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Business Performance Group Pilots New Course for Heavy Equipment Sales

(December 1, 2018 – Malaga, Spain) Business Performance Group successfully piloted a new course for heavy equipment sales in Malaga, Spain during November of 2018. The four-day “Boot Camp” for field salespeople follows the company’s sales model of Develop/Design/Demonstrate/Close/Check. Included in the course is a module on prospecting – which is enabled with data analytics.

“During the pilot, we had equipment sales trainers from Europe, Africa, Russia and the Middle East” said John Dieseth, President of Business Performance Group. “These trainers will be taking the course back to their field salespeople during the first quarter of 2019.” The course has a train-the-trainer component for sales trainers and is currently being translated into additional languages.

A key aspect of the course is to encourage equipment salespeople to define the equipment “playing field” with customers to compete on value and not just initial price. “Almost all of our clients sell a premium priced product with significant long-term value for their customers. Although their offerings are the lowest cost over time, the initial investment may be higher. The salesperson must be able to demonstrate this value, and encourage customers to demand the same from all competing vendors.”

During the four-day event, salespeople designate 10 accounts where they will use the techniques they have learned and their revenue expectations. This allows managers to track their return on investment in the training, and to hold salespeople accountable.

New Book Release

(August 10, 2017 – Philadelphia, Pennsylvania) In September 2017, HRDQ (HRDQstore.com) will publish a new book authored by John Dieseth, President of Business Performance Group entitled “Building Business-to-Business Relationships Over the Phone.” This business publication is a case study on developing, nurturing and sustaining revenue using open-dialogue telephone selling. “The book includes a description of our work with Caterpillar and Cat Dealers to build their billion-dollar telephone selling operation” said the author, “including all the challenges which were overcome to make the initiative successful. This will help readers take advantage of what we learned.” The book will be available on HRDQstore.com and booksellers for $ 24.99.

The book describes techniques for developing business relationships using the telephone, and leveraging the power of omnichannel marketing to enhance the efforts of the salesforce, and includes information on selling intangible services to other businesses using the phone.

A consulting firm headquartered in Des Moines, Iowa, Business Performance Group conducts classes and boot camps around the world on business-to-business telephone sales, salesperson employee selection and hiring, and training and development support. They have introduced their inside sales representative business model in China, Spain, Panama, France, Russia, Canada, Australia, the United Arab Emirates and South Africa. Sales training participant guides have been translated into Mandarin, French, Russia, Portuguese, Arabic and Spanish.

Business Performance Group specializes in business-to-business telephone selling. Focusing on the top and bottom line, their business model centered approach is an end-to-end process from salesperson selection and training to sales manager training, leadership, coaching and mentoring.

Caterpillar Dealer Exchange

For additional information, please contact:

Traci Shepley

Business Performance Group

(877)521-3215, tshepley@BPGrp.com

(May 1, 2017 – Atlanta, Georgia) Business Performance Group, in partnership with Caterpillar’s Sales Effectiveness Group, announced an Inside Sales Representative (ISR) Dealer Exchange will be held in Atlanta, Georgia, October 12 – 13, 2017 for dealer senior managers. Erech Virden, who supervises the ISR Program for Caterpillar, and Traci Shepley, Senior Account Manager for Business Performance Group, will organize the event. This Dealer Exchange will be open to all Caterpillar dealers in North America, with over 65 dealer attendees expected. This Dealer Exchange will include dealer best practice tracks for Product Support Machine, Product Support Power Systems and Machine Sales. A select group of suppliers will participate in a vendor fair associated with the Dealer Exchange.

Business Performance Group has partnered with Caterpillar since 2005 on their telephone sales initiative, which has grown exponentially since its global launch in 2005. “Dealers like to hear from other dealers,” commented Traci. “This year, over 12 best practice dealers will present.” In addition, several Caterpillar managers will brief participants on Caterpillar initiatives, and Business Performance Group will present a session on compensation best practices.

A consulting firm headquartered in Des Moines, Iowa, Business Performance Group conducts classes and boot camps around the world on business-to-business telephone sales, salesperson employee selection and hiring, and training and development support. They have introduced their inside sales representative business model in China, Spain, Panama, France, Russia, Canada, Australia, the United Arab Emirates and South Africa. Sales training participant guides have been translated into Mandarin, French, Russia, Portuguese, Arabic and Spanish.

Business Performance Group specializes in business-to-business telephone selling. Focusing on the top and bottom line, their business model centered approach is an end-to-end process from salesperson selection and training to sales manager training, leadership, coaching and mentoring.

 

 

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Cross- and Up-Selling Program

(April 28, 2017 – Des Moines, Iowa) Business Performance Group released a new facilitator-led one-day program for business-to-business counter salespeople on cross- and up-selling. This course is designed to train these salespeople to take a customer request, and assure the customer is offered the opportunity to purchase ancillary merchandise, and to assure the customer purchases the best level of product for their application.

“At the beginning of the course, each participant takes the ‘What’s My Selling Style?’ assessment to learn their style, and to determine a customer’s buying style.” said David Alumbaugh, Business Performance Group’s lead presenter for this product. “They then learn to flex their style to fit each customer situation.” The one-day program includes numerous video elements, including a customer situation involving the same customer request but involving four customers with distinctly different styles. “Participants realize the scenarios are the same, but appear dramatically different because of the style of each customer. This teaches them to maximize each opportunity, not just with customers who match their style.” commented John Dieseth, lead developer. “Often it is a style mismatch that causes a selling organization to miss these sales opportunities.”

A consulting firm headquartered in Des Moines, Iowa, Business Performance Group conducts classes and boot camps around the world on business-to-business telephone sales, salesperson employee selection and hiring, and training and development support. They have introduced their inside sales representative business model in China, Spain, Panama, France, Russia, Canada, Australia, the United Arab Emirates and South Africa. Sales training participant guides have been translated into Mandarin, French, Russia, Portuguese, Arabic and Spanish.

Business Performance Group specializes in business-to-business telephone selling. Focusing on the top and bottom line, their business model centered approach is an end-to-end process from salesperson selection and training to sales manager training, leadership, coaching and mentoring.

 

 

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Advanced Telephone Selling Course Released

For additional information, please contact:

Traci Shepley

Business Performance Group

(877)521-3215, tshepley@BPGrp.com

For Immediate Release

(January 5, 2017 — Des Moines, Iowa) John Dieseth, the President of Business Performance Group, announced the release of the new Advanced Telephone Selling Course. The first session will be conducted in Boston, Massachusetts in mid-January for a client at their facility. “The course includes using email, text and social media to assist an experienced inside sales person in leveraging their business relationships and their time – which is always a limited resource.” The program is over two days, and includes videos with advanced objections. “Our goal is to provide realistic scenarios for discussion and exercises. These are experienced reps, and we want to provide a good challenge.”

In addition, the course includes techniques for deepening and broadening sales cycles, managing a territory to accomplish the best revenue growth possible, and growth planning.

A consulting firm headquartered in Des Moines, Iowa, Business Performance Group conducts classes and boot camps around the world on business-to-business telephone sales, salesperson employee selection and hiring, and training and development support. They have introduced their inside sales representative business model in China, Spain, Panama, France, Russia, Canada, Australia, the United Arab Emirates and South Africa. Sales training participant guides have been translated into Mandarin, French, Russia, Portuguese, Arabic and Spanish.

Business Performance Group specializes in business-to-business telephone selling. Focusing on the top and bottom line, their business model centered approach is an end-to-end process from salesperson selection and training to sales manager training, leadership, coaching and mentoring.

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