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Case Study

Case Study

American Express Bolsters Sales Team Confidence and Drives New Sales

The situation:

Pascal Guignard of American Express Europe has known Steve Giglio for more than 15 years. “Before I first worked with Steve Giglio, I thought I was a very good sales person,” he says. “I had a great deal of confidence in my abilities. Then he showed me the reality and I knew I had some work to do.”

Guignard was communicating different messages through his words, body language, eye contact and attention to client questions. Steve started by honing sales fundamentals, something he stresses in all of his sales training programs. He created a system for preparing for each sales call, learning about the client’s business and competition, and how to tailor a sales presentation.

The result:

Guignard increased his confidence, generated more sales and quickly grew his role at Amex. Having personally benefited from working with Steve Giglio, Guignard brought him in to work with his teams. Now the Amex teams are well prepared, effective, assertive, motivated and, ultimately, more confident.

“I am continuously amazed at the level of detail Steve brings to his training sessions,” says Guignard. “He knows our business. And that inspires our teams to mirror Steve’s level of professionalism and integrity. Steve makes a big difference long after he’s done with the training.”

ALSO SEE:
Consistent Sales Approach
Improved Sales
Deal Closing Proficiency

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Confident Sales Teams Develop Strong Relationships

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.

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.

Sales Will Improve and Grow

1484Everyone 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.

Case Study

Steve Giglio Delivers More Sales for Time Out New York

The situation:

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.”

The result:

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

Effective and Efficient Deal Closing

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.

Case Study

Vanity Fair Asks the Right Questions

The situation:

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.

The Result:

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

Vanity Fair Sales Training Case Study

Case Study

Vanity Fair Asks the Right Questions

The situation:

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.

The Result:

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

TimeOut New York Sales Training Case Study

1484

Case Study

Steve Giglio Delivers More Sales for Time Out New York

The situation:

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.”

The result:

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