Our salespeople had gotten complacent a few years ago when our business was so good that all they had to do was take orders and make sure they went through. Then, when the world changed and the phone stopped ringing, we had to start prospecting, opening new accounts, and closing new business. Problem was, a lot of companies (not just us) and their salespeople weren't very good at it. We were fortunate enough to meet and work with Douglas Kolker and the Sandler Selling System. They developed prospecting plans for all our people, helped us hold them accountable, and trained them in their highly effective and predictable selling system. We started calling only on decision makers, we stopped making presentations and quotes, and started selling in a highly professional manner. As a result, we opened a lot of profitable new accounts, our revenues went up and our margins widened. I can't say enough good things about Douglas and Sandler Training.