Con-Com-T, Inc. Conceptual Communications & Training -- Jay Gentry
"We got great results...
I would call Jay if I was trying to transform my sales team... in some direction... whether it was to be more consultative... cut down sales cycle time... increase profitability...
or change from a product to solution orientated company."
Richard Campbell
Former Sr Principal, HP
Current VP Sales, Impulse Point

   
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Develop your Sales –
Sales Management Team


  1. Begin with a framework of proven models, concepts, tools, and skills
  2. Integrate company specific product information, marketing materials, and profiles of target customers
  3. Build and implement a custom solution – a selling and coaching process
  4. Benefit from immediate results... and continuous improvement
Teach them to "Do the Right Things" – Analyze, Plan, Measure, Adjust
  • Analysis/Evaluation of Territories, Accounts, Opportunities… and Results
  • Priority Setting, Action Planning, Time Management
Enable them to “Do the Things Right” – Consultative Selling Skills
  • Foundation: Develop Trust and Rapport, Discover Needs, Present Solutions, Deal with Objections/Questions, Gain Commitments, Optimize Results
  • Advanced: Strategic Questioning, Relationship Influence, Sales Negotiation
Support/Drive Strategic Initiatives
  • Combine Sales Development with New Product Launches, Critical Market Strategies, Emerging Opportunities, or Special Campaigns
Incorporate with Regional/National Sales Meetings
  • When you invest in bringing your sales professionals together make sure that they receive more than a celebration and parade of PowerPoint presentations
A resource to develop Strategies, Tactics, and Teams...
...enabling you to Reach Consensus, Communicate Concepts,
Teach Skills, or Inspire Action
At Immersion:
"little sense of culture... we needed somebody to... collect different ideas... what people thought – distill it in some way and come back with a recommended strategy."
At InFocus:
"we asked Jay to come into the company as a third party, look at the way we were interacting with our customers, and help us put some discipline back in the sales process."
Bob O’Malley
Former CEO/Chairman, Immersion
Current President/CEO, InFocus

    
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