September 2002 Track Selling Times Focus on the Professional
 Focus on the Professional -
"Michael Kiffmeyer"
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(From April 1999 Track Selling Times)
Michael Kiffmeyer is Director of National Accounts at Interactive Media
Corp. of McLean VA, a company that specializes in human performance
improvement solutions such as long-distance learning and change
management. He has a total of 27 years sales experience.
"Although I'd always been good at identifying sales opportunities, I had
a tendency to ramble and not focus on people with actual budgets and
real time frames. I also tended to push the product a little too much.
As a result, I had a hard time differentiating between true prospects
and time wasters, spending way too much time with the latter.
How did Track Selling help you?
"It took me to the next level. As well as helping me to communicate 100 times better than before, I became able
to track people better and could sort out the prospects from the
suspects."
What impact did this have?
"Shortly after I completed the training
program, I had my first $1 million sale. Overall, I raised the size and
volume of orders by 50%. Since then, I've been able to complete orders
for Proctor and Gamble, IBM, Toyota and other large companies. I don't
think this would have been possible before."
How do you conduct your sales?
"I invest considerable time into
analyzing clients. I find out who they are, how they operate, what I
have that they might need and who the real decision makers are. I try
not to waste time with the lower levels and head for the VITOs (Very
Important Top Officers). If I get bumped down by upper management,
that's okay. I quickly handle any feathers I've ruffled.
"As my sales cycles are long, I focus on Chief Technology Officers (CTO)
who have training, human resources and information services under their
umbrella. At the very least, they can tell me who to go to in each
area. I also find that once those I'm referred to know I've made
contact with the CTO, they are much more likely to become excited with
the project."
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