“We know now what we’re looking for and we also know what to expect from the salesperson when we hire them.  In the past, we didn’t really understand the different types of sales roles.  So, we went out with a blanket request for a salesperson not realizing there were different kinds and what kind were we looking for.”
- Sean McCarthy, Sales Manager, Vetter’s Culligan

“What we learned from the process is to pre-establish our expectations for a new hire and measure their progress.  If progress is not met within the pre-set period of time to the agreed degree then we part ways.”
 – Bruce Van Kerckhove, Owner, Allegra Print and Imaging, Cedar Rapids

“Jim has consistently delivered timely, relevant, and applicable sales information that can be readily adapted by top sales professionals.” 
- Mark Riley, President, AIA Iowa Allied 

“I really valued the way to handle objections with ETTBAC and the way to read customer body language to better address their rebuttals.”
- Ashley Zink, PigChamp

"I have been obsessed with becoming a sales expert for 7 years now and Jim has provided by far the best sales training I have experienced so far in my career."
- Jeremiah Shrack, National Insurance Services

“I found the boot camp sessions to be an extremely valuable tool that I have no added to my sales tool-box.  Overcoming objections in this killer economy is no longer a bottle-neck!”
- Julie Bowers, Relationship Marketing

"After 30+ years in sales, I picked up a lot of tips.  Great job!"
- Tim Hanson, Body Parts Store

"I found the workshop to be helpful by identifying the steps of selling in tough times.  How to handle the feedback from your customer and determine where you are at in the selling process, and how to move forward in the selling process."
- Jim Hockins, Body Parts Store

"Two critical elements I learned were how to ask questions – the timing, appropriate type, etc.  Mainly to put the product pitch in the form of questions.  Also I will develop a script to use for prospecting.  I think this will not only help keep me on track, but overcome anxiety with cold calling."
- Steve Ott, National Insurance Services

“Honestly, I was very impressed with Jim.  It was one of the best sessions I’ve been to personally, and I’ve been to a lot.  I was able to take a lot of good points away from the meeting.  Stuff I can utilize!”
- Mack VanderBeek, Pro-Line Building Company

“I learned new ways to approach business development, new ways to connect with prospects and new ways to be more productive at finding the gold nuggets as I make my calls.”
- Sharon Vance, Relationship Marketing

“Performance Group training classes make you think and actually leave with tools you can use to sell.”
- Tony Wiech, Stetson Building Products

"This was excellent in framing how National Insurance Services and its sales team can improve in reaching our customers and selling our value.  Sharpen our value proposition."  - Bruce Miller - President, National Insurance Services

“Lobaito combines good tools, good questions, and good humor to help you see a no-nonsense way to increase your company’s sales.”
- Jimmy DeMatteis, Des Moines Truck Brokers Inc.

“I was reminded how much I’ve learned in sales and the rewards to be gained through practice, buttoned down process, and preparation.”
- Andrea Westmeyer, Relationship Marketing

“Good experience yet again!  It’s important to “sharpen a tool” many times a year.”
- Mack Vanderbeek, The Pro-Line Building Co. Inc.

“I rediscovered the knowledge that I have the tools to succeed and just need to apply them.”
- Susan Wulf, PigCHAMP

"Good job handling participant’s objections to ideas.  Good content and practical with specific ways to apply it."
- Lori Kautzky, National Insurance Services

“[This training] is a true motivator and skill sharpener.”
- Don Bennett, Hotsy Cleaning Systems

"The 'How to Handle Objections' Boot Camp gave me insight on how to get appointments."
- Bob Van Aernam, Iowa Des Moines Supply

"I go into these training sessions with low expectations and I was pleasantly surprised by the relevancy of the topics and the delivery.  Several useful tips to refine my approach – start with a positive, prepare relevant questions and LISTEN."
- David Branback, National Insurance Services

"The best sales training experience ever!  None other has come close.  Best ideas on how to actually deal with on-hand experiences. Thanks Jim."
- Ed Anderson, Nutech Seed

“I found new avenues for increasing my sales techniques that gave me new directions to pursue.”
- Joe Avila, Liebovich Steel

"An insightful and motivating sales training session that dealt with and combated real life sales situations."
- Chris Adams, NuTech Seed

“I was able to better identify our sales process.  I not only broke it down, but was able to identify the tools to better describe the process and the compelling reason for a prospect to work with us.”
- Eileen Valdez, Merit Resources

“I went to a seminar on how to sell in a down economy.  If anything, it made me more aware that I tend to just go day to day doing the same thing.  I need to open up and change my approach and try new methods.  I don’t feel I know enough about my customers and need to expand my knowledge.”
- Ann Holub, Liebovich Steel

"I had an eye opening sales training presentation to clear my head on handling objections in sales calls.  Well worth the program!"
- Kermit White, NuTech Seed

“I had a very interesting and informative experience today.  I picked up some exceptional ideas I had not used or ever considered before.  The session was very well presented and great examples of actual role play will be very helpful.”
- Thomas Moore, Liebovich Steel

"I sat in sales training and it wasn't a waste of my time.  One of the best, most reasonable/sensible training seminars I have been to."
- Jason Stark, NuTech Seed

“My experience in this training program was insightful.  It helped me to exam how I can be doing my job differently, by being more assertive and by asking my customer better questions, and how to better handle objections.”
- Coley Cummings, Liebovich Steel

“I learned how to better illustrate and discuss the services we offer with our prospects and also learned better ways to communicate our value proposition to the right people.”
- Andy Tebockhorst, Merit Resources

“I learned that confidence in all situations in sales would play a huge role in one’s success.  It was nice to hear different situations from colleagues and what they are having trouble with, and then to hear ways to help with those situations.”
- Tom Franken, Hagerty Steel

"I called your office to get your e-mail address and report back to you what just occurred. I don't know how it happened, but it happened. I used some of the strategy mapping / elicitation questions we reviewed in class today in a rapid-paced conversation.  The client (whom I've worked with about a year) just opened up, and shared a ton of information with me that's allowing me to take my proposal up 31% from what the original plan had called for. Very nice. It's funny how, even though all of that information is very heavy and daunting, it just kind of came together on this particular phone call."
- Jon Liebl, Clear Channel Radio

"They teach you techniques that truly work in today’s marketplace and educate you on buying logics and not trickery."
- Rick Eggermont, Capital City Fruit

"This course provides “real world” solutions to customer objections."
- Zach Van Horn, Rexco Equipment

"This class challenges you to re-visit what you thought you knew about sales.  A lot of the material is about things you do know but is presented in a way that makes you realize there is more to know than what you knew.  It is a fun class that really made me think.  I found out I did know a lot but now I have the processes to put what I know into action to be successful."
- Lisa Logan, NCMIC

"The course is a complete presentation of the sales process that provides the tools/skills necessary to negotiate each part of the process.  It gives the sales person the tools needed to sell.  It is then up to the sales person to implement."
- Todd Cook, NCMIC

"This class forces you to see weak areas in your sales techniques and then shows you how to improve them."
- Barry Groh, Acme Printing

"The class provides commen sense techniques for real world selling."
- Karin Bjorseth, Clear Channel Radio

"Every time I came to class I learned something that really got me excited to be in sales. I couldn't wait to get out into the field to try it!"
- Rachel Burres, Clear Channel Radio

"The real life examples of the instructors and other classmates, compounded with the weekly instruction, made this class an incredible experience."
- Jon Liebl, Clear Channel Radio

"It's a great tool for any salesperson that needs fine tuning or a refresher on techniques that will help them stand apart from the competition."
- Tim Cross, Clear Channel Radio

“Good Presentation.  Good, practical and useable information.”
- Lori Stasburger, Thomas Register

“The training has given me the opportunity to see what we do from a different perspective.  I’ve witnessed first-hand how the services we provide translate into solid, bottom line benefits for our customers.  It has given me the tools I need to see the full net effect we deliver for our customers.  It’s been interesting to see how we can differentiate our services from others in an industry that tends to view 3PL’s as a commodity.”
- Ben Batten, Des Moines Truck Brokers

"What you guys did with helping us sell into a new vertical has been terrific.  We have set records each month since we implemented the process.  We need to get to higher levels yet, but we are headed that way.  Thanks for helping us down the path of developing a stronger sales culture.  Look forward to continuing our relationship in 2009 and beyond.  Thanks."

Rod Warren, President 
NCMIC, Clive, IA