The success of our clients is what speaks volumes for us
"Rob's passion and command of the Sandler process is unmatched. He has the remarkable ability to convey the concepts of Sandler, tailored specifically to anyone in a customer facing role. His training has had a direct impact on my process of prospecting, qualifying and closing new business in an ever changing, highly competitive sales environment. Rob's focus on the individual and the particular challenges faced, translates directly into higher top and bottom line growth. I will continue to utilize the strategies I learned from Rob's training and direct coaching throughout my professional life."
David Taroni, Western Regional Sales Mgr. Tecan Systems, San Jose, CA
Patti Engineering
Industry: Engineering
Samuel Hoff, Executive Vice President of Sales and Marketing for Patti Engineering, talks about how his company’s sales more than doubled after Sandler sales training. “In 2007, we were a bunch of really good engineers and really bad salespeople; now we’re the same good engineers but we’re a lot smarter about the sales process.” In 2007 the company did a little less than $3 million in business and spent $1.10 for every dollar it made. Last year it did $7.5 million in business and spent 88¢ for every dollar it made. “My personal income is seven times what it was in 2007,” says Hoff. “That’s living proof of the success of Sandler.”
"Having had the pleasure of knowing and working for Rob since 2007, it was thanks to his initiative and support we were able to roll out Sandler Training for the Customer Services Team at FAS. Sandler training allowed us to achieve our objectives and establish processes for decision making, managing priorities and conflict management. Rob mentored and coached us throughout using his wealth of experience and down to earth manner inspiring the team and individual alike. Rob succeeded in creating, leading and motivating a high level, tight knit and extremely effective sales team."
Louise Grenard, Customer Services Mgr. Fluid Automation Systems, SA (Switzerland)
Health o meter
Industry: Healthcare
Ken Harris is Vice President of Sales and Marketing for Health o meter, which manufactures devices for the medical community. He describes his history with Sandler, which spans 15 years and four companies. “Sandler is the one process I’ve seen that puts customer behaviors and salespeople behaviors together to help the customer in a way that ends up helping the company.” Harris uses a sports analogy to describe the impact of a great system, whether in college sports or sales training: “In a college team, turnover is every four years by definition, yet dynasties exist because they have good systems. Sales is also a skill set that needs to be constantly honed and, for me, Sandler is the only method that provides that level of consistent and intimate training.”
"Rob hired me in 1997 at Parker Hannifin, and was my sales manager for 9 of the 10 years at Parker, where he developed an incredible sales team and were all introduced to Sandler Training in late 1998. Each year he provided the lessons and coaching to raise our competency level higher and higher. He then extended a great opportunity to work for Norgren Life Sciences were we worked directly or very close for 7 more years, and as before, we used Sandler Training to the fullest, driving our OEM sales to YOY increases. Rob practiced, led and coached Sandler like no other, with techniques and suggestions relevant to our OEM Business. I continue to use my Sandler sales training to qualify new opportunities, secure customer commitments like non-recurring engineering charges, manage conflicts or problems and in handling lower cost and pricing requests."
Mitch Grau, Senior Business Development Mgr. Alicat Control, Div. Halma, Plc, Tucson, AZ
Merrill Lynch
Industry: Financial Planning
Roy Cook, who works with Merrill Lynch to help clients strategize their retirement plans, explains his mindset when he started Sandler training. “When I was introduced to Sandler I didn’t think I had any problems,” he says. He did have problems, though, including the lack of a systematic approach to generating new business. “Sandler has a very logical, very cerebral approach to sales. I saw more than 20 percent growth in my business year after year. Some of that I attribute to the market, but a lot of it I attribute to the Sandler process, with me implementing it and working more efficiently.”
"Rob Howard introduced me to the Sandler Selling program 15 years ago, and has been my coach and mentor ever since. During that time, he led two different large organizations to a whole new level of performance utilizing Sandler Sales & Management solutions. His mastery of Sandler principles is unmatched, but his passion and commitment to help others succeed is what truly sets him apart. Rob used Sandler to take his own professional sales & management career to amazing heights, and he draws from those experiences in his training and consulting. I highly recommend his services to any organization that wants to achieve world class business results."
Randy Rieken, Director, Global Market Development IMI Norgren, Littleton, CO
"Rob Howard said, "Sandler would make a big impact in my ability to effectively qualify, negotiate and close deals". In the first 60 days I doubled my sales pipeline - effectively doubling our company's sales in less than one year. His ability to vividly and succinctly distill his years of experience into the Sandler Selling System has made a permanent impact on me and our organization. As a former military officer, with little experience in sales, I knew in order to effectively learn and have success in selling within the extremely competitive marketplace of industrial equipment sales, I needed to learn from the best. Rob has proven to me, the Sandler method, trained and led by experienced trainers, is the key to success. Rob has since continued coaching me in regular strategy sessions that ensure his lessons stay sharp and in focus. I would recommend his company to any individual or organization wanting to improve their sales staff, processes and methods and achieve sales growth".
Ron Beadenkopf, Director, Technical Sales / Major, US ARMY, Ret. Gulftech Enterprises, Clearwater Florida
"Your training is helping us more rapidly build and maintain the strong, consultative client relationships so critical to our success. Your tools have made the transition to Sandler® methods virtually painless. And, your management training initiatives have greatly enhanced our managers' individual productivity and effectiveness. I can't wait to see what you'll help us achieve next."
Tom Smith, President CertainTeed, Inc.
As a solo practitioner, my law practice has greatly benefitted from Rob's commercial, corporate and business experience. Rob is the consummate professional with a history of results in obtaining clients, developing operational systems for client retention and improving employee relations. . His passion and commitment to continuous improvement is complemented with his strategy and process orientation. Rob brought focus to "unmet client needs" with a strong understanding of the business-side of a legal practice, positioning the firm to dramatically improve its client base and client retention. He provided the firm with leadership balanced in guidance, technical skills, process improvement and business acumen. Rob is a valued expert resource in crafting plans for my law practice. I enthusiastically recommend Rob and Sandler Training's "Professional Advantage" - a fundamental formal process and system for "non-selling" professionals such as attorneys.
Jennifer A. Dietz, Esq., Tampa, FL
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