Case Study: Janice Bell


Case Study

“One of our toughest problems for our sales team is identifying who in a company we need to contact… We just can't buy a mailing list. So, we need to spend a lot of time networking in order to find the right person." 

Networking for Sales Results program--

Janice Bell has good reason for valuing the power of networking. She knows the success of Kinnear Office Furnishings, a mid-sized company of about 35 employees, depends greatly on interacting with the right person.

"Obviously, for us, the better our sales team is at networking, the more sales opportunities they'll generate for us."

With the crucial need to improve the process, the CEO looked for a way to boost the efficiency of networking. Fortunately, she found precisely what was needed in the program Networking for Sales Results, which teaches a 5-Step Networking Method.

"We have a 'product' that is of very high value to a company but, frankly, difficult to sell. So, we're constantly looking for any edge we can to get our foot in the door. In fact, that's how the training program helped us most. We're getting our foot in the doors of a lot more prospects than we did before."

The program features a two-day on-site workshop designed to help salespeople overcome such challenges as:

  • Making contact with more new prospects, faster.
  • Meeting new prospects, without having to cold call.
  • Connecting with prospects most likely to result in a sale.
  • Setting more appointments with new prospects.
  • Following the training, the sales teams also receive one-to-one coaching and support for up to 180 days.

"What I really like about the program is that there's no fluff or theory. Right from the first module, there were tips and tactics that our sales team could implement right away."

Janice Bell estimated that her sales team is now making 20-30% more new contacts each week and went on to praise the Networking for Sales Results program--

“(I)t's a very effective program, especially for sales teams like ours that rely on networking to build sales. I'd highly recommend it!”