Why We're Different
A Flexible, Integrated Approach:
Unlike most sales consulting companies that offer individual solutions to limited sales challenges, Summit offers an "end-to-end," totally integrated solution. This integrated solution enables clients to implement a sales approach whereby their company can hire, train, coach, track, and manage progress all within one system. However, while the integrated solution fits many clients' needs, some are only looking to solve distinct sales challenges. For those clients, Summit can implement elements of the sales system that best address their specific needs. Because Summit understands that not all clients are looking to implement a totally new sales system, the individual elements of the Summit Selling System are designed to work with legacy sales processes that a client may already have in place.
A Predictable, Quantified Model:
Most selling systems provide approaches and counsel for how to improve salespeople's performance; however, these systems do not provide much in the way of accountability. The Summit difference is that our Contact Model is built upon a highly quantified approach to sales, whereby individual salespeople and their sales manager identify sales targets, and the Contact Model is then used to determine the mix, frequency, and quantity of contacts needed to deliver that sales target. The Contact Model, like Summit's other models, has been extensively tested over time and provides a basic framework that can be customized to any company's sales situation. In the end, the Contact Model provides a solid foundation for sales planning and back-end analysis. For one client, a 10% improvement in Contact Model performance produced a 15% sales increase, and a 10% improvement on the Relationship Model produced a 42% sales increase.
...The ROI we received from working with Summit was huge, and it came quickly. In less than 4 months, we closed $100,000, $120,000, and $400,000 pieces of business that our Account Executives freely admit they would not have gotten without their help. We continue to have shorter sales cycles and wider margins than ever before. It takes a lot of effort, but we found it to be well worth it.
Dave Sackman CEO, Lieberman Research Worldwide