“A confident, well trained, articulate account manager is your best hope for convincing a potential buyer to use your service…the only hope you have to create a positive impression of your company.”
Larry Beckham, President
The Beckham Group
“I apologize that it has taken me so long to write. As you can imagine, since we met in Houston last year I have been keeping myself quite busy. You would be proud of how I have taken this city by storm, and I owe you a debt of gratitude for the good advice and insight. I have found much of it very useful in my day-to-day business.
I have exceeded many of the goals I have set for myself, and I have achieved my revenue goals every month except December, as this is a very slow month due to the holidays. This month (February), I set a new revenue record for a single territory /single month at our company. I finished the month at just under $230,000, which surpassed our former revenue record by nearly $50,000. The former record was held by another Beckham Group trainee. Incidentally, I thought you would be pleased to know that much of my revenue is coming from selling technology services, i.e., only 36% came from selling our traditional services this past month, and the rest came from selling Imaging, Coding, ESI, and Forensics, etc.
From my conversation with (omitted name) from our office, who was in your most recent session, he said that he learned a lot and is going to come back to the office with renewed vigor and motivation. I hope that he lived up to the expectations we have for Account Managers sent your way from our company. I’m sure he did great.
Larry, it was truly a pleasure to meet you and once again, I appreciate your guidance and for helping me develop and hone my sales skills.” Account Manager, SouthWest
"I attended The Beckham Group’s sales training program after being in the litigation support industry for only a few months. When I returned to my office after an excellent week of training, I was able to hit the ground running. I was armed with useful, real-world advice on how to grow my territory effectively. I have turned new firms into new clients, and I have converted several non-buyers into buyers thanks to the techniques in The Beckham Group’s training program. I would recommend this training to anyone who wants to succeed in this evolving industry.” Account Manager, Midwest
“I don’t even know where to begin. Thank you so much for a wonderful week of training. I enjoyed all your stories and how you were able to creatively tie them back to training. Not only was the training extremely helpful within the context of sales training/litigation support industry, it allowed me to reflect on my strengths/weaknesses and assess how to successfully sell.
I thought all the material was meticulously put together and the delivery kept my attention the entire week, which can only be attributed to a great speaker. I am so excited about the opportunity and journey ahead of me, and I can’t thank you enough for preparing me. I feel very fortunate to have met both you and Shelly, and I wish you both continued success.” Account Manager, West Coast
Copy of an email an account manager sent to management as a follow-up to attending the sales
training class:
“I wanted to take a moment to report on sales school.
I have been to Xerox training in San Diego and many other less formal small trainings in my sales career. I don’t believe that any have been more helpful to me than this training with Larry. As I mentioned on the phone, Larry made it more like an executive retreat than just sales training with all of the principles he shared that had to do with life in general. He shared a lot of practical “how to” information but then would also give us the thinking behind the “how to’s.” The role plays and memorizing the sales points verbatim have already helped me in dealing with my clients here.
I know that Sales School is a hard cost for the company, and I want to thank you for investing in me personally to become a better account manager for our company. The return on that investment will be significant.
This is the best position I have ever held because of the good, long term relationships that are built with our clients. I appreciate being able to work for this company. Look to have good things coming out of this office in the next several months. Thanks again.” Account Manager, Northwest
"It's been just over one year since I attended your "Strategic Selling in the Litigation Support Industry" course in Houston. At the time I attended my sales were averaging around $40 - $50K monthly. My goal then was to grow the territory to by at least 50% and I promised to let you know when I hit $100K. Well, I am happy to report after a few months of flirting with 100K I finally topped that number with March sales exceeding $140K.
I attribute this success to three things; my company's commitment to quality and deadline compliance, continued training, including your course, and persistence. Thanks again for your guidance. I hope things are going well in Houston and that you will look us up the next time you're in town." Account Manager, West Coast
"Larry, you have done it once again. Our 5th group of account managers came back raving about “Strategic Selling in the Litigation Support Industry” workshop.
As you know, when I met you in Houston I was coming up to my 5th year in the legal services industry and my second year as the top producer in our company. I remember discussing with our President whether or not this training would be beneficial to my career. Upon my return, I realized that attending the workshop was one of the best decisions I could have of made.
What I found the most interesting with your workshop, aside from the colorful stories about your youth, was your explanation of the buyer, more importantly your psychological profile of each type of buyer. Most seminars and classes stress only the psychology of the sale. They tend to dismiss the most pivotal aspect of the sale...the buyer.
Things are going well for me. I am now the Imaging Sales Manager, so one of my responsibilities is the technical and sales training of my 11 member team. Luckily, the majority of them have already attended your workshop. Thanks again." Imaging Sales Manager
“From the beginning of my career servicing the legal community, I had never received the proper training until the owners of my company recommended that I attend your one week training program.
Your company’s logo reads, “Principle Centered – Value Driven”…well, that just about says it all. However, I must add that the seminar structure with respect to the various topics discussed, i.e., The Legal Marketplace, Fundamentals of Selling, The Sales Model, and the infamous selling points that were emphasized each and every day were explained in meticulous detail.
With our ever changing industry as it relates to technology, the topics discussed, such as selling imaging, web based repositories, and most importantly, e-Discovery, which has reshaped this entire market, were outstanding.
Since your training, I have utilized all of your points, selling strategies, and even used some of your quotes. I’ve recently become the Director of Business Development for a ---- litigation support giant.
Lastly, I would like to personally thank you again for your commitment, friendship, and southern hospitality; but I must warn all who sign up that they had better be at the top of their game, and very well prepared to work hard.
Thank you, Beckham Group, for getting me to the next level!” Director of Business Development, Northeast
“Several account managers with minimal experience have gone to The Beckham Group and each did over $80,000 a month within the following three months.” Sales Manager, Northeast
"I've been working with The Beckham Group for almost five years now. I have sent 10 or 12 representatives for training and my return on investment has been remarkable.
Larry gives them the training they need to remain competitive in a very aggressive industry. He is able to give the representatives 40 hours of intense industry specific training, which is impossible for me to do while trying to run my business. My representatives come back pumped up and ready to perform. But most importantly, they get a BIG picture view of the industry, make great contacts in other markets, and learn the skills necessary to hit the ground running and begin producing results.
Every rep I've sent Larry has been evaluated at the end of their training to help me decide, where and how to best use their skills. If a rep needs more help in any particular area, Larry identifies that need and then gives me coaching on how best to proceed in their training.
Would I recommend The Beckham Group? Absolutely, I'd recommend them to any one who wants to grow or improve sales in their organization." President / Sales Manager
"Four months ago, I was given an opportunity to attend the course, Strategic Selling In The Litigation Support Industry, taught by The Beckham Group. It was absolutely invaluable and, in my opinion, saved my sales career. Prior to attending the class, I was struggling with getting new appointments and keeping the clients I had. It seemed to me to be more of an “attitude thing”, but I learned it was more about not following a good sales model. I learned new ways to systematically go about setting appointments for sales calls, and how to conduct them. The good news is that I have gotten 11 new users in May, 15 in June, and 18 in July. In the first few months following the class, my revenue has almost doubled on a monthly basis (90% increase in my monthly sales over my pervious monthly average before attending the class).
I am enjoying my job again, loving my clients, getting new clients, and reviving some of my previous clients, as well. I have been creating approximately 15-20 new appointments a week, and no more “lobby conversations” unless it’s just a visit with a current user. It’s really about enjoyment for me. The tools, the sales model, and the way those items were taught has really helped me to enjoy my profession again. I am grateful on a daily basis. Thanks Larry!” Account Manager, Southwest
“It has been 4 months since I attended your training for Strategic Selling in the Litigation Support Industry, and I honestly cannot believe the results. Up until the class, I was averaging around 25K in sales every month for the past year or so when my Managing Partner suggested I attend one of your courses. I was a little reluctant at first because I was so sure that I didn't need any type of training, especially in selling. I've been in sales for years and thought I knew everything. Well, I was wrong. You taught me the true fundamentals of selling from the initial phone call to the close of the sale. One final thought…I have averaged between 50K and 60K in sales every month since attending your class in July of 2004. Thank you so much.” Account Manager, Southeast
"I attended your class earlier this year in March with several other colleagues from my company. I just wanted to say "Thank you" for every technique that you FORCED me to memorize to give my prospective clients the appearance that I knew what I was doing. Even though I am a very shy person I stuck to what you taught me, and I have had an incredible first year with my company.
As of today my sales have totaled in excess of $1,750,000.00, and I may break the $2,000,000.00 mark before our fiscal year end at January 31, 2004.
I would not have had near the success, or loyal clients I have attained this year without your training. Keep doing what you do because you are the best." Account Manager, Southwest
"I've been working with The Beckham Group for almost five years now. I can honestly say I have never once been disappointed with either their level of service or integrity. Quite to the contrary, they have not only perfected the art of understanding the needs of a complex niche industry, but have been a valued consultant to my business on many levels, from recruiting, to staff development, to structuring and re-structuring.
I have been simply WOWED by their training program! I sent an average sales rep to their training and within 3 months of his return, in the same territory he was previously in, he became an ultra-producer averaging high six figure monthly revenue! I have NEVER worked with a group like them! No one has ever come close to delivering on such a consistent basis!
They make the country seem small with their remarkable familiarity with every nook and cranny market! Their reputation speaks volumes about them. Ask anyone who has EVER worked with them!" Vice President, Northeast
"The Beckham Group's sales training was a very beneficial tool in enhancing my sales skills in the litigation services industry. After learning and studying their formula, I was prepared to meet with any new prospect and feel confident in conducting a structured meeting. What I liked most about the sales school was the hands on training that I received. The training was very professional, well put together, and left me feeling like a very powerful and confident salesman." Account Manager, West Coast
“Over the last two years we have sent about 8 account managers to The Beckham Group for training, including myself. The workshop teaches you how to handle objections and overcome them, and it gives me, as an owner, the peace of mind that my account managers are representing my company as if I were out there selling.
It was a well-structured model that has increased our company's sales by 30%. A couple of examples are...one of my account managers has built a territory of $40,000 in four months after attending the training class. My greatest success story is taking an individual with no industry experience, sending them to the class, and six months later, they’ve built a solid territory of $80,000 per month.
I started this business seven years ago and had always "winged it" on the sales side of it. After attending this class, I would highly recommend it to any company who wants to see their account managers succeed and their sales grow.” President, South Central
"Larry Beckham is a superb trainer. He was able to integrate his many life experiences and sales strategies in his course to show me how to be more productive as a sales representative in the Litigation Support Industry.
I participated in his program "Strategic Selling in the Litigation Support Industry" approximately twelve months ago. At the time that I took his course, my sales revenue for the previous year was approximately $600,000. In the last twelve months since taking his course, my sales have increased 100%! I have sold over $1.2 million over the last twelve months. Next year I expect to double my sales.
Today, I continue to draw on the teaching and experience that I received from The Beckham Group. I highly recommend anyone in the Litigation Support Industry to participate in this great program." National Sales Director, Southwest
"As a young account manager with lots of contacts but little know-how, I was on the fast track to nowhere. The training I received from The Beckham Group made the difference; after completing the training program my sales and confidence level quickly grew. My rise through the ranks can be attributed to the skills and techniques I learned from Larry Beckham. Larry empowered me to succeed." Vice President, South Central
“I went through The Beckham Group's training program in the early 1990’s. In the years since the training program I can easily attribute to Larry hundreds of thousands of dollars in increased commissions for me and my family.
I am now a Sales Director and I send my Account Managers to Larry for training. It is the only way to give our folks 40 hours of intense, uninterrupted, quality training at one time.
Our new hires come back from The Beckham Group trained, confident, and ready to hit the street running.” Sales Director, South Central
“Larry instilled being teachable, working hard and studying hard to the students, but more importantly, he gave us the confidence we needed to reach the goals we strive for…I am on track for 100K so I have to keep busting my butt to hit that!” Account Manager, Midwest
"The Beckham Group provided me with the training I needed for every step of the way... from planning my day, to setting up the appointment, to the last detail of my sales meeting and then following up! Without their guidance, I would've still been struggling with finding which technique was best to use. Instead, the best technique was already given to me and all I had to do was dive in and start picking up the jobs!" Account Manager, Southeast
"Larry's exhaustive insight to this niche market of litigation support, as well as his immense understanding of the philosophy of relationship-based sales, has created a wealth of success among his students across the country.
I have found that using his specific model in my presentations has relaxed my prospects to help pave a foundation for a strong working relationship with my clients. After applying his principles, my first month my sales totaled slightly over $2,100, and right at $3,000 the end of the second month. The next month my sales bolstered to almost $8,100. The month following my sales grew again to almost $20,000. The fifth month yielded much higher profits as the month-end totals grew above $80,000." Account Manager, Southeast
“When I entered The Beckham Group Training Program, I was definitely the “underdog” by far. Coming from the educational field, I had no sales experience, no experience in the sales cycle nor the legal industry.”
“After a week of intense, yet fun, training, hard work and guidance from an expert in the field, I left feeling confident and excited.”
“I’ve just completed my 2nd year in the litigation support arena, and already I have doubled my income. My first year in the industry, I received the honors of top rookie for 3 months in a row. Now completing my 2nd year, I’ve received top revenue for the month of March, selling 116,000.00, became a member of the 100K club and winner and recipient of the 1st quarter Pacesetter Retreat.”
“All this started with the guidance of Larry Beckham, his professionalism and ability to teach me the skills and knowledge of being and becoming the best account manager I can be.” Account Manager, South Central
