Brenton Group, Specialized in Sales Productivity Training, Sales Management Development, and Business Strategies for corporations, small businesses, and sales professionals who have to sell in order to build their business

The following briefly highlights several client engagements where we have assisted companies in building or strengthening enterprise-wide selling systems. Areas of focus included: pipeline development, sales skill enhancement, strategic account management, and sales process and forecasting.

Boston Private Bank

Palm Inc.

Enigma

eRunway Inc.

Variagenics

Boston Private Bank

Boston, MA
Boston Private Bank and Trust Company (BPB&TC) is a full-service private bank catering to the diverse needs of high net worth individuals, and corporate clients.

Challenges Over the last few years, Boston Private Bank and Trust Company has been expanding the depth and breadth of banking services offered to their targeted clients. BPB&TC’s vision was to transition their Senior executives from specialized practice managers to a much broader designation -- Client Relationship Manager.

Client Expectations

Create a methodology for the identification, and building long-term client relationships.

Provide skill training for building and leveraging a personal network of high net worth individuals.

Provide Skill training for up-selling, and cross-selling existing clients.

Brenton Group Deliverables
For the last two years, The Brenton Group has provided sales and relationship Training and Coaching for key, senior level executives. “Our new business building skills have brought the Bank’s relationships to a higher corporate level.” —Mark Thompson, Boston Private Bank & Trust Company

Palm Inc.

Santa Clara, CA
Palm is the world’s leading personal digital assistant (PDA) handheld computer company.

Challenges
Palm's sales team manages large reseller account relationships. Their management sought to improve account management skills at all levels of contact, and enhance the leadership and skills of sales managers.

Client Expectations

Improved account management expertise leading to an increased peace of mind with the client’s major reseller accounts.

Stronger sales management capabilities, better account planning, and enhanced relationship building.

Enhancing the sales organization’s capacity to bring an expanding product and services suite to market through channel partners.

Brenton Group Deliverables

A channel-oriented sales training program for the entire sales team.
Vertical segment team sales training for each sales team.
Sales management coaching and training.

Enigma

Burlington, MA.
Enigma offers B2B automated ecommerce parts inventory and purchasing systems to companies such as General Electric, Hewlett-Packard, and Nokia.

Challenges
While the company is experiencing rapid profitable growth, it is looking to improve qualification of prospects before investing considerable sales and technical resources into a lengthy sales process.

Client Expectations

The adoption and utilization of consistent sales approach.

Lowering the cost of sales.

Shortening the time to realize revenues.

Brenton Group Deliverables

Basic sales training to build a uniform prospecting and qualifying process
Advanced training and monthly reinforcement to ensure the adoption and application of this system.

eRunway Inc.

Westborough, MA
eRunway is an E-business integrator and outsourced software developer.

Challenges
eRunway's management was rapidly expanding its business development team. Its goal is to increase their number of new clients in the Northeastern US. Their sales team had to improve their qualification and development of profitable opportunities, while using technical and management resources effectively.

Client Expectations
Improved performance of individual account executives and sales managers, leading to rapid growth in new client accounts.

Brenton Group Deliverables

The introduction of a uniform sales methodology.

Custom sales coaching and advanced sales training workshops.

A selling system integrated with the client’s opportunity management system.

Variagenics

Cambridge, MA
Variagenics is a leading edge of developer genetic research techniques enabling pharmaceutical companies to develop drugs that are designed for maximum benefit based upon an individual’s genetic makeup.

Challenges
The challenge is to quickly penetrate large pharmaceutical companies, identify the individuals directing new research initiatives, and form business partnerships to pursue development and validation of genetic based drug development.

Challenges included:

Business development led by scientific staff with limited sales experience

Lack of a uniform system for prospecting and qualifying

Excessive time & resources spent pursuing non-decision makers

Client Expectations

Provide business development skills to non-selling professionals
Enhance the staff's ability to quickly identify qualified prospects
Shorten the time needed to build financial relationships with target companies
Improve staff ability to diagnose issues needed to motivate prospects to take action

Brenton Group Deliverables

The rapid ramp-up of a uniform sales methodology.
Customized, on-site sessions to tailor sales methodology to market conditions.
Advanced training and reinforcement to strengthen skills and conduct problem-solving sessions.