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Here is a small sample of what Chuck's clients say about PPT Strategies Training Seminars: Chuck Weintraub was brought into realign and enhance Curtiss-Wright Electro-Mechanical Division's strategic sales and marketing activities. We found that he offered pracitcal advice and solutions that uniquely fit our business needs that included sales and marketing training and tools, organizational and personnel effectiveness techniques and implementation assistance with the necessary changes for this part of our business. He is a valuable resource and we will use him again at the appropriate time. Terri Marts, VP & GM ...................................................................................................................... Your workshop came at a perfect time. With our skills, previous attempts and the workshop's new consultative value approach we immediately landed an $18,000 opportunity on our consulting services and they have submitted a purchase request for $60,000 more. This new value positioning has also put us in the running for another $100,000 project. In addition, we are named as the installing and training dealer for all their new video technology to be implemented this summer. The potential is about $ 60-100,000 more. In a nutshell we have gone from 0 in revenues in this new technology for 2003 to a real shot at over $250,000 in '04. Our efforts and your training sure did help bring it home! Jim J. Brown Sr. Vice President of Sales ...................................................................................................................... PPT Strategies integrated a customized take-to-market strategy for our business where other programs provided only a template. The result was an immediate and positive with practically an instant payback. Chuck Weintraub trained us in PPT's consultative-value process, along with cognitive-questioning techniques that allow the customer to self-discovery our value to them. We used it on the 1st opportunity we encountered. This new client was ecstatic about our approach and told us that our style was the type of value-add they want from a vendor. Additionally, after 20 years in the business, PPT coached us in developing a value message that resonates with the C level executives in our customer base allowing us to sell higher in the customer's organization. Jim Barnes, CEO & President ...................................................................................................................... Needless to say, I couldn't have been in a position to present value selling, probing, dollarization, etc if I hadn't taken your course in early January. So thanks for providing the opportunity to take your course and for teaching these concepts with such enthusiasm and group interaction. Tom Wagner ...................................................................................................................... PPT Strategies is currently providing i^2 with mentoring, coaching and training services. These services are enabling i^2 to build a complete sales force, and sales methodology that will provide the basis for consistent, repetitive, and successful sales cycles. With the help of PPT Strategies, I^2 is designing this custom approach to increase its success rate in all stages of the sales cycle including formalizing a sales strategy, defining a strategic and tactical sales process, using project planning for sales cycles, identifying the correct prospect, identifying where, in the buying cycle, the prospect is, uncovering the ultimate decision makers, getting prospect buy-in, handling complex sales situations and closing the deal. I^2 is finding the services provided by PPT Strategies and Chuck Weintraub to be invaluable. Joyce Query, CEO/President ...................................................................................................................... Chuck Weintraub is outstanding in his selling abilities and his ability to teach it. I recommend him to all who need additional revenues. Jack Roseman, Founder ...................................................................................................................... While our company has achieved considerable success within our chosen marketplace, we lacked a specific sales plan. The clearly defined tools, strategies, and processes that I learned while attending PPT Strategies' Sales Seminar now give us an easy to follow, predictable plan that is sure to give our company a competitive advantage and allow us to meet and exceed our goals. David A. Grundler, Jr., Vice President ...................................................................................................................... As a managing partner charged with starting up our new Infrastructure Solutions practice, I was concerned with how to structure our sales process. Attending PPT's Strategic Sales Process with Training by Chuck Weintraub, provided everything I'll need. I've begun using the self discovery methods with my existing sales staff and our meetings are now fresh and fruitful. Chuck brings real world experience to his class that makes all the difference. As we grow our various silos of business, I'll be counting on Chuck and his training to implement a world class sales organization. Chris Parry, Managing Partner, ...................................................................................................................... In Germany, I met the Locomotive unit of a company
I knew via a former boss. He said he would not influence them, but
said that he would support a decision from them to buy the product
if they were genuinely interested (but he will not pay for it - they
need to find the money in their accounts so his support is basically
moral support). I met with their people: it was great because as
they were presenting their current solution for managing maintenance
(remember my product is related to product support), I kept thinking
that what they had was so advanced that I was wasting my time. Normand Frenette, President ...................................................................................................................... Chuck does an outstanding job of enabling you to see business through the eyes of your customers. This is critical today, and will be even more critical tomorrow. If you want to gain an edge, and build closer, 'one-to-one' business relationships with your key strategic customers, attend one of his workshops or bring him in as a coach…it's well worth the time! Michael Dickens, President ...................................................................................................................... The sales seminar [Chuck] presented was very helpful to my sales team. It combined proven techniques with real life issues that made it very easy for my sales staff to understand and relate to. I would highly recommend Chuck's (PPT's) strategic sales course to not only sales people but to any other employee who could benefit from a better understanding of the sales process. Steve Shriber, CEO, ...................................................................................................................... Thanks for making room for us in the sales seminar series. Steve and I talked about some strategies already. Your Complex Selling seminar was a direct hit on the sales issues we are facing. Your skill as a facilitator enabled you to take real world examples from class participants and seamlessly weave them into the seminar topics. We were able to incorporate what we learned into our sales process the day we left the seminar. Thanks again for sharing your value proposition. Lou Carmerlengo, President ...................................................................................................................... My company, ElderVision, a software development firm, connects older adults to friends, family and lifelong interests over the Internet, regardless of their disabilities or lack of computer skills. I brought in Chuck Weintraub of PPT Strategies to help us in our 11th hour prior to the launch of our product, to help us think through a go-to market strategy. Less than a week after our meeting, Chuck assembled a blue-ribbon group of entrepreneurs and business people and facilitated a brainstorming process to address our challenge. The meetings were extremely productive, and helped me work through some of the most difficult strategy decisions in an incredibly short period of time. I highly recommend Chuck Weintraub and PPT Strategies for business, sales and marketing strategy development. Jeff Pepper ...................................................................................................................... We knew we needed to get a better grip on managing the commercial side of our business. After growing through several acquisitions we had a much more complicated product line, and a confused approach to our customers. But making the right decisions was not possible because information about our products and our customers was fragmented and hard to get in any useful format. Over the course of several meetings, Chuck facilitated our management team through a structured problem definition and solution prioritization process. The immediate outcome of Chuck's work was a clear idea of what information was most important for running our business and how we would use the information to improve results. Chuck enabled us to generate a clear set of business requirements. The objectives of the project were met on time and on budget. We now use the tools extensively. The results for our business are a substantial improvement in the product line and customer management aspects of our marketing. We have been able to simplify our product offering, focus our product development efforts using less R&D resource, and reduce our working capital requirements. John Liebenguth ...................................................................................................................... If business successes were predicated solely on the basis of personality, experience, business acumen, intelligence and hard work, you would surely have helped us retire rich long ago. Thank you for the excellent strategic planning and marketing expertise you brought to our venture. Understand that if future opportunities arise, you will be the first coach/ consultant that I call. G. Daniel Martich, MD ...................................................................................................................... Chuck Weintraub was selected to facilitate an executive business planning strategy process that would allow Columbia to be more predictive in our actions and proactive in determining which cost controls and targeted marketing efforts would generate the greatest ROI. Chuck forced us to prioritize our business and clinical needs and facilitated the creation of a business intelligence driven model that allowed us to maintain profitability and decrease costs while continuing a high level of clinical outcomes. Kevin Destefino former Executive VP, Columbia Pharmacy Solutions, currently VP Patient Services, PCS Inc. ...................................................................................................................... Over the past few months, I have had an opportunity to work with Chuck Weintraub regarding an entrepreneurial venture developed by two of my colleagues and me. Through his marketing leadership and his research findings we have made major decision about this new venture due to the market information he brought to the table. I remain impressed by Chuck's knowledge of the business, marketing and financing issues related to making a company viable. He is smart and has good instincts. All in all, he is a quality business leader that I hope to work with again in the future on another venture. Mitchell P. Fink ...................................................................................................................... I witnessed first-hand how Chuck Weintraub of PPT Strategies took a group of bright but unfocused people and within the course of two hours, developed a take-to-market strategy for a product and service that may very well have saved the company. Angelo F. Pasquale, President ...................................................................................................................... It was a delight interacting with you over the past few months. Your research, knowledge and skills allowed us to make significant decision with certainty, rather than pursuing the product through guesswork with blindfolds. I feel that the decisions we made were made largely on the basis of your excellent insight, rapid market analysis, and business 'savvy'. As I or others around me develop future business ideas and, I will be sure to give you a buzz. Thanks again for all your superb help in our business planning and strategizing. Derek C. Angus, MD, MPH
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