Testimonials
What People are Saying About our Workshops!
Clients rate us 6.6 out of 7.0
"Rob provided a straightforward approach that increased the value and productivity of
the AEs who support my territory at Mentor. Having "walked in their shoes" for many
years, Rob knows exactly where to focus time and energy and helped to alleviate
many of the resource drains typically encountered during our technical sales
campaigns. I recommend Bottom-Line Training to maximize your sales / AE impact in
the field."
- Steve Flanery, Area Sales Manager, Mentor Graphics
"Rob delivered Bottom-Line Boosting Sales Skills Workshop for many of our
Application Engineers, both new and experienced. I was impressed with his classroom
style and the real-world experience he brought to his training. He worked with our AEs
to change their focus from just hands-on technical work to understanding our
customers' needs and delivering effective demonstrations of our product. The class
brings together many good ideas in a structured, easy to remember, and easy to
apply way. Our AEs are given plenty of opportunity to practice and internalize the
skills and receive valuable feedback from the instructor."
- Edward Reilly, World Trade Training Manager, Mentor Graphics
"The NeRV process and form was very valuable. The class leverages sales skills and
applies them to real life application. The demo portion is very helpful in the setting it's
done in with all participating and providing feedback. Great class, very practical and
applicable to everyday AE experiences."
- Henry Szymanski, AE Manager, Mentor Graphics
"The workshop Rob taught was much better than previous sales training I had
attended before. Rob's class was more focused on the responsibilities of the AE and I
learned how I can increase my contribution to the sale using more than my technical
ability. I feel prepared now to help with what I previously considered sales functions."
- Shawn Hurt, Applications Engineer, Sonics Inc.
"The new information in the lectures opened my mind to new ways of thinking about
customer interactions. The exercises hammered home to me the real value of the new
ideas and also reinforced many older ideas I had heard before. The class helped me
put those ideas to work with my customers."
- Jonathan David, Senior AE, Cadence Design Systems
Learning alternative ways I might sell without requiring an evaluation or benchmark
was extremely valuable. When an evaluation is required, I learned how to better plan
and manage the process to improve our chance of winning.
- Anonymous class evaluation, Sequence Design
"Thanks for improving my ability to perform my job as a sales AE! You provided a
comprehensive and focused workshop with structured and easy to remember
techniques that I leverage in my daily job. My management has recognized my
contribution to the success of my customers and company. Thank you!"
- George Sarrouh, Lead Application Engineer, Cadence Design Systems
“I wish I had taken this course when I first started!”
- Anonymous class evaluation, Cadence Design Systems
“Provided good reference guides for future use. The structure of the class formalized
some things I already do and showed me how to do many things better and different.
The Central NeRV System of selling and the PPP systems are exceptionally beneficial.”
- Anonymous class evaluation, Synplicity
“Key points are very easy to remember -- e.g. NeRV and PPP. I can see myself using
that and not easily forgetting about it. Engaging the audience to participate in demos
was very helpful to apply the skills, as was getting the feedback and critiques
immediately."
- Zainab Al-Shamma, Sonics Inc.
“I think this course hit the mark on enhancing my ability to give demos!!! All AEs need
to take this class to refresh their skills.”
- Anonymous class evaluation, Cadence Design Systems
“Great course every AE in sales should be required to take it.”
- Anonymous class evaluation, Synplicity
“Rob is a very good instructor.”
- Anonymous class evaluation, Cadence Design Systems
Copyright © 2010 Bottom-Line Training
Clients rate us 6.6 out of 7.0
"Rob provided a straightforward approach that increased the value and productivity of
the AEs who support my territory at Mentor. Having "walked in their shoes" for many
years, Rob knows exactly where to focus time and energy and helped to alleviate
many of the resource drains typically encountered during our technical sales
campaigns. I recommend Bottom-Line Training to maximize your sales / AE impact in
the field."
- Steve Flanery, Area Sales Manager, Mentor Graphics
"Rob delivered Bottom-Line Boosting Sales Skills Workshop for many of our
Application Engineers, both new and experienced. I was impressed with his classroom
style and the real-world experience he brought to his training. He worked with our AEs
to change their focus from just hands-on technical work to understanding our
customers' needs and delivering effective demonstrations of our product. The class
brings together many good ideas in a structured, easy to remember, and easy to
apply way. Our AEs are given plenty of opportunity to practice and internalize the
skills and receive valuable feedback from the instructor."
- Edward Reilly, World Trade Training Manager, Mentor Graphics
"The NeRV process and form was very valuable. The class leverages sales skills and
applies them to real life application. The demo portion is very helpful in the setting it's
done in with all participating and providing feedback. Great class, very practical and
applicable to everyday AE experiences."
- Henry Szymanski, AE Manager, Mentor Graphics
"The workshop Rob taught was much better than previous sales training I had
attended before. Rob's class was more focused on the responsibilities of the AE and I
learned how I can increase my contribution to the sale using more than my technical
ability. I feel prepared now to help with what I previously considered sales functions."
- Shawn Hurt, Applications Engineer, Sonics Inc.
"The new information in the lectures opened my mind to new ways of thinking about
customer interactions. The exercises hammered home to me the real value of the new
ideas and also reinforced many older ideas I had heard before. The class helped me
put those ideas to work with my customers."
- Jonathan David, Senior AE, Cadence Design Systems
Learning alternative ways I might sell without requiring an evaluation or benchmark
was extremely valuable. When an evaluation is required, I learned how to better plan
and manage the process to improve our chance of winning.
- Anonymous class evaluation, Sequence Design
"Thanks for improving my ability to perform my job as a sales AE! You provided a
comprehensive and focused workshop with structured and easy to remember
techniques that I leverage in my daily job. My management has recognized my
contribution to the success of my customers and company. Thank you!"
- George Sarrouh, Lead Application Engineer, Cadence Design Systems
“I wish I had taken this course when I first started!”
- Anonymous class evaluation, Cadence Design Systems
“Provided good reference guides for future use. The structure of the class formalized
some things I already do and showed me how to do many things better and different.
The Central NeRV System of selling and the PPP systems are exceptionally beneficial.”
- Anonymous class evaluation, Synplicity
“Key points are very easy to remember -- e.g. NeRV and PPP. I can see myself using
that and not easily forgetting about it. Engaging the audience to participate in demos
was very helpful to apply the skills, as was getting the feedback and critiques
immediately."
- Zainab Al-Shamma, Sonics Inc.
“I think this course hit the mark on enhancing my ability to give demos!!! All AEs need
to take this class to refresh their skills.”
- Anonymous class evaluation, Cadence Design Systems
“Great course every AE in sales should be required to take it.”
- Anonymous class evaluation, Synplicity
“Rob is a very good instructor.”
- Anonymous class evaluation, Cadence Design Systems
Copyright © 2010 Bottom-Line Training
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