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The holistic approach of the HPSE and its integrated, metric driven programs has helped our clients achieve measurable performance improvement across all levels of their organization. The samples of testimonials below are segmented by organizational layer.
Al Leary Senior Vice President, Sales & Marketing RedSiren, Inc.
"We have made significant strides and achieved many of our goals by using a formal sales/sales management methodology backed up completely by automation.”
Sarah Kilburg Vice President, Financial Services
Dan Smith Vice President Financial Services TransUnion LLC
Newt Parkes Vice President & General Manager, North America
CTG
"Adopting the Adventace sales model has provided significant improvement to Epsilon’s business development process. Epsilon has always utilized a team-based pursuit of new business but with the Adventace model we have fine tuned our process and improved the quality of our pipeline. In fact, our pipeline has increased 575% from 12/02 to 12/03, and although there are many factors that have contributed to this, adoption of the Adventace sales model has been a key part of this success. We also attribute the implementation of MORe reviews with improving the quality of our proposal process, allowing for greater Sr. Management input into our pricing strategy. As a result our close rate has increased from 27% to 36% since the start of the year."
Michael Levoie Senior Vice President, Business Development Epsilon
Carolyn Cronin
Regional Vice President, Financial Services
"The sales methodology conveys professionalism in letters of understanding and provides a consistent means to uncover critical business issues that will lead to additional service offerings. Consistent tools will allow sales managers to work more closely with AE’s in personal development."
Don O'Brien Executive Vice President of Sales SunGard
Dan Smith Vice President Financial Services TransUnion LLC
"We have made significant strides and achieved many of our goals by using a formal sales/sales management methodology backed up completely by automation.”
Sarah Kilburg
Vice President, Financial Services
”For the Adventace methodology to truly bear fruit, it had to be supported by automated processes that could be easily adopted by the sales organization and absorbed into the culture of our company. Adventace SMS aligned our SFA and sales processes with the Adventace methodology to create a highly efficient and effective sales culture. This helped transform initial pipeline improvements into increased sales performance.”
Albert Leary Senior Vice President
National Sales & Client Services
Avnet Account Development Manager
"We as managers and executives are now able to drive Account Plans around the opportunity level that then translates into pipeline, vs. the traditional customer plan that sits on a shelf. We have greatly improved execution against our account plans with high levels of success in delivering solutions that bring value and return on investment to our clients.”
Sarah Kilburg Vice President, Financial Services
Albert
Leary
Ivan Manestar Account Executive CTG
"Our MAE’s are being told by their customers that, 'You really understand our business. You are really in touch with our organization.' This would not have happened without the approach we have taken. We are viewed as being far more consultative than we have ever been.”
Dan Smith Vice President, Financial Services
Michael Levoie Senior Vice President of Business Development Epsilon
Director of Channel Sales
Maxxan Systems, Inc.
"Our sales VPs are better able to identify Account Executive development needs through skill analyzer tools. They have a clear view of where their AE’s are challenged and where they may need assistance. The tools provided enable our sales managers to craft focused and more precise development plans.”
Carolyn Cronin Regional Vice President, Financial Services
Managing Director UK
CTG
Dir. Business Development
Marconi Communications
Larry Deets Account Executive Guide Technologies
Mike Stomba Sales Executive, Aldon Computer Group
Brooks Boccella Customer Account Executive Prophet 21
Martin Russel Account Manager Merant
new level. Our
competition will fall further behind.”
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"RedSiren
provides a broad and complex range of consulting and managed security
services and has acquired several companies over the past 18 months. We
engaged Adventace® immediately following our acquisition of a large
consulting practice to assist us in the development of an effective and
unified sales culture that leverages the value that both consultants and
sales professionals bring to the client development process. Adventace® was
very important to RedSiren being able to quickly integrate its diverse
resources into an effective team that drives business results."
“This past
November Aldon Computer Group launched the Adventace® “High Performance
Sales Environment” system. Our Executives and my Sales Team were provided
with highly targeted programs. Our accomplishments have been extraordinary.
In less than one year we achieved the following results:
"CTG, Inc.
is an Information Technology consulting firm serving Global 200
organizations. Our sales force is undergoing a transition from one with an
emphasis on pure technology to one that must focus on selling business
solutions. By driving the Adventace® programs, our Account Executives have
learned to be more business focused by seeking out clients’ critical
business issues and their related causes and aligning CTG’s core
capabilities to resolve these issues. The result is a sales force that is
perceived by clients and prospects as business partners, not vendors."
"Every year
Epsilon seeks to improve our business development process. Selling highly
strategic services that are custom integrated and/or configured to meet the
needs of each client is a complex process requiring the involvement of a
team of Epsilon professionals." 
"Blending
three silo’s into one Organization, closing the year strong in 12/03,
dedicating time, energy and effort to learning new products, and introducing
a new sales methodology represents a tremendous challenge for 1Q04. The
professionals at Adventace compliment [our] tremendous work ethic,
professionalism and high quality of work as we move forward in adopting this
new sales methodology. They have been a valuable asset to our sales team."
“Great to finally
receive training for selling through the channel. Excellent tool.”
”For the
Adventace methodology to truly bear fruit, it had to be supported by
automated processes that could be easily adopted by the sales organization
and absorbed into the culture of our company. Adventace SMS aligned our SFA
and sales processes with the Adventace methodology to create a highly
efficient and effective sales culture. This helped transform initial
pipeline improvements into increased sales performance.”
"I
participated in an Operations Review conducted by Adventace. A key component
of the Review was Opportunity Assessment. Adventace helped us identify
potential problem areas (which we rectified) on a critical opportunity and
then rewrite our Letter of Understanding to our Power Promoter. The
clarification helped us to move through the sales cycle more quickly, which
resulted in winning a $200k opportunity. Through our Action Plan, this then
resulted in a multi-million dollar win.”
"Achieving increased unassisted sales through the channel is one of the
core objectives for
Internet Security Systems. Since the channel is a complex mix of one and two
tier partners with different degrees of expertise and independency, we need
to ensure that both the direct sales touch and the indirect model use the
same methodology. The Adventace (management) methodology offers as one of
the few in the market this integration between direct and indirect
methodology. ISS is now perceived as the only vendor in the security market
who has both sales and technical training to optimize the channel's
performance."
“I can honestly say
your program gave me insights that I already knew but hadn't seen presented
in such a clear, focused manner before. Your material is terrific and I
recommend any manager in Channel Sales to take advantage of the program.” 
"I have attended a number of sales management courses over the years and
not one of them has really been able to provide a forward look into the
pipeline / forecast, generally it has boiled down to "gut" feel. Most
courses focus on the people management first. What you have provided will be
invaluable both for me and each of the sales team [members]. It is too late
really when you look back at the figures. [It is] much better to look
forward and at least you have the time to put it right or better still
recruit the resource to help deliver the extra deals!!"
“I
would recommend the ACE Methodology to others.” 
“This was
better than any sales training I’ve been through since my initial training
in 1977 with IBM. Very beneficial sales process to enhance the probability
of success. I will benefit from these sessions!” 
“The
workshop was GREAT! It’s great to have a way to measure progress other than
just the bottom line #. I can’t wait to apply these processes in the field.”
“Excellent
Workshop! Invaluable! A thorough understanding of a company and industry
trends will add focus to the opportunity. [The Account Planning and
Opportunity Identification Workshop] emphasized the importance of
higher-level contacts within the account. Also how CBI’s are linked to
causes and multiple contacts was useful [It also] showed a need for more
detailed analysis and understanding.”
"[With ACE Selling] We
have:
[ACE Selling is an] “outstanding
program!”
“ACE will allow us to take
our sales performance to a whole
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