Testimonials

What Senior Sales and Marketing Professionals Say

"BCI will remain an integral element in our overall strategy & approach to market."

"The opportunity to spend time with someone so familiar with the [the industry] was most educational. I've had the opportunity to participate in Stovall Grainger & Modleski workshops 3 times now and have always found the information to be cutting edge as well as educational .. I have always found the Stovall Grainger & Modleski group to be valuable partners in the health care industry and look forward to working with you in the future."

"One of the most useful and practical workshops I've attended in years of sales."

"After attending this workshop, I understand now how little I know about the healthcare terrain. I also understand a process which I can now use to gain this information."

"This is an exercise in changing us and the way we think about our customers, our products and our responsibility. This process will help me to gain business in those competitive accounts where I haven't been successful, and prevent the competition from getting to me."

Who Do Graduates Say should Attend?

"This program should be required for all managers, marketing staff and home office management. This was an extremely informative class. [The SGM facilitator] did a wonderful job and had tremendous insight into our profession."

"Anyone nationally, regionally, locally who is directly involved in the sales or marketing process should be involved in this workshop."

What About Sales Management Feedback?

"Based on our better understanding of strategy and strategic focus, my representatives are remaining more focused on product message positions that offer greater differentiation from selected competition. I am coaching the 'one most winnable position' concept with all of my representatives."

"I am seeing more strategically focused documents from my Managers with clear evidence of an enhanced understanding of strategy, tactics and the difference between the two."

"I am using {the reference guide} that assists my reps in how to address customer issues and competitive smoke screens but then get back to our product's winning strategy."

"I am continuing to use the resource binder to focus my representatives...this has caused my representatives to be less prone to react to competitive smokescreens without coming back to their winning position..."

"...Focusing on the core message of the product is what I am coaching. We have arrived at our customized 'core message' for each customer based on the processes taught in the Building Competitive Immunity program."

"This workshop was very focused on my business and my territory. Not a typical "theoretical" workshop. This is something I can use right away to make more sales."

"By implementing the ideas and strategies discussed, I believe I will achieve greater personal and professional credibility, more focus on the business needs of my clients, I will elevate contacts and relationship which will all fall to the bottom-line success."

"This was the most important sales training program I have attended in my 20 year career. It gave me practical ways that I can protect and grow my business without giving away the store."

What Outcomes Can You Expect?

"Finally, we have a process of going to the administrative level as well as the entire organization to better understand the business."

"BCI has caused a change in my behavior regarding the way our division is approaching the account. While we are not in a favorable position with {our product} here, we are making more progress due to the utilization and understanding of {reaching higher levels of influence}. While before we were just hitting the surface, we are now making incremental progress in getting access to decision makers. For example, as a result of our calls, we now realize {what department} is the most profitable department in the system."

"This workshop helps me go to the next level in terms of desire and satisfaction and success. I am motivated to pursue opportunities using this approach. This will differentiate me from the competition. My company has stressed being consultative, this workshop truly broadens my ability to do so."

"This workshop will help me to accomplish my goals and objectives for the future. It will help me to make myself a more valuable asset to my company."

How About the Instructors?

"Tom and Dusty are very credible and knowledgeable and understand our business better than any other independent program facilitators we typically have."

"I really appreciate the careful and thorough way that the facilitators guided us through the training. They were believable, reliable and credible."

"This has been the best program I have attended. [The SGM facilitator] did a wonderful job. They really do know our business and our customers. I wish I could carry [him] in my pocket!"

"Great program! Your practical, real world, low-key, yet sincere and enthusiastic communication skills were exceptional. You've given me a "road map" to implement what I know I've been avoiding—"going to the next level in professional sales." The ball's in my court. I'll let you know my impact."

How Do These Programs Compare to Other Training?

"I've taken Negotiating Skills I & II, Basic Selling, Strategic Selling, Account Development Strategy. None of these were 10% as instructive. Excellent program!"

"I gained insights into how to [gain access] to higher influence levels and what to say when I am there."

"All areas of this workshop were fantastic! Understanding the competition was super. Looking at strategy and the possible strategies of the competition and preparing to sell against them was key."

"Defining steps to defending and/or protecting accounts [is key to what I learned.] This will help us in all negotiations...a whole new way of selling."