Testimonials

I just wanted to reach out to you and say a very sincere thank you for all of the movement you’ve help us make after working with Focus for only a month! We purchased the 12 Salesforce licenses with the understanding and excitement of the many benefits it would bring to our workplace. Unfortunately, we also very much underestimated the amount of work required to not only implement Salesforce but to integrate it, customize it, obtain employee engagement and use it in our daily processes. Your in depth knowledge of Salesforce and the sales process has not only allowed our team to see the value in how Salesforce is going to help them everyday but it also helps everyone use it everyday. It’s a hard task to take a group of people, give them new software they don’t understand, explain how much is involved in the implementation and turning them into enthusiastic salesforce users excited about the possibilities it brings.

Thank you again for helping us make so much progress and for staying so on top of our improvement. It feels like you’re team is invested in the success of our team and every dollar we spend with you is worth it! It’s hard to provide a service oriented firm with a 10/10 review but we’ll give it that to you!

Thanks again and looking forward to what we can implement together in the years to come!

Monica Saunders

– Project Manager, Connect Resource

After working with Focus for about a year now it is with pleasure that I inform you of our satisfaction with the progress we have made as a sales organization. Your thorough approach to the sales process, goal-setting, using Salesforce CRM properly and Sales Management has allowed us to become much more organized both from a productivity perspective and an internal reporting perspective. Bill has been great through his various engagements with my sales team in educating how to properly maneuver through the Salesforce system.

As equally (if not more) engaging has been your Focused Approach to Driving Sales workbook. By utilizing the teachings of the Workbook my sales team has been able to obtain more face to face
meetings, present more proposals and ultimately achieve their metric targets. The Workbook has become somewhat of a “bible” within the group for the reps to ultimately “control the sale”.

Focus has been a pleasure to work with and I look forward to a continued positive experience with your company and people.

Travis Gregory

– Sales Manager, Toronto Division Copiers Ltd

I respect you and your team for what they have done to help me personally and I thank you guys greatly.

These are several good examples of what I do or have learned to become what I am today:

  • I now have proper email techniques to help the readers
  • I now ask proper question in the right situations which I wouldn’t do before to get the answer I want or need
  • I have learned about human nature and its relation to sales and use it to my advantage whenever possible
  • I can use Salesforce as a tool to organize emails/report/expenses

Going forward, I can use this knowledge to further increase my skills and to hopefully be very successful in this business. I feel I have been engaged in our training and homework and this helps with my confidence in the field. 

Justin Galego

– Sales Representative, EXCO Canada

Darren, we are very grateful for the professionalism and knowledge you have shared with each of us. Focus has been an important factor in our company's growth over the past 2+ years. The strategies you have taught us are invaluable and could not have been learned and implemented as effectively without your help. Thank you to you and the Focus team for your commitment to our success.

Looking forward to a big year ahead!

Gil Silberstein

– President, myBlueprint

I was lucky enough to attend your presentation at the 2003 NEPCON show held at the Bayside Expo Center in Boston, MA and I carried away many of your key points from the presentation. More importantly, you confirmed my beliefs and opinions regarding sales cycles and follow up required to close on new opportunities.

John J. Hughes III

– President, Argo Transdata Corporation

I believe the addition of Sarah, Robert and the services provided by FOCUS are a great asset to what we do here at DoctorCare.

Sarah and Robert bring another level of organization and management that we otherwise didn't have to that extent prior to their arrival.

Robert's technical expertise working with SFDC and Sarah's business acumen and organizational skills provide a lot of value and help me out with my day-to-day operations, as well as keep me in check when working towards long-term goals and targets.

Josh Miller

– Regional Director, DoctorCare

It was such a pleasure meeting you today at ventureLAB for '’The Art of Selling'. I really enjoyed your ‘human’ approach to connecting. I found your workshop very helpful, informative and engaging.

I am growing my brand and will be opening a location for my business soon. I am interested in learning more about your approach to CRM Management. I feel that this may benefit my company as it expands and grows along with the client base.

Lisa Mueller

– Founder, Co.unity

I want to thank you all for the work you have put into my company to improve our sales operations. I can only imagine that it was one of the most challenging yet for your company.

As we move forward from here, I am confident your work has steered us in the correct direction... for us from now on, we need to grab the steering wheel away from our sales staff and step on the gas. Dean is well on his way to moving forward.

Thanks again for your help and wish you all nothing but future success.

Jeff MacDonald

– President, Amaco Construction Equipment Inc.

On behalf of the Board of Directors of CAFE Vancouver, I would like to thank you for being part of the Panel of Experts at Family Business Day. Your presentation on building a sustainable sales organization was stimulating and well received by our members. We have received a number of positive comments about your presentation from the participants.

Josephine Nadel

– Board Member and Chair of Family Business Day, CAFE Vancouver

The transition was seamless. My team is really engaged and they like working with Sarah. She understands our business model very well and she is always open to suggestions, recommendations, and she experiments with new ways to reach to my team.

Support is great; we have unlimited support from your team if my people have any questions or if they need more training on a specific topic.

Fernando Esteban

– Axis Communications

I just wanted to take a minute to tell you that so far everything has been great. The guys are using Salesforce properly now and I have noticed major differences in my day-to-day management of the activity.

For example, I helped Andre put a quote together this morning and when I asked him for the information he simply said “it’s in Salesforce” and it only took me a matter of seconds to get all the info I needed to produce the quote based on his notes in the Opportunity on Salesforce.
Thanks again.

Travis Gregory

– Business Development Manager, Toronto Division Copiers Ltd.

Donna has been providing services to P & P for over a year now. When we started working with Donna, the first thing we noticed is that any task was done on time or sooner, regardless of complexity. Since then we have discovered her more advanced talents which are many, but the ones that are most notable are performing complex data analysis, identifying key KPI's and Quarterly Priorities (QP's), HR management, and quarterly planning. Donna just has a great head on her shoulders, she smart organized and "get's it", she had helped me with a number of difficult situations with professionalism and speed.

Moshe Pinhas

– President, P&P Data Systems

Through his presentation “Manufacturing a Sale” at the Family Business Forum, Darren Rabie of Focus America gave owner-operators an understanding of the need for a sales process to build a solid, replicable foundation for measurable sales growth.

Some testimonials from our audience on the day:

  • “Darren Rabie knocked it out of the park.”
  • “Always make sure you have one or two professional presenters - like Darren and give them a little more time.”

Thanks Darren for a job well done!

Emma Ramos

– Managing Director, CAFE Central Ontario

“I want to thank you for the incredible job that you and Focus have done for me and Allways Precision Inc. I can truly say that with your help I have become a dynamic business development representative at API. With your guidance, I have honed my sales skills from a re-active sales style to a pro-active sales style. I have found that by changing to a pro-active sales style I am making more contacts and completing more sales. I have learned to create opportunities by making a more complete cold call and have learned to develop trust with customers through the “Approach to driving sales”. It is a demanding program that develops results!”

Jim Saflarski

– Allways Precision, Inc., Business Development Manager

In my 12 years as a business owner, I’ve met few are as organized and effective as Donna. She approaches every day with a high level of energy and passion. This coupled with her sound analytical skills, make her an invaluable asset. During the last 3 years Donna was the lead in implementing a CRM system, taking our sales team to a new level.

Debbie Chow

– Owner, Auraline Beauty Inc

“In about 6 months, Focus took a young team, with plenty of construction knowledge, but no sales experience, and turned them into salespeople. This has affected us in a number of positive ways. First, it has increased our current work load substantially. Second, our sales potential list has grown from an undefined amount, to over $200 million in potential opportunities, to the point that we have had to become more selective in the type of leads we allow to be approved. Lastly, having the project managers as a direct part of our sales team, their focus has changed to not only their current projects, but ensuring that projects end strongly, and if there are warranty issues, they are dealt with in a timely manner. Our A/R payment turnaround time has improved, and there has been a distinct improvement in repeat sales, and work handed to us after the original contract had been fulfilled. I believe the link between Project Management and ownership of the sale is directly responsible for this improvement. This is a key idea put forth by Focus during their initial review of our firm. It is working.”

Lisa Bertram

– President, Bertram Construction

As we silently listened to the webinar, Darren solidified the reasons and outcomes of our future lead process. We felt much more positive of our steps once we attended his webinar. We encouraged our upper management to attend a one-hour consultation to have its support as we move forward.

I'd recommend the webinar to any company who would like to product qualified leads rather than quantities of leads.

Lisa Johnson

– Marketing Coordinator, Vortex

We were not disappointed. The Focus team took our sales back to basics with clear, concise and practical approach to Salesforce.com. The day course presented by Steven Wright and Lisa Rodrigues helped our new recruits understand the program and gave our experienced reps a new found clarity and…..FOCUS. Focus worked hard to understand our business, the strengths of each team member and the challenges of varied skills sets. The result: Success!

Debbie Conzelmann

– CEO, King Cole Ducks

“I would like to thank you for taking the lead on this project. You have worked tirelessly to manage the complex issues that invariably arise for a project of this scope and magnitude. Our team also deserves credit for supporting your vision.”

Brian Ginsler

– Principle, Bridgepoint Financial

In today’s times, it is becoming more critical than ever that our exhibitors get real, measurable value from their investment. Your “Turning Leads Into Sales” workshop really hit the spot.

It was clear from the number of companies that attended the workshop as well as the positive feedback we have had to date, that your help was greatly valued.

We look forward to continuing to offer your help to our exhibitors. We know that whether they just learn from the workshops or become a client of yours, their business will benefit and in turn, our company will benefit as well.

Dan Radomski

– EASTEC Show Manager, Director of Sales for SME Expositions

Lisa has been a great support through Focus with our company Quinn Digital Asset Protection and I feel has been an invaluable part of our team. Lisa is organized, efficient, extremely competent, and has an excellent rapport with our team. Her communication skills, both written and verbal are excellent along with her customer service and problem solving skills.

Mark Borba

– Client Service Manager, Quinn Digital Asset Protection

“Darren and his team have a clear understanding of how to set up and manage a sales organization. Their processes seem to transcend all industries. They have a particularly good grasp of the CRM tool and are able to modify and adapt this tool to most businesses. We have also begun to use the CRM to manage the Marketing function as well.

They are honest, professional and dedicated to the success of their clients. It is not unusual to see responses to emails at night and weekends. They have also assisted with the development of the compensation plan for our reps and have in a very short time developed strong rapport with everyone they interact with in our company.”

Peter Pekos

– President/ Founder, Dalton Pharma

I wanted to take this opportunity to thank you for all the work you have done over the past few years and most recently for the “Needs Analysis Workshop” you held for our sales executives.

Your tactical, real-life approach to the training was very well-received by our team – many of which came into the training thinking it would be the “same old stuff”. In addition, the tools you built for us are now a staple part of their daily sales processes helping to not only re-enforce what was taught but get our entire team and their managers on the same page.

David Ross

– Vice President, Sales, ExhibitGroup/Giltspur

We 1st used Focus to implement a CRM system (Salesforce.com) which was quite seamless (from nothing that is). The training was great, and the users got on board quickly. The tools were set up using the sales road map and we had instant visibility on just what was happening and where we could focus our energy. We were also forced to quote less, but focus on BETTER opportunities and build better relationships by doing so.

Bob Repovs

– President and COO, Samco Machinery

“Steve and Kojo are doing an excellent job and are both fun to work with. They are well prepared, focused, and always willing to offer advice and words of encouragement.

I would have no issue recommending your firm to anyone needing assistance in building their sales organization.”

Joel Freund

– Manager – Corporate Sales and Service, Execulink Telecom

Lisa is an excellent trainer. Her ability to walk through the many areas of sf.com at every individual’s pace allows for superior content learning. Having gone through training sessions with Lisa, I know firsthand that post training content retention is really high.

Mike Mohaupt

– Director of Sales and Marketing, Samco Machinery

I am writing to acknowledge the good work you have done over the past few years with your “Turn Leads Into Sales” workshops put on for our exhibitors at Assembly Technology Expo and the NEPCON events.

It is a challenge to ensure our exhibitors properly follow up their leads and truly gain the most value from their trade show investment. Your training workshop (as well as on-site 1-on-1 consultations) has been well received and valued by both Reed Exhibitions and our exhibitors.

This relationship continues to be meaningful and productive and we look forward to continuing to bring your message to our audience.

Kel Marsden-Kish

– Vice President, Reed Exhibitions

“We had no sales process, no sales manager, no CRM, no BDR… just nothing. We would quote, quote and then guess what, we would quote some more! The results were mediocre and we had no visibility on our sales guys, pipeline, activity, etc.

We had no one to manage our sales people day in and day out. Despite not knowing “our business” which is metal forming capital equipment, they were able to identify with the process, because let’s face it, selling is selling. The system was tweaked for our liking and the sales guy’s time were better spent in front of customers instead of in front of the computer quoting.”

I would have no hesitation to recommend Darren and his team for your company. They will most certainly improve your sales processes, strengthen your sales tools and visibility, assist your sales staff if and when needed, and potentially identify weak sales members depending on how deep you let the relationship get. 5 star recommendation!!!

Bob Repovs

– President and COO, Samco Machinery

Lisa is a detail-oriented manager that kept everyone focused and on their timelines. She was always available for questions, easy to work with as her input is straight forward and honest. It has been a pleasure.

Mike Deckert

– Vice President, Flo Components

I wanted to put together a letter to not only share with you but share with others the importance of having a plan for running and leading your CRM once implemented. When my partners and I decided it was time to implement a CRM at Bridgepoint, we knew we needed help with selection, design and implementation. But as we chatted further, a bigger set of questions came up … Once we were live:

• Who is going to run our CRM?
• Who is going to the go-to-person for our team every day?
• Who is going to lead, coach & train our team to use the CRM?
• Who is going to drive continuous improvement of the functionality and usage?
• Who is going to onboard new users?
• Who is going to make CRM an integral part of our Marketing, Sales & Customer Service workflow?
• Who is going to own this to ensure management & users see and get ongoing value?
• Who is going to drive reporting, analytics & dashboards?
• How do we maximize the return on this big investment?

We all knew that without someone owning our CRM, this would quickly fail. We agreed that we would only implement this great tool if we were prepared to invest in its usage. But what were our options? We didn’t have the resources to do this internally and hiring someone full-time would cost $5000-$6000/month in salary. Then we found Focus. You helped us select, design and configure Salesforce.com for 25-30 users. But more importantly, you run our CRM at Bridgepoint. Not as a 3rd party supplier, but as an extension of our team. You proactively lead our adoption every day with a dedicated team that works hand in hand with ours. You do everything a full-time internal CRM champion would do and more … at a substantially lower cost. As long as we use a CRM, we will always need someone to run it. We see a great future together with Focus being that “someone”. Looking forward to another year together!

Brian Ginsler

– Principle, Bridgepoint Financial

“I think the biggest improvement was not allowing the sales people to hide.  There was a lot more transparency in what the team was doing – so no more “I have client meetings today”, instead, “I am meeting with this client, for this amount, this is my challenge, this is the key things we need to think about.”

Moshe Pinhas

– President, P & P Data Systems Inc.

I have had the pleasure of working with Lisa for close to a year now and she is the ultimate professional. She is a great listener and is quick to report back with solutions. If it's results that you're looking for then Lisa is the person for you. As for her attention to detail...I have yet to meet her equal.

Rob Turnball

– Sales Manager, Angus Glen Golf Club

“Focus was brought on to help us achieve a much bigger new customer base and increase our sales. They have also helped us to develop a much bigger pipeline and they stay on the team to keep us growing it on a monthly basis.

My only recommendation would be to hire Focus …..they deliver 150% on everything they say they will deliver!  You will not need to “Decide how to proceed” – they will guide you every step of the way.”

Andrea Shortt

– Vice President, Quadrant Marketing Ltd.

Lisa is a highly motivated individual with great ideas as to how to process information in an office setting. Lisa worked with me to help set up our Salesforce CRM program five years ago; we are still using many of her ideas even now.

Terry Garcia

– Office Manager, Concrete Systems

“I want to thank you for all your time, effort and interest as it relates to my success. Specifically, your effort, support and coaching in the areas of systems, processes, teamwork and development has been instrumental in my success. With only six months into the year, I have attained my annual revenue objective.”

Mark C. Patterson

– Account Manager, Dagostino Electronic Services, Inc

I had the opportunity and privilege to work with Lisa in 2010 on our implementation of Salesforce. I don’t know if I could say enough positive things about Lisa and her abilities. Her depth of knowledge of Salesforce was impressive and significant in our success. When it came to the project, ours was one of the most complex implementations tackled by Focus . Lisa was directly instrumental in our on-time and successful rollout last year. I have enjoyed working with Lisa and am proud to recommend her.

Janna Biggs

– Systems Analyst, Concrete Systems

Firstly, I want to commend Bill on always being on top of what is going on here at KEV. Our weekly meetings are always meaningful and constructive. It is nice to have someone there to share success with on a weekly basis. Bill plays an intricate role in the success and the growth of the new reps here at KEV. The sales training provided to us upon arrival from both Donna and Bill have helped in the development of our growth at KEV. It has all been professional and top notch. Keep up the good work, Bill.

Geoff Weinberger

– Sales Consultant, Kev Group

Lisa is a highly skilled, experienced and details oriented professional. In 2015, I hired Focus to design, program, implement and train my staff and I on a customized CRM solution using the Salesforce.com platform. Lisa Rodrigues was the project lead and in less than 3 months, Lisa had our system up, running and our staff using the system religiously. She was very committed to understanding how our business operates and responded to our questions with an incredible ability to convey her knowledge of Salesforce.com in a manner that was fun to learn and easy to understand. I would highly recommend Lisa Rodrigues and the Focus team to anyone looking to improve the efficiency and success of their business.

Ronnie Wiskin

– President/ Founder, Reliable Living

“I just want to thank you for your help this year. I am off to a great start and I will attribute part of that success to you and your help. It was good to have you there pushing me to try harder and to question my failures.”

Michael Fraser

– Sales Representative, Allturf Ltd.

Sarah’s Saleforce.com expertise is extensive.   She keeps an eye on their progress, and constantly emails our team asking how she can help or pointing out functionality they could & should be using within the Salesforce application.

Sarah is ALWAYS available.   As I work all hours of the day and night Sarah has interacted with me in the early mornings, late evenings.  Any time I need her she is there.  She has been a true asset to our team and is always available to train me or our team members on the numerous tools she has at her disposal.

Stuart Fein

– President, Premier and Company

“I have had to learn an entirely new industry and re-enter a sales position that had been somewhat dormant recently in my career. In that aspect of my training, you’re SalesForce and overall sales training has been instrumental in accomplishing my goals for this position. Although I had a familiarity with SalesForce, previously; utilizing this tool to the fullest extent has vastly improved my sales management and organization thanks to your training. Even going a step beyond that, your training has also improved my general sales skills to the point where even prospects have commented on the quality of my sales conduct which I picked up in my training with you. Thanks for all your help!”

Mark Fischer

– Business Development, Riverside Brass & Aluminum

In a nutshell, we have found Sarah to be excellent to work with! She has a very nice and accommodating personality, sense of humour, desire to help, is a so knowledgeable with Salesforce and, in particular, turns around changes and ideas for sf.com extremely quickly.

We have a team of 7 reps, male and female, with varying degrees of experience and Sarah works well with them as a group and in one on ones.

I can tell that Sarah takes pride in her work and has always been well prepared and is always respectful of our time and schedule.

Brian Furlong

– President, Advantage Fitness

“Thanks so much for sharing Steve’s brain with me =)) I appreciate all of you folks at Focus. You’ve made my job so easy and helped me with all the tools I could ever want- and then ones I didn’t know I needed!”

Heather Hoover

– Business Development, Tridan International

“Darren took the time to review and discuss Rainbow Concrete’s needs, and establish a reasonable timeline and strategy for our company. Through discussion with our management, Focus came up with a new structure that not only changed our sales system, but also changed the culture in how we view things. In addition to establishing a new roadmap, they continue to make themselves available for support and training for our entire team, as required.

I can confidently recommend Focus for any company looking to get to the next level. They will undoubtedly make a positive contribution to any organization.”

Damir Brujic

– Sales and Marketing Manager, Rainbow Concrete Industries Ltd.

Lisa Rodrigues has been fantastic to work with. When we first went live with SF, she made herself available morning, noon, nights and weekends. In the time since, she has remained tremendously responsive. She's never failed to return my e-mails or phone calls in the same day, even if only to assure me that she's working on a solution to my problem.

Vince Santore

– Account Executive, Spin Master

“You have forged a new sales process at Westbrook through recruitment of personnel, establishment of prospecting, implementation of a 24-7 CRM program such as salesforce.com. The CRM has enhanced our communication and accountability. This tool alone has better organized our sales force to accomplish more in less time with less effort. The division of labour has made everyone more productive, accountable, with greater results and satisfaction. The training sessions with Steve were excellent. He is very knowledge, patient, understanding, and a phenomenal teacher in drilling down and explaining the CRM Program. He is a strong communicator, very personable, and results oriented. His follow-up is superb. The defining of quarterly objectives for the Account Managers with metrics is valuable feedback for them to realize their performance and accountability. In 103 accounts there was an additional growth of $1.2MM which is testimonial to the success of your program.”

Bruce Girard

– President, Westbrook Technologies

“Steve was the senior consultant on our project to completely overhaul our antiquated CRM system. He recommended Sales Force and from day one, he has just done a terrific job. From helping us to negotiate our contract with Sales Force to training our folks, he has always been accessible, great at problem solving and a wonderful resource for my firm. In the second phase of our consulting assignment (upgrading our sales procedures) he has again been diligent, organized and totally professional.

David Gensler

– Madison Pension Services, Inc.

“I can unconditionally recommend Darren's group.

We have worked with them for four years and they continue to impress. You probably know how difficult it is to change the culture of a mature company. Otherwise you wouldn't be considering Focus.

It requires patience, determination and a good deal of faith… Let me warn you, Darren is tough and doesn't accept underachievers. He will push you hard to enforce the discipline the sales process requires. He'll change it if it’s not working but if he thinks it’s you or your people aren't performing, he won't be shy to tell you.”

Ian R. Williamson

– CEO, Pines Technology

Our company had been using Maximizer, which had become unsupportable and required a full system replacement.

Yes I would recommend Darren’s team for your SFA. It is a significant investment to purchase and set up a SFA program and I now believe we would have made the same mistakes and received only part of the systems benefits if we did not have assistance from outside the company

Chris Love

– Vice-President Sales and Marketing, Exco Technologies

“I wanted to reach out to let you know that we started with the business reviews, and we've seen great results with the Account Managers (and myself).

This process of doing a formal Business Review has proven to be much different approach to the typical, regularly scheduled, phone conversations, and much more effective for generating new business.
 Thanks for the guidance!

Michael King

– VP Customer Engagement, IndustryBuilt

So far this has been something we would never have been able to do without all of their help, and we do hope that this will continue.  We have many different personalities and technology levels in the office and it was key that your team was able to work with each personality/level and again they have proved to us they have all of the requirements to do this and everyone is feeling very involved and really appreciate the different levels of help/service they have all individually experienced.

Nicole Loveman

– Gleeson Financial Group

Thank you for the outstanding job you are doing in training, educating, and following up with the Axis Southeast team. It has been a top notch experience all the way through.

Your preparation in learning enough of our business model and partners to engage the team by using our industry terminology and sales processes provided with us real world scenarios that we could easily relate to (and in turn more easily comprehend and retain). Our whole team talked about this and how it even seemed you came from our industry.

Thanks again for doing such a great job for us and our entire team appreciate it.

Paul Thompsen

– Axis Communications

Focus has helped our sales team be significantly more effective by teaching new concepts and enforcing a better sales process. Every few weeks, they teach sales a new lesson and how it applies to their role. For example, better ways to book meetings, to close the sale, etc.

Our company would not be where it is without their commitment and dedication to our success. I highly recommend their service and believe it was an excellent decision for us to move forward with their proposal.

Gil Silberstein

– President, myBlueprint

Most recently, we worked with Justin Baker to put our first direct outside salesperson in place and then to restructure our inside sales process.

The coaching and training that Justin provided to mold one of our inside salespeople into an outside salesperson has resulted in a territory sales increase of 36% after two years. The first full year with our updated sales process, also led by Justin, result in increased sales (a record year for Dynamic Conveyor).

I appreciate the work that Focus did to assist our company with improving our sales process, increasing our sales and our bottom line.

Jill Batka

– President, Dynamic Conveyor Corporation

Working with Lisa has been absolutely amazing. When it comes to implementing a CRM into a transitioning company I would recommend her 10 fold. She was quick to realize those that were succeeding and those who may have needed a little more hands on efforts and never missed a beat.

Our team is feeling very comfortable and confident and we owe this to Lisa.

Joe Foster

– Exco Technical Sales, Exco Extrusion Dies, Inc.

Just wanted to take the time to thank you for helping me prepare and understand what a manager should be and hopefully give me knowledge and tools required to better myself for the future and my career.

Alain Hamon

– Regional Manager - Eastern Canada, Hetek Solutions Inc.

The Focus team took our sales staff back to basics with a clear, concise and practical approach to the customer management program. The one day course presented by Steven Wright and Lisa Rodrigues helped our new recruits understand the program and gave our experienced reps a new found clarity and ... FOCUS.

We left the meeting re-enthused, but it was the follow up support through one-on-one sessions, as well as group discussions, that gave our sales team the confidence in the program and their ability to achieve their goals. Focus worked hard to understand our business, the strengths of each team member and the challenges of varied skill sets. The result: success!

Debbi Conzelmann

– Chief Executive Officer, King Cole Ducks

The beauty of your sales strategy is how it enables me to start with a cold prospect and take them along the path to a sale. The wording of a cold call, the follow up techniques (both verbal and written), how to set a next step, to the point of asking for their business is clearly defined and easy to follow. It ensures that both parties have a commitment in the process, which is great since it separates the truly interested from the time wasters. I also like how it allows me to take the driver’s seat in the relationship. Indeed, I even had one prospect tell me how they like how I communicate with them versus another competing firm.

The more I use your system the more evidence I receive that it works.

David Smith

– Manager, Business Development, MacNicol & Associates Asset Management Inc.

In our first year of using Focus our “new sales” (the kpi that Focus was responsible for) was up greater than 30% and our recurrent revenue was up greater than our increase in pricing – without a big “onetime” item this is relatively unheard of for our industry.

Focus is one of the few organizations I recommend without any hesitation. I have proactively recommended them to others.

Moe Pinhas

– President, P&P Data Systems Inc.

I just finished a training session with Zain and wanted to let you know how much I appreciate his guidance in using SalesForce. He has been very helpful with his gentle guidance and I can tell, he has a smile on his face at the other end of the phone.

Cynthia Wendell-Lemmons

– Sales Representative, Pulse Flow Technologies Inc.

Thanks again for the meeting today and your help on the notes and recap. The progress is fantastic and the modules will be discussed and "coached" ongoing with the sales team. I will repeat that the buy in for what you guys are doing is unanimous among the rest of the guys.

Travis Gregory

– Toronto Division Copier

I have enjoyed working with your organization over the past 9 months. From building the sales process, to re-customizing Goldmine, recruitment of new staff, training and beyond – Focus America was consistently well-organized, thorough and delivered on the promise.

Today, we are well on our way. Our Business Development Rep – Al Perez – has generated leads that have turned into almost $1 million in sales. We are excited to watch this department grow. In addition, our entire team is consistently improving in the use of the Sales Roadmap sales process and Goldmine.

Focus America will continue to be a part of the Nortrux team as we continue to look for ways to tighten and improve our sales organization.

Oneil Perreault

– Sales Manager, Nortrux Inc.

After hearing you speak at TEC, both Doug and I felt strongly that we needed to do a better job keeping our pipeline full and our sales reps in front of real opportunities. Your Business Development Department concept was a great solution to this problem and after 8 months, we are happy with the candidates you helped us select, the strategy that was developed and all the work you did in helping us “get up to speed” with our new group.

Our new Business Development Department is now a key part of our sales organization with a mandate of generating high-quality, real and actionable sales opportunities for our sales reps to follow up.

Troy Campbell

– Director, Sales and Marketing, Pollock NationLease

We’ve been working with Darren and his team for a couple of years with very good success. Focus has been providing 3 positions: VP Sales, Sales Manager and Sales Engineer. They have definitely increased our sales team’s effectiveness, for example by helping us be more disciplined with booking meetings and sending recaps and reminders to prospects.

Adrian Butler

– President and CEO, Isaac

I just wanted to reach out to you and say a very sincere thank you for all of the movement you’ve help us make after working with Focus for only a month! We purchased the 12 Salesforce licenses with the understanding and excitement of the many benefits it would bring to our workplace. Unfortunately, we also very much underestimated the amount of work required to not only implement Salesforce but to integrate it, customize it, obtain employee engagement and use it in our daily processes. Your in depth knowledge of Salesforce and the sales process has not only allowed our team to see the value in how Salesforce is going to help them everyday but it also helps everyone use it everyday. It’s a hard task to take a group of people, give them new software they don’t understand, explain how much is involved in the implementation and turning them into enthusiastic salesforce users excited about the possibilities it brings.

Thank you again for helping us make so much progress and for staying so on top of our improvement. It feels like you’re team is invested in the success of our team and every dollar we spend with you is worth it! It’s hard to provide a service oriented firm with a 10/10 review but we’ll give it that to you!

Thanks again and looking forward to what we can implement together in the years to come!

Monica Saunders

– Project Manager, Connect Resource

It was such a pleasure meeting you today at ventureLAB for '’The Art of Selling'. I really enjoyed your ‘human’ approach to connecting. I found your workshop very helpful, informative and engaging.

I am growing my brand and will be opening a location for my business soon. I am interested in learning more about your approach to CRM Management. I feel that this may benefit my company as it expands and grows along with the client base.

Lisa Mueller

– Founder, Co.unity

The transition was seamless. My team is really engaged and they like working with Sarah. She understands our business model very well and she is always open to suggestions, recommendations, and she experiments with new ways to reach to my team.

Support is great; we have unlimited support from your team if my people have any questions or if they need more training on a specific topic.

Fernando Esteban

– Axis Communications

I just wanted to take a minute to tell you that so far everything has been great. The guys are using Salesforce properly now and I have noticed major differences in my day-to-day management of the activity.

For example, I helped Andre put a quote together this morning and when I asked him for the information he simply said “it’s in Salesforce” and it only took me a matter of seconds to get all the info I needed to produce the quote based on his notes in the Opportunity on Salesforce.
Thanks again.

Travis Gregory

– Business Development Manager, Toronto Division Copiers Ltd.

Donna has been providing services to P & P for over a year now. When we started working with Donna, the first thing we noticed is that any task was done on time or sooner, regardless of complexity. Since then we have discovered her more advanced talents which are many, but the ones that are most notable are performing complex data analysis, identifying key KPI's and Quarterly Priorities (QP's), HR management, and quarterly planning. Donna just has a great head on her shoulders, she smart organized and "get's it", she had helped me with a number of difficult situations with professionalism and speed.

Moshe Pinhas

– President, P&P Data Systems

In my 12 years as a business owner, I’ve met few are as organized and effective as Donna. She approaches every day with a high level of energy and passion. This coupled with her sound analytical skills, make her an invaluable asset. During the last 3 years Donna was the lead in implementing a CRM system, taking our sales team to a new level.

Debbie Chow

– Owner, Auraline Beauty Inc

We were not disappointed. The Focus team took our sales back to basics with clear, concise and practical approach to Salesforce.com. The day course presented by Steven Wright and Lisa Rodrigues helped our new recruits understand the program and gave our experienced reps a new found clarity and…..FOCUS. Focus worked hard to understand our business, the strengths of each team member and the challenges of varied skills sets. The result: Success!

Debbie Conzelmann

– CEO, King Cole Ducks

Lisa has been a great support through Focus with our company Quinn Digital Asset Protection and I feel has been an invaluable part of our team. Lisa is organized, efficient, extremely competent, and has an excellent rapport with our team. Her communication skills, both written and verbal are excellent along with her customer service and problem solving skills.

Mark Borba

– Client Service Manager, Quinn Digital Asset Protection

We 1st used Focus to implement a CRM system (Salesforce.com) which was quite seamless (from nothing that is). The training was great, and the users got on board quickly. The tools were set up using the sales road map and we had instant visibility on just what was happening and where we could focus our energy. We were also forced to quote less, but focus on BETTER opportunities and build better relationships by doing so.

Bob Repovs

– President and COO, Samco Machinery

Lisa is an excellent trainer. Her ability to walk through the many areas of sf.com at every individual’s pace allows for superior content learning. Having gone through training sessions with Lisa, I know firsthand that post training content retention is really high.

Mike Mohaupt

– Director of Sales and Marketing, Samco Machinery

Lisa is a detail-oriented manager that kept everyone focused and on their timelines. She was always available for questions, easy to work with as her input is straight forward and honest. It has been a pleasure.

Mike Deckert

– Vice President, Flo Components

I wanted to put together a letter to not only share with you but share with others the importance of having a plan for running and leading your CRM once implemented. When my partners and I decided it was time to implement a CRM at Bridgepoint, we knew we needed help with selection, design and implementation. But as we chatted further, a bigger set of questions came up … Once we were live:

• Who is going to run our CRM?
• Who is going to the go-to-person for our team every day?
• Who is going to lead, coach & train our team to use the CRM?
• Who is going to drive continuous improvement of the functionality and usage?
• Who is going to onboard new users?
• Who is going to make CRM an integral part of our Marketing, Sales & Customer Service workflow?
• Who is going to own this to ensure management & users see and get ongoing value?
• Who is going to drive reporting, analytics & dashboards?
• How do we maximize the return on this big investment?

We all knew that without someone owning our CRM, this would quickly fail. We agreed that we would only implement this great tool if we were prepared to invest in its usage. But what were our options? We didn’t have the resources to do this internally and hiring someone full-time would cost $5000-$6000/month in salary. Then we found Focus. You helped us select, design and configure Salesforce.com for 25-30 users. But more importantly, you run our CRM at Bridgepoint. Not as a 3rd party supplier, but as an extension of our team. You proactively lead our adoption every day with a dedicated team that works hand in hand with ours. You do everything a full-time internal CRM champion would do and more … at a substantially lower cost. As long as we use a CRM, we will always need someone to run it. We see a great future together with Focus being that “someone”. Looking forward to another year together!

Brian Ginsler

– Principle, Bridgepoint Financial

I have had the pleasure of working with Lisa for close to a year now and she is the ultimate professional. She is a great listener and is quick to report back with solutions. If it's results that you're looking for then Lisa is the person for you. As for her attention to detail...I have yet to meet her equal.

Rob Turnball

– Sales Manager, Angus Glen Golf Club

Lisa is a highly motivated individual with great ideas as to how to process information in an office setting. Lisa worked with me to help set up our Salesforce CRM program five years ago; we are still using many of her ideas even now.

Terry Garcia

– Office Manager, Concrete Systems

I had the opportunity and privilege to work with Lisa in 2010 on our implementation of Salesforce. I don’t know if I could say enough positive things about Lisa and her abilities. Her depth of knowledge of Salesforce was impressive and significant in our success. When it came to the project, ours was one of the most complex implementations tackled by Focus . Lisa was directly instrumental in our on-time and successful rollout last year. I have enjoyed working with Lisa and am proud to recommend her.

Janna Biggs

– Systems Analyst, Concrete Systems

Lisa is a highly skilled, experienced and details oriented professional. In 2015, I hired Focus to design, program, implement and train my staff and I on a customized CRM solution using the Salesforce.com platform. Lisa Rodrigues was the project lead and in less than 3 months, Lisa had our system up, running and our staff using the system religiously. She was very committed to understanding how our business operates and responded to our questions with an incredible ability to convey her knowledge of Salesforce.com in a manner that was fun to learn and easy to understand. I would highly recommend Lisa Rodrigues and the Focus team to anyone looking to improve the efficiency and success of their business.

Ronnie Wiskin

– President/ Founder, Reliable Living

Sarah’s Saleforce.com expertise is extensive.   She keeps an eye on their progress, and constantly emails our team asking how she can help or pointing out functionality they could & should be using within the Salesforce application.

Sarah is ALWAYS available.   As I work all hours of the day and night Sarah has interacted with me in the early mornings, late evenings.  Any time I need her she is there.  She has been a true asset to our team and is always available to train me or our team members on the numerous tools she has at her disposal.

Stuart Fein

– President, Premier and Company

In a nutshell, we have found Sarah to be excellent to work with! She has a very nice and accommodating personality, sense of humour, desire to help, is a so knowledgeable with Salesforce and, in particular, turns around changes and ideas for sf.com extremely quickly.

We have a team of 7 reps, male and female, with varying degrees of experience and Sarah works well with them as a group and in one on ones.

I can tell that Sarah takes pride in her work and has always been well prepared and is always respectful of our time and schedule.

Brian Furlong

– President, Advantage Fitness

Lisa Rodrigues has been fantastic to work with. When we first went live with SF, she made herself available morning, noon, nights and weekends. In the time since, she has remained tremendously responsive. She's never failed to return my e-mails or phone calls in the same day, even if only to assure me that she's working on a solution to my problem.

Vince Santore

– Account Executive, Spin Master

“Steve was the senior consultant on our project to completely overhaul our antiquated CRM system. He recommended Sales Force and from day one, he has just done a terrific job. From helping us to negotiate our contract with Sales Force to training our folks, he has always been accessible, great at problem solving and a wonderful resource for my firm. In the second phase of our consulting assignment (upgrading our sales procedures) he has again been diligent, organized and totally professional.

David Gensler

– Madison Pension Services, Inc.

Our company had been using Maximizer, which had become unsupportable and required a full system replacement.

Yes I would recommend Darren’s team for your SFA. It is a significant investment to purchase and set up a SFA program and I now believe we would have made the same mistakes and received only part of the systems benefits if we did not have assistance from outside the company

Chris Love

– Vice-President Sales and Marketing, Exco Technologies

So far this has been something we would never have been able to do without all of their help, and we do hope that this will continue.  We have many different personalities and technology levels in the office and it was key that your team was able to work with each personality/level and again they have proved to us they have all of the requirements to do this and everyone is feeling very involved and really appreciate the different levels of help/service they have all individually experienced.

Nicole Loveman

– Gleeson Financial Group

Thank you for the outstanding job you are doing in training, educating, and following up with the Axis Southeast team. It has been a top notch experience all the way through.

Your preparation in learning enough of our business model and partners to engage the team by using our industry terminology and sales processes provided with us real world scenarios that we could easily relate to (and in turn more easily comprehend and retain). Our whole team talked about this and how it even seemed you came from our industry.

Thanks again for doing such a great job for us and our entire team appreciate it.

Paul Thompsen

– Axis Communications

Working with Lisa has been absolutely amazing. When it comes to implementing a CRM into a transitioning company I would recommend her 10 fold. She was quick to realize those that were succeeding and those who may have needed a little more hands on efforts and never missed a beat.

Our team is feeling very comfortable and confident and we owe this to Lisa.

Joe Foster

– Exco Technical Sales, Exco Extrusion Dies, Inc.

The Focus team took our sales staff back to basics with a clear, concise and practical approach to the customer management program. The one day course presented by Steven Wright and Lisa Rodrigues helped our new recruits understand the program and gave our experienced reps a new found clarity and ... FOCUS.

We left the meeting re-enthused, but it was the follow up support through one-on-one sessions, as well as group discussions, that gave our sales team the confidence in the program and their ability to achieve their goals. Focus worked hard to understand our business, the strengths of each team member and the challenges of varied skill sets. The result: success!

Debbi Conzelmann

– Chief Executive Officer, King Cole Ducks

I just finished a training session with Zain and wanted to let you know how much I appreciate his guidance in using SalesForce. He has been very helpful with his gentle guidance and I can tell, he has a smile on his face at the other end of the phone.

Cynthia Wendell-Lemmons

– Sales Representative, Pulse Flow Technologies Inc.

After working with Focus for about a year now it is with pleasure that I inform you of our satisfaction with the progress we have made as a sales organization. Your thorough approach to the sales process, goal-setting, using Salesforce CRM properly and Sales Management has allowed us to become much more organized both from a productivity perspective and an internal reporting perspective. Bill has been great through his various engagements with my sales team in educating how to properly maneuver through the Salesforce system.

As equally (if not more) engaging has been your Focused Approach to Driving Sales workbook. By utilizing the teachings of the Workbook my sales team has been able to obtain more face to face
meetings, present more proposals and ultimately achieve their metric targets. The Workbook has become somewhat of a “bible” within the group for the reps to ultimately “control the sale”.

Focus has been a pleasure to work with and I look forward to a continued positive experience with your company and people.

Travis Gregory

– Sales Manager, Toronto Division Copiers Ltd

I respect you and your team for what they have done to help me personally and I thank you guys greatly.

These are several good examples of what I do or have learned to become what I am today:

  • I now have proper email techniques to help the readers
  • I now ask proper question in the right situations which I wouldn’t do before to get the answer I want or need
  • I have learned about human nature and its relation to sales and use it to my advantage whenever possible
  • I can use Salesforce as a tool to organize emails/report/expenses

Going forward, I can use this knowledge to further increase my skills and to hopefully be very successful in this business. I feel I have been engaged in our training and homework and this helps with my confidence in the field. 

Justin Galego

– Sales Representative, EXCO Canada

Darren, we are very grateful for the professionalism and knowledge you have shared with each of us. Focus has been an important factor in our company's growth over the past 2+ years. The strategies you have taught us are invaluable and could not have been learned and implemented as effectively without your help. Thank you to you and the Focus team for your commitment to our success.

Looking forward to a big year ahead!

Gil Silberstein

– President, myBlueprint

I believe the addition of Sarah, Robert and the services provided by FOCUS are a great asset to what we do here at DoctorCare.

Sarah and Robert bring another level of organization and management that we otherwise didn't have to that extent prior to their arrival.

Robert's technical expertise working with SFDC and Sarah's business acumen and organizational skills provide a lot of value and help me out with my day-to-day operations, as well as keep me in check when working towards long-term goals and targets.

Josh Miller

– Regional Director, DoctorCare

I want to thank you all for the work you have put into my company to improve our sales operations. I can only imagine that it was one of the most challenging yet for your company.

As we move forward from here, I am confident your work has steered us in the correct direction... for us from now on, we need to grab the steering wheel away from our sales staff and step on the gas. Dean is well on his way to moving forward.

Thanks again for your help and wish you all nothing but future success.

Jeff MacDonald

– President, Amaco Construction Equipment Inc.

“I want to thank you for the incredible job that you and Focus have done for me and Allways Precision Inc. I can truly say that with your help I have become a dynamic business development representative at API. With your guidance, I have honed my sales skills from a re-active sales style to a pro-active sales style. I have found that by changing to a pro-active sales style I am making more contacts and completing more sales. I have learned to create opportunities by making a more complete cold call and have learned to develop trust with customers through the “Approach to driving sales”. It is a demanding program that develops results!”

Jim Saflarski

– Allways Precision, Inc., Business Development Manager

“In about 6 months, Focus took a young team, with plenty of construction knowledge, but no sales experience, and turned them into salespeople. This has affected us in a number of positive ways. First, it has increased our current work load substantially. Second, our sales potential list has grown from an undefined amount, to over $200 million in potential opportunities, to the point that we have had to become more selective in the type of leads we allow to be approved. Lastly, having the project managers as a direct part of our sales team, their focus has changed to not only their current projects, but ensuring that projects end strongly, and if there are warranty issues, they are dealt with in a timely manner. Our A/R payment turnaround time has improved, and there has been a distinct improvement in repeat sales, and work handed to us after the original contract had been fulfilled. I believe the link between Project Management and ownership of the sale is directly responsible for this improvement. This is a key idea put forth by Focus during their initial review of our firm. It is working.”

Lisa Bertram

– President, Bertram Construction

“I would like to thank you for taking the lead on this project. You have worked tirelessly to manage the complex issues that invariably arise for a project of this scope and magnitude. Our team also deserves credit for supporting your vision.”

Brian Ginsler

– Principle, Bridgepoint Financial

“Darren and his team have a clear understanding of how to set up and manage a sales organization. Their processes seem to transcend all industries. They have a particularly good grasp of the CRM tool and are able to modify and adapt this tool to most businesses. We have also begun to use the CRM to manage the Marketing function as well.

They are honest, professional and dedicated to the success of their clients. It is not unusual to see responses to emails at night and weekends. They have also assisted with the development of the compensation plan for our reps and have in a very short time developed strong rapport with everyone they interact with in our company.”

Peter Pekos

– President/ Founder, Dalton Pharma

“Steve and Kojo are doing an excellent job and are both fun to work with. They are well prepared, focused, and always willing to offer advice and words of encouragement.

I would have no issue recommending your firm to anyone needing assistance in building their sales organization.”

Joel Freund

– Manager – Corporate Sales and Service, Execulink Telecom

“We had no sales process, no sales manager, no CRM, no BDR… just nothing. We would quote, quote and then guess what, we would quote some more! The results were mediocre and we had no visibility on our sales guys, pipeline, activity, etc.

We had no one to manage our sales people day in and day out. Despite not knowing “our business” which is metal forming capital equipment, they were able to identify with the process, because let’s face it, selling is selling. The system was tweaked for our liking and the sales guy’s time were better spent in front of customers instead of in front of the computer quoting.”

I would have no hesitation to recommend Darren and his team for your company. They will most certainly improve your sales processes, strengthen your sales tools and visibility, assist your sales staff if and when needed, and potentially identify weak sales members depending on how deep you let the relationship get. 5 star recommendation!!!

Bob Repovs

– President and COO, Samco Machinery

“I think the biggest improvement was not allowing the sales people to hide.  There was a lot more transparency in what the team was doing – so no more “I have client meetings today”, instead, “I am meeting with this client, for this amount, this is my challenge, this is the key things we need to think about.”

Moshe Pinhas

– President, P & P Data Systems Inc.

“Focus was brought on to help us achieve a much bigger new customer base and increase our sales. They have also helped us to develop a much bigger pipeline and they stay on the team to keep us growing it on a monthly basis.

My only recommendation would be to hire Focus …..they deliver 150% on everything they say they will deliver!  You will not need to “Decide how to proceed” – they will guide you every step of the way.”

Andrea Shortt

– Vice President, Quadrant Marketing Ltd.

“I want to thank you for all your time, effort and interest as it relates to my success. Specifically, your effort, support and coaching in the areas of systems, processes, teamwork and development has been instrumental in my success. With only six months into the year, I have attained my annual revenue objective.”

Mark C. Patterson

– Account Manager, Dagostino Electronic Services, Inc

Firstly, I want to commend Bill on always being on top of what is going on here at KEV. Our weekly meetings are always meaningful and constructive. It is nice to have someone there to share success with on a weekly basis. Bill plays an intricate role in the success and the growth of the new reps here at KEV. The sales training provided to us upon arrival from both Donna and Bill have helped in the development of our growth at KEV. It has all been professional and top notch. Keep up the good work, Bill.

Geoff Weinberger

– Sales Consultant, Kev Group

“I just want to thank you for your help this year. I am off to a great start and I will attribute part of that success to you and your help. It was good to have you there pushing me to try harder and to question my failures.”

Michael Fraser

– Sales Representative, Allturf Ltd.

“I have had to learn an entirely new industry and re-enter a sales position that had been somewhat dormant recently in my career. In that aspect of my training, you’re SalesForce and overall sales training has been instrumental in accomplishing my goals for this position. Although I had a familiarity with SalesForce, previously; utilizing this tool to the fullest extent has vastly improved my sales management and organization thanks to your training. Even going a step beyond that, your training has also improved my general sales skills to the point where even prospects have commented on the quality of my sales conduct which I picked up in my training with you. Thanks for all your help!”

Mark Fischer

– Business Development, Riverside Brass & Aluminum

“Thanks so much for sharing Steve’s brain with me =)) I appreciate all of you folks at Focus. You’ve made my job so easy and helped me with all the tools I could ever want- and then ones I didn’t know I needed!”

Heather Hoover

– Business Development, Tridan International

“Darren took the time to review and discuss Rainbow Concrete’s needs, and establish a reasonable timeline and strategy for our company. Through discussion with our management, Focus came up with a new structure that not only changed our sales system, but also changed the culture in how we view things. In addition to establishing a new roadmap, they continue to make themselves available for support and training for our entire team, as required.

I can confidently recommend Focus for any company looking to get to the next level. They will undoubtedly make a positive contribution to any organization.”

Damir Brujic

– Sales and Marketing Manager, Rainbow Concrete Industries Ltd.

“You have forged a new sales process at Westbrook through recruitment of personnel, establishment of prospecting, implementation of a 24-7 CRM program such as salesforce.com. The CRM has enhanced our communication and accountability. This tool alone has better organized our sales force to accomplish more in less time with less effort. The division of labour has made everyone more productive, accountable, with greater results and satisfaction. The training sessions with Steve were excellent. He is very knowledge, patient, understanding, and a phenomenal teacher in drilling down and explaining the CRM Program. He is a strong communicator, very personable, and results oriented. His follow-up is superb. The defining of quarterly objectives for the Account Managers with metrics is valuable feedback for them to realize their performance and accountability. In 103 accounts there was an additional growth of $1.2MM which is testimonial to the success of your program.”

Bruce Girard

– President, Westbrook Technologies

“I can unconditionally recommend Darren's group.

We have worked with them for four years and they continue to impress. You probably know how difficult it is to change the culture of a mature company. Otherwise you wouldn't be considering Focus.

It requires patience, determination and a good deal of faith… Let me warn you, Darren is tough and doesn't accept underachievers. He will push you hard to enforce the discipline the sales process requires. He'll change it if it’s not working but if he thinks it’s you or your people aren't performing, he won't be shy to tell you.”

Ian R. Williamson

– CEO, Pines Technology

“I wanted to reach out to let you know that we started with the business reviews, and we've seen great results with the Account Managers (and myself).

This process of doing a formal Business Review has proven to be much different approach to the typical, regularly scheduled, phone conversations, and much more effective for generating new business.
 Thanks for the guidance!

Michael King

– VP Customer Engagement, IndustryBuilt

Focus has helped our sales team be significantly more effective by teaching new concepts and enforcing a better sales process. Every few weeks, they teach sales a new lesson and how it applies to their role. For example, better ways to book meetings, to close the sale, etc.

Our company would not be where it is without their commitment and dedication to our success. I highly recommend their service and believe it was an excellent decision for us to move forward with their proposal.

Gil Silberstein

– President, myBlueprint

Most recently, we worked with Justin Baker to put our first direct outside salesperson in place and then to restructure our inside sales process.

The coaching and training that Justin provided to mold one of our inside salespeople into an outside salesperson has resulted in a territory sales increase of 36% after two years. The first full year with our updated sales process, also led by Justin, result in increased sales (a record year for Dynamic Conveyor).

I appreciate the work that Focus did to assist our company with improving our sales process, increasing our sales and our bottom line.

Jill Batka

– President, Dynamic Conveyor Corporation

Just wanted to take the time to thank you for helping me prepare and understand what a manager should be and hopefully give me knowledge and tools required to better myself for the future and my career.

Alain Hamon

– Regional Manager - Eastern Canada, Hetek Solutions Inc.

The beauty of your sales strategy is how it enables me to start with a cold prospect and take them along the path to a sale. The wording of a cold call, the follow up techniques (both verbal and written), how to set a next step, to the point of asking for their business is clearly defined and easy to follow. It ensures that both parties have a commitment in the process, which is great since it separates the truly interested from the time wasters. I also like how it allows me to take the driver’s seat in the relationship. Indeed, I even had one prospect tell me how they like how I communicate with them versus another competing firm.

The more I use your system the more evidence I receive that it works.

David Smith

– Manager, Business Development, MacNicol & Associates Asset Management Inc.

In our first year of using Focus our “new sales” (the kpi that Focus was responsible for) was up greater than 30% and our recurrent revenue was up greater than our increase in pricing – without a big “onetime” item this is relatively unheard of for our industry.

Focus is one of the few organizations I recommend without any hesitation. I have proactively recommended them to others.

Moe Pinhas

– President, P&P Data Systems Inc.

Thanks again for the meeting today and your help on the notes and recap. The progress is fantastic and the modules will be discussed and "coached" ongoing with the sales team. I will repeat that the buy in for what you guys are doing is unanimous among the rest of the guys.

Travis Gregory

– Toronto Division Copier

I have enjoyed working with your organization over the past 9 months. From building the sales process, to re-customizing Goldmine, recruitment of new staff, training and beyond – Focus America was consistently well-organized, thorough and delivered on the promise.

Today, we are well on our way. Our Business Development Rep – Al Perez – has generated leads that have turned into almost $1 million in sales. We are excited to watch this department grow. In addition, our entire team is consistently improving in the use of the Sales Roadmap sales process and Goldmine.

Focus America will continue to be a part of the Nortrux team as we continue to look for ways to tighten and improve our sales organization.

Oneil Perreault

– Sales Manager, Nortrux Inc.

After hearing you speak at TEC, both Doug and I felt strongly that we needed to do a better job keeping our pipeline full and our sales reps in front of real opportunities. Your Business Development Department concept was a great solution to this problem and after 8 months, we are happy with the candidates you helped us select, the strategy that was developed and all the work you did in helping us “get up to speed” with our new group.

Our new Business Development Department is now a key part of our sales organization with a mandate of generating high-quality, real and actionable sales opportunities for our sales reps to follow up.

Troy Campbell

– Director, Sales and Marketing, Pollock NationLease

We’ve been working with Darren and his team for a couple of years with very good success. Focus has been providing 3 positions: VP Sales, Sales Manager and Sales Engineer. They have definitely increased our sales team’s effectiveness, for example by helping us be more disciplined with booking meetings and sending recaps and reminders to prospects.

Adrian Butler

– President and CEO, Isaac

I was lucky enough to attend your presentation at the 2003 NEPCON show held at the Bayside Expo Center in Boston, MA and I carried away many of your key points from the presentation. More importantly, you confirmed my beliefs and opinions regarding sales cycles and follow up required to close on new opportunities.

John J. Hughes III

– President, Argo Transdata Corporation

On behalf of the Board of Directors of CAFE Vancouver, I would like to thank you for being part of the Panel of Experts at Family Business Day. Your presentation on building a sustainable sales organization was stimulating and well received by our members. We have received a number of positive comments about your presentation from the participants.

Josephine Nadel

– Board Member and Chair of Family Business Day, CAFE Vancouver

Through his presentation “Manufacturing a Sale” at the Family Business Forum, Darren Rabie of Focus America gave owner-operators an understanding of the need for a sales process to build a solid, replicable foundation for measurable sales growth.

Some testimonials from our audience on the day:

  • “Darren Rabie knocked it out of the park.”
  • “Always make sure you have one or two professional presenters - like Darren and give them a little more time.”

Thanks Darren for a job well done!

Emma Ramos

– Managing Director, CAFE Central Ontario

As we silently listened to the webinar, Darren solidified the reasons and outcomes of our future lead process. We felt much more positive of our steps once we attended his webinar. We encouraged our upper management to attend a one-hour consultation to have its support as we move forward.

I'd recommend the webinar to any company who would like to product qualified leads rather than quantities of leads.

Lisa Johnson

– Marketing Coordinator, Vortex

In today’s times, it is becoming more critical than ever that our exhibitors get real, measurable value from their investment. Your “Turning Leads Into Sales” workshop really hit the spot.

It was clear from the number of companies that attended the workshop as well as the positive feedback we have had to date, that your help was greatly valued.

We look forward to continuing to offer your help to our exhibitors. We know that whether they just learn from the workshops or become a client of yours, their business will benefit and in turn, our company will benefit as well.

Dan Radomski

– EASTEC Show Manager, Director of Sales for SME Expositions

I wanted to take this opportunity to thank you for all the work you have done over the past few years and most recently for the “Needs Analysis Workshop” you held for our sales executives.

Your tactical, real-life approach to the training was very well-received by our team – many of which came into the training thinking it would be the “same old stuff”. In addition, the tools you built for us are now a staple part of their daily sales processes helping to not only re-enforce what was taught but get our entire team and their managers on the same page.

David Ross

– Vice President, Sales, ExhibitGroup/Giltspur

I am writing to acknowledge the good work you have done over the past few years with your “Turn Leads Into Sales” workshops put on for our exhibitors at Assembly Technology Expo and the NEPCON events.

It is a challenge to ensure our exhibitors properly follow up their leads and truly gain the most value from their trade show investment. Your training workshop (as well as on-site 1-on-1 consultations) has been well received and valued by both Reed Exhibitions and our exhibitors.

This relationship continues to be meaningful and productive and we look forward to continuing to bring your message to our audience.

Kel Marsden-Kish

– Vice President, Reed Exhibitions