Give field & inside reps an effective & fun way to prospect into the C-suite.
- reduce "no decisions"
- avoid wasting bid resources
- qualify-out prospects faster
- fill pipeline with higher-probability opportunities
Until prospects manage internal change, they won’t buy.
In this phase, your team:
- learns how to facilitate change
- transforms into neutral consultants
- shares marketing content in context
We focus solution-centric copy to elevate problems your solution solves.
We also coach sellers to present content in context with customers' decision stage / buying process.
Live and on-demand distance learning. Your team accesses classes & coaching sessions from anywhere, any time.
We come to your office, annual kick-off or other live event. Teams apply what they learn on site, before leaving.
Always the best choice. Live learning + reinforcement coaching, delivered online.
Online or on-site, we are helping organizations like Kaiser Permanente, IBM and Ricoh drive gross margin and decrease cost of sales.
Help your inside or field sales force penetrate the C-suite and communicate effectively—from prospecting to closing.
Jeff gives you a conversation-starting & qualification edge. In 1999, Jeff co-founded what became the Google Affiliate Network and Performics Inc., where he helped secure 2 rounds of funding and built the sales force. Today, he is the authority on effective prospecting communications techniques as founder of Communications Edge Inc. (formerly Molander & Associates Inc.) He's been in sales for over 2 decades.
Jeff is a sales communications coach and creator of the Spark Selling technique—a means to spark more conversations with customers "from cold," speeding them toward qualification. Part Sandler, part Challenger, part mental toughness, leaning on direct response copywriting concepts ... Jeff's technique is familiar yet one of a kind.
Jeff was first to offer a practical book for small businesses to sell using social media. He published, Off the Hook Marketing: How to Make Social Media Sell for You.
Jed gives you a buyer change facilitation edge. He will show you unique ways into the C-Suite when prospecting. Jed knows how top execs make decisions. It's been his passion for 25 years.
Today as a sales communications coach, Jed teaches how to start conversations and facilitate the buying process with F-1000 leaders “from cold”. His research-based technique is his secret weapon. He brings combined experiences in business development, demand generation and services sales.
Jed knows demand generation programs are often plagued with disappointment. He’s skilled in raising maturity levels of campaigns, teams & metrics-that- matter. Recently, Jed was Sr. Demand Gen Advisor at a major IT outsourcing firm and has expertise selling into Banking, Financial Services, Insurance, retail, telcom, healthcare, manufacturing and Federal sectors.
"Because of your coaching my team is enjoying prospecting. It’s not seen as a chore anymore. They are much more productive thanks to their new communications technique. They’re receiving higher email open rates and more (and better quality) responses from buyers—in just a few days. Thanks, Jeff."
CEO & Chairman, BA Insight
"Your training & coaching gives my team confidence... the ability to know what other sellers are doing, how they are changing and improving results. We now have a 360-degree view of effective sales communications practices—across multiple industries."
Sales Director, Software Anywhere