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 had the pleasure to know and work with Mike for many years. He was an integral member of the team that contributed to the sales and revenue successes at CSA and ProQuest. He has an incredible work ethic and is willing to take on even the most daunting of challenges in a professional manner. He has been a success at every level of his sales and sales management career. I am most impressed with him as a “people person” who will always take the time to mentor and help the salespeople in our organization. Mike is a gifted writer contributing a monthly column about music to an online site for over eleven years and is a natural teacher. He is truly an asset to any organization that is lucky enough to engage his services. I highly recommend him.
Jim McGinty, Former Vice Chairman, Cambridge Information Group
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