https://johnhirth.typepad.com > John Hirth's Events

USinternetworking, An AT&T Company

USinternetworking, An AT&T Company

USi sales team takes a hard look at what's working and what's not. The Selling Dynamics "Sales Mastery" selling model will provide a context within which to operate and run sales calls. It also becomes a communication tool for sales and sales management to discuss both progress and strategies to leverage their selling resources (time , information, company resources, client realtionships and self esteem).


USi, AT&T

USi, AT&T

John works with the USinternetworking team, an AT&T Company, at their National Sales Meeting in Chicago. The focus of the meeting was an introduction to the Selling Dynamics "Sales Mastery" model, as well as effective strategies in dealing with "RFP's and RFQ's".


Block Company "A" team

Block Company "A" team

Members of Block Company's "A" team work hard at learning to use the "sales call discussion guide". This custom written tool was a partnership between Block and Selling Dynamics that focuses on the "Value Translation" model.


"Block Brain Trust"

"Block Brain Trust"

Jim Ross, and Barry Litwin discuss the power of the "Sales Call Discussion Guide". This custom written tool developed in a partnership with Selling Dynamics will propel both sales revenue and profit margins for this national bank supply manufacturer/distributor. "It will take time to master but it will drive our strategy", Barry Litwin, General Manager.


John Hirth addresses the Block "A" Team

John Hirth addresses the Block "A" Team

John worked with the Block Executive team to create the "Block Selling Process". Powered by Selling Dynamics, this tool will allow their team to more effectively translate their value and raise margins while also reducing the cost of sales.


Medline New England Region General Line Meeting

Medline New England Region General Line Meeting

Hard at work implementing their new skills, Dana, Rick, Kyle and Vladie work at role playing with a very "tough prospect group! Will they succeed... their new found skills should stand them well!


Medline New England Region, General Line Meeting

Medline New England Region, General Line Meeting

The hard working "prospect" group tries their best to "de-rail" the sales team in a role play scenario. Michael, Stephanie and Patrick were functional buyers while Jim was the unrelenting "materials manager".


Medline New England Region, General Line Meeting

Medline New England Region, General Line Meeting

Keith White, Divisional VP, contemplating the potential "think if they could really implement the process!" Additional sales are on the way!


Jon-Don Equipment Specialists

Jon-Don Equipment Specialists

John with some of the "Heavy Hitters" from Jon-Don... guys with red shirts are always players!


Jon-Don National Sales Meeting

Jon-Don National Sales Meeting

John Hirth with the Regional Managers and Equipment Sales Specialists at the Jon-Don National Meeting in Roselle, Illinois.
John presented the Selling Dynamics "Value Translation" model and helped create strategies to get out of the "selling on price box".

Jon-Don is the "World Leader in Carpet Cleaning, Disaster Restoration and Janitorial Supplies". It was great to be with this dynamic company and to learn of the growth and success they have experienced.


Factory Cat Regional Managers Meeting

Factory Cat Regional Managers Meeting

Factory Cat is a leading manufacturer of floor scrubbing, burnishing and cleaning equipment. John worked with their team to help better manage their direct selling efforts as well as assisting them with strategies to develop more sales through their dealer channel as well.


Medline Health Care Phase I

Medline Health Care Phase I

Phase one trainees hard at work learning the "feature benefit trap", and how to effectively "filter" RFP's and RFQ's they receive from prospects. The RFP/RFQ strategy is a key component of the "filtering" methodology created by Selling Dynamics.


Medline LTC Training

Medline LTC Training

John works with part of the Medline Health Care Sales Team to integrate the LTC "Business Assessment" tool. This custom built sales tool was created in collaboration with the Medline training department. It has effectivley taken the sales team out of the "what's your price game" and moved them into the "value transalation game", gaining both market share and higher margins.


Medline LTC Training

Medline LTC Training

Hard at work on the LTC Business Assessment.


John Hirth at the "Peer Bearing Institute"

John Hirth at the "Peer Bearing Institute"

John Hirth (trying hard to be "photo genic") is photographed by Dan Spungen before his presentation at the "Peer Bearing Institute" distributor meeting. John and Selling Dynamics have been an integral part in assisting both the Peer Bearing Sales Team as well as being a regular presenter at the PBI.


PEER Companies,  Distributor Meeting

PEER Companies, Distributor Meeting

Writing and responding to RFP's or RFQ'S can be a very time consuming problem and usually not a "high payoff" activity. Here, John explains the Selling Dynamics "RFP,RFQ" strategy and how responding correctly can raise your winning percentages!


Peer Bearing, Kirby Risk meeting

Peer Bearing, Kirby Risk meeting

Deep in thought (usually a good sign!), so what is Nick thinking... either "John's out of his mind" or "Brilliant". Let's hope it's the latter.


Peer Bearing, Kirby Risk meeting

Peer Bearing, Kirby Risk meeting

Kirby Risk is a new distributor for PEER Companies, a Global manufacturer and marketer of Industrial bearings and Chain products. Kirby Risk is also an Allen Bradley Distributor based in Indiana and serving the midwest Electrical and power transmission markets.


CSC National Meeting

CSC National Meeting

John Hirth presents strategies to be a "Top Performer". Here John talks about the "three strike rule" with members of the CSC inside sales staff. CSC is a national distributor of wire, cable and low voltage products. They have 300 inside and outside sales people serving the contractor, end user, municipality and goverment markets.


CSC National Meeting

CSC National Meeting

Here John talks about the law of "natural selection", a sales perspective on "the strong survive and the weak ..."!


How To Hire a Sales Superstar

How To Hire a Sales Superstar

Selling Dynamics sponsored a program at the O'Hare Marriott hotel with Dave Kurlan, President of the Objective Management Group. Dave's work in the area of assessing top sales talent has gained him national recognition as an expert in the identification of successful sales candidates. He has authored the only "sales specific" assessment tool that has a predicitve validity of 95%.


Network National Meeting

Network National Meeting

John Hirth with Network Managers Dave Chimenti and Geof Fowler at National meeting at the Schaumburg Marriott Hotel in Schaumburg, IL. Network is a division of Leaseplan that sells leased fleet services to independent car leasing conpanies.


Network Sales Meeting

Network Sales Meeting

Class photo of the Network division of Leaseplan. Leaseplan provides management services for the leased car fleets of both small and large companies.


Medline Managers

Medline Managers

Managers learning the "ins and outs" of the selling model. Presentation of information created during breakout session identifying "motive" questions.


Akzo Nobel Interpon Team

Akzo Nobel Interpon Team

Wrestling with the "value translation" model! In a break out session working through the "feature benfit translator"


Akzo Nobel National Meeting

Akzo Nobel National Meeting

In a break out session, participants work to create "motive" questions by decision maker function... the key to "connecting with the customer".


Medline General Line Sales Training

Medline General Line Sales Training

Advanced training for the General Line sales team.


Medline Managers

Medline Managers

Break out session, Sales Managers hard at work creating LTC strategies.


Medline Phase I Training

Medline Phase I Training

Now this is what I call a "tough crew"! After a full day session with John Hirth they still look pretty good. John has partnered with Medline to create a custom "tailored" Sales Mastery program for their new recruits.


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