subject: One Company Does It Right [print this page] It is refreshing to see a company go against the trends. In an era where the overwhelming majority of business owners have pulled back, reduced their sales and marketing efforts, and cut out any investment in the growth of the business or its people, one company has done the opposite. As a result, they are prospering.
Heres their story. BLDI is an environmental consulting firm, consisting of engineers and geologists. They primarily serve lending institutions and real estate developers with environmental analysis, risk assessments and remediation. The eleven member business began adopting the teaching from The DaCo Corporation about four years ago.
President of BLDI, Joe Berlin, believes in the importance of sales training. Our challenge at the time was that, though we had engineers who were accomplished in their line of work, we needed to be able to show that to our customers and prospects. Together the DaCo Corporation, Dave Kahle and Joe Berlin developed a strategic plan that matched the business goals with their selling efforts. The staff was trained in The Kahle Way and monthly coaching sessions were held.
If we hadnt done that, my business would be in trouble! says Joe. The environmental consulting industry has seen reductions of over 30% lately and my competition is really struggling in this tough economy. Nevertheless, my business is up over 15%! It all comes down to our focused sales efforts. At BLDI, we know about sales and the benefits customers receive from consistent sales contacts. Its the daily focus and the daily follow up that makes the difference.
Reacting to the knowledge that several of his competitors are letting their sales staff go in order to reduce costs, he exclaims, I cant imagine letting my sales rep(s) go, especially in this down economy. Bottom line. In a segment that is down 30 percent, his business is up 15 percent because he invested in sales.
