Being accustomed to a consistent seven figure income from my personal selling I was of course very skeptical about any program touting
these types of results. But what Lockhart and Herter bring is a refresh
ing alternative to all the sales training and selling methods I have seen
in my extensive career. These guys say that they are all about selling
management but I beg the difference! Any professional seller, who
wants to get to the next level and enjoy true success should memorize
what Lockhart and Herter say about the selling process and start exe
cuting the phases and stages with purpose.
— Mike Moore, mikemooreonline.com
As a high tech start up we knew that we had a revolutionary technology that could save our manufacturing clients millions. But we had difficulties in our initial sales efforts until we learned the about PATH and
learned how to capitalize on our previous efforts. The PATH showed us
how to position our offering in a way that resonated with the buyers
and to focus on activities which drove success. Our sales focus has
intensified and our sales pipeline growth has been phenomenal.
— Brett Holland, CEO, Akoya Inc.
What I was looking for, more than anything else, was increased structure and predictability for our sales operation. Lockhart and Herter will show you exactly how to do that: how to get everybody involved
in both selling and marketing to speak the same language and how to add transparency to what is happening before the customary quarterly surprise. The Path also introduced meaningful measures along the way and how to put selling in the proper context with the other activities in the company. Their PATH selling management framework is a must for any company aspiring to improve their performance.
— Jeffrey Ehlers, CEO, Relational Technology Solutions
The Path works! We started with a pipeline of 12 million in margin,
after our first 12 week campaign we were at 24 million and after our
second at 40 million. Suffice to say we had the most profitable period
in our company’s history.
— Wayne Ianuario, Vice President Sales, TSD
The Path drove a better than 230% increase in sales results in the first
year while reducing our selling costs by over 30%. Our implementation
of the Path had a very positive increase in our Company’s market value.
— John Flavin, CEO F3
Selling Management Partners’ implementation of The Path was instrumental in allowing me to avoid a multi-million dollar investment in product development that would have had no impact on our customers’ performance or our top line performance.
— Jeff Rheingans, Vice President Technology, Eclipz
As the Chief Executive of an advertising firm, I knew I could sell our
new publications, I just couldn’t help anyone else sell them. Selling
Management Partners provided a custom framework that gave me a
very effective tool for managing our sales force.”
— Craig Cole, CEO, Kraben Advertising
The Path was the most valuable sales program any channel player has
ever delivered in my 10 years. We sold more of everything, not just the
products of the vendor who sponsored our Path implementation.
— Greg Cocke, Senior Vice President of Sales, Data System Networks
Selling is, of course, fundamental to the success of any commercial
enterprise. ‘On Selling” is an invaluable guide to organizing, measuring and driving this business-critical activity. With their book, Lockhart and Herter go beyond introducing their revolutionary con
cepts and approach. In addition, they offer a lifetime of entrepreneur
ial and selling success to the readers. “on Selling Management” should
be read and referenced again and again by any executive serious about
improving the revenue performance of their organization.
— Warren Harris, CEO, INCAT