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.

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


  • Train for efficiency by better understanding the audience being contacted


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

Negotiating Skills

  • Understand your positioning with Libraries and Consortia


  • Learn how to develop a “coach”

Sales Tools

  • Gain advantages using

I would like to recommend Michael Gruenberg to your organization. I have known Mike for over 30 years.  He worked for Disclosure, a company I owned from 1977-1987, in increasingly significant sales positions., and then again for my company ProQuest for the last six years.

Mike is knowledgeable, personable, and a self-starter. He gets things done, requires minimal supervision, has a proven track record of consistently exceeding his quotas, and his customers love him.  He is a man of integrity and intelligence.

I recommend Mike highly; he would be a valuable asset to your organization.

Robert N. Snyder, Chairman, Cambridge Information Group
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