Sales Force Development and Training

For salespeople and their organizations to be successful, many elements of the sales process need to be aligned. Mike Gruenberg has successfully built and managed Sales Teams on a global basis by using methods that have always produced winning results.

Helping salespeople become more efficient and productive to increase your bottom line.

Strategy
Structure the elements of a sales call for maximum impact
Process Management – Turn a “suspect” to a “prospect” to a “sale”
Countering Objections – Turn objections into opportunities
Field Sales:

  • Trip planning – guarantee efficiency and cost management while increasing sales

Telesales:

  • Train for efficiency by better understanding the audience being contacted

Competition

  • Know your competitors and understand how to leverage that information to your advantage

Negotiating Skills

  • Understand your positioning with Libraries and Consortia

Coaching

  • Learn how to develop a “coach”

Sales Tools

  • Gain advantages using SalesForce.com

I have known Mike Gruenberg’s work at three different companies: OneSource, CambridgeScientific and ProQuest. Mike is an outstanding sales leader. He consistently exceeds his sales targets, developments long-lasting, productive relationships with his accounts, and, works extremely well with senior decision makers. He is hard-working, has the highest standards of integrity, and is well-liked by colleagues, his direct reports, and, customers. He is one of the very best sales leaders with whom I have worked in my professional career.

Marty Kahn, Former CEO, ProQuest
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