CLIENT TESTIMONIALS
“His efforts brought clarity, focus and a renewed sense of confidence to me, and my entire team.”
I first met Matthew Mitchell when I was the sales executive over the Florida Operations for Cisco Systems. I transformed the team’s sales approach, and for a time we were the top performing Cisco region in the world.
I have always endeavored to find new approaches to better serve our customers. Matthew came to us to conduct a two day advanced sales negotiation workshop. The course turned out to be a paradigm shift for me and my region. He not only changed the way we look at how we approach, and engage our customers, he showed us where we hold ourselves back. He then gave us new tools and permission to demonstrate the value we bring in a bold, and compelling way.
My team embraced it completely, and with encouragement from my sales regional managers we saw an on-going 6% increase in profitability after the event. This kind of impact from a sales training is staggering.
Matthew came back for other engagements where members of my team got a chance to attend. They reported more success in dealing with intimidating client tactics, and getting through the obfuscation to touch the real issues that drove their customers.
I recommend Matthew wholeheartedly. His efforts brought clarity, focus and a renewed sense of confidence to me, and my entire team.
Philip Morales
Sr. Director Enterprise Sales, Florida Operations, Cisco Systems
“I have experienced Matthew Mitchell’s consulting impact five times over the past 15 years at three different companies.”
The most recent time was in February, and April of 2022. I am a Regional President for a $700 million Public Contracting company called, Goodfellow Bros, Inc. I wanted to elevate the level of business sophistication and skills for my people. Matthew has thus far put together three, 3-day events at GBI that incorporated business “best practices”, techniques to be more effective in articulating our value to our clients, ways to be more effective in negotiating profitable business, and his support in creating and implementing a new sales process for the company.
All of the events were outstanding! My team, which is made up mostly of engineers, construction estimators, and project managers, told me they were completely engaged for each of the three-day events. They got enormous value out of what Matthew brought us. There will be no more using the excuse of “relationship” for making decisions that are not equally beneficial to the company.
Matthew conducted numerous interviews with me, the other regional presidents, our CEO, and several mid-level managers so he could get his fingers on the pulse of the most pressing issues with which we deal. He became expert in our company, our culture, and our industry. He uncovered several of the delicate, unspoken cultural beliefs that we have struggled with for a long time.
He took the challenges that he uncovered and offered clear and doable practices that we all can employ. His approach and style were very well received by my people who have more of an engineering mindset. I keep inviting Matthew back because of the impact I’ve witnessed in our people.
I hold Matthew, and the work he does in the highest regard, and I recommend him wholeheartedly, and without reservation.
Brian Gates
Regional President for Goodfellow Bros., Inc.
“Matthew was the ideal keynote speaker for our organization.”
His unorthodox approach conveys a toolset for sales teams to effectively seize control of their mindset and ultimately, the sale. The foundation of Matthew’s delivery is developing a set of personal values and practices that extend into your professional career. He embodies the mentality that personal and career development are equally important to driving the results your organization seeks.
He is someone I recommend with no reservations. You will be hard pressed to find someone else in the industry who will out work Matthew in preparation. He will incorporate your leadership team’s guiding principles while getting to know your people to ensure his message and intent is fully grasped.
Nick Keesler
Sr. Manager, Sales Operations & Enablement, TechData
Influence Strategies and Tactics Training
My name is Luis Aguilar, and I am the VP, Business and Clinical Operations for Candel Therapeutics headquartered in Needham, MA just outside of Boston.
At Candel we are developing immunotherapies that induce immunogenic cell death in brain, breast, lung, pancreatic and prostate cancers.
One of the biggest challenges we face is getting the complete and correct data from our numerous clinical sites in a timely manner. Administrators, coordinators, research nurses – the personnel at the clinical sites do not work for us. Our people are often frustrated because they feel somewhat powerless to get what they need to comply with the study’s parameters and reporting requirements. We could relegate ourselves to the CRO model and simply hire more people, visits sites more often, and pester site personnel mercilessly ... that too has a real cost.
Matthew came in and spent a significant time talking to my team members and staff at Candel. He gleaned enough insight into a complex and technically demanding world to better clarify some of the challenges we face. More importantly, he was able to offer effective approaches to dealing with those challenges.
An example I will share is around addressing the challenge of getting cooperation from people over whom we have no authority. The concepts and strategies he presented demonstrated that even though we have no authority, we can have influence. The team responded well to what Matthew brought forth. Some of the concepts and strategies were implemented the next day and well received by the personnel with which they were engaged.
The team members re-framed their perspective and no longer feel powerless. They now have some new tools and skills they can use to impact their world in a productive way. It was a true paradigm shift for me and the entire team. The feedback I received was overwhelmingly positive. We may have Matthew back for a refresh at some point in the future. In the meantime, we have already operationally implemented some of the planner and questioning tools.
Having Matthew come out to work with my people was tremendous – impactful, and something from which we have already begun to track the return on investment. I look forward to seeing the results of what he brought to us and how some of the lessons affect the attendees in their individual interactions and career development.
Luis A. Aguilar
VP, Business and Clinical Operations, Candel Therapeutics
Feedback from Matthew’s Win/Win for Women Seminar
“I watched the audience throughout your training and was impressed at the level of engagement you were getting from them.”
Typically you see the laptops begin to open up if the presenter is providing little value or compelling delivery. This was not the case with your presentation. Your ability to integrate personal experiences and learnings with business applications makes your content far more relevant and compelling. The diversity in your experiences helps to drive the message that if you understand people, have goals, and are willing to expect more from yourself and your customers, you can be successful no matter what industry.
When we set out to make this investment in an outside speaker our goals were to bring a different voice in, motivate our sellers with new perspective, and provide them some valuable lessons that they could take to the field and implement immediately. Based on the responses we received through the surveys and from my own personal discussions with several of our sellers, I believe we hit the mark on all three! I read through all of the feedback personally and my take away was that you touched many individuals in that room, and believe me we are a tough crowd!
Thank you again for your level of investment in us. It was noticed by all that you were willing to sit in our breakouts, have several phone and personal discussions with our leaders and our sellers, and show a true interest in understanding our business. It is refreshing to see that in a key note. Too often they just change their slides and deliver the same message.
Ken Graziano
Director of Global Sales, Global Lifecycle Management: TechData
“Matthew Mitchell came to Nashville to do his one-day "Win/Win Negotiations" event for my entire sales team at LPS Integration. We are a value-added reseller that specializes in EMC, Cisco, and Citrix as well as other manufacturers.
Suffice it to say that the training was excellent. In fact, it was the most impactful training I've had during my tenure at LPS. The day was valuable due to the preparation time that Matthew did. He spent weeks in advanced interviewing our senior staff and me. He was able to pinpoint the specific areas where we have challenges. The entire day was spent learning principles, behaviors, and mindsets that we can use to navigate tough situations.
There was a strong emphasis on application to real-world issues. I saw long held beliefs and behaviors being challenged replacing them with a better methodology.
We now have a set of new tools and principles from Matthew to close more business, to close more profitable business, and to work with our clients and partners more effectively.
The event was time well spent out of the field. The feedback from my entire team was overwhelmingly positive. I highly recommend Matthew and his work. His seminar was a remarkably valuable experience.”
Dylan Hedges - VP of Sales, LPS Integration
“Recently, we were fortunate to be able to offer Matthew Mitchell’s Sales Masters training to some of our top business partners.
We found this to be a very valuable use of resources for us and our partners. The content of this training is valuable to any sales professional, regardless of experience or skill level. Quite frankly, any individual, even outside of the Sales world, can learn some valuable skills with this training that have application both professionally and personally.
Matthew is an engaging and knowledgeable consultant, and I would strongly recommend bringing him in to any organization to deliver this training.
The participants were engaged, involved, and challenged throughout the day and Matthew was successful in taking folks outside of their comfort zone, which resulted in very meaningful learning and growth. Participants left the training much better prepared to deal with the negotiations that take place in business and in life.”
John G. – Regional Vice President, AT&T
“Matthew did a one-day, ‘Win/Win Negotiations’, seminar for our National Sales Meeting in Michigan’s beautiful Upper Peninsula recently. It was an outstanding success! He challenged my entire sales team to think and act differently when confronted with customer pressure.
I witnessed real transformation in the room from an attitude of accommodation to one of respectful boundary setting. Matthew has a lot of experience in sales, and the challenges sales people face. That experience made itself evident with his real life examples, best practices, and the scenarios he created for my team to strategize.
I would describe the event as a 100% success. We have set some ambitious goals for our company this year. What we learned in Matthew’s one-day event will support us in achieving those goals. I recommend Matthew and his work completely.”
Joseph Smith - VP of Sales, CCI
“Outstanding speaker. Strong connection to the attendees. The most significant sales training experience within AT&T in my 26-year career.”
Nancy SB. – Regional Vice President, AT&T
“I like being challenged and you were certainly able to do that. I will be adopting everything I can from your class. Thanks again. I enjoyed the class and feel it will make me better at what I do.”
Andy A. - Account Manager, Reynolds and Reynolds
“Thank you for the outstanding job you did at the St. Louis session. After we participated in the Houston session and saw you in action, we believe the success we are seeing from the training is due to your excellent skills and delivery. You were in top form, keeping the pace and learning up for our sales teams.”
Dan C. - Region Director of Sales, AT&T
“Matthew is an excellent facilitator. It is a rare event where an instructor has the background, knowledge, and skill to keep a class involved and interactive for two full days. Matthew did an outstanding job in Houston and has consistently delivered a fantastic result on this AT&T program in Morristown, New York, Houston – and next Tampa. Thank you, Matthew for all the great work and your ongoing efforts!”
John G. – Regional Vice President, AT&T
“Your energy and enthusiasm for the topic was invigorating. I wanted to thank you for taking the time to check in with me personally to offer the advice of asking me to consider if I am assertive. I feel much more confident after taking your course and understanding that I have work to do with respect to ‘embracing’ the tension, planning each negotiation carefully ahead of time, and standing firm while using the funnel approach to grant concessions. Thanks again for the feedback!”
Peter M. - Siemens
“It was outstanding! In my 8 years at Cisco it was by far the best and most effective, in terms of actual impact in the field, of any training I’ve been a part of. Stand and Deliver was good as well, but I’d put what Matthew gave us well ahead of that in terms of nitty-gritty ‘being able to use it on the street and drive impact.’”
Chris Hann – Channel Manager, Cisco
“Thanks for doing a super job with my team and me at the negotiations class. It was a true pleasure to meet you in person. Your life experiences and communications skills are really amazing. Your course has had an impact on me that I didn’t expect. I am starting to communicate better with family and people on my team using techniques learned in the course. I now see how it must look from the other side. Thanks again for doing a great job for me and Intel.”
Gene Q. - Intel Americas, Inc.
“The training was extremely valuable both in terms of content and in terms of the instructor’s approach to the class, which infused a unique sprit and global perspective. Time went by very quickly. This was due to Matthew’s unique personality and the different approach he took with the content. As a result, I learned much more and will retain the information in perpetuity.”
Laura M. – Sr. Account Executive, BEA (now Oracle)
“MIND-ALTERING workshop. Reopened a clogged pipeline in my approach to business and how I engage with my customers. Enforced my thoughts to stop reacting and move on executing strategies. Deliver! Matthew is a stellar presenter – focused and compelling – truly articulate. He knows what he is talking about and delivers the right message. I am committed to his teachings, because I believe he is committed to my success!”
Angela A. – Global Account Manager, EBS Mobility/AT&T