Barry Rhein & Associates
Company: Barry Rhein & Associates, Los Gatos, CA
Entry Submitted by: LearnEASE, LLC
Company Description: A 27 year old, results-based sales transformation and training company specializing in solving true business problems by teaching sales techniques that shifts from transactional or reactive selling to solution-based selling. Selling Through Curiosity™ is a results-based sales skills program.
Nomination Category: Solution Provider Awards Categories
Nomination Sub Category: Sales Consulting Practice of the Year
Nomination Title: Barry Rhein & Associates - Selling Through Curiosity™ (STC)
Tell the story about what this nominated organization has achieved since the beginning of July last year (up to 500 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:
Great Sales training is hard to find. Typically, it lacks engaging content,
does not demonstrate immediate and measureable sales results, nor is it
transformational or life changing in nature. For over 27 years 97.3% of our
STC participants say they are able to immediately apply and see tangible
results in all customer interactions.
Tough times have made virtual training a necessity. However, the challenges
of transforming a sales organization are intensified exponentially with
virtual delivery. While other virtual programs attempt to offer a blended
learning approach, 1 -2 hour sessions over time, some video, some homework,
self-paced eLearning, etc., true transformation occurs when new habits are
practiced and become habitual. With other virtual programs practice is left
up to the individual and not in the virtual sessions. Virtual 1.0 consisted
of raise your hand, chat, poll questions, whiteboards, listening to an
instructor along with death by PowerPoint.
What if:
" Sales people would be excited to participate in 18 hours of training
virtually over 2 weeks?
" You could break participants into 100 different practice breakout
sessions at the push of a button, easily and simultaneously?
" You could put competitors into the same training event, break them
into their own teams for practice, seamlessly and without incident?
" Sessions could be greater than 200 participants, globally?
Here is what Sales Leaders say about the virtual Selling Through Curiosity™
program:
"Because of STC we have more new accounts, have more deals in the forecast and
a lot more people selling solutions. We were very critical of virtual. It
was better than in person. We ask better questions, learn more, probe
differently and the customers know we care."
- Dan Sytsma, VP of Sales Logicalis
"Practicing virtually blew my mind. All of our people were engaged and the
results immediate with both new and experienced reps. The practice developed
the confidence needed to engage differently."
- Al Chien, VP of Sales at Dasher
"The practice in STC made our company healthier. The results are everywhere.
Because of STC we are about to close the largest deal in our company history
by 400%."
- Rob Schaffer, EVP of Sales STA
"We saw over 132 million dollars in additional revenues as a direct result of
the in person STC training program. Now, with the virtual program the results
are even better. We get all the same practice spaced out over time with real
customers without any travel expense or wasted time traveling. "
- Kevin Hooper, VP Emerging Growth Accounts at HP
In conclusion, every sales company has an answer for virtual delivery. What
makes us different is our ability to engage, show immediate value and create
numerous practice opportunities that even the best and most successful sales
people see instant value in applying.
We spend hours practicing virtually, with hundreds of participants all with
the experience of a small customized program. As Kevin Purcell, Sales
Transformation Guru at HP says, "No one has cracked the code or come close to
virtual STC and we have seen them all."
List hyperlinks to any online news stories, press releases, or other documents that support the claims made in the section above. IMPORTANT: Begin each link with http://, and enclose each link in square brackets; for example, [http://www.youraddress.com]:
Provide a brief (up to 100 words) biography about the leader of this nominated company:
For the past 27 years, Barry Rhein has been the most sought-after sales
trainer and consultant in Silicon Valley. His seminars and curiosity-based
methodology are widely praised for moving far beyond theory and into simple,
practical steps that have an immediate impact on the attitudes, skills,
effectiveness, and earnings of the participants. Barry is known for his
ability to get results in days that would normally take years for most sales
people to master.
In 1983 Barry started Barry Rhein & Associates, founded on the belief that
sales training must produce measurable results. Barry's many worldwide
successes include working with companies such as Salesforce.com, Hewlett-
Packard, Business Objects, Ariba, and Informatica, as well as hundreds of
other companies and thousands of independent salespeople.
Barry currently resides in California's Los Gatos Mountains, is happily
married, and has three fantastic children.