George Clark,
Candle Corporation.
"We discovered how to capture all of our clients’ mind share while competitors
leave 90% to chance. We win more and we know why we win. We closed $3.7 Million in the
first 4 months. "We discovered how to capture all
of our clients’ mind share while competitors leave 90% to chance. We win more and we
know why we win.
We closed $3.7 Million in the first 4 months after the workshop
using these new methods for creating buyer decision frames.
It is harder than ever to get and hold on to executives’
attention in this economy. With Thinking Edge we were able to break through to business
people.
Not only do they remember us, they’re talking about us long
after we’ve met. Today we’re planting idea viruses with all our prospects.
The difference is they’re buying almost a hard as we’re
selling"
"We’re knocking out Goliath,
multibillion-dollar competitors - Thinking Edge is our sling." Lance Cook, CEO
Enventure Global Technologies
As the new kid on the block Enventure had two problems. No
one knew who they were and everyone knew their biggest competitors. All of that changed
with on trip to New York.
Scheduled for a series of 20-30 minute analyst meetings,
Lance worked with Thinking Edge to prepare a very different presentation.
At the request of the analysts every meeting was extended to
over two hours. The best part is the analysts couldn’t get enough. Instead of trying
to push information down their throats Lance and his team discovered how to create
curiosity.
After the meetings they were even invited to attend
additional analyst meetings with their competitors where over 75% of every conversation
was focused on Enventure. Now Enventure has name recognition in its industry and the sales
to back it up.
Mark Rivenbark
- Halliburton
"It’s not Monopoly money you’re burning. Every sales call costs us at least
$500. Before Thinking Edge most were completely wasted. Not anymore.
"If you’ve ever ask a kid – what did you learn in
school today? – You’ve probably seen some blank expressions.
But watch them light up when you ask – how was the movie?
George Lucas and Disney don’t have magical powers, but they do
communicate ideas more effectively than most schoolrooms.
Which can you count on one hand – your favorite movies or your
favorite sales presentations? Most of our sales meetings felt like Calculus 101 for
customers. They were there, but rather be anywhere else.
It is different today. We’re not burning money –
we’re making it.
A colleague put it best when he said, "We used to fill our
prospects with facts - Now we fill them with curiosity and that has made all the
difference."
Instead of subjecting prospects to tedious, two-hour brain-numbing
PowerPoint and demo ordeals; we’re able to get our points across and prove them in
minutes in a way that is 100x more compelling. The difference is we’re done in 30
minutes, but the client won’t let us leave for two hours.
Instead of remembering nothing like the kid home from school,
prospects are telling other stakeholders about us with the same enthusiasm as the kid who
just saw Star Wars.
Not only are clients buying in to our ideas sooner, they’re
sponsoring them and working as hard to buy as we do to sell.
Selling is a different game when you know how to get prospects to
passionately see things your way. The first time I got to experience this phenomenon was
right after the workshop when we infected our largest customer with ideas that completely
changed their thinking.
The result was a sole source order – something they never do.
The amount was $200 Million. That’s $140 Million more than we forecast and $140
Million less for our top two competitors.
A different approach to sales
Which one got your attention?
Recently the CFO of a Fortune 100 company shared his feelings about
technology companies,
"They all sound the same, it’s like they’re reading
from the same script!"
Maybe your salespeople are trying to meet him. Two dozen try each
week. None get in the door.
If you’ve trained your salespeople in consultative or solution
selling practices, but they’re still trapped inside IT departments, you’re not
alone.
Almost every technology company shares this fate, but you can
escape it.
Our client’s have discovered how to grab and hang on to
business executives’ attention while moving them to act on problems previously
sequestered in IT.
Over 1,000 professionals from Oracle, Halliburton, EDS, Candle,
TIBCO and other technology leaders are achieving different results by taking a different
approach.
Robert Burns said, "Originality is not so valuable for its
creativity as for its sincerity."
Your prospects and clients appreciate this refreshing new approach
and the sincerity it conveys. Your team will stand in stark contrast to boring look alike
– sound alike competitors who are conveying the height of insincerity.
Emerson said, " Insanity is doing the same thing over and over
expecting a different result." If you’re ready for different results, contact us
today.
Uncommon results for Field Marketing
"Change the logo on the PowerPoint and I’ve seen this
presentation before – hundreds of times!
It’s like you’re caught in a déjà vu time loop from the
Twilight Zone doomed to repeat the same meeting over and over" CIO Fortune 500
Company.
The salespeople in these meetings share this complaint, but with a
different twist…
"Didn’t we cover this before? How many times do we have
to have this same meeting before the prospect gets it?"
How can millions of meetings look and sound so similar yet convey
so little? Prospects and salespeople are both banging their heads against conference room
tables across the country. Meetings are tedious and frustrating accomplishing little.
"If everyone is thinking the same, No one is thinking!"
General George Patton
But several companies are breaking out of the Twilight Zone and
achieving new sales results with a refreshingly different approach that clients
appreciate.
In one example a $300 Million NASDAQ company achieved unmatched new
revenues from application during the first quarter of it’s launch. The difference
catapulted the company above it’s Q4 revenue target, which had been in jeopardy.
You will discover how to create and deliver clear, compelling idea
viruses that are picked up by business executives, amplified and spread to differentiate
your company while accelerating buy in and action from prospects.
In the process you’ll find that your stakeholders including
prospects, clients, salespeople and analysts finally get it – they understand and
believe in your positioning. Are you will see them moving your ideas forward faster and
less expensively
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