Third Core adds the fourth and final part to the Ian and Steve series where their discussion around methods and process within a sales meeting will focus on the meeting close. Visit the website at www.professionalsellingnetwork.com to see this video or to access other 100% free sales and sales leadership development videos.
Third Core adds new video material to its Professional Selling Network website. Visit the website at www.professionalsellingnetwork.com to access 100% free sales and sales leadership development videos.
Beginning in August 2008, Third Core will be providing sales development for the DeGroote School of Business at McMaster University, based in Hamilton, Ontario, As a pioneer in the creation of the Co-op MBA model of learning, the DeGroote School of Business is the premier Co-op MBA School in Canada. Third Core’s CEO, Ian Gilbert, said “The approach that we are taking is to be as practical as possible, using our execution-based approach to support DeGroote’s focus on equipping graduates to be market-ready, willing and able”.
For the second consecutive year, Third Core will be sponsoring the Hole-In-One for Cancer golf tournament. The tournament, scheduled for Thursday 24th July, is held in aid of the Canadian Cancer Society. For more information visit the tournament website at http://holeinoneforcancer.com/
On 21st/22nd May, and again on 15th/16th July 2008, Third Core will be offering places on a two-day, open version of the acclaimed Selling In Action program, at our Toronto location. This is the first time that Third Core has ever chosen to run an open version of the program. As such, we are carefully selecting those companies and individuals that we invite to attend.
When sales methodology alone has been exhausted as a route to enhance performance, some of the world’s most successful companies turn to the Selling in Action program. Selling in Action provides a stretching, transformational experience that changes the game completely for strategic sales professionals.
To quote one of our clients:
“I have been in IT Sales now for over 20 years and worked for some of the largest IT companies in the world, including Compaq, HP, and EDS. During the last 20 years I have participated in many different sales training programs including Target Account Selling, Holden Power Base, Value Added Selling and IBM Large Account Marketing.
The Third Core program is by far the best program I have participated in. This is not a classroom setting. It is the most realistic sales exercise I have ever seen. The feedback from the executives, the time spent observing and coaching your team and the personal coaching you receive is invaluable.”
To request further information and to be considered for places on the program, please contact sia.admin@thirdcore.com.
Steven A. Luckie, Third Core’s Vice President of Programs and Client Development has recently launched a business blog dedicated to a discussion on the principles of sales and sales management. Says Steve, “In line with Third Core’s philosophies of assisting organizations with consistent execution, I have decided to utilize my knowledge and experience over 17+ years of sales and sales management to provide my learnings and practical advice to whomever may want it”. You can review Steven’s Sales and Sales Management blog at http://www.stevenaluckiesales.blogspot.com/
For many selling organizations, finding ways to fit their product into their prospects’ business has become a near-obsession. Try Googling “How to sell more products” and see what comes up.
Third Core has released its new, 100% free, website dedicated to organizations, of all sizes, who either don't have access to training and information on the basics of business-to-business sales or simply don't know where to find it.
The material, which we will be updating regularly, can be viewed and downloaded with no controls or constraints. Best of all, access to this material is absolutely free. This means that organizations or individuals with limited to no funds can access useful resources without worrying about the cost.
During quarters 2 through 4 of 2007, Third Core used its Selling In Action™ approach to drive remarkable results at a large North American Communications company. Third Core's expertise and resources were acknowledged as the key contributors to triple digit year-on-year revenue growth.
For this organization the Third Core approach simultaneously addressed sales behaviour, management coaching skills, and performance management, resulting in:
• Better Qualification and Progression of deals – driving a 35% reduction in badly qualified or unwinnable opportunities
• Enhanced deal pursuit – increasing the number of deals closed increasing by over 40%
• More strategic customer engagement – enhancing Revenue per Deal closed by more than 100%
• Better communication of long-term value – increasing average total contract size increasing by more than 100%
• Total year–on–year revenue increases of more than 165%
90% of sales training initiatives result in no more than a 90-120 day increase in sales productivity. Third Core’s engagement with this organization continues to drive exceptional sales results – proof positive that investments in Selling In Action™ yield consistent, accelerated business performance over the long-term.
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