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.
Joe Merlino offers a rare commodity: exuberance, a solid understanding of the customer experience, and effective strategies for discovering the not so obvious advantages that give one company leverage over another.
– Serena Huffman, Regional VP Cetera Financial Advisors
Joe Merlino is a true sales professional. The key was his ability to identify the unique value propositions associated with our health plan, and to apply that value in real world situations that delivered positive results. Joe worked with my team of account executives and managers. His work with us was specific to our areas of need. He assessed their skill levels, determined specific areas for improvement, and delivered strong strategies for acquiring and retaining targeted business. His time with us was enjoyable, valuable and well worth the investment.
– Doug Gullino Vice President of Sales and Service, Lovelace Health Plan
As Managing Principal of a national financial planning company, I found Joe to be an expert in training methods as well as the competencies I needed him to work with, which included personal marketing and values-based selling. In spite of this expertise, he made significant effort to successfully understand the specifics of our company’s approach. Joe met with me several times over a number of weeks with a goal of fully understanding our products. Although the program he designed was initially intended for newly hired trainees, we found the program to be significantly beneficial to senior members of our operation.
– John Ramos, Managing Partner, Waddell and Reed Financial Advisors
My team of partners and senior managers worked with Joe to develop effective business development skills. Joe not only took the time to understand my goals as managing partner, but also the individual goals and needs of each member of the group. Realizing the personalities and professional disposition of our group as accounting professionals, Joe tailored his use of terminology, method of delivery and application directly to our industry and client base. Joe took the time to review our current processes, systems and training programs so that we would benefit by fully integrating his approach with our existing company policy and practice, and in some cases making our prior practicing easier and more productive.
– Kim Nunley, Managing Partner, Grant Thornton CPAs
Joe has an amazing grasp of the sales process, the complex dynamic that it often entails, and most importantly, he knows how to help you create powerful systems in order to manage client relationships. Joe is sensitive, a good listener, and has a wealth of experience. I would highly recommend him as a consultative partner and coach for any organization or individual.
– David Wolf, Host of Small Biz America Radio
Joe’s ability to develop interpersonal skill with professional competence continues to have significant impact on my business and my team.
– Mary Martinez, Owner, Home Instead Senior Care
Joe is a powerful resource in the areas of sales strategy and business development. Much of that success relies on his unique ability to connect with people and marry personal skills with technical proficiency and sound business development practices.
– Janet Phillips, Director of Technical Support and Training Services, Sonic Wall
Joe is an outstanding sales professional with strong background in both direct and channel sales. He also has excellent managerial expertise and is a valuable resource to anyone looking to grow their business and develop their people.
– Len D’ Innocenzo, Partner at CRK Interactive, LLC
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.