"I have had the pleasure of receiving training from Katie on sales skills.  In particular her expertise and passion around cold calling skills will  dramatically improve the skill set of any sales team. I would highly  recommend her to anyone but my direct competition..." 

- ROBERT W, SALES DIRECTOR, GENERAL CARE

"I recently did some one on one sales training with Katie. I was very  impressed with how thorough she was and her knowledge in so many  different areas. I look forward to implementing some of the ideas that  she passed onto me. Katie would be a great resource for any sales person  or sales team looking to take the next step! I look forward to working  with her more down the road!"  

- GRANT N, VICE PRESIDENT OF SALES AND MARKETING AT ASSOCIATED IMAGING SERVICES

“The Cold-Calling Presentation was great, thank you for providing us with  action orientated data and useful tips!  I know we just scratched the  surface of this topic, but I already have two success stories:
One of our new hires was having difficulty connecting with a customer via phone or email, so they tried the Outlook Meeting Request and it worked to secure the appointment!
Although not directly related to Cold-Calling, I tested the “quickly hang up if they’re busy” advice on a long time customer. The next time we spoke, she sincerely thanked me for respecting her time…I earned some much needed brownie points, as I have a 500k+ quote on her desk!

-TIM F, ACCOUNT MANAGER FOR MAJOR MEDICAL DEVICE MANUFACTURER

"I kid you not yesterday on Thursday morning as I was dashing out the door  for a customer appointment, I thought, “oh no, it’s Thursday morning,  and I was going to call someone between 8-10!”  Thank you Katie, I  definitely learned something new from your presentation.

I do  have a story of a customer I just called out of the blue, was thinking I  need to build my funnel and look for some new opportunities.  I hadn’t  spoke to her in some time, but remembered she and her staff were not  thrilled with their patient monitoring.  It actually took me two times  calling her but she picked up on 2nd time. I now have an appointment to  meet with her to show her our solutions, and she said she will want a  quote to submit for capital to upgrade her system." 

-HOLLY B, ACCOUNT MANAGER FOR MAJOR MEDICAL DEVICE MANUFACTURER

"I have had the wonderful opportunity  to work with the MMS Consulting team, and with Katie Mullen. She is a  consummate professional delivering all that she has scoped in her  program engagement, and also has provided unique insights into customers  above and beyond what I have received with other vendors. We've  received many quality leads from their work and it has grown our funnel  and growth prospects tremendously. It is a pleasure to work with her  team and receive a very consistent, and positive outcome to each project  they touch. Their energy and enthusiasm in approaching each requirement  is consistently delivered in addition to their high quality of work." 

-DIANA GELSTON, CHIEF COMMERCIAL OFFICER AT RESPIRATORY MOTION, INC.

  "Last  year, I was unable to get a hold of the people in the purchasing  department at one of my hospitals. I had left several messages that I  wanted to simply stop by to introduce myself. Because you gave me the  cold calling tips that you had been utilizing, I stopped leaving  messages and started to call at strategic times. Within two weeks, I had  the director of purchasing on the phone agreeing to a face to face  meeting. She informed me that she didn’t get one of my messages, because  her assistant usually screens them for her. Thank you for the help and I  am hoping this leads to a $400,000 vital signs order this year." 

-PETER L, ACCOUNT MANAGER FOR MAJOR MEDICAL DEVICE MANUFACTURER

 "I have two particular accounts where my initial visit went very well and  both facilities were very interested in our monitors and I had a lot to  follow up with them on. Each facility was looking at a house-wide  replacement of their VS monitors by Q1 of 2014.  After the initial  meeting I wasn’t able to get ahold of either contact by email or phone  after a few months of trying.  I was frustrated because these accounts  are a 3-4 hour drive in opposite directions so “popping in” wasn’t an  option.  I told Katie about my situation and she recommend sending a  calendar invite a few weeks out and explaining in the invite that I have  had a hard time getting ahold of him and was hoping this date and time  worked with his schedule.  I tried this when I got back from sales  training and within a day, both BioMed Directors accepted my invite.  I  have had both meetings within the last two weeks and both were very  positive.  I now have more information to follow up on and an increased  interest in our monitors." 

-LISA A, ACCOUNT MANAGER FOR MAJOR MEDICAL DEVICE MANUFACTURER

 "I  was a unique case because Katie was trying out her cold-calling teaching back in 2008 when I started and she put together a bunch of  information on cold-calling and how to do it effectively.  I am one of  the few who got detailed training from Katie, way before her class at  our sales meeting this year.  I extensively used the techniques Katie Mullen taught and referred to the cold-calling information almost every day for my first 6 months.  I had a lot of success with it and I don’t  think I would have won nearly as many deals over the years if I hadn’t  been introduced to her training so early in my career, especially since I was new to sales."  

-RUSSELL B, ACCOUNT MANAGER FOR MAJOR MEDICAL DEVICE MANUFACTURER

 "I have been in sales for year so I was definitely skeptical about a class  on cold-calling.  I thought I already knew how to do it just fine and I  thought I was doing it right.  I was pleasantly surprised and I was  instantly engaged in Katie’s training.  I know she is good at sales, but  during her presentation, I honestly thought, “She is such an engaging  and inspirational speaker!”  Anyway, I realized after Katie’s training  that I wasn’t calling enough and I also wasn’t calling at the right  times.  I got really motivated after Katie’s training and started  calling a lot more and started calling at strategic times.  I have  FINALLY been able to get ahold of several key people in several  hospitals that I’ve been trying to break into forever.  PMD wasn’t  having any luck getting to them, but I did, after Katie’s training!  Now  I’m having trouble finding the time to even meet with all the people as  a result of all the effective calling I have been doing.  One of my  successful calls could turn into a huge deal!" 

-SHAWNDRA H, ACCOUNT MANAGER FOR MAJOR MEDICAL DEVICE MANUFACTURER 

 "I did a lot of cold-calling when I first started my job, but after  Katie’s course at this year’s sales meeting I set myself a reminder so  that I was more consistent about doing it every week.  After my reminder  went off one week, I called Watsonville and thought I would try the ICU  this time around to talk about Guardian. I was connected to the ICU but  the lady I needed to talk to wasn’t available so I looked up the  spelling of her name to send an email. I received a response back from  her, informing me that she is no longer the ICU Director and another  woman, whom she provided her email address, was the new transitioning  ICU Director and recommended I contact part way through April after the  immediate transition. Josie then filled me in that she is the new ED  Director." 

-NATALIE C, ACCOUNT MANAGER FOR MAJOR MEDICAL DEVICE MANUFACTURER

 "I found Katie Mullen’s Cold Calling Workshop interesting and insightful.   I especially found the data that she collected intriguing.  For  example, the Purchasing department receives by far more calls per week  than Biomed and Nursing.  It was interesting that less than 8% of the  participants surveyed said they would return an introductory voice mail  message.  I assume that many salespeople don’t keep calling back and  take the lack of a response as a NO.   Katie’s research demonstrated  that it really is a waste of time to leave a message and that it is far  better to keep calling Biomed and Nursing until they reach someone  live.  Katie further gives a series of useful tips to use to increase  success when a buying influence is finally reached on the phone.    Katie’s research also shows that prospects prefer a sales  representative to call them as opposed to an inside salesperson.   I do  however believe that Katie’s solid sales methodology, if used by an  inside sales team , could indeed increase their success rate with  identifying qualified leads for professional salespeople to follow up  on.  If an inside sales team is properly trained and directly  supervised, they could be an extremely valuable adjunct to a sales  organization.  From a delivery perspective, Katie is poised, confident  and cable of holding the attention of high-energy salespeople." 

-JOHN M, ACCOUNT MANAGER FOR MAJOR MEDICAL DEVICE MANUFACTURER 

"You  had many good suggestions, such as when to reach people, facing a  mirror when speaking, etc.  I’ve done a lot of cold calling in my career  and you are right on.  I found after about 3-4 calls to the same person  (sending info and updates), one begins to develop a relationship and  asking for a face-to-face meeting seems perfectly natural.

My  current territory doesn’t lend itself to cold calling because it is an  installed base; however, I plan to put on my cold calling hat when I  begin introducing new applications to clinical units and managers that I  don’t typically call on.  I sometimes get comfortable and complacent   and I appreciated your reminders about cold calling and getting back to  basics."  

- SUSAN N, ACCOUNT MANAGER FOR MAJOR MEDICAL DEVICE MANUFACTURER