More & faster Wins
Greater & Faster Profit
Business Risk Reduced
“We’ve looked at the major sales training programs on the market. There is nothing like 'Value Selling Excellence - Intensive.' We are moving forward as Beta #1.”
Americas Sales Excellence Manager, Dow. Inc. October 23, 2024
Creating A Profitable Sales Team With Standard Sales Training Tools Is Difficult
In today’s environment sales leaders are being asked to grow faster and capture more value, often with fewer resources.
Standard sales training tools are a good start, but they don’t teach the Best Practices to consistently outperform your peers and competitors and become an Award Winning Seller.
Our Proven Best Practices make it easy for your sales team. It really doesn’t require much more effort for your sellers; rather a mindset change, shift in focus, and some tools we provide.
“Value Selling Excellence - Intensive" is unlike anything on the market
Standard Sales Programs
One-size fits all Sales Process that relies heavily on the skill level of the Seller and number of calls.
A generic, branded modification of a tired sales process that’s been around for decades. Often justifying the inefficiency and low sales conversions with: “It’s a number’s game”
Poor success rates and increasing internal pressure drives a potentially talented seller to seek opportunities elsewhere.
Proposals come from a weak sales position and discounted price, because standard sales programs don’t uncover the subconscious needs of the seller. (The actual reason people buy)
It always seems to come back to price, when we should be able to capture more value.
Value Selling Excellence
Easy-to-follow sales process & best practices that will work for anyone, even if new to selling.
Based on award-winning Seller practices & validated with cutting-edge neuroscience related to core human behavior and predictable patterns. Works with even the most difficult Buyers.
Seller is empowered with award-winning tools and techniques and understands WHY they work, leading to greater seller engagement and success.
Your proposal is a validation of the Buyer’s subconscious desire to buy from you, leading to a Value-driven buying decision (vs. price)
When in need, your Customers come to you first because they place Value on buying from you. Price becomes secondary.
The ONLY sales training built from > 280 years of sales excellence and powered by neuroscience
> 280 years of value selling secrets by award winning Fortune 100 sellers right at your fingertips to close more sales
Powered by cutting-edge neuroscience that makes the learning fast and the process easy to follow
Gives your entire sales team clarity and the tools they need to close more sales and capture more value…without requiring supervision
Frees up bandwidth for sales leaders to focus on high impact selling and leading the team
"his skills can help in both high technology and business endeavors - mature or start-up."
Mark Loboda
Sr. Vice President, Science & Technology
Hemlock Semiconductor Corporation
> 280 Years of Sales Excellence Secrets
In the 9 months prior to retiring from Dow, I interviewed 10 Senior Sellers and also Purchasing, Product & Marketing Directors, Customer Service, Financial Services, Receivables, and Quality Specialists on seller best practices, lessons learned, what I wish I knew & unforced errors.
Every Seller Will Have a Clear Plan to Follow
Every seller will have a simple learning plan after each module that will dramatically improve their efficiency & impact with their customers, but will on day one begin “tapping” on the Buyer’s subconscious in ways that will drive Value (vs. price) purchasing decisions.
Infuse Award Winning Sales Excellence into your ENTIRE Sales Team... Today
Winning with Customers
The Seller learns the neuroscience of How and Why the award-winning best practices shared in the training program lead to a value-based purchasing decision.
Sales Accelerator Playbook
The Seller learns best practices for efficiently managing a sales funnel, optimizing time management, influencing internal support, and words of wisdom learned the hard way.
Differentiate to Dominate
The Seller learns best practices for simplifying value proposition development and engaging the customer organization to uncover unstated needs, thus creating real competitive differentiation.
Unlocking Proposal Success
The seller learns best practices for creating a compelling value-based Proposal, demonstrating the true value being delivered to the customer and leading to a Value based purchasing decision.
Maximizing Negotiation Outcomes
The seller learns best practices related to negotiation preparation and the iterative refinement of positions leading to a successful negotiation, along with insights into Attorney-Client Privilege, Claims, and Principled Negotiations.
Delivering Through Distribution
The seller learns the best practices for engaging w/ the distributor to maximize and demonstrate their Value to your business / customer, hold them accountable, and respond to requests to buy direct.
Your Plan To "Value Selling Excellence"
The simple steps to help your team close more sales, faster
Schedule a Quick
Interview
Get started w/ a quick interview w/ Tom. Let him know your desired outcomes
Receive a Training Plan Tailored to Your Needs
You’ll receive a straightforward training plan with up to 7 different modules you can rollout at your desired pace.
Rollout Plan and Watch Your Team Close More Sales
You’ll have a team empowered with simple, effective, new tactics. And a straightforward, individualized training plan that’ll impact seller behaviors on Day One.
I’m here to help…
Tom Zoes, your sales excellence trainer
Tom is an award-winning, Fortune 100 seller with 32 years prior experience as Business Leader of an SiC semiconductor wafer start-up, Commercial, Procurement & Technical Leadership roles, Mega-project Site Selection leadership, Key Account Management, Business Development, Engineering, and Executive Projects.
MS & BS Electrical Engineering - Solid-State Physics & Semiconductor Device Fabrication
"Tom is also a genuine coach and mentor to his team and peers."
Heather Jimkoski
Global Business Director
Achievements…
1st engineer worldwide to ramp Dow Corning Fox Flowable Oxide Low-K Spin-On Dielectric into integrated circuit production.
Led commercial & tech service teams to > 90% global share Low-k Spin-on and Chemical Vapor Deposition chemistries, widely adopted by Integrated Circuit manufacturers.
Led global Site Selection for $2B hyper-pure polysilicon plant & negotiated one of largest incentive packages in US history to that time.
Negotiated 10 take-or-pay, 10 year supply contracts w/ $2B prepay to cover the polysilicon plant capital investment.
Dow Consumer Solutions Sr. Account Manager to PPG & Sherwin Williams. Exceeded sales plan 7 of 8 years.
Dow Corning Sales Achievement & Dow Pinnacle Awards
What Others Are Saying…
This takes sales training to a new level!
“There are many fine sales training courses, but Tom’s is exceptional, because it’s based on science—neuroscience in fact—and the real life practices of award-winning sales professionals. Truly, this takes sales training to a new level!”
Dan Adams
Founder AIM Institute
How to build teams to drive sustainable results for any organization
Tom’s practical approach to value selling is based on years of honing his own fundamental skills of building trusting, long-lasting relationships through active listening, understanding unmet needs, and developing win-win solutions. Tom’s experience in commercial leadership afforded him the clarity of what success in sales looks like and hence, on how to build teams to drive positive sustainable results for any organization.
Tim Pajk
NA Sales Director (ret.)
The output was incredible and has become a revolutionary training standard
I have had the privilege of collaborating with Tom throughout multiple endeavors over the past 8 years. Most recently, I was able to witness Tom take an idea and create a corporate commercial training program; the output was incredible and has become a revolutionary training standard. His ability to develop and guide a business to execute a strategy is extraordinary. Tom is truly the most multi-faceted and capable person I have ever had the pleasure of working with.
Jenafer Duley
Sr. Technical Service & Development
He is one of the most capable sales professionals I have worked with
I have had the pleasure of working beside Tom for five years and can say he is one of the most capable sales professionals I have worked with. Tom is highly experienced in managing large client accounts. He has a great ability to take a complicated situation and simplify it into manageable parts both for internal teams and customers so that the right decisions can be made for both parties.
Jeremy Walraven
Global Product Director
Out-Performing GDP With Limited Resources Isn’t Easy
The Challenges
I’ve led sales teams and know the challenges of improving outcomes in an entire sales organization.
It’s almost impossible.
Not enough mentors
Sellers are not bought in
Too little time to drive change
If your Sellers adopt a fraction of the best practices in this training program, their results will be astounding. I can show them which ones