(Shell Beach, CA)...AspireNow's leader, Scott Andrews, AspireNow CEO and Principal Consultant, discovered the root of the biggest problem selling to enterprises: structure. "The problem comes from forming 'one-to-many' relationships where the salesperson is responsible for selling to an entire group of people, such as operations, finance, management, and other positions," according to Scott.

In analyzing the expanded problems with one-to-many selling structure, Scott discovered that companies are often unprepared when a top salesperson leaves the company. Also, they might miss new opportunities that someone else on a peer-to-peer level with the customer might have discovered. Worse yet, customers may be more easily swayed away to competitors. In large enterprise selling situations, this problem expands all the way uphill to the CEO: "The VP of Sales may miss important sales forecasts by receiving inaccurate information from the sales ranks. This affects the bottom line." Scott continues, "Without a proper structure, sales opportunities are lost, forecasts are missed, and customers may be swayed by competitors. It's a serious problem for anyone selling to groups of people."

"It's a big problem with organizations today," says Richard Boren, former VP of Sales at Instantis and Verio. "Structure and process are the two biggest culprits to the demise of medium-to-large account selling."

Scott offers a proven training program targeting professional salespeople called "Concepts of Selling"SM. Through developing this training, AspireNow discovered a significant breakthrough in how to succeed by examining the structure of sales teams:

"90% of organizations in our targeted industries are not structured properly to form sustainable, win-win relationships with their customer base," says Scott Andrews, AspireNow CEO and Principal Consultant. Scott discovered a model he calls the "Sales-Diamond Model" for go-to-market structure that transforms sales teams and the sales process. In analyzing how he had won major accounts in his career with IBM/Lexmark, DecisionOne, and EMC2, he says, "It is rather simple, actually. I noticed that when I won large contracts, and sustained the relationship for a period of more than two years, I had successfully built a multi-level, peer-to-peer structure of relationship with each of my accounts. Conversely, in accounts/bidding situations where I'd lost, this structure was absent. Utilizing this structure results in over 80% higher success in closing more business."

Scott continues, "We are excited to offer you fresh and exciting ideas empowering upper managers and their salespeople with proven systems to achieve [higher percentage] results and selling success. Our program moves beyond traditional selling programs to create a common-sense set of engagement principles that shifts the paradigm of success to the seller's advantage. This model is part of our best-selling training program, called "Concepts of Selling" that we've custom-developed to enable business executives to better realize their business aspirations."

AspireNow is headquartered in Shell Beach, CA, with operations in Shell Beach (near San Luis Obispo) California and Menlo Park, CA. AspireNow offers new product launch, sales maximization, and employee development programs to business leaders across the world. AspireNow programs offer business executives and employees proven, structured business processes that enable a cooperative, collaborative system of attaining market leadership positions for core products and services. AspireNow offers analysis, strategic recommendations, and training to implement best-process solutions to maximize sales success. 

AspireNow (name and logo), The Sales-Diamond Model^TM and Concepts of Selling^TM are registered trademarks/salesmarks of AspireNow. All rights reserved. © Copyright 2006. 

For more information, contact:

David Jameson, (info@aspirenow.com) at 805-459-6939 or

visit us on the internet at www.AspireNow.com.

###