA Systems - Oracle
Bear Data Systems
Berbee Information Networks
Best Manufacturing
Beyondtrust Software
BillMeLater
Blitz Digital Agency
Brooke Recognition Systems
Bruker Corporation
Cadence
Calabrio Software
Captiva Software - EMC
CareLearning
Catalina Marketing
Central Life Sciences
Chamberlain Group
Computer Generated Solutions
Connect Solutions
Convergys-Intervoice
Convey Compliance
CornerstoneOnDemand
CSG International
Dassault Systems
Datacert
Dawn Food Products
Demand Solutions
DHL Global Mail
Document Sciences - EMC
Eaton Vance Investments
eBay
Echelon
ECN
Edgar Online
EIS
EltaMD
Engenio
Ennovation Controls
Epicor Software
Eselvier
ESRI
Evans Consoles
Everbridge
Experian
Ezstak
Ferring Pharmaceuticals
Fluke Networks
FSA Foods
FusionStorm Technology
FW Murphy Company
GCI
General Communications
Global Healthcare Exchange
Global Knowledge
Globoforce
Graybar
GT Nexus
Hawaii Visitors Convention
Heartland Payment Systems
HD Smith Company
Honeywell
Hubert
I4 Commerce
IBM
IBM Int’l User Group
IJ Company
inContact
Industramark
Ingersoll Rand
Interactive Audio Visual
Iona Software - Progress Software
i-Pass
IPNET Solutions
ISI Solutions
ISI Telemanagement Solutions
Isilon Systems - EMC
Jasper Engines
JRG Software
Konecranes
Kratos Defense Solutions
Krones
Kronos
Learn.com
Lenovo
Lesker Company
Liaison Technologies
LifeSize
LogicalApps - Oracle
Logitech
LSI Logic
Lynda.com
Marquis Jets

Mathsoft
Mathworks Software
Maytag
McAfee
Medata Medical Billing
MetaStorm Software
Metavante
MetricStream Software
Mindjet Software
Mphasis - Hewlett Packard
MSC Software
Music Maker Software
MySQL
NEC
Network Hardware
Newly Weds Foods
Nextance
Nfinity
Niku
Nimble Storage
Nokia Solutions Networks
Norwest Ventures CEO Summit
Nuance
Oasis Outsourcing
Omnisite
ON24
Open Solutions
Operational Performance Systems
Ossur
PayPal
Pegasystems
Perceptive Software – Lexmark
Pfaff
Philips Lumileds
Physicians Formula
Picis Software
Pillar Data
Pitney Bowes Business Insight
Pomeroy IT
Poulin
Power Equipment Company
Precision Drilling
Prudential
Purolator
Q1 Labs
QAD Software
Recall
Rigaku MSC
Reproductive Medicine Associates
Riverbed Technology
Rocket Software
Rosetta Stone Software
Samson Rope Technologies
San Diego Software Industry Council
Saudi Arabian Airlines
Savvis
Sendmail
Shaw Industries
Shoretel
Showadex
Silicon Valley Leadership Forum
Silverlink Communications
Smith Optics
Sterling Commerce
Society of Digital Agencies
Software Enterprise Conference
Software Conference
SolidWorks Software
Sourcefire
Space Claim Software
Spectrum Brands
Spheris
Standard Register
Stanford University
Staples
Sungard
Sungard Insurance Systems
Sungard Financial Systems
Takumi Technologies
Taleo - Oracle
Tealeaf Technology
Teamquest Software
Tech Data
Tecsys Development
Telecity Data Centers
Telelogic - IBM
TELUS
Third Brigade Software - Trend Micro
Thunderhead Software
Trane
Triad Financial
Triple Point Technology
TriQuint Semiconductors
Truven Health Analytics
Q1 Labs
UC Berkeley Business School
Ulrich Medical
United Industries
Universal
UPM Raflatac
USC Business School
USI Insurance
UTI Worldwide Logistics
Velocify
Verisurf Software
Visionary Integration Professionals
VitaCost
Vitria Software
Werner Enterprises
Wolters Kluwer Health Systems
Wonderware Software
Workbrain - INFOR
Young Presidents Organization
Zoominfo