• Improve Customer Retention by 5%
  • Track customer retention numbers on a monthly, quarterly and annual basis.
  • Thank your customers for their business in the past, tell them you want to continue to earn their business today and ask what you can do to delight them in the future!
• Up-Sell/Cross-Sell 5% of your Customers
  • Associate one product/service with other products/services.
  • Establish up-sell/cross-sell goals on a daily, weekly and monthly basis.
• Get Referrals from 5% of your Customers
  • Make a list of five customers you’d like to ask referrals from
  • Create a script (or email template) for them to use when introducing you.
• “Win Back” 5% of your Former Customers
  • Make a list of five customers that haven’t purchased from you in the past twelve months.
  • Create a list of what’s new (i.e., new products and/or services, new locations, new people, etc.) since the last time they bought from you.
  • Reach out to them (phone, email, letter, etc.) and let them know you’d love to “earn” their business once again.
• Improve your Close Rate on New Business by 5%
  • Profile your best customers and sell to more that look like them.
  • Leverage referral selling since referrals close at a significantly higher rate than cold calls.
  • Improve your negotiating/objection handling skills.

So what can 5% increase in any of these areas mean to you? It’s not a linear projection…meaning it’s not just a 25% increase.

• A 5% increase in customer retention could mean a 20%, 30% or 40% lift in performance.
• “Winning back” 5% of former customers (and getting them to buy at previous levels) could double your business.
• Improving your close rate by 5% could mean thousands of additional commission dollars in your pocket.

In closing…I’m positive if you successfully complete our 5% Challenge 2012 could become your best selling year ever!

I just wanted to drop you a note to thank you again for the pleasant and informative meeting with our sales organization in Orlando in January. We have exceeded our sales targets for both January and February and I like to think that’s a direct result of our investment in your services.

We have also modified our internal reporting systems to be sure we are tracking the activities you have outlined as being impactful to our current and future sales results so myself and our sales leaders can monitor those activities.

Thanks again and we look forward to using your services in the future.

Scott Palmer;   EVP Business and Market Development;   Source Medical Solutions, Inc.

I would like to personally thank you for speaking at my Franchise Management class at Belmont University this past week.  Your presentation, “Becoming a World Class Entrepreneur,” provided a wonderful roadmap on how to implement successful sales and marketing strategies.  The students left with “real world” tools and information that they can use as they embark on their new careers and based on the number of positive comments I received afterwards, I know they were very appreciative.

Without hesitation, I would highly recommend your services to any organization.  I truly admire your high energy and engaging presentation style and consider you my “go to guy” for all sales training needs.

Thanks again for taking the time to speak to my class and making it such a worthwhile experience.

Dan Aronoff;  Adjunct Professor;  Massey School of Business at Belmont University

President; FranNet of Middle and West Tennessee

Thank you again for taking on the challenge of developing and delivering the half day “Becoming a Value Added Business Partner” session for our multinational sales team.  The session was successful well beyond my expectations.  It is rare indeed to get universally great reviews for a sales training session from both very senior and very junior sales people, let alone from salespeople from multiple nationalities and cultures.

Clearly the pre-work you did to understand our business and culture paid off in examples and suggestions that were credible with our sales team.  The feedback I received was that the material you presented was not only valuable but could be used in the very first customer call following our sales meeting.  Even our CEO reported that in a recent meeting with the CEO of one of our large customers, he had ready answers for why our pricing was higher than our competitors’.

John, bottom line I would not hesitate to recommend the Boyens Group to any sales executive or company looking for help in upgrading the skills and effectiveness of their sales team.

Phil Ahlfeldt;  Vice President;  Wordwide Sales

I’d like to personally thank you for the customized sales training program that you created and conducted for the CoreLogic Sales Directors in June and July.

The five customized training modules that covered Techniques of World Class Sellers, Penetrating Key Accounts and Selling Bigger Deals Faster hit the mark and provided our Sales Directors with real world examples and useful information to grow their opportunities and expand their relationships.  The five 90 minutes web-based seminars office and away from the phone and their clients.  I have received nothing but good feedback from the attendees and with our exception the attendees have already implemented the tools they learned.

The custom program you developed for us was extremely cost-effective and has already paid for itself as we have already seen bottom line impact.  Further, you willingness to adapt to our specific group and tight schedules did not go unnoticed and is very much appreciated.

I would not hesitate working with the Boyens Group in the future, and I would recommend your services to others.

Richard Lombardi;  Vice President;  Data Solutions Licensing

I would like to personally thank you for your presentation at our State Awards Banquet earlier this month at the Cool Springs Marriott in Franklin, TN.

The “Productive Selling Zone” presentation you gave to our Sales Associates, District Sales Coordinators and corporate team was full of useful information, tips and real examples.  As you mentioned in your presentation, if you don’t come away with at least a couple of nuggets from this presentation, you probably weren’t paying attention.  That was absolutely true, there were plenty of nuggets within your content for the Sales Associates to take home and apply in their day to day business lives.

Your research to understand our business model and adaption to our specific group is very much appreciated.  Not only did this help establish credibility, it allowed our sales force to understand how to apply the basic sales principles you presented to their situation.

I look forward to the RSC/SSC planning meeting in November to work with you more.  I would recommend your programs to other companies seeking guidance on how to promote and drive sales.  Thanks again for your help to make our State Awards banquet a much more successful event and for your valuable presentation of sales and marketing techniques to improve the likelihood of a more successful and profitable organization.

Brent Goode;  State Sales Coordinator;  Tennessee;  Aflac

I want to thank you for an excellent one-day session in Omaha.  You tailored your approach to our industry, our offerings and to our Mid-Market team’s skill level could not have been more meaningful or more successful!

In the three days following our session every individual on our Mid-Market team came to me indicating, in their own way, their general skepticism of a “been there – done that – heard it before” training class.  To your credit every person was surprised and pleased, completely engaged in your content, approach, new ideas and the shear energy and personality you displayed.  (Thanks for making me look so good!)   I expected good feedback, but their feedback was over the top!

I look forward to our next Sales training session in 2012 and your active involvement with that program.   (I’m most grateful to Glen for recommending you so highly.)

Brad Bischof;  Vice President;  Corporate Sales;  GiftCertificates.com Corporation

Thank you for taking the time to prepare and deliver a first quality program for the annual joint meeting for the Middle Tennessee SHRM and the Middle Tennessee ASTD chapters.

I very much appreciate the way you effectively assessed your audience,  prepared a great program and presented it in a highly engaging way. As a presenter myself, I understand how difficult it is hit a target as wide as 90 participants from dozens of companies with varied levels of experience and expertise.  You reached them all, as the feedback survey reflects!

The responses I heard personally, included comments such as, “Great presenter!”, “He really did his homework”, “Just what I needed to keep me motivated through year end”, and the like.

On a personal note, it is such a pleasure to watch such a pro work the room, use handouts, visual aids and relevant stories so effectively and show such passion for what you do.

Again, thank you for your professionalism, your quality preparation and delivery.  Our members are certainly better off for making the decision to spend that hour with you.

Gary Minor;  Programs Chair, 2011-2012;  Middle Tennessee SHRM

I want to thank you, once again, for speaking at our ASTD Middle Tennessee Chapter luncheon in November. As the program coordinator I was concerned about the logistics, the schedule, the food and of course the delivery of the program. Within seconds of starting your presentation I found myself fully engaged and feverishly taking notes. Your presentation style is humorous yet to the point. I really appreciate your willingness to support ASTD’s mission of providing quality programs for our chapter members.

Your topic, “The Strategic Secrets to Jumpstarting your Organization’s Performance in 2012” was exceptionally timely. The preplanning you did allowed you to understand the audience and enabled you to tailor your presentation to what was relevant to them.  Your homework paid off!   Feedback was very positive about your style and the content of your presentation. Since our members are largely training and design professionals your tips were enlightening and applicable in our world.  It is clear that you know your stuff!  Key takeaways from my perspective included how to enter and stay involved in the C-Suite and five fatal flaws of management.

Thank you for your contribution to our very successful event.  I look forward to working with you again next year.

Lynette Valentine;  Co VP of Programs;  ASTD Middle Tennessee

Thank you for the excellent sales training programs recently completed for 2011.

Each session was well designed and prepared to effectively deal with key issues our sales team were experiencing, and provided learning’s to help drive a very successful year for OHL.   While our Business Development team rated all of your sessions very favorably, the most recent sessions on Key Account Penetration seem to be the best received.   We will use the valuable training to drive a successful 2012.

You have been a key part of our training for the past two years and we look forward to future sessions.

Fred Loeffel;  Executive Vice President, Sales & Marketing;  OHL