John Martinez

For the last 15 years I have been training sales people to become top performers, building sales organizations, and helping real estate professionals close more deals, at higher margins, and in less time. Selling is harder today. Let’s face it, the world as we know it has changed.  With technology progressing at lightning speed, today’s customers are inundated with information and choices.  The internet has increased competition and forever changed the way customers buy. Customers try to commoditize everything you sell.  You must find a way to differentiate yourself. Many of the selling strategies that were effective just a decade ago no longer work today. In order to grow sales today, a business and its salespeople must do more than simply communicate the value of their products and services, they must add value. Today, customers expect customized solutions from your sales staff and superior customer service from your entire organization. Today, how you sell is more important than what you sell. Sales organizations must become more consultative or run the risk of becoming obsolete. All successful organizations, from a one man shop to a multi-billion dollar corporation, are built around systems. Most organizations can be better-than-average some of the time. Very few, however, are consistently above-average all of the time. The key to consistent, superior performance is the utilization of systems. Businesses operate according to systems in order to save time, reduce mistakes and maximize effectiveness.  While almost every business has a system for operations and accounting, when it comes to selling, many companies simply “wing it.”  To be successful, a company should also have an effective system for prospecting and sales. Without these systems it is virtually impossible to build an effective sales force and chart a path for continuous improvement. At Midwest Revenue Group, powered by Client Builder Sales & Marketing, we provide the tools and training to implement powerful systems for prospecting, selling and managing sales effectively.