Be a Top Producer in 2015

April 18, 2025
Phil Krone

Make 2015  your year and your team’s year to develop or improve your consultative selling skills, build a customized sales process, and get hands-on help in closing deals. Sell like the top producers sell–the 20 percent who consistently bring in 80 percent of all new business.

Our highly popular and highly productive consultative selling course, FOCIS®, supports the individual and team growth so vital to boosting corporate sales and developing practice areas in professional services firms.

The FOCIS® course includes  four separate sessions over three months. New sections launch each month. Here are the dates for the remainder of this year.

  • April 16 and 17, May 14, and June 10
  • May 18 and 19, June 23, and July 16
  • June 15 and 16, July 13, and August 10
  • July 20 and 21, August 12, and September 9
  • August 17 and 18, September 18, and October 14
  • September 14 and 15, October 16, and November 9
  • October 7 and 8, November 3, and December 1

Open classes are conducted at the Productive Strategies offices in Northfield, Illinois, just north of the intersection of the Edens Expressway and Willow Road and west of the expressway.

Is FOCIS® right for your business developers  or your sales team?

To find out, contact Phil Krone at 847-446-0008 or pkrone@productivestrategies.com.  Learn more about all of Our Services designed to grow the topline through consultative sales training, lead generation, and marketing communications. Our Courses also include “Negotiation Skills for Today” and “Warming Up to Cold Calling.” To hear more about our most recent course addition, “Building Referrals,” just call or e-mail.

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By By Phil Krone, President • January 17, 2025
Last year after a talk I gave at the Small Business Expo on Business to Business Selling (B2B) , a woman asked for my card because she wanted to meet to tell me about her business and learn more about mine. When we eventually got together she shared that her start-up company’s goal was to console consumers who had suffered the loss of a loved one directly, as she had. But my talk had inspired a new idea: assist funeral homes to improve their services by showing more empathy to their customers who were struggling as she was. I sensed that my talk gave her confidence that, despite the challenges, her business could succeed. What I didn’t realize was that this small assignment for a start-up would eventually have such a big impact on her business as well as an industry. 

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By Phillip Krone • December 18, 2024
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By By Phil Krone, President • December 5, 2024
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The Five Levels of Marketing - Level Three: Tactical Sales Campaigns in the Field

By By Phil Krone, President • October 16, 2024
Using intelligence from prior levels leads to revenue-building sales campaigns on the ground in real time.

The Five Levels of Marketing - Level Two: Putting Data and Information to Work

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The Five Levels of Marketing

By Phil Krone, President • August 14, 2024
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The Question That Leads to a Positive Decision (The Texas Hospital Story)

By Phil Krone, President • July 18, 2024
If you believe you have ADHD, you can be more successful by scheduling fewer first meetings and spending that time on more second and third meetings with qualified prospects. For our client, that meant cancelling half the medical CFO conventions his sales rep was planning to attend and investing more time following up with the CFO prospects he had already met. When your discovery is not productive, step back and restart at the point the discussion began to be about whose system is better. That’s an argument you are not going to win. Don’t waste years in prospect meetings in which you ask the same questions every time and get the same answers. Either decide that your product or service isn’t right for this prospect and move on—or broaden your discovery to find a need behind the need. In this hospital case, the hidden need was a fear that because no outside vendors had audited their system they might be in violation of regulations that an outsider would spot right away.
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