The Ultimate Guide to
Successfully Exceeding Your Personal Selling Goals!
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The Ultimate Guide to
Successfully Exceeding Your Personal Selling Goals! |
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[For Managers Only]
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About Us, Our Authorized Licensees & Our Philosophy
Our Staff
Donna L. Cohen, President Her consistent record of significant contributions to profit levels and productivity earned her top performing Branch Manager and Sales Representative. During her five years as Vice President of Sales (The Americas) at Quark, Inc., Donna helped lead her Division from $7M to approximately $70M in sales.
Donna holds a B.A. Degree from the University of
Maryland and has been active in professional and
community organizations including the South
Metro Denver Chamber of Commerce as former
President of the Chairman's Club/Volunteer Core
for two consecutive years. She is a former
President of the Colorado Association of
Professional Saleswomen and has participated on
the Membership Committee of the Colorado
Software & Internet Association (CSIA.) Cohen is
a nine-time repeat guest on You, Inc. (Knowledge
TV channel) a Jones Intercable production
discussing innovative sales strategies and
issues and is a nationally recognized speaker.
Bill Mazejko, Vice President
Mazejko has extensive experience in assessing
the results of behavioral as well as personality
profiles, compared to others who are licensed to
sell the reports but not necessarily formally
trained in interpreting the results and how to
apply them in selling/business situations. In
addition to expertise with the DISC Behavioral
Profiles, Bill's broad range of experience
includes extensive application and
interpretation of the Myers Briggs Type
Indicator in the workplace. He also has sales
experience with corporations such as Xerox and
Savin. Authorized Licensees
Peter T. Svenneby .......................................................................................... Mr. Svenneby received his Bachelor of Science degree in Mechanical Engineering from the University of California, Irvine. In 1986 he joined Manufacturing and Consulting Services, Inc. as a software engineer where he led software engineering teams in the development of CAD/CAM and CAE software. After three years, he was promoted into marketing, where he held the combined roles of Product Manager and Corporate Applications Engineer. In 1993 he joined Spatial Technology, Inc. in the capacity of Technical Evangelist & Senior Sales Engineer responsible for Western USA and Asia. In 1994 he became Director of Western North American Sales, where he established over 30 new OEM agreements with software developers and grew Spatial’s relationships with several key customers including Autodesk, Inc., Apple Computer, Inc., and MSC Software Corporation. In 1996 he joined ANSYS, Inc. as Director of OEM sales. He successfully developed relationships with Computervision (now PTC), SolidWorks, and Autodesk. He was later promoted to Director, North American Operations for ANSYS’ DesignSpace product line, where he was responsible for channel development, strategic alliances, and North American sales & marketing operations for ANSYS’ DesignSpace products. In 1998 Mr. Svenneby founded Svenneby Corporation with the vision of building sales and marketing teams for technology companies. Svenneby Corporation offers strategic planning, sales & sales engineer training, and recruiting services.
Performance Insights, LLC
In addition, Performance Insights, LLC consults and
Call us today. 303.773.1492 OUR PHILOSOPHY
Performance Insights, LLC Performance Insights, LLCis a sales training company that prepares salespeople in the B2B sales arena to create and sell value to high level decision makers. PI is the creator of the Strategic Advantage Program™ and RELATE Selling™ which helps companies improve:
Since 1995, Performance Insights, LLC has been dedicated to improving sales, management and human relations skills for individuals and companies committed to:
PI’s philosophy is that successful selling is based on “assessment” before “treatment” and that true behavioral change requires on-going reinforcement, coaching and learning. We provide the resources your sales team needs to sell value (versus price) at high levels including:
Performance Insights, LLC teaches nontraditional leading edge communication methods to create outstanding sales performers. We teach salespeople, sales managers, systems engineers, consultants and professionals to leverage their time and energy, turning prospects into clients by effectively communicating with prospects and clients and managing the process of moving through the sales situation. Just as importantly, we challenge our clients to dare to become the ABSolute Success they were meant to be! Our success has come from constantly innovating and updating our proprietary sales training program from best practices in relationship selling, personality and behavioral theory, communication processes, human behavior and relationship management, and complex service sales. In most cases, the negative self-talk that develops inside the salesperson's mind usually comes from redundant and incomplete old lessons that are inappropriately applied to today's selling situations. You may be one of those trapped if you feel anxious, annoyed or frustrated by the following questions:
Every day, we teach people new ways to sell - techniques to find more prospects, qualify them more effectively, get to a decision-maker faster, and shorten the sales cycle. Your prospects already have an effective system for buying. Do you have an effective system for selling? If any of these are issues for you and you would like to find out if we can help, simply call us at 303-773-1492 . 1. On-Going Reinforcement Training We believe that training is a process, not an event. Simply put, there are no quick fixes. Studies show that one-day training events fail to produce lasting benefits. Mastering selling skills is like mastering golf or learning to play a musical instrument; it just doesn't happen in a short period of time. Complicating the process is the fact that bad habits often must be unlearned before a breakthrough can occur. In fact, 85% of salespeople possess such ineffective skills that they are closing less than 50% of the business that they should close. 2. Focus on Attitudes, Behaviors, and Skills ( Strengthen Your ABS!) Traditional sales training focuses on learning a series of probing questions at best (and high-pressure manipulative techniques at worst). But technique in and of itself is inadequate. In order to be effective, sales training needs to approach the sales process holistically, addressing each of three key areas: Attitude: Understanding how improving self-esteem and eliminating self-limiting beliefs can get people out of their comfort zones and create truly superior performance. Behavior: Setting goals, developing plans to achieve the goals, and monitoring activity. Skills: Learning skills - specifically the non-traditional strategies and tactics that we teach - is highly effective in helping the salesperson qualify far more effectively and close more business with less discounting. 3. Evaluate Before Training and Monitor During Training Because not everyone has the same skills or learns at the same pace, traditional training often fails. We begin with a complete, thorough, in-depth diagnosis prior to training, employing an advanced computer-based measuring and mentoring program during and after training, to guarantees results. Evaluating prior to training has been proven to be up to 50% more effective in creating the desired results from training. 4. Selling Is Competitive. Play It To Win! We believe that selling is not just a job but a skill-based profession. Do what all the competitive athletes do: practice, execute and practice some more...
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