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Growing Companies of Every Size

From entrepreneurial ventures to multiāƒbillion dollar corporations, Value Prop’s method, training, and tools have accelerated our clients’ success. We’ve been privileged to deliver powerful programs to leading and growing companies.

Case Studies & Testimonials

Burns & McBride

What We Did

Working with this privately held, 65-year-old regional heating oil and HVAC services company, we designed the selection and training program for their new trash and recycling direct sales team. Through our efforts, Burns & McBride has added thousands of homeowner accounts through the efforts of several summer sales teams. We assist the company in recruiting, on-boarding, and training these “elite” squads of young, talented individuals.

What They Said

“The principles of Value Prop have been game-changers for us. Their training, coaching, and support have helped us weather the current storm and even find growth we didn’t think was possible.”

– Terry McBride

Vice President, Burns & McBride, Inc.

Hi-Lite Airfield Services

What We Did

Working with this privately held, 35-year-old national leader in airport runway maintenance and painting services, the number one challenge was getting sales on track. The company was an international leader and very successful - but the CEO saw a bigger picture and opportunity. Working with the executive leadership team, we performed an initial Revenue Throughput Analysis - and quickly followed up with helping their finance team design a Revenue Visibility Dashboard. Sales took off - and the firm enjoyed double-digit growth and the company was sold to a PE firm that saw the potential for even greater growth.

What They Said

Jose has been a great partner in the success of our business.  He is able to relate to every member of the team and keep them focused on the tasks at hand.  He has made a difference in our business and helped increase the valuation of one of our divisions - leading to its successful sale.  By keeping us focused on driving revenue, Jose and Value Prop has been vital to our business success.

– John McNeely

President of Spec-Rite Systems, Inc.

Royal Building Products

What We Did

$1B building home materials manufacturer, selling through distributors and local retail lumberyards and supply companies. We were tasked to develop a new program for a new role: Market Development Managers (“MDM”): we developed the training program for on-boarding 15 local marketing/salespeople whose job it is to build local demand for strategic new products that Royal was introducing into the marketplace. We also trained Royal’s US Territory Management Team in a refresher of basic sales skills as well as several advanced skills, including Negotiations Planning. 

What They Said

“Value Prop expanded the thinking of everybody in the room. The goal was not to teach our people how to be territory managers, it was to teach them how to add to their toolbox, to become more successful in light of how customers have changed. Value Prop has given us many new ways to approach and work with a customer, to think in different ways than we have previously, to reach a little deeper into our resources as an organization – to be more professional and to have a more productive conversation with a customer or a prospect moving forward. The Program has really been additive from the standpoint of growing the existing book of business as well as continuing to add to that book of business.”

– Jeff Cabbage

Vice President of U.S. Sales, Royal Building Products

Salesforce.com

What We Did

Working with the Area VP of the East Coast Commercial Region, we trained six of the most critical city branches of Salesforce, including NY, Boston, and DC. We trained them in our Visual Thinking Tools for Sales Professionals and created successful outcomes including, on average, 1.5 million dollars’ worth of additional “white space” discovered in each branch that we worked with.

What They Said

“Value Prop tools helped us effectively communicate with all levels of the organization and created tremendous value and results. Jose Palomino is a proven leader with an extraordinary background who brings real-world experience to marketing and sales concepts… ”

– Jim Rich

Area Vice President, Salesforce.com 

And many more...

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If you want to hear more about what we can do for your specific business, let us know.