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Personal Statements

Michael McGowan, Director
DEI International Sales System Ltd

I am a long-term user of the DEI sales system having initially been introduced to it in the early 90s through Stephan Schiffman’s books.

The first time I applied DEI’s cold calling techniques, I was astounded at the immediacy and the consistency of the results. I had never seen a methodology – not in the world of selling – that worked so effectively and that was so practical.

In the late 1990s – when I was managing a large inside and outside B2B sales team in a worldwide franchise - I adopted DEI’s “Prospect Management” system and something immediately became apparent: This was definitely the “missing link” in sales management! Here was a system that allows salespeople to truly manage their prospect base and a system for sales managers to help salespeople manage their prospect base.

In 2004, I was able to set up my own sales training and consulting business and became a franchisee for DEI. Between 2004 and 2009 I ran a hugely successful small business helping companies in the U.S., Asia and Europe to immensely improve the performance of their salespeople and their managers - and to develop millions of dollars of new business. During that period, I have done over 700 delivery and consulting days. Each day that I have left a client’s premises, I have been able to re-confirm the simplicity, effectiveness and intelligence of our sales systems and techniques.

I have audited literally thousands of sales pipelines. In fact, it’s how we start a program. 99% of all pipelines – and that’s a kind number - have been at least 80% fiction. This is not the fault of salespeople. It’s not even the fault of the managers. It’s the fault of the selling profession that has not managed to define the one thing that matters in a sales process: “what is a prospect?” That of course hasn’t stopped the self-appointed sales experts from turning to the pen. Surely, no other industry churns out so much “content” each year putting forward methods that don’t work. We are even in danger of giving the once revered “White Paper” a bad name.

Unless you can directly link your long term income – earned honestly and ethically – to your sales process, then you don’t have a sales process that works. Therefore you do not really control your own income.

Our sales methodology and sales process management system was developed in sales departments across the country, starting in 1979.That we have trained 500,000 salespeople and managers does matter! When a client uses the DEI system, it works.

I invite you to consider setting up your own business as a licensed reseller of our system, or if you are in business already, adding DEI to your portfolio. We know the product actually works and we know that this business can produce strong long term profits for you.

Michael J. McGowan
Director
Tel: + (212) 581 7390
mmcgowan@dei-sales.com
mmcgowan@dei-sales.ie

Michael J. McGowan
Director
Tel: + (212) 581 7390
mmcgowan@dei-sales.com
mmcgowan@dei-sales.ie

Steve Mulch, Director
DEI International Sales System Ltd
President Veritas Training Group (A licensed Reseller for DEI)

In April of 2003, I made one of the most important decisions of my life: I decided I wanted to run my own business and started Veritas Training Group by aligning myself with DEI. Previously, I had a very successful career with several major corporations where I climbed the ranks from sales representative to several senior officer level positions. My corporate career was certainly rewarding, but as I look back, it was all in preparation for what I do today.

My business has been successful both financially and professionally and after thirty-one years of working for “the man” I can’t tell you how exhilarating it is to call my own shots. My business has grown steadily year after year and the financial rewards have exceeded even my upside expectations. There are several reasons I chose this type of business. First, I wanted a business where I could use my prior experiences and leverage my talents. Having been a salesman, sales manager, vice president of sales and general manager, I had lived through countless sales challenges and I wanted to put those experiences to good use. Next, I wanted a business where the margins were strong and the investment low. The margins in this business are excellent and it takes a relatively low amount of capital to enter and sustain this business making the risk extremely manageable. Finally, I wanted a business where I could help other people realize their potential and I can honestly say that I’ve helped hundreds of salespeople improve their rate of success.

Most of all, I like getting up each morning and knowing that my fate rests in my hands. If I succeed or fail, it’s up to me. As I write this letter, we are in the midst of one of the most depressed economies in decades and my business is operating at record levels. In good times and in bad, companies realize that they have to invest in their salespeople if they are going to beat the competition and survive. My job is to make sure they have the tools they need. If you’re looking for a viable and sustainable business, where the investment is low, the market is strong, the rewards are high, you’ll not find one better than this.

Steve Mulch, Director
smulch@veritastraining.com
smulch@dei-sales.com
(513) 604 9282
(212) 581 7390

 

Patrick J Cody
Director & Investor
DEI International Sales System Ltd

Two years ago when I spoke to my fellow Director, Michael McGowan, about his own business as a DEI reseller I began to see exactly what he had created. Not only did he have a solid, cash-producing business with strong profits, he had been able to position himself as the most credible supplier in the sales training and consulting business in his market.

Part of that success had clearly come about from his belief in, and implementation of, the DEI sales system. When I visited his clients, their excitement and satisfaction with the system and the work that was being done with the salespeople was palpable.

Before I invested in DEI, I met with Michael’s clients and watched Steve Mulch deliver the DEI process to a group of licensed resellers. The belief in the DEI standard of sales measurement and the clear and penetrating language around it, was infectious. Here was a unique sales management process that was measureable, that works and that keeps on working.

From my previous owner / sales manager roles I was aware of the constant frustration and challenges of leading a sales team, so I could appreciate DEI’s powerful process and how it changed the behavior of salespeople. Often the best opportunities are the simple and obvious ones. Here was a sales process that was proven and had worked for over 500,000 salespeople and that I knew could be replicated and delivered effectively. What was needed was a new business model that would enable more talented people to become licensed re-sellers. We also intend to use new technologies to promote the product to the end market and to enable users to automate their sales processes effectively. I am very excited about scaling our business across the country.

I know my fellow directors have made a huge personal success of this business. DEI’s business is about people and processes, and I am confident that, along with my two colleagues “who’ve done it”, and my own experience of managing an international franchise for over 20 years, that DEI is in good hands.

Whether as a past user of DEI, or someone who wishes to know more about our proven sales process management approach, I would love to hear from you.

Patrick J Cody
Tel: + (212) 581 7390
pcody@dei-sales.com