Case Study: Harry Fox Agency

Case Study: Harry Fox Agency

The Situation

Executives at the Harry Fox Agency, the premier music licensing agent for music publishers in the United States, needed to enhance their current revenue stream with alternatives.  The music industry has been evolving and they needed to provide sales training to key staff and ultimately the whole company, to be ahead of the changes.  They faced a common challenge: creating and communicating effective messaging about their value proposition that would resonate with both their current and potential clients.

Michele Olton, Senior Vice President, Human Resources and Administration brought in Steve Giglio to help address the company’s directional shift.  Steve worked with the firms executive team creating key messages and storyboarding the company’s core values. Message points were boiled down to five key elements.  A presentation was crafted for the company’s staff that work on publisher affiliation and new business development. Steve lead sales training sessions focusing on active listening, probing for understanding and effective and consist delivery of the presentation.

The Results

Using video taping and peer critique, Steve raised the team’s confidence, making it easier to deliver the content.  “They loved it and found Steve to be very effective,” said Olton.

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Case Study: AMEX and Red Herring

Case Study: AMEX and Red Herring

The Situation

Ted Gramkow, Vice President, Strategic Sales and Marketing, InterMedia Outdoors, has worked with Steve Giglio while at several companies including American Express Publishing and Red Herring magazine. And it was always for the same reason: “consistency. “Our teams were successful but they had a ‘selling by the seat of their pants’ approach,” says Gramkow. “It was working but no one knew why and it could not easily be replicated by new team members.

 

We needed someone who could systematize the selling process for us.” Steve uncovered deficiencies in their selling process and created a plan for how they could be addressed.

The Results

Gramkow now relies on Steve Giglio’s sales training programs to convert sales people into business consultants, with far more emphasis on learning the client’s business rather than aggressive selling. And the result is that his teams create relationships with senior decision makers, deliver consistent messages and ultimately drive more sales

Improved Sales
More Effective Sales Teams
Deal Closing Proficiency

The Message Remains the Same

All sales teams should speak in one voice. But this can be difficult to achieve, especially if you have a diverse sales force. Steve Giglio’s sales training programs focus on tailoring the sales message so that everyone is delivering the same key value propositions. Off-the-cuff presentations will be a thing of the past. Professional, well researched and focused, your sales calls will result in more closed deals.