Sales and Advisory Board Associates Sales Process Improvement Checklist Tom Ingram and Associates Home

 

Theory and Proof: 

 

15 Qualified Approaches = 5 Net Meetings = 3 Proposals = 1 Sale*

 

Number of Calls, Emails and Letters Required to Build This Pipeline

  • 1,248 Phone Calls  (24 sales x 52 prospecting calls per sale)
  • 1,032 Emails  (24 sales x 43 prospecting emails per sale)
  • 432 Letters  (24 sales x 18 prospecting letters per sale)

Net Meetings / Conference Calls Closed by Tom And Team:

  • Johnson and Johnson
  • Procter and Gamble (multiple)
  • American Express
  • Avery Denison
  • Incomm
  • Ingram Entertainment
  • Garphique De France 
  • Coty
  • Premium  
  • Giant Food
  • Best Buy
  • Sara Lee
  • Kimberly Clark
  • Innovative Brands
  • Wilson Sporting Goods
  • Intelligroup
  • SMP  
  • AMS
  • Rand McNally 
  • Pilot Pen
  • Mead  
  • Reps / Handleman
  • News America, A News Corp Company
  • Omnicom Subsidiary, NIS 
  • Resource Plus 

 
  • Frito Lay
  • Lumene
  • Advantage
  • EPLDT Ventus
  • Banco Bradesco
  • Confidential Prospect
  • IBA Group

 

Face to Face Meetings Closed by Tom And Team:

  • Procter & Gamble (two major executive meetings from cold approach.)
  • 3M (senior exec meeting through cold approach)
  • Maybelline
  • L’Oreal
  • Select A Vision
  • Rand McNally 
  • Staples
  • Supervalu
  • Target
  • Excel Marketing
  • Cadbury USA
  • Reckitt Benckiser
  • Kiss Products
  • Revlon (multiple, with Senior Vice President, from cold approach)
  • Hasbro
  • General Mills
  •  ConAgra
  • Dole

 
  • Amerisource Bergen
  • Frito Lay
  • Alberto Culver
  • Unilever
  • General Electric
  • Fort Worth HBC Mfr

  

Sales Closed – Over $6.5 Million Since 2007  Notable Sales Accomplishments in Blue

  • Procter & Gamble (Tom closed $140,000 sale of three people resulting in $5.5 million sold)
  • General Mills (Tom sold subordinate that closed)
  • ConAgra (Tom sold subordinate that closed)
  • Dole (Tom sold subordinate that closed)
  • Reckitt Benckiser (Tom sold subordinate that closed)
  • Rand McNally  (Tom sold and managed subordinate that ultimately closed)
  • Pilot Pen (Tom placed and managed subordinate that closed)
  • Mead (Tom sold and managed subordinate that closed)
  • Six Smaller Accounts (Tom sold and managed subordinates that closed)
  • Reps / Handleman (Tom closed)
  • News America, A News Corp Company (Tom Closed)
  • Omnicom Subsidiary, NIS  (Tom Closed.  CEO of $500 million subsidiary called back after just two cold calls)
  • Resource Plus  (Tom Closed)
  • AMS  (Tom Closed)
  • Premium  (Tom Closed)
  • SMP  (Tom Closed)
  • Synergy (Tom Closed)
  • Beiersdorf (Tom sold and managed subordinate that ultimately closed)
  • 3M (Tom sold and managed subordinate that ultimately closed)

*  We know this information is not perfect, but it is the best we can assemble from the various sources involved, and we believe generally reliable.  Success stories, client quotes and payback estimates are provided as general illustrations of past performance and represent summaries of long term, complex efforts.  They are often used to teach concepts and lessons learned, and may have been simplified considerably.  Estimates of financial impact are estimates only, and not intended to convey exact financial information.  Some have been altered to protect confidential information.  We ask that prospective clients contact our references and request specific details of relevant success stories prior to any decision to use our services.