Aldon Computer Group
Ronald Put, Vice President North America Sales
We launched the Adventace® “High Performance Sales Environment” system. Our Executives and my Sales Team were provided with highly targeted programs. Our accomplishments have been extraordinary. In less than one year we achieved the following results:
- Our largest contract award size nearly quadrupled
- Average contract size nearly doubled
- 78% of my sellers achieved quota
- New license sales grew by 91%
- We finished the first quarter of our new fiscal year at 143% of plan, and
- My sellers are now comfortable calling two levels higher.
Dan Smith, Vice President Financial Services
The impact of Adventace SMS has been tremendous. It takes me less than 10 minutes to get a complete, accurate view of my entire region.
Sarah Kilburg, Vice President, Financial Services
We have made significant strides and achieved many of our goals by using a formal sales/sales management methodology backed up completely by automation.
Further, we as managers and executives are now able to drive Account Plans around the opportunity level that then translates into pipeline, vs. the traditional customer plan that sits on a shelf. We have greatly improved execution against our account plans with high levels of success in delivering solutions that bring value and return on investment to our clients.
Carolyn Cronin, Regional Vice President, Financial Services
Having a consistent sales methodology has helped us to better align our internal organization to our customer and around our marketplace approach. Our process and sales mentality is now focused on how we can help our customers resolve their Critical Business Issues. This is a refreshing change from the traditional ‘features and benefit’ approach.
Newt Parkes, Vice President & General Manager, North America
CTG, Inc. is an Information Technology consulting firm serving Global 200 organizations. Our sales force is undergoing a transition from one with an emphasis on pure technology to one that must focus on selling business solutions. By driving the Adventace® programs, our Account Executives have learned to be more business focused by seeking out clients’ critical business issues and their related causes and aligning CTG’s core capabilities to resolve these issues. The result is a sales force that is perceived by clients and prospects as business partners, not vendors.
Ivan Manestar, Account Executive
I participated in an Opportunity Assessment session conducted by Adventace. Adventace helped us identify problem areas on a critical opportunity, and then helped us rewrite our Letter of Understanding to our Power Promoter. The clarification helped us move quickly through the sell cycle, and resulted in a multi-million dollar win.
Luca Rossettini, Country Manager Southern Europe
- Increased forecasting accuracy by at least 30%
- Reduced wasted time in communication by 50%
- Ability to measure the progression on the sale process increased significantly thanks to the Letters of Understanding.
I would also like to mention a case history that happened in Italy last month with a new sales rep. This is important because we usually have big problems getting new sales reps productive. In summary:
- 2 visits,
- 1 email (Letter of Understanding),
- 1 demo of the solution when prospect ahcieved A+ stage,
- PO within 10 days after the demo.”
Kim Moffatt, Account Development Manager
Great to finally receive training for selling through the channel. Excellent tool.
Internet Security Systems
Peter Stremus, Vice President EMEA Marketing
Achieving increased unassisted sales through the channel is one of the core objectives for Internet Security Systems. Since the channel is a complex mix of one and two tier partners with different degrees of expertise and independency, we need to ensure that both the direct sales touch and the indirect model use the same methodology. The Adventace (management) methodology offers as one of the few in the market this integration between direct and indirect methodology. ISS is now perceived as the only vendor in the security market who has both sales and technical training to optimize the channel’s performance.
Dick Longoria, President
This methodology will allow us to take our sales performance to a whole new level. Our competition will fall further behind.
Maxxan Systems, Inc.
Phil Drachman, Director of Channel Sales
I can honestly say your program gave me insights that I already knew but hadn’t seen presented in such a clear, focused manner before. Your material is terrific and I recommend any manager in Channel Sales to take advantage of the program.”
Martin Russel, Account Manager
Excellent Workshop! Invaluable! A thorough understanding of a company and industry trends will add focus to the opportunity. The Account Management & Planning workshop emphasized the importance of higher-level contacts within the account. Also how CBI’s are linked to causes and multiple contacts was very useful.