This is the third company in twelve years where Art Jacobs has come in to do the training. One of the key reasons I joined was that the company was serious about adopting the best field process. - (P.C., London)

It’s not enough just to communicate more efficiently with common terms – you can achieve that from almost any training. We needed to be able to communicate more effectively with a precise language that gets us thinking critically about what it’s really going to take to win our campaigns. The STRATEGY program is just what we needed – I’ve seen nothing as powerful in all my career. - (T. R., Baltimore)


The primary goal of VCG programs is to ensure that an effective selling process is permanently installed into the field sales, sales management, sales support, and marketing organizations. Only when a true "process" is properly implemented can any corporate sales objectives truly be tackled, achieved, and then those results sustained.

Your Objectives 

Which statements below best characterize what you want or need to address or improve in your company? In other words, what is your current set of priorities in terms of what you want your field sales organization to do differently or better?


  • Better qualified sales opportunities
  • Clear, comprehensive opportunity and account plans
  • Coherent and more effective sales strategies
  • Greater forecast accuracy / higher close rates
  • Customer executive access and credibility
  • Increased political awareness and aptitude
  • Increased average order / deal size
  • Business-value versus technical-feature relationships
  • Increased bookings and revenue at higher margins
  • Improved market penetration / segmentation / share
  • Shorter sales cycles / extended sales capacity
  • Better competitive skills and competitive win-backs

Sales Management/Corporate

  • Improved inter- and intra-departmental communication 
  • Lower cost of sales and resource expenditures
  • Improved sales team-building and higher morale
  • More intelligent and pro-active recruiting models
  • Professional sales career-paths / lower turnover
  • Higher revenue per employee in the company
  • Improved sales management development and effectiveness
  • More effective sales management coaching tools
  • More effective sales reporting and automation systems
  • Enhanced reputation in the marketplace
  • Improved industry and business knowledge
  • Extend sales management leverage / span of control