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Testimonials

What do our Customers say about us?

  • "Storytelling is a natural extension of who I am so showing how it can be so effective was very helpful. After the workshop, I realized I have to be more intentional-more strategic when I am meeting a prospect. I will certainly recommend this workshop. I think the information is relevant regardless of industry. The time was well spent and beneficial to every team member."

    Raelene Bergen Harder // Business Coach
  • "Ed, You have a gift for not only telling great stories but teaching how to integrate them into a sales call. Our sales team truly enjoyed the day they spent with you. As many of them said, "Training is usually boring, Ed made it fun and inspiring. We really learned how to transform a difficult cold calling into a positive result. Amazing techniques" I strongly recommend Ed for sales training, he really helped kickstart our year. Thanks again."

    Ron Mathurin // General Manager at G&K Services
  • "I most appreciated the stories Ed told us about how storytelling played a role in his successful career in sales. This validated the concept and made the content easy to remember. Although we primarily discussed the use of verbal storytelling, a few days after the workshop I had a big proposal due. Using techniques learned from Ed, I changed my typical approach and provided compelling stories to overcome potential objections and connect to the evaluator."

    Erin Hamilton // Principal, MOGL Small Business Services
 
 

"Beyond Consulting GAP Analysis has certainly helped ACCO to re-define the strategic focus and make quick adjustments to our business development process"

Fanya Zilberbrant, ACCO // President

"I like the best your soft spoken style and Aikido parallels. I am planning to apply Feel-Felt-Found principle and collecting real life stories and experiences. The most importnant thing is how you have helped companies and individuals in the past:  what were the issues and how did you coach these and what was the final result. I am looking forward to working together in the future!"

Marcus van der Pas//Business development.Russell Hendrix Equipment Ottawa

"Storytelling is a natural extension of who I am so showing how it can be so effective was very helpful. After the workshop, I realized I have to be more intentional-more strategic when I am meeting a prospect. I will certainly recommend this workshop. I think the information is relevant regardless of industry.  The time was well spent and beneficial to every team member."

Raelene Bergen Harder// Business Coach

"Thank you for the great training day! The feedback on Friday was very positive!  My expectations were met as I know that based on conversations with representatives to date, all of them left with pearls to implement. For myself, the use of "911" and having a "tool box" of stories to use with potential customers was a key!  My second pearl is using the energy of our opponent and finding a common ground so we are walking side by side and not pushing one another back and forth (not always easy as emotions can run high when you are in the heat of the call!) Your commercial at the end of class really hit home!  Changing our words can change our world.  Keeping our language positive , staying away from the word "but", and having a pleasant, upbeat vibe on both the telephone and in person are things I believe in 100%. Again, a big thank you Ed for getting our team off to such a great start in the New Year!"

Suzanne Grether// District Sales Manager// G&K Services

"I would say that the most important thing people should know about you is how comfortable you make people feel through an appropriate sense of humor, relatable content, and simple explanations that doesn’t leave people scratching their heads.

I wish you the best in your consulting business. Also, if you have any other workshops in the future please let me know as I have a couple colleagues who would be of interest"

Adrian Botelho // Business Development Associate l Firma Foreign Exchange Corporation

"What I like the most about working with you Ed – you are very approachable; you go above and beyond typical training (customized approach); you are authentic. I would absolutely recommend your workshop to people in sales / business development role. The most important thing is that you are passionate about what you do and have really good stories to share"

Nicolas de Bony // Business Coach

"What I liked best is that I was engaged in the seminar the whole time. I have a very short attention span as we discussed and you managed to keep my attention for the whole time. That is a rare event. So that was the thing I appreciated the most. I plan on being able to respond to objections better in the way that it would be working with the client instead of against them. I think I get defensive when I hear a no and that makes me start fighting back not working with. I would certainly recommend this workshop to my friends in sales and to the whole office.The most important thing people should know about this workshop is that they must be willing to accept that they don’t know everything and that you have a lot of valuable information to teach them. Thank you for your hard work and as Adrian mentioned, we would love to see you at our networking event and if you know more people that would like to come, we would be more than happy to host you!"

Sherry Ghali// Business Development Associate  l  Firma Foreign Exchange Corporation

"I most appreciated the stories Ed told us about how storytelling played a role in his successful career in sales.  This validated the concept and made the content easy to remember. Although we primarily discussed the use of verbal storytelling, a few days after the workshop I had a big proposal due.  Using techniques learned from Ed, I changed my typical approach and provided compelling stories to overcome potential objections and connect to the evaluator.  The proposal was for a highly competitive project and I found out yesterday that I made the short list! The most important thing people should know about the material is that storytelling IS the foundation for connection - but it has to be done right. Learning how to tell it is critical, or whole experience falls flat and the opportunity is lost. Ed’s workshop sets people up for success and is applicable to so many situations beyond formal sales roles. I would recommend Ed to businesses that have a large number of people in a selling, negotiating, managerial or client-interfacing role."

Erin Hamilton// Principal, MOGL Small Business Services

"Thank you for having us at your workshop!  It was quite informative. It was great to have the media clips to illustrate points and keep us engaged. I am hoping to be better at making further sales with your information. I would recommend your workshop to those who are new to sales or would like to improve on their skills to learn new techniques"

W.L.//Marriott Hotels

"Great job Ed! Happy to see you putting to work all that sales experience. And, I love using stories and anecdotes in the sales process. 100% agree."

Michael Curran // President / Owner at Great River Media, Publisher of Ottawa Business Journal

"I enjoyed your training and hearing about your experience in sales. You have a very relaxed/calm demeanor which I liked. I also liked hearing the stories about your personal experience  - especially the one about closing the big sale at the water fountain. The techniques you use with storytelling are ones I was already using – and didn’t realize how valuable they were. I would recommend your workshops, to anyone I know in sales. The value in your presentation is the experience that you bring to the table, and the major players that you have worked with – this all gives you credibility. But your personality is engaging and your low key relaxed approach is interesting and non-threatening for people"

Leigh Mildon//Corporate Account Manager GoodLife FITNESS

"Ed, You have a gift for not only telling great stories but teaching how to integrate them into a sales call. Our sales team truly enjoyed the day they spent with you. As many of them said, "Training is usually boring, Ed made it fun and inspiring. We really learned how to transform a difficult cold calling into a positive result. Amazing techniques" I strongly recommend Ed for sales training, he really helped kickstart our year. Thanks again."

Ron Mathurin // General Manager at G&K Services

"Without any hesitation, I can say that Beyond Consulting training turned out to be one of the most inspiring and effective sessions we’ve taken. My team was able to achieve results well above our initial projections"

Karén Khachaturov, CAPITAL Data Recovery Inc. // Founder

"Your presentation at the Orleans Chamber of Commerce breakfast last week really resonated with me as I had already started actively brainstorming situations/stories to have in my back pocket in response to common objections."

Joelle Hall//RBC Dominion Securities

"Ed provided a good flow and pace. The content was relevant to our current situation for sure! The very next day, the Montreal Team had their Business Epics event. I delved into stories throughout the presentation. For me, this is a strategy I have been using for a long time...I think I only realized how much I used it when I listened to you speak. I found myself saying: 'Oh, I already do that." I would absolutely recommend this workshop!"

Nathalie Mailhot // Business Coach, Rhapsody Strategies.

 
 

Client Success

A leader in uniform rental and facility products for more than 100 years, G&K Services is committed to enhancing business image and ensuring employees' safety. Companies throughout North America put their trust in G&K Services for their uniform rental, apparel purchases, and facility services.

Headquarters: Minnetonka, MN

Company Size: 5,001-10,000 employees

Website: http://www.gkservices.com. Founded 1902

Business Issuses:

        • Difficulty gaining access to decision makers
        • Higher-quality leads and more effective prospecting needed
        • Drive predictability required 

Key Challenges:

        • Sales team not consistently gaining access to decision makers and when they did, dialogue was not meaningful
        • Lengthy sales cycles with extensive justification required
        • Limited replication of success 

How We Helped:
        • Onsite “Objection Handling through Storytelling” Workshop targeted at training Account managers and Sales Management
        • Extensive Role plays with focus on cold calling, discovery meetings and moving the sales forward.
        • Reviewed sales content, provided templates and Custom case studies.
        • Result: Increased sales team ability to generate additional revenues and referrals by overcoming sales process objections.
        • 30 days Action plan to accelerate sales with on-the job coaching 

Rhapsody Strategies Rhapsody exists to build the most sophisticated leaders that will change the face of business. Focused on building leaders, transforming organizations and helping engagement with your market.

Specialties: Business Coaching, Organizational Transformation, Social Media, and Digital Marketing

Company Size 11-50 employees

Website http://rhapsodystrategies.com Industry Management Consulting   Founded 2014

Business Issuses:
        • Difficulty identifying real opportunities early on in the sales process
        • Dealing with direct objections while scaling its Coaches team
        • Need for a consistent sales process that could be adopted by the entire company 

Key Challenges:

        • Coaches not consistently being able to qualify opportunities, especially larger deal pursuits
        • Win ratios lower than desired
        • Lengthy sales cycles; inaccurate forecasting 

How We Helped:
        • Storytelling workshops delivered to all new hires to ensure the process is part of company DNA
        • Keynote presentations with a focus on developing value-based stories to increase coach’s credibility
        • Custom case studies on building “Epic” stories
        • Video analysis of Role plays 
        • 30 days Action plan to accelerate sales with on-the job coaching 

Specialties Data Recovery, RAID Recovery, Forensics, e-Discovery, Hard Drive Wiping, Data Security, Data Destruction, Hard Drive Certification, and Media Performance Check

Headquarters Ottawa, ON

Company Size 11-50 employees

Website http://www.capitaldatarecovery.com 

Industry :Computer Hardware Founded: 2004

Business Issues:
        • Lengthy sales cycles; inaccurate forecasting
        • Continue impressive growth rate
        • Reduce cost of sales 

Key Challenges:

        • Lack of understanding of formal Sales Process: CRM, sales reporting system, sales funnel ratios, sales forecast, account & territory management plans.
        • Specifically: sales Goals, Sales Cycle Length, Average Deal size, Conversion Rate, Time per pipeline stage, Verified Deals in Pipeline Stage
        • High revenue growth but without consistency across sales
        • Integration with the customer’s CRM 

How We Helped:
        • Sales Skills Gaps Analysis (Closing, Selling Higher value, Sales Prospecting, Trusted Advisor, Pre-qualification).
        • Developed specific sales funnel management tools to evaluate and measure sales performance with key clients and contacts.
        • Reviewed current Business Model and Road to Market (RTM)
        • Reviewed Prospecting activities: Online, Direct, and Networking. 
        • Examined: Sales call structure, closing ratios knowledge, funnel management, the adaption of CRM and sales skills. 


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