Building Entrepreneurial People

Course Level: Basic to Intermediate

Prerequisites/Advance Preparation: None

Method of Presentation: Lecture and discussion

Recommended Time Frame: 8 hours

Taught by: Allan Boress, CPA, CFE and best-selling author of I Hate Selling

Designed For: Executives, managers, and others who want to ensure future growth by creating additional business development efforts throughout their organizations and choosing the right, entrepreneurial people to head up these endeavors.

Objectives:

To help identify and develop the business-development-oriented personnel (entrepreneurial personalities) that are necessary to compete and grow into 2010 and beyond

To develop an employee performance management model that supports inhouse promotion

To provide a model for successful personal marketing that can be emulated to produce business-building results

To help modify the behavior of those who contribute little to the practice development effort

To leave the organization with a working sales management-system

Program Highlights:

  • Why your people don't sell more... and what to do about it
  • Four ways to produce Entrepreneurial People
  • Targeting your market: Where and how the Best Business Generators get their business
  • Where you and your people should be investing your limited time to market and sell
  • The common traits, attitudes, and aptitudes of the Best Business Developers
  • Avoid marketing problems: How to hire the right people in the first place
  • Growing an entrepreneurial environment by stimulating the right kind of business-building behavior and by training your people to be more entrepreneurial
  • Nurturing the human assets you now have by providing the right kind of support system and environment for practice development
  • A proven method to manage the process: "The Boress Sales Management System"
  • Keeping process going: How to conduct regular sales meetings

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What Leaders Say

Our results have been phenomenal!

Everyone in our team immediately began putting Allan Boress' methods to work. The energy level in our firm has been incredible. Most importantly, everyone is empowered and confident in selling our firm. We more than paid for Allan's fee with the results we attained the first week following the training.

James L. Williams
Dixon Odom LLP

Just got the $85k job

After following Allan Boress' recommended actions, GR was awarded the job we had been struggling to close. Total recurring fee should be about 60K per year. Extra should be 10-15K per year... Thanks for your help.

Russ Gordon
Goldenberg Rosenthal

Allan Boress changes cultures, changes mindsets.

Each time we work with Allan, it has a lasting impression on our people. Allan's material is very atypical of what is generally offered in sales training programs. Our partners, managers and staff are more likely to think about the marketing and networking possibilities in everything they do, from social activities to the way they work with clients. Working with Allan can go a long way in terms of changing culture, changing mindsets — permanently!

Paul Dunker
Director of Marketing
Big 4 Consulting Firm

AllanBoress takes you through the entire PAINLESS selling process...

...and provides sure-fire closes and much needed advice on face-to-face as well as telephone selling skills. It is perfect for any consultant who gets a butterfly twinge at the thought of making a sales call.

Christian Frederickson
International consultant to professional service firms and author of How To Build a Million Dollar Practice

Just because you are a professional service provider doesn't mean you can't sell.

... And it's not that hard! It's even somewhat logical. Allan Boress' program has definitely had an impact on our ability to sell, and on self-confidence in sales situations. Allan provides valuable tools and a methodology to support ongoing, greater success. Our work with him gave us a common way to communicate, a common framework in which to approach and close a sale.

Brian T. Carley
Managing Partner
Big 4 Consulting Firm

These People Used to Hate Selling, Too

I attribute $1 million in new business to what I learned from Allan Boress

I had thought of myself as being good at making sales. Generally, I would win a new client after 3 or 4 meetings. After I hired Allan Boress to work with me and my partner and management group, I found myself closing sales at the first meeting, over lunch. I would definitely attribute at least $1 million in new business to what we learned from Allan. His material is incredible. He has simplified a very complex process and made it a lot easier for the partners to meet their goals. His program is very, very effective.

Lou Grassi
Managing Partner Grassi & Co
Lake Success, NY

A giant light bulb turned on for me...

Your book, I Hate Selling, is the answer to my prayers. I have read all sorts of other marketing books, taken classes, and listened to tapes with little success. There was still something missing for me. I continued to feel uncomfortable with being too pushy and was closing very few opportunities. A giant light bulb turned on for me when I read your idea of using the physician approach. Wow- that fits in so well with my goal of helping others. I've already begun to put it to work — today!

Lynne Klippel
MOT, OTR/L Certified Career Coach

The odds of obtaining a new client from referrals is now almost 100%...

Just wanted to thank Allan for all his help. His courses and books have helped me tremendously. My network of referral sources has increased dramatically and the odds of obtaining a new client from the referrals is now about 100%.

Carl Seyfarth
CPA