Empowered Sales Programs
Prospecting with Purpose - proven tactics and developing a persistent system
Qualifying Opportunities - leading the customer for efficient opportunity development
Closing Deals - garnering customer commitment AND action like a seasoned professional
Successful Negotiation - you’ll never make money more quickly than when you negotiate
Embrace the Grind - addressing the work and how to be the best in your industry
I remember my first days prospecting door to door. I was so nervous I would go to the next house before the people had a chance to answer the bell. Then I discovered that I could cover more ground by running between the houses… which led to me breathing more heavily, using more energy to express my value proposition and a huge sales lesson:
“Enthusiasm sells.”
As the late, great Zig Ziglar used to say:
“For every prospect you lose because you were too enthusiastic,
you lose one hundred because you weren’t enthusiastic enough.”
He also was famous for saying:
“Timid salespeople have skinny kids.”
Today’s sales processes may not require “The Mackay Sixty Six,”
but qualifying remains the most important step.
Why wait until the end of a long journey to discover a deal killer?
Bad news early is good news.
Focusing on the wrong level of contact and unqualified accounts can lead to a miserable sales life.
Regain control by mastering the most important step in the sales process.
Successful closing starts with good qualifying.
Don’t wait until you get inside the five yard line to do the heavy lifting?
Great closers are usually seasoned professionals, or smart sellers who have been trained by seasoned professionals.
You should expect to close every deal and approach the engagement with that level of focus, technique and commitment.
HINT: You have to A-S-K to G-E-T.
Once you learn good negotiating techniques,
you’ll become a much stronger sales professional.
You don’t have to use every tactic known to man,
but it sure helps when you can see them coming.
Rule Number One in Sales:
YOU GOTTA DRINK THE KOOLAID.
If you’re not passionate and excited about your product or service,
how do you expect the prospect to make a positive decision and take action?
You need to connect with your WHY, have faith in the process and EMBRACE THE GRIND.
Don’t settle for sales training from a sales trainer. Your sellers know a seller when they see one…
and they deserve to be trained by a proven sales professional.
Kevin Graham is not just a student of the game, he’s a practitioner - actively working as a Senior Sales Executive for a leading technology company - which may restrict availability of programs as conflicts of interest are unacceptable.
Your organization can benefit greatly from the decades of his experience within market-leading brands,
in the ultra-competitive tech sector..
Sales and Leadership Highlights:
Deep experience with new technology adoption: Data, Analytics, Security
(QAS, IBM, SAS Institute, Oracle America)
President’s Clubs: Merisel, 3COM, Ingram Micro and Kofax
Former IBM ECM Worldwide Rookie of the Year
Launched a new sales division to $1B in less than 18 months
Past President, National Speakers Association’s Greater Los Angeles Chapter (NSA GLAC)
Founder’s District Speakers Bureau Chair, Toastmasters International
Regional Referee, United States Soccer Federation
National Referee, American Youth Soccer Organization
National Coach, United States Soccer Federation
National Coach, American Youth Soccer Organization
Board Member, multiple local non-profit organizations
Toastmasters International, Distinguished Toastmaster (DTM)
Licensed California Real Estate Broker, since 1989
Former Series 7, full Stockbroker registration
Olympic Torchbearer Summer Games in Atlanta
National Collegiate Soccer Finalist
Proud Parent
Be sure to check out sister company,
Video for Business Growth
and the KGWOW family of media brands.
WHAT OTHERS ARE SAYING
“Awarded #1 Vendor following training of 350 worldwide Technical Consultants over a two-week period.”
“Kevin Graham is a high-energy marketing machine, creative problem solver and polished presenter.”
“Kevin Graham’s solutions training on Enterprise Content Management, or as Kevin calls it: “Enterprise Content MONEY” was phenomenal... he carried the room, a room full of highly accomplished sales professionals.”
“Kevin Graham is an organizer and an encourager. People get better under his leadership.”
“Video Climb the SALES PROSPECTING Mountain is outstanding... truly empowering.”
“Kevin Graham is an outstanding professional and fine gentlemen.”