VENATOR SALES GROUP
Work With a Trusted Sales Optimization Company
VENATOR SALES GROUP
About Venator Sales Group
Venator Sales Group is a team of sales and sales management experts. We work with clients worldwide, helping them achieve their sales goals by providing the foundation for scaling their sales operations. Ever since its establishment in 2006, Venator has become a partner to many business leaders looking for clarity on how to regain control of their company’s growth.
We utilize an approach that includes the following:
- Sales Strategy
- Sales Management Process
- Collaborative Coaching
There has been a major shift across every industry in the way companies evaluate and make purchasing decisions.
They have become much more process-driven in order to mitigate risk, so they have implemented several steps to gain an advantage:
- Committee structures to gain consensus
- More competition to create leverage
- Tighter budget oversight
- Evaluating against using internal resources
At Venator, we address these challenges by focusing on the sales process, culture, and discipline. Rather than trying to fix individual salespeople, we have found that what is critical for success is a deep commitment to change and management’s willingness to shift behavior and mindset.
The issue with most sales training is that it presents a checklist of static process steps that requires very little critical thinking on the part of the sales team. The fact that so many deals are falling apart, is less about the execution of sales techniques, and more about using them on the wrong level stakeholders. The Venator process is grounded in the pursuit of political alignment with all stakeholders that play a role in the decision. Our goal is to enable sales people to negotiate access to power, as opposed to relying on internal advocates who overestimate their own influence.
- Utilizing a Formal Sales Process
- Exploring the Business Drivers
- Navigating to Power Stakeholders
- Creating the Pre-sales Project Plan
- Remediating 11th Hour Roadblocks
- Leveraging Targeted Messaging
The biggest problem with sales training is the gap between the classroom and execution in the field. Reinforcement training is not enough; the learned concepts must be embedded in the organization's DNA. At Venator, we accomplish this task by fully integrating everything we teach in the classroom into the company's CRM.
- Pipeline Stage Validation Rules
- Pop-up Coaching Tips
- Qualification Questions
- Packaged Salesforce.com Objects
When it comes to product training, most companies have an abundance of material. However, when onboarding sales people, there is a lack of professional sales training being offered to ensure rapid success. Alternatively, the existing sales training curriculum lacks the strategic components needed in today's selling environment. At Venator, we have a blended approach with 20+ sales programs delivered both live and online, along with customized core classes that help sales people regain control of the sales cycle.
- Deal Conversion
- Pipeline Development
- Pipeline Management
- Sales Skills
- Management "post-training" Discussion Guides
PIMS Inc. – Venator Sales Group Client Testimonial
More than 25 years, PIMS New York Inc. has been servicing marketing and communications teams in the cosmetics, health & beauty, and consumer products industries. PIMS works closely with companies to create and distribute their customized marketing collateral. Venator Sales Group is a sales optimization company that has been working with PIMS since early 2015 to help build a sales culture and a sales management process to drive new business. Venator is a sales training and sales coaching organization focused on setting company goals and targets, sales strategy, sales management tools and CRM adoption.
QualiTest Group – Venator Sales Group Client Testimonial
QualiTest Group is the world’s second largest pure play testing company. Yaron Kottler is the CEO of QualiTest USA. They work with mid-sized to large companies that either develop software for a living or are large implementers of customized off-the-shelf software packages and need to test the software prior to launch. Venator Sales Group is a sales optimization company that focuses on sales management tools for scale, as well as sales coaching and sales training to help with targeting, sales messaging, pipeline development and conversion rates. Venator has been working with QualiTest since early 2015.
Hughes Enterprises – Venator Sales Group Client Testimonial
Hughes Enterprises is one of the nationâ€™s leading industrial packaging distributors and consultants. As a leading provider of packaging equipment, supplies, automation solutions, as well as maintenance and repair services for manufacturers and distributors, their primary focus is end of line packaging innovation. Whether there is a need to reduce floor space, cut materials costs or do more with a reduced labor pool, Hughes Enterprises excels in optimizing your packaging operations. Venator Sales Group is a sales optimization company that has been working with Hughes since early 2016 to help build a sales culture and a sales management process to drive new business. Venator is a sales training and sales coaching organization focused on setting company goals and targets, sales strategy, sales management tools and CRM adoption.
CMG Plastics – Venator Sales Group Client Testimonial
CMG Plastics is a custom injection mold plastic company. CMG is a manufacturer of custom injection molded plastic products for consumer products companies who need to package their existing or new product lines. Venator Sales Group is a sales optimization company that has been working with CMG since mid-2016 to help build a sales culture and a sales management process to drive new business. Venator is a sales training and sales coaching organization focused on setting company goals and targets, sales strategy, sales management tools, CRM adoption and recruiting for scale.
For over a decade, Venator Sales Group has relentlessly interrogated sales reality. Whether it’s related to a selling scenario, an opportunity review, or an interview with a potential sales hire, we believe that what we don't know is what stands in the way of success. We seek to find the truth!
The compulsive pursuit of alignment with employees, clients, prospects, and vendors. Without alignment, it's impossible to come up with collaborative solutions.
We don't teach what we don't do. Our team members take a disciplined approach to implementing and utilizing every tool and process that we instill in our client base. This forces Venator to internalize every aspect of today's sales environment and therefore enables us to constantly innovate.
If we don't believe we can help, we walk away. Every one of our team members must believe in what we do. They must have a passion for sales and sales management.
Jay serves as the CEO and Senior Principal Consultant for the Venator Sales Group. His career spans 30 years of sales and sales management experience in enterprise software, med device, digital imaging, and other verticals in both direct and channel sales capacities. He is a highly regarded speaker and sales trainer and typically headlines our major speaking engagements and workshops.
He travels the country for our larger clients, presenting at their annual sales conferences and delivering sales leadership programs for local organizations including Vistage International and the Westchester Business Council.
Jay’s focus ranges from territory and quota alignment to large deal conversion and CRM implementation/rollout.
Over his career, Jay has managed sales teams in the Northeast region, built and sold a multi-million dollar graphic equipment company, and eventually founded Venator Sales Group in 2006.
John serves as the Director of Business Development and Principal Consultant for the Venator Sales Group. He has been with Venator since inception and brings with him over 25 years of sales experience, which includes both managing and selling small businesses.
John’s focus is on working with our clients’ sales teams on their sales hunting techniques. In addition, he helps run client campaigns and assists with deal debriefs to both open and convert opportunities.
Since 1989, John has worked for companies in a variety of industries, including Software Spectrum, IBM, and Crossborder Solutions, selling enterprise solutions to medium and Fortune 500 companies.
Jenifer serves as the Director of Client Services for Venator Sales Group, bringing over 15 years of customer service and process improvement skills. She partners with our clients’ senior management teams to develop strategies for successful client engagements while overseeing process implementation and logistics. She also specializes in aligning our company solutions with the unique needs of each of our clients, ensuring that timelines are met and results are realized.
Nimesh serves as the Business Development Associate and Consultant for the Venator Sales Group. He has been with Venator since 2008 and brings with him over 20 years of sales experience, which includes both managing and selling small to midsize businesses. Nimesh’s focus is prospecting for new Venator Clients and working with our clients’ sales teams on their sales hunting techniques.
Since 1994, Nimesh has worked for companies in a variety of industries, including Intel Corporation and Cisco Systems—selling ISP and enterprise solutions to government, higher education, and Fortune 500 companies.
Do you have a training initiative or a specific sales challenge that you are looking to address by engaging your sales or sales management team with highly interactive workshops?
At Venator, we have a variety of ways in which we deliver our programs. Whether it’s onsite, online or a blended approach, our promise is to introduce the most relevant content with trainers who practice what we teach.
Contact us today to customize a workshop for your needs!