Griffin Hill hires new Chief Operations Officer

Orem, Utah February 16th 2010

Griffin Hill announced that it has hired Brad Jensen as its new Chief Operations Officer. Mr. Jensen brings over a decade’s worth of experience in sales, coaching, and organizational development to Griffin Hill.

Prior to Griffin Hill Mr. Jensen was a business development specialist with Sirius Computer Solutions, IBM’s largest business partner. Jensen’s team was responsible for taking software sales from zero to over 10 percent gross annual revenues of this $300M IBM Partner. After seven years of superior performance at Sirius, Mr. Jensen served as President of Spread Trade Systems Marketing. During his tenure, STS has grown to nearly 60 employees with over 5,000 students and nearly $8M in annual sales revenue.

At Griffin Hill Brad’s talents will be focused on Branding, Marketing, Business Planning and Sales Strategy Development. He will also be coaching many of Griffin Hill’s longest tenured clients.

About Griffin Hill

Griffin Hill is a professional sales consultancy that dramatically improves human and organizational performance. Businesses, organizations and teams rely on the proven, scientific methods of company founder, Dr. Scott Baird and sports performance consultant, Dr. Craig Manning, to achieve rapid, sustainable revenue growth, shortened sales cycles and consistently higher performance. Customers begin with an initial Bootcamp to learn Griffin Hill’s proprietary Performance Platform™ of processes, plays, metrics and coaching. Customers then receive ongoing weekly coaching to assure those skills are mastered. Since 1980, hundreds of clients have come to trust Griffin Hill to help them achieve extraordinary results.

Mark Rosander
Griffin Hill Consulting

Qualify Your Suspect

Every veteran sales person has worked with an unqualified suspect. Because these suspects meet a predetermined buyer profile, sales people continue to believe they are potential buyers. Even though the sales person believes there is potential, they are unsure about how to qualify a suspect. Being unsure about how to qualify means the sales person continues to invest time and energy in unqualified suspects. When the suspect is unqualified the sales person wastes energy that could be more profitably spent finding buyers. Once sales people have been burned by an unrewarded investment of time and energy they become more aware of the pitfall, but being aware of the pitfall does not increase their ability to correct the problem. In fact, awareness often results in overcorrection.

Sales people overcorrect when they say they will only work with qualified suspects. Another form of overcorrection is for sales people to ask probing questions prematurely.

In either case the sales person loses. Not qualifying the suspect wastes valuable time, and overcorrecting drives away potential buyers. Either way the sales person loses opportunities to increase sales volume and commission income. The solution is to understand how to qualify suspects. Qualification, like the Griffin Hill Sales Process, is progressive.

When a sales person understands that qualification is progressive, the system works for them. Rather than focusing on qualification, he can focus on the sales process and let the system take care of qualification. By putting the process to work, Griffin Hill’s Sales Technology can actually create qualified buyers.

The Case Open Routine illustrates how Sales Technology creates qualified buyers. The first element of buyer qualification is interest. If the buyer has no interest in your product or service, all the tools of persuasion in the sales tool bag have no value. Time invested in trying to persuade a buyer that has no interest is wasted.

The Case Open Routine stimulates interest by offering something valuable in the benefit play. This offer of value can create interest or stimulate interest in the suspect. In this way, a well designed benefit play does its job by creating or stimulating interest in the suspect.

Where the Benefit Play excites interest, the Schedule the Next Event or Permission Play tests it. The permission play seeks a commitment from the suspect that signals sufficient interest to take the next step. If the test for interest is successful, the suspect meets this qualification criterion and is allowed to advance in the sales process.

Other routines in the sales process qualify the suspect in different ways. As the sales process advances, so does the level of qualification. By following the process and basic plays, the sales person never has to focus on qualifying the suspect. Griffin Hill’s Sales Technology makes that qualification easy.