Travels from Minnesota, USA
Jeff Thull's speaking fee falls
within range: $25,000 to $30,000
Jeff Thull is the President and CEO of Prime Resource Group, where he has designed and implemented business transformation and professional development programs for companies like Shell, Siemens, HP, Honeywell, 3M, Microsoft, Citicorp, IBM, Raymond James and Georgia-Pacific. He is a leading strategist and valued advisor for executive teams of major companies worldwide.
Jeff is the author of four best-selling books, including the second edition of Mastering the Complex Sale, as well as The Prime Solution: Close the Value Gap, Increase Margins, and Win the Complex Sale and Exceptional Selling: How the Best Connect and Win in High Stakes Sales. His articles are regularly published in hundreds of business and trade publications.
President and CEO, Prime Resource Group
Jeff Thull is a leading-edge strategist and valued advisor for executive teams of major companies worldwide. As President and CEO of Prime Resource Group, he has designed and implemented business transformation and professional development programs for companies including Shell, Siemens, HP, Honeywell, 3M, Microsoft, Citicorp, IBM, Raymond James, and Georgia-Pacific, as well as many fast track, start-up companies. He has gained the reputation for being a thought leader in the area of sales and marketing strategies for companies involved in complex sales.
Jeff is a compelling, entertaining and thought-provoking keynote speaker with a track record of over 3,500 keynotes and seminars delivered to corporations and professional associations worldwide. He is the author of four best-selling books for orchestrating the strategy, process and execution of complex sales, including the highly-revised second edition of Mastering the Complex Sale. He is also the author of The Prime Solution: Close the Value Gap, Increase Margins, and Win the Complex Sale and Exceptional Selling: How the Best Connect and Win in High Stakes Sales. His articles are published in hundreds of business and trade publications.
In this presentation at the World Marketing & Sales Forum, Jeff discusses a brief history of sales. He begins by asking the audience, “What are the assumptions that you and your company are making that are leading you to sell and market the way you are?” He provides a definition of a “complex sale,” which is a sale in which the customer requires “outside guidance” from a professional. He then asks, “To what degree do you help your customers get a better understanding of the type of problem—or the type of risk—they face without your solution?”
Jeff looks back at the history of sales, beginning with the “scripted approach,” where marketing departments provided presentations and the salespeople delivered them. He explains that “no thinking” was required for this approach. He then follows the evolution of sales to what it has become today, where there is an assumption that “the customer understands the problem that they have.” He challenges the audience to move on to the next era of sales, where salespeople take a look at the customer’s processes and provide solutions for those processes.
“Just a brief thank you for your outstanding performance on our satellite broadcast. The response has been unanimous. Your program was highly entertaining, as well as highly informative. It took a real pro to pull this off – you were exactly what the doctor ordered.”
Sales Development Manager – 3M Corporate Marketing
I must say your research into our industry, our strategy, our strengths and our weaknesses, paid off big-time. Your message was a masterful blend that hit the unique individuals and cultures represented in our Asia Pacific organization.”
Director – Asia Pacific – Novellus Systems
“He does his homework. He doesn’t just come in and give a canned speech. He studied our business and he knew its challenges.”
Director of Marketing – Philips Electronics
“He’s a very, very strong presenter who knows how to attract and hold attention. He’s clearly a pro.”
Director of Marketing Services – NCS
“Your delivery style pushed people out of their comfort zones and challenged them to rethink their pet routines. That caused change.”
VP of Sales and Marketing – Universal Instruments Corporation
“You incorporated a great mixture of challenging and thought-provoking information, with a very entertaining style. I feel this really facilitated the learning process.”
Director of Agency Development – St. Paul Companies
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