With an array of regional, national and international training firms delivering proven content and methods for learning, why is it many businesses who invest in staff skill development still struggle to meet their sales and business growth goals? The answer is simple: It’s usually not the topic. It’s probably not the content. It may or may not be the delivery of the trainer. But it’s always the scope of the implementation and the level of optimization.
For over 30 years Joe Merlino has worked with businesses that required significant shifts in their approach to sales and account management to compete successfully and with more confidence.
With an emphasis on value creation to establish competitive differentiation, sales process to unify effort, best practices to direct behavior, and coaching to develop skill Joe has positioned companies to establish or regain leadership positions, counter increases in competition, and develop mutually beneficial sales channel relationships that create consistent and predictable business growth.
Having worked in executive roles in highly competitive markets, Joe brings a VP of Sales mindset to every client engagement. He has gained a reputation as a strategically minded and hands-on facilitator of individual, departmental and enterprise growth and turnaround initiatives.
Employers and clients have come to appreciate his ability to:
- Overcome the challenges associated with highly competitive price-driven markets.
- Identify the unique value-added benefits that are often overlooked by members of your staff.
- Implement value-added client acquisition and retention growth strategies.
- Transform reactive, commodity-based sales teams into proactive, consultative sales professionals.
- Deliver client and staff specific solutions that emphasize real-world, results-driven outcomes.
In my years as a sales professional I have observed the frustrations of well intentioned-business owners, managers, and salespeople with superior products and services struggle to meet objectives and adapt to market changes, increased competition, aggressive pricing, and higher customer expectations. I have also seen how limited and inconsistent exposure to formal sales education can make a sales person’s and team’s approach unfocused and ineffective in the quest to meet or exceed sales goals.