Mary Jane Arnold formed Kirby, Arnold & Associates in 1991 to strengthen account managers' ability to sell at the executive level.

For over a decade she managed and trained hundreds of sales representatives and their managers for the Xerox Corporation. She would continually recommend calling at high levels within the client organization in order to reach decision-makers with the budget to fund major enterprise-wide sales and to gain broader visibility for those sales. Most of the account managers could get the appointment with a senior executive, but once there, they didn't know what to say.

Mary Jane realized that these reps needed more effective tools to communicate with CEO's and CFO's, executives who were less interested in the benefits of a particular product feature and more concerned about how a proposed solution would help them achieve their revenue, cost containment and customer service goals. However, account managers did not know how to link their products and services to each customer's financial concerns and business goals.

As Mary Jane Arnold discussed this gap with senior managers, she came into contact with highly credentialed former CEO's and CFO's who were interested in consulting with and coaching sales representatives and their managers. She worked closely with these business leaders to design one, two and three day workshops to provide individualized coaching and group training in strategies for analyzing a prospect's financials as well as industry reports, identifying crucial business challenges, and practicing ways to position their products and services as solutions to these challenges.

All corporate leaders of KAA workshops are former CEO's and CFO's who have backgrounds in such diverse areas as advertising, banking, law, manufacturing and telecommunications as well as business consulting and venture capital services

Contact Kirby Arnold today