The Sweeney Agency

About Eric Baron - Sales Speaker:

Eric Baron is the founder and CEO of The Baron Group, a sales process training and consulting company that has been training salespeople and sales managers for over 25 years. His unique body of knowledge positions the sales call as a problem solving opportunity. He believes that the highest level of selling is when a salesperson uses his or her skills to help their clients solve their business problems. Eric focuses on developing skills that fall in five key areas—interpersonal, communication, problem solving, presenting and facilitation.

Eric teaches at Columbia Business School, and in 2008 received the prestigious Dean’s Teaching Excellence Award for his extremely popular course, Entrepreneurial Selling. His first book, Selling Is a Team Sport, was a business bestseller. His clients have included JPMorgan, AT&T, Schering Plough, Merrill Lynch, Morgan Stanley, Pitney Bowes, Prudential, Citigroup, NetJets, Bristol-Myers Squibb, Pfizer and Hewlett Packard.

Eric’s keynote presentations, whether a national sales meeting, retreat, trade show, conference or symposium, are highly interactive, participative, and fun. His extraordinary energy and optimism are contagious which motivates salespeople and sales managers alike.

What Eric Baron Talks About:

Coaching for Improved Sales Performance
Salespeople need feedback from their managers on a consistent basis, especially in difficult times. Unfortunately, few receive it. Research shows that Managers rarely have formal coaching sessions with their people. This presentation introduces managers with the skills they need to plan, conduct and follow-up effective coaching sessions. They learn how to collect data through joint sales calls, how to provide feedback in a balanced, non-threatening helpful way, how to manage resistance, and how to gain commitment.

Team Selling
More and more companies realize that cross-functional sales teams are necessary to deal with the complex issues of the 21st Century. Eric discusses how sales teams can work together effectively internally to develop unique strategies, and how they can make outstanding joint calls when they visit their clients and prospects.

Beyond Consultative Selling
Consultative Selling is a term that has been used for 40 years. Most people use the term but not the approach. This presentation addresses how sales professionals can be more consultative in their approach, enter strategic dialogues with clients and become true trusted advisors. He introduces the skills required to make this happen.

Making Effective Sales Presentations
Too many salespeople and sales teams fail to reach their potential when they make sales presentations; particularly “Finals Presentations.” This presentation explains what to do before, during and after a sales presentation. It addresses ways to tell your story, differentiate your company, use your resources, discuss your value proposition, involve the client, and demonstrate your professionalism.