Smith Training & Consulting, Inc.

“We’re getting our foot in the doors of a lot more prospects than we did before.”

Janice Bell

CEO, Kinnear Office Furnishings

Kinnear Office Furnishings Raves: Smith’s Training Program Increases Effectiveness of Sales Staff by “Giant Leaps and Bounds” A Tough Problem to Solve “One of our toughest problems for our sales team is identifying who in a company we need to contact.” Networking is critically important to the sales team at Kinnear Office Furnishings, a mid-sized company specializing in interior design. They need to aggressively network to identify the right person to contact at prospective companies before they can begin talking about furnishing and interior space design. Mailing Lists Are Not the Answer Kinnear found they just can’t buying a mailing list; these don’t identify the correct people to contact. That left networking. “Obviously, for us, the better our sales team is at networking, the more sales opportunities they’ll generate,” says Janice Bell, CEO of Kinnear Office Furnishings. The Edge To Get Their Foot In The Door Kinnear’s high-value product isn’t always easy to sell. They’re constantly looking for an edge to help them get their foot in the door. “In fact, that’s how the training program helped us most,” says Janice. “We’re getting our foot in the doors of a lot more prospects.” The Networking Skills Program Smith’s training program, Networking For Sales Results, is a two-day on-site workshop for the entire sales team, teaching a 5-step networking method. It includes an additional twelve, bite-sized, training modules accessed online via computer or smartphone, and one-to-one coaching and support for up to 180 days. Janice said, “[The sales team] really, really liked the virtual training modules that they could access anytime and the fact they could call or email… to ask questions and get advice.” Would You Recommend The Program? “Without a doubt, it’s a very effective program,” Janice confirmed 20 – 30% more new contacts each week because of this training. “I’d highly recommend it!”

Kinnear Office Furnishings Problem: Identifying the right person to contact isn’t always obvious. They spend a lot of time networking to find that person.

Solution: Improve the sales team’s networking skills by learning Smith’s 5-step Networking Method.

Results: 20 – 30% more new contacts each week because of this training.

Quotation: “Right from the first module, there were tips and tactics … [we] could implement right away.”