Often clients request training on their “Pitch Decks,” meaning their business’s value proposition that illustrates their product offering/recommendation.
But here’s the “rub” with this. Client Representatives fall in love with their pitch deck to such a degree that they believe it’s the cure-all/silver bullet for any client meeting.
I am currently on safari in East Africa in the Serengeti Game Reserve and have been blown away by our guide/tracker “Ray.”
Throughout each game drive, Ray has educated us every step of the way. With my passion for African wildlife, I really appreciate his openness to learn and further appreciate the land.
Vanity Fair’s advertising sales department is regularly called on for services normally reserved for advertising agencies. Clients demand full marketing campaigns, from creative design direction to online banners to interactive marketing campaigns. This new paradigm means a new language for the sales team, something they needed to master quickly. “In order to the get the right answers, we had to be asking the right questions. We brought in Steve and he made that happen,” said Edward Menicheschi, Publisher. Steve’s goal was to alter how the sales team was vieved, moving from product vendors to trusted business consultants.
Vanity Fair’s team now finds news sales opportunities beyond its traditional channel of ad space. Team members consistently ask 20 to 30 questions when addressing a new client or handling a request from an existing one, uncovering new revenue generating sources. They excel at understanding clients marketing goals and can tailor programs that meet those needs. “Steve has provided new language that has allowed our teams to find sales opportunities and grow our services to increase our relevancy, which is so important today. Our teams communicate our value better and it has lead to many more closed deals.
ALSO SEE:
Consistent Sales Approach
Improved Sales
More Effective Sales Teams
Time Out New York, the definitive magazine and online source covering everything there is to experience in New York City, had grown its sales team from 5 to 10 people. Alison Tocci, Group Publisher, knew her whole team would benefit from sales training. “I believe in proper and ongoing sales training. Otherwise, sales people are put out into the world without the tools they need to succeed.”
Steve Giglio tailored a sales system for Time Out New York that focused on taking time to research current and potential clients, and the competitive landscape. He also developed a customizable list of probing questions that helped teams determine areas of opportunity. “Steve created the process in which our sales people ask at least 10 questions before talking about Time Out,” says Tocci. “It engages the client and lets them know that their business is important to us.”
Sales improved immediately. “I give Steve Giglio a lot of credit,” says Tocci. “He helped our team members benefit from the investment we made in their future. I would highly recommend Steve to anyone.”
ALSO SEE:
Consistent Sales Approach
More Effective Sales Teams
Deal Closing Proficiency
Everyone wants to generate more sales. After working with Steve Giglio, your teams will discover more business opportunities with existing clients, establish new, strong client relationships and close deals more effectively. Your teams will work together more efficiently, establishing a selling system tailored to your business, your industry and your clients.
Time Out New York, the definitive magazine and online source covering everything there is to experience in New York City, had grown its sales team from 5 to 10 people. Alison Tocci, Group Publisher, knew her whole team would benefit from sales training. “I believe in proper and ongoing sales training. Otherwise, sales people are put out into the world without the tools they need to succeed.”
Steve Giglio tailored a sales system for Time Out New York that focused on taking time to research current and potential clients, and the competitive landscape. He also developed a customizable list of probing questions that helped teams determine areas of opportunity. “Steve created the process in which our sales people ask at least 10 questions before talking about Time Out,” says Tocci. “It engages the client and lets them know that their business is important to us.”
Sales improved immediately. “I give Steve Giglio a lot of credit,” says Tocci. “He helped our team members benefit from the investment we made in their future. I would highly recommend Steve to anyone.”
ALSO SEE:
Consistent Sales Approach
More Effective Sales Teams
Deal Closing Proficiency
Steve Giglio knows that confidence comes from comprehending a client’s business. To sell efficiently you must have a strong understanding both of the competitive landscape and the true benefits of your product/services. To win critical “trust” you must show the client that you “get” their business. Yet most sales professionals never take the time to gain that kind of insight. Steve Giglio provides them with a tailored, systematic approach so that confidence rises and sales come easier…and faster.Securing new business is always a constant challenge but, during this economic storm, retaining and expanding existing business is even more difficult. Steve Giglio’s sales training programs ensure that your teams are constantly learning about your current clients, anticipating their needs and delivering solutions. After working with Steve, your sales people will be seen as trusted advisors with the ability to close deals more effectively.
Vanity Fair’s advertising sales department is regularly called on for services normally reserved for advertising agencies. Clients demand full marketing campaigns, from creative design direction to online banners to interactive marketing campaigns. This new paradigm means a new language for the sales team, something they needed to master quickly. “In order to the get the right answers, we had to be asking the right questions. We brought in Steve and he made that happen,” said Edward Menicheschi, Publisher. Steve’s goal was to alter how the sales team was vieved, moving from product vendors to trusted business consultants.
Vanity Fair’s team now finds news sales opportunities beyond its traditional channel of ad space. Team members consistently ask 20 to 30 questions when addressing a new client or handling a request from an existing one, uncovering new revenue generating sources. They excel at understanding clients marketing goals and can tailor programs that meet those needs. “Steve has provided new language that has allowed our teams to find sales opportunities and grow our services to increase our relevancy, which is so important today. Our teams communicate our value better and it has lead to many more closed deals.
ALSO SEE:
Consistent Sales Approach
Improved Sales
More Effective Sales Teams
Your teams must know your customers to be successful. You must know your teams. Steve Giglio will help define the strength of each team member so you can put them in a position to thrive. He will find areas needing attention so you can proactively address them head on. And he will do it quickly. Using his keen insight and inuition in concert with his finely honed business acumen, Steve will assess your team and create a plan for managing their unique personalities effectively.
Jason Wagenheim had just joined Vainity Fair and was tasked with managing a complex team of seasoned sales veterans and relatively new associates. He needed to learn as much as he could about his team, understanding where they excelled and what challenges they faced. From there, he could adjust his own style to meet the needs of his team and their clients.
Wagenheim and Steve Giglio worked together to uncover the talents of the Vanity Fair sales team while pinpointing areas needs immediate attention. Steve conducted in-depth interviews of each sales person and provided individual analysis. “Steve gave me such incredible insight into my team. I was quickly able to address key issues that had limited our team’s success.”
After just three months in his new position, Wagenheim altered his managment style, allowing for more flexibility while also more assertiveness when needed. “The work Steve and I did together made me a stronger manager. Roles and goals are well defined. Standards have been set and are being met consistently. And my team is motivated to learn about our clients in new, innovative ways. Steve’s impact on our success will be long standing.”
Regarding Steve’s style, Wagenheim says, “He always wants you to win and will accept nothing less. He doesn’t coddle people. He provides direct, honest feedback but always in a way that is constructive. And even though his humor is so important to his style, everyone takes him seriously. It’s how he is so remarkably effective.”
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Return on Executive Investment
Accelerated and Anchored Change
Increased confidence and peace of mind
The person who said “change doesn’t happen overnight” had not met Steve Giglio. Steve accelerates the change you want by quickly influencing the behaviors of your executives. Then he anchors the longevity of that change by remaining engaged with the executive, tracking progress and providing direct counseling during challenges.
“We needed an outsider to hear how we communicated our company’s core values and help us streamline our brand to be powerfully effective,” says Terry Mullen of Arsenal Capital.
Steve immediately noticed Arsenal’s message was too complex. It needed to be distilled down to the point where it could be easily understood, and it needed to be flexible enough to address diverse audiences. Steve rigorously studied Arsenal’s industry, finding areas where the company’s messaging and the market needs were at odds. He then worked with four top-level executives, tailoring programs to fit the company’s messaging needs and the skill sets of each individual.
Arsenal Capital now has consistent and concise messaging that can be tailored to any audience. Steve Giglio was able to pinpoint the company’s value proposition and the unique services offered. He created a communication standard that ensures an accurate presentation of the company to investors. The changes he initiated are now used for all communications efforts.
ALSO SEE:
Return on Executive Investment
Superior Team Management
Increased confidence and peace of mind
“We needed an outsider to hear how we communicated our company’s core values and help us streamline our brand to be powerfully effective,” says Terry Mullen of Arsenal Capital.
Steve immediately noticed Arsenal’s message was too complex. It needed to be distilled down to the point where it could be easily understood, and it needed to be flexible enough to address diverse audiences. Steve rigorously studied Arsenal’s industry, finding areas where the company’s messaging and the market needs were at odds. He then worked with four top-level executives, tailoring programs to fit the company’s messaging needs and the skill sets of each individual.
Arsenal Capital now has consistent and concise messaging that can be tailored to any audience. Steve Giglio was able to pinpoint the company’s value proposition and the unique services offered. He created a communication standard that ensures an accurate presentation of the company to investors. The changes he initiated are now used for all communications efforts.
ALSO SEE:
Return on Executive Investment
Superior Team Management
Increased confidence and peace of mind
