Recap of June Seminars

Public Seminars

Value-Based Selling/Best Practices Marketing for High-Tech Services
Hickory Ridge Conference Center, Chicago, Illinois
June 6-8, 2001

Recent comments about the Chicago training class:

“The best information from the best in the business!”
“Excellent class, I have been selling for 20 years and it will improve my sales.”
“No previous knowledge of Hahn or courses. Took a chance…worth it!!”

From June 6-8, Hahn Consulting held two classes, Value-Based Selling and Best Practice Marketing for High-Tech Services, at the Hickory Ridge Conference Center in Chicago, Illinois. The conference center is located in the research and development corridor southwest of Chicago and provided state-of-the-art conference facilities. Hahn Consulting training classes are different from most sales classes because they focus on the selling and marketing of services. Click here for more information on Value-Based Selling, and click here for additional information on Best Practices Marketing for High-Tech Services.

We here at Hahn Consulting enjoy hearing the stories our instructors tell about their experiences during each training class, so we've decided to share a few of their comments with you. This time we talked to a senior consultant here at Hahn Consulting who co-teaches the Best Practices Marketing of High-Tech Services and Best Practices Services Pricing classes. Below is a small segment from our conversation after the June classes in Chicago:

Website Interviewer:
What was your favorite part of this last class?

Senior Consultant:
"It was great to see the creative solutions that came out of the group activities for branding and for pricing. We had some good laughs while discussing some serious topics."

Website Interviewer:
What was the atmosphere in the classroom?

Senior Consultant:
"The room was buzzing and pages in the workbooks were flying as the students used what they’d just learned to complete a challenging exercise."

Website Interviewer:
Of course, the group dynamics of every class are different. What was the June group like?

Senior Consultant:
"It was rewarding to see the students form bonds with each other, both during the class and evenings at the dartboard. A group of the students initiated a signup list to get everyone’s email address so they could stay in touch with each other once back at work."

Website Interviewer:
Thanks for your time.

Check back here often as we update this page to reflect the most recent class that Hahn Consulting puts on. To learn more about upcoming classes click here.

Shera Mikelson teaches the importance of channel strategies in the Best Practice Marketing of High-Tech Services class.

Group work is an important part of any Hahn Consulting training class.

John Garofalo gives his students tips on how to reduce discounting in the Value-Based Selling class.

In-house Seminars

Hahn Consulting has developed a feedback form that allows the participants of our in-house seminars to estimate the impact on revenue that each class will have over the next 12 months. In this section we summarize the results of these feedback forms. Please check back here often as Hahn Consulting hosts these in-house seminars every couple weeks.

February 2002
Class:	Value-Based Selling
Company:	Provider of automation, process management, and enterprise integration solutions for the power generation and water/wastewater industries.
Question:	"As a direct result of me implementing the concepts of this class, a conservative estimate of the increase in my sales during the next 12 months will be:"
Results:	$543,750 (average answer from 8 responses), 39% average increase in revenue

Class:

Value-Based Negotiating

Company:

Provider of automation, process management, and enterprise integration solutions for the power generation and water/wastewater industries.

Question:

"As a direct result of me implementing the concepts of this class, a conservative estimate of the increase in my sales during the next 12 months will be:"

Results:

$120,500 (average answer from 10 responses), 14% average increase in revenue

January 2002

Class:

Value-Based Negotiations

Company:

A product manufacturer and all-around system supplier

Question:

"As a result of this Hahn VBN training, conservatively estimate the impact on your product and services negotiating revenues during the next 12 months."

Results:

$122,184 (average answer from 19 responses), 8.2% average increase in revenue

September 2001

Class:

Value Based Selling

Company:

Manufacturer of CAD/CAM/CAE software

Question:

"Impact of VBS on your sales during the next twelve months."

Results:

$355,000 (average answer from 25 responses), 24.2% average increase in revenue

August 2001

Class:

Value Based Selling (VBS)

Company:

Large medical systems company

Question:

"Impact of VBS on your sales during the next twelve months."

Results:

$129,010 (average answer from 19 responses), 40.79% average increase in revenue

July 2001

Class:

Value-Based Selling (VBS)

Company:

International manufacturer of electronic security products

Question:

"As a result of this Hahn VBS training, conservatively estimate the impact on your service sales during the next 12 months."

Results:

$233,333 - $275,000 (average answer from 12 responses), 55.67% average increase in revenue

Class:

Value-Based Negotiations (VBN)

Company:

International manufacturer of electronic security products

Question:

"As a result of this Hahn VBN training, conservatively estimate the impact on your product and services negotiating revenues during the next 12 months."

Results:

$134,500 (average answer from 10 responses), 11.67% average increase in revenue