“Every week my inbox is filled with training course offers for easy answers and quick fixes to my Sales, Marketing, and Customer Service “Problems.” From experience, I’ve learned that most aren’t worth the effort to open the envelope. ACCT’s Live Cold Call Training program was the remarkable exception.
Listening to Ron work his magic forced me to totally rethink what it means to be effective on the phone. Ron did exactly what he said he’d do in a jaw dropping performance of skill. This training isn’t voluntary, it’s mandatory, for anyone with even the slightest interest in success.”
Brian Hawkins, Business Development Manager, Action Technologies
“I would like to personally thank you for running “ACCT’s Live Cold Call Training” program for EPSG’s online sales team in Hong Kong on the 22nd and 23rd June this year.
It was enlightening to watch you navigate your way around an account so masterfully. Your bold approach certainly rubbed off onto me. Now, I find myself doing things with a bit more courage without abandoning my wisdom and common sense. Since the course, I have spoken to many of the participants and it is interesting to note that most of them still recall your model of the three tier approach.
Many of them now call in at the top of an account instead of the bottom where they said they tended to operate prior to the program. Your model is simple and easy to understand. Before the program I would have thought it impolite or even aggressive to call in at the top of an account. I would have made excuses for not doing this. However, your live performances have made me realize that calling high is not only possible but, in most cases it could even be beneficial in terms of achieving quota.
I was amazed to see you actually uncover a sale for Agilent in Singapore. I know we had some concerns regarding cultures prior to the course since we were not sure how your approach would work in the different countries around Asia, however it worked great. I have also been very impressed by your willingness to follow through on the program. You have provided plenty of ideas for follow up and it is now up to Agilent to act on these.
Ron thanks for a great program. I certainly hope we get the opportunity to work together again.
Peter O’Shannassy, Education Manager, Agilent Technologies – Asia Pacific
Letter of Recommendation
“I was a bit skeptical at first, but once the training began and Ron got on the phone with OUR clients and prospects, I became a believer. His techniques are easy to understand, make a lot of sense and are simple to implement. Some on my team have already told me how they were able to make contacts and fill out an organization chart for large companies in just a few minutes using Ron’s techniques.
I am confident that any sales organization can use his techniques to gather more information in a shorter period of time which will result in more sales.”
Chris Chapin, Regional Vice President VAR/Telesales, Allen Systems Group, Inc.
“Thanks for coming here to Southwest Florida to run your training class, it was very beneficial. Your technique has enhanced their ability to build rapport with my client base, at the same time learning the valuable information about the company necessary to close a sale. Speaking with multiple contacts and polite yet respectful persistence are the keys to selling to Fortune 1000 companies.”
Matt Smith, Account Manager, Allen Systems Group, Inc.
“I wanted to thank you for the sales training sessions you provided to my sales team this past week. This is the first time that I have brought in a sales training program and every account executive that went through the training had nothing but praise about you and your techniques. The way you proved your concept by actually calling “live” into our accounts was very valuable and unique.
Never in my past has any sales methodology actually proven their concept by getting on the phone live and taking a gamble that the approach may blow up in their face. My reps have made tremendous progress just within the past week regarding the concept that you taught them. My new reps along with my seasoned ones are now applying your training methodologies and making great stride. I listened to several of my new reps utilizing your approach and was amazed at how many names, contacts, information each of them were able to gather from a single site.
Before your training, it was hard to convince the reps that multiple contacts and information from each resource was critical in driving a potential sale. Now with what they have learned from Accelerated Cold Calling Training, Inc., I have a great deal of confidence that we will be able to close an opportunity quicker, build our pipelines more rapidly and increase our “coaches” in every single account we have, resulting in higher revenue production. Thanks again Ron for the great training and be assured that Accelerated Cold Calling Training, Inc. and you will be getting my sales training business in the future.”
Ted Guthrie, VP of Sales, BaaN Company
“I wanted to drop you a note on the successes I have had since attending your training. ACCT’s Live Cold Call Training has made a dramatic impact on my ability to penetrate some of the largest Biotech and Pharmaceutical companies in the world.
Developing a strategy to effectively identify the decision makers within an organization, create an organizational chart, probing with effective open ended questions, and leaving a compelling voice mail message have enabled me to develop relationships and secure appointments that are resulting in signed agreements with our firm.
Taking your approach makes my job significantly easier. The training has a real world application and translates into dollars in my pocket. ACCT’s Live Cold Call Training is not a conglomeration of acronyms and buzz words, but a simple common sense approach to effective use of the phone in sales. Sales professionals that can effectively use the phone will differentiate themselves from the pack. Your training gives me that edge.
I wish you continued success in your endeavors. Please feel free to use me as a reference.”
Patrick A. O’Boyle, III, Account Manager, BaaN Company
“I think your sales training workshop is GOLDEN! It will put significant commission dollars in my pocket – in very short order. Thanks for your insightful and helpful training – I highly recommend it!”
Kent Johnson, Account Manager, Batky-Howell
“I want to thank you for our two day sales training seminar. To say the least, it was awesome! As you know, we are a diverse group – very seasoned as well as less experienced sales people. When searching for sales training, my biggest concern was finding topics that would interest and be worthwhile for all attending.
You did a marvelous job! I have over 10 years of sales experience and by the end of the first break I had learned some useful tips. You were right on the mark!
Additionally, our staff wanted training that could be applicable to their customers right away with no fluff. The hands-on calls were the way to do that! I don’t think you intended to be motivational but all of the staff left “pumped up” about cold calling and still are. Your process is helping them to be more confident and successful.
How could a Sales Manager ask for more? Again, thank you for sharing your sales techniques with Batky-Howell. It was a pleasure working with you and I look forward to recommending your training to any professional sales organization.”
Mary Ann O’Shea, Sales Manager, Batky-Howell
To Whom It May Concern:
“I called Ron LaVine because I knew the traditional telesales methods I was using had ceased to be effective. Our customers are highly evolved in their needs and wants, and abhorred being “sold.” Since we have an excellent product, the challenge was to match the right individual(s) with the right information, and to let the process carry itself.
Ron LaVine has developed a brilliant methodology to turn the telephone sales process into a mutually agreed-upon exchange, rather than a brief, dazzling performance. The best part about it is that Ron is fun, energetic, intelligent, and makes sure you have the opportunity to see yourself succeed with the formula.
Ron left behind a comprehensive package of the systems which contained many useful tools. He did not, however, leave me. We had a follow-up session that helped me refine my new skills immediately. I have accomplished more in two days than I did in two months. I am setting up demos with decision makers for those “dream” accounts.
Anyone who has not heard of Ron LaVine will hear of him before long. This is the sales guru of the new millennium. I will be happy to provide a reference for him at any time.”
Lisa Syring, Marketing Manager, Cadman Corporation
“Thank you once again for taking two hours of your time in helping me with the cold calling. Your system honestly works. There are a lot of people out in the market with different techniques on how to break through a company. I really believe you have the best strategy.
It was really helpful when you made the cold calls with me. On the flip-side it was great when you had me make the calls and were there for constructive criticism. Ron you were very helpful and your class is going to bring me much success with dealing with all sorts of companies.”
Andrew Ciarlone, Account Manager, Centra Software
Ron’s class was well developed and executed. He gauged his audience well and kept the pace fast, but geared towards results in cold calling. Requiring each member to participate provided a wider understanding of how different experienced sales people handled “basics” of cold calling. I’m practicing his techniques now!
Shannon Geise, Cognos Corporation, an IBM Corporation
I just wanted to take a minute to personally thank you for your session on cold calling in Boston. My largest District in North Florida is under a total reorganization. I have had District, Principal, and Standards Coaches “feelers” out to keep me in the loop about how things will differ, tried to get appointments—to no avail. So I decided to try your referral approach, and I am happy to say—we broke the code!! My product will be previewed and listed for District contacts. Had I continued in the direction I was going, I’m afraid I would have missed the boat. This worked a lot better than the “shoe box” in the door!!! I feel as though we will be players in the new process.
Thanks so much, and thanks to Curriculum Associates for bringing you to their National Sales Meeting.
RENEE SNYDER, Renee Snyder’s Educational Solutions, Promoting CURRICULUM ASSOCIATES, INC.
Thank you for sharing the summary of the evaluations that our sales representatives turned in to you at the end of your sessions at our national sales meeting. I did an evaluation of the entire meeting before we left on Sunday, and you’ll be pleased to know that several representatives took the time to mention your session by name, and in an extremely positive way. I received two emails during the week from reps who had applied the strategies you shared with them and they were delighted to report that the strategies worked! I know that you won’t be surprised to learn that I shared those emails with the entire sales force.
I have sent you a request for a contract for my regional meeting in January in Nashville. I look forward to hearing from you.
Carolyn Fuller, National Sales Manager, Curriculum Associates, Inc.
I just wanted to take a few moments to thank you for the wonderful workshop session you delivered to us during our national sales meeting at the Royal Sonesta Hotel in Cambridge Massachusetts.
Your presentation was very helpful to me and I know I will be able to use many of the cold call techniques you shared immediately. All of your tips were wonderful, but the following tips to be particularly helpful for me.
Your modeling of an actual call with one of our reps during the session, even though brief, gave me an opportunity to observe your approach.
Your handouts were right on point. The Qualifying Questions and Prospecting Reference Sheets were all handouts which gave great support for the ideas you shared. It will be very helpful to revisit these ideas through your handouts.
Going through our list of challenges that we submitted was also helpful because some of those same challenges were also my challenges.
Once again, thank you Ron for all of your helpful tips. They will be very helpful to me as I am making cold calls in my territory. I hope we have an opportunity to have more training sessions with you in the near future.
Bonnie Wanzo, Illinois Sales Representative, Curriculum Associates, Inc.
Thank you for coming to Curriculum Associates, Inc. Annual national sales meeting in Boston. I must admit I was a bit reluctant when I entered your session but only after a few moments I was intrigued and engaged. Your session was very beneficial.
Your technique has enhanced my ability to build rapport with my client base and expand my client base, and at the same time gathering valuable information about my client necessary to close a sale. I implemented your techniques the very next business day and was amazed at how well they worked and how much more confidence I had dealing with my clients even though I have been working for the company for 17 years.
As you demonstrated, speaking with multiple contacts in a polite yet respectful persistence manner are the keys to selling to all companies in all business environments.
Thank you in advance for helping me meet my sales goals.
Cynthia Gasparovic, Sales Consultant, Curriculum Associates, Inc.
To Whom It May Concern:
“I’m pleased to have the opportunity to provide this testimonial on behalf of Ron LaVine of Accelerated Cold Calling Training, Inc. and his “Live Cold Call Training” technique workshop. CYRANO was extremely impressed with the training – so impressed that after Ron conducted the initial workshop for our inside sales team, I asked the rest of our sales team to rearrange their schedules and attend the workshop as soon as possible.
When I came up through the sales ranks, I did not receive formal telesales training. I instinctively knew and learned through experience how to achieve sales success utilizing proper questioning and listening techniques. Ron LaVine’s straightforward approach puts this valuable knowledge in terms that anyone can easily comprehend and quickly apply to expand their sales. Accelerated Cold Calling Training’s Live Cold Call Training exceeded all of CYRANO’s expectations.
Without hesitation, I recommend it for both experienced and entry-level sales people. It’s a tremendous motivator.”
Sean Charito, VP of Sales, CYRANO
I’d like to take this time to thank you again for the live cold call training workshop you delivered to the CyrusOne Sales Team.
We met all of our management objectives and were pleased with the manner in which the workshop was conducted. Our seasoned Sales Team now has an effective and efficient way to generate leads and penetrate top accounts at the highest level.
Your repeatable process and methodology was easy to implement and entertaining to watch. We were all amazed how easily you were able to navigate through accounts and obtain key information in a “live” environment. And to hear one of our own reps set an appointment with the CFO of a Fortune 100 during a training exercise (in front of both peers and management) was both amazing and motivating for the team.
Thank you again for the workshop and sharing your best practices and methodologies for cold calling.
Joshua Howard, Marketing Manager, CyrusOne
You certainly did open my eyes in the few days of training that you provided to us. It was extremely beneficial for me. Your method for engaging and training experienced sales professionals like me was the shot in the arm that I personally needed.
I’ve had numerous sales programs and Accelerated Cold Calling Training uses a no nonsense methodology to help sales professionals cut through the gate keepers and better qualify accounts and individuals within organizations.
I definitely hope that we continue to build on your training and see you again in our offices for follow up training. If I can ever be a reference for you or your organization, please let me know.
Caroline Brelsford, National Sales Director, CyrusOne
“Thank you for your recent assistance with our sales training. I had heard a number of fabulous things about your class, but had to know for myself. We are a growing company with a small budget, but I decided to take a chance. I recommended you to the CEO who was admittedly a skeptic at the time. I was pleased to see in a matter of minutes that you had not only made a believer out of all in attendance, but to the CEO as well.
Your techniques are easy to follow and simple to implement. My team members have already told me how they were able to make progress very quickly. In short, you have changed the way we conduct business on the phone and have also provided us with insight into how we do business in person.
In the past, I have attended other sales training programs, but this is the only one that I was truly happy to have paid for. The results were fast, the content effective, and our employees were left confident and with direction. I would absolutely recommend your class to any organization! Please feel free to use me as a reference at any time.”
Matthew Wallace, Vice President of Sales, Dataspace, Inc.
“When I heard about you coming in to do sales training my original thought was it was going to be fluff, like many of the classes I’ve taken in the past. Seeing you apply your methodologies and strategies on real accounts and real customers has helped me gain a better understanding of how to pick up the phone, navigate through an account and ultimately get the decision maker on the line. My hits, number of appointments and revenue have increased since I’ve taken your class.
Bill J. Sheehy, Inside Sales, divine, inc.
“I wanted to take a moment to personally thank you for the Accelerated Cold Calling Training that was provided to our Inside Sales and Call Center organizations in August and September.
The techniques and methodologies Accelerated Cold Calling Training taught have been invaluable in their evolution as an inside sales team. The end result is that our people have a renewed confidence in their ability to call “high up” as well as to qualify prospects much more effectively.
Over the past month our Call Center has tripled their lead generation performance, and our Inside Sales group has doubled their results in setting qualified appointments. It is my belief that the Accelerated Cold Calling Training played a significant role in this increase in performance.
Bottom line is that your training left a very positive impact on the group.
Keep up the good work”
Charlie Simmons, SVP – Inside Sales and Call Center, divine, inc.
To Mr. LaVine:
“We would like to thank you for coming to the EDS Telesales Center in Lenexa, Kansas to deliver two classes to our telesales and lead generation reps, as well as to our management staff, the week of August 7th. We enjoyed having you meet our staff and visit our operations.
We are very pleased with the methodology and techniques that you have taught our telesales reps in class. Everyone who has attended the class has enjoyed it immensely, and found great value in your processes. I have not seen a better method for prospecting in any sales literature or class.
Our telesales reps and lead generation reps are now confident and ready to pick up the phone and generate leads. We appreciate you taking time to work with our staff one-on-one to prospect for new clients. This will help us to meet our goal of transforming our operation into a “cold calling” culture.
Thank you again for you class and for sharing your excellent methodology with our group.”
Paula Peters, Training Specialist, EDS
“Dear Mr. LaVine,
“I have now completed my first full month of sales on the phone since my training with you. I had to let you know what a difference your training has made. I am no longer hesitant to pick up the phone and make a call. As a matter of fact, I had not only the highest sales for the month, but also the highest number of calls made.
My fear has been replaced with excitement and enthusiasm. I can’t wait to get to work in the morning and get on the phone. The confidence I feel prevents me from feeling rejection when I don’t close a sale. I just look forward to my next opportunity to “discover a problem I can help solve.”
I use the skills I learned in your training every call. The voice mail script has been especially helpful, but learning to listen and question has been my most successful tool I have acquired. I can’t thank you enough, and my boss is amazed! I highly recommend your training to anyone who is starting out, or has hit a plateau in their sales.”
Shannon E. McCallister, Channel Manager, ez-Call
Dear Mr. LaVine,
“I would like to thank you for an excellent follow-up remote training course. The four hours doing cold calls and discussing the pros and cons of each call is the most positive reinforcement to every sales book I’ve ever read. Reading is one thing, but putting it into action is another.
I have been using the steps that you outlined in my training and I am consistently reaching the goals I set for each call. This is an extremely effective course that I would highly recommend! ”
Shannon E. McCallister, Channel Manager, ez-Call
“I would like to thank you for the recent sales training sessions in both our Cambridge, Massachusetts and Foster City, California offices.
The Sales Representatives here at Gale Group have been through many different sales seminars and training classes over the years and I think that the overwhelming majority feels as though your approach is among the best they have ever seen.
The fact that you put your money where your mouth is and actually get on the phone and make live calls in front of everyone is incredible and keeps the class action-packed with never a dull moment.
To say the least, we are happy with the results and could not be more pleased that we retained your services. Morale and calls are both up and new business sales are not far behind. I would be happy to recommend you to any company interested in your sales training classes and would not hesitate to utilize your services again.”
Peter Herz, Marketing Services Manager, Gale Group
Letter of Recommendation
In August, I was challenged with Sales Training tasks. The task was two folds. First, seasoned sales people need to be re-framed in their sales approach as they were running into road blocks with the tried and true methodology. Second, fresh college graduates needed to become productive very quickly with their new sales careers.
Traditional national sales training courses were considered along with Ron LaVine from Accelerated Cold Calling Training, Inc. ACCT, Inc. was selected because their training included real-time work with real prospects that the sales people were currently working on.
Accelerated Cold Calling Training, Inc. “hands-on” methodology opened the eyes of seasoned people and gave confidence to the new people. Seeing the methodology implemented real time made a significant impact. Then having the sales people implement the same methodology with the sales trainer available for coaching gave the people the confidence they needed. My goals were met with Accelerated Cold Calling Training and I will use this service again.
I offer my personal recommendation of Accelerated Cold Calling Training, Inc.”
Chuck Weir, Vice President – Sales, H&W Computer Systems, Inc.