Interview with Brad Cecil GMC Software Technology (4:54 min, Online DVD)

GMC Software Technology helps businesses implement high impact, personalised communications that increase customer satisfaction and loyalty, drive new customer acquisition, improve productivity and cut costs. Their software is used by businesses to individualize the correspondence they generate: documents such as billing statements, promotional pieces and direct mail, or portfolio performance statements you may receive from banks.

The objective of the assignment with Infoteam was to achieve sales excellence in their European, Asian, North and South American sales force. The assignment included:

• Sales process improvement workshops worldwide for all sales and pre-sales people
• Definition of the required sales competencies and their integration into performance evaluation and recruitment processes
• Ongoing coaching and consulting working side by side in reviewing must win deals
• Tailoring of customer communication e.g. needs analysis, proposal, management summary and ROI
• Working with management to integrate the sales methodology into their sales forecasting system
• One-to-One coaching for the management team from our CEO downwards

The interview is with Brad Cecil, one of GMC’s top performers. He talks about how Infoteam’s methodology has helped him get to President’s Club.