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Strategic Sales Methodology and Training

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19+ Years of delivering QBS and counting. . .

rolodex“Differentiation in competitive markets is largely a function of how much value the customer perceives. Thus, you want customers to have many reasons to buy from you, to create competitive separation, motivate decision makers to move faster, and make it easier for decision makers to justify the expenditure.”       -T. Freese

From Fortune 100 companies to mid-sized businesses, the QBS Methodology has proven to be the #1 rated sales effectiveness training by hundreds of leading sales organizations, including:

SAP Exelon aPriori Technologies
Sanofi Aventis Bomgar Actuate Software
Accelecare Engenuity Orbis Corporation
Agilysy Oblix Floqast
Qubole Spectra Logic OneMediaPlace
Orbis TDiTechnologies Allstream Canada
Altiris ktMINE Altium
Duff & Phelps Farmer’s Insurance Packeteer
Appcelerator Ink Publishing Endolite
Dell/EMC Keysight/Ixia Pentaho
Arrow Enterprise Freeman White Quebecor
Asset Protectors Fusion IO TeleVox Solutions
Millipore Hach Raymond James
Birst Harte-Hanks Rotork Controls
TwistLock Hewlett Packard Datto EMEA
IBM West Communications The Presidio Group
FiberLight iEnergy Interim HR Consulting
Blue Ridge Numerics Immersion Medical Serena Software
Merck Infoblox Boxlight
Nitel USA Insight SITA
Cushman Wakefield KACE/Dell Spectra Logic
Qubole Laidlaw Comcast Business
Chemtex Global LanDesk Storage Networks
Cisco Systems Lavante Datto
Politico Loudcloud Sun Nuclear
Schӧck USA Lucent Technologies Sunbelt Business Brokers
CLSA Masergy Sutter Health
Comfort Institute Mayo Medical Laboratories Symbol Technologies
Compuware MDR Switchview TD Ameritrade
Gexa/NextEra Metatomix Tech Data
Constellation Energy Microchip The Sayers Group
Microsoft Corus 360 Trustmark
CharTec Money Mailer CleanAirCampaign.org
Danaher Zones Veristore
Daylight Transport CDW VERITAS Software
Definition Six Netapp Tantalus Systems
Puppet Labs Newgistics Wells Fargo Financial
Targus Nortel Networks Workday
Duncan Aviation Novartis WorldWide Technology
E-Trade Financial Novell Zoetis


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QBS® is a registered trademark of QBS Research, Inc.

Tom Freese vs. Other Motivational Speakers

Best Selling Author/Trainer

Strategic Questions

The Most Powerful Tool in Sales

Besides gathering information, strategic questions are a salesperson's best tool for:
• Piquing Customer Interest
• Establishing Credibility
• Understanding Requirements
• Creating a Sense of Urgency
• Qualifying Opportunities
• Competitive Differentiation
• Negotiation / Positioning
• Escalating to Decision Makers
• Securing Commitments / Closing Deals
• Maintaining Margins
• Getting Leads / Referrals
. . .which is very different than just probing for needs.

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