QUOTES
"I have never felt so empowered in business. I would recommend this for all managers."
Linda Grasso Vice President
Eaton Vance
"This is by far one of the best sales workshops I have attended. It exceeded my expectations as I completely revamped the way I think about sales presentations ... The instructor's encouragement and help with organization made the anxiety of speaking in front of others subside."
Stacey Richardson, Personal Systems Group
Hewlett-Packard
"My Introductory speech was a home run. I had zero anxiety...The Chairman, CEO and Software GM, were blown away. Your approach was amazingly simple in concept. It initially was difficult because of the change required in my mental map. As a result of your course I gained groundbreaking/transforming communication power. Thank you."
Tim Fargo, General Manager, Saleslogix Division
InterAct Commerce Corporation
"I just wanted to pass on what a great experience I thought your training was. I was in class with Christine and I thought she was fantastic. It truly was the best workshop I’ve ever taken and the only workshop that I’ve been to where all participants were engaged. Fantastic job! I’m glad I had the opportunity to attend! Thank you again!"
Tatum Mahoney
Visa International
"The training was a paradigm shift for me. I really like the methodology. Powerful training. Thank you."
Jared Damiano
Dreyer's Grand Ice Cream
"This the best training I've ever had...I improved more than I expected. The feedback and proven techniques were very helpful."
Ken Mays
Reliant Pharmaceuticals
"When HP sends our sales professionals to your programs they always come back changed in the way they present HP and our products with a concise customer-focused message."
Claire Norman, Global Talent Resources Team
Hewlett-Packard
"The Decker Training workshop was the most valuable communications course that I have attended. I received a methodology along with tools to consistently improve my communication skills.”
Scott Dulman, Vice President, Worldwide Public Sector Marketing
Business Objects
"Coach was fantastic, very honest in what I needed to do to improve, and coaching me along the way. I better understand why I get nervous and now have techniques to reduce it."
Lisa Smith
Best Buy
"This was by far the best training I have been on. The coaching on presentation skills (voice/eye contact/posture etc) and the work on content (theme/intro/pebbles/close) was of huge value to me. Learning how to control my nervousness made me feel comfortable to take risks, learn and present in this better way. It was clear you put in the time and effort to get to know us and tailor the feedback to our needs. Thanks again for such a fabulous learning experience."
Deanna Earle, Personal Systems Group
Hewlett-Packard
Thank you so much, for your teaching and unmatched wisdom in the art of presenting and persuading. I saw them work hard and pull from themselves a depth of ability and level of confidence they did not know they had until they were truly challenged and taught how to tap into their innate abilities. I will, of certainty, recommend your training. Thank you again!
Ann DeRose, Senior Manager, Account Management
Blue Shield of California
"Working with the coach was great. He not only pointed out common mistakes, but also focused on enhancing strengths... this made us feel more relaxed and focused...it was a huge help.”
Amy Byrnes
Ascend
"I had no expectations - however - this was the best workshop I have ever had. Fabulous instructor - addressing needs of each participant."
Devara Berger
CalPERS
"Great workshop, it provided a clear methodology to be used repeatedly. Coach gave excellent actionable feedback that fostered immediate improvement.”
Michele Azar, Vice President
Best Buy
"Instructor was great. He caught what needed to be addressed. The design and flow of the message was new and different - I loved it but applying it was tougher than expected. Instructor’s patience, understanding, and flexibility on the spot was great."
Laura Halpenny
Blue Shield of California
"Coach was excellent...she was honest and her ability to combine positive with areas to improve is superb...I know more about myself, with a map of how to develop a presentation which I never had before.”
Dave West
Reliant Pharmaceuticals
"I’ve been using the skills you taught me since our class last month. I wish I had taken your class years ago. It’s all so easy and straightforward now. Using the pyramids and the stepping-stones makes it so easy to lay out the critical points, the flow and take out all the unnecessary information.”
Ray Nunez
Chevron
"Your ASTD presentation was superlative. The indirect message that I got was that Decker Associate is highly professional and competitive training organization. Thanks a lot.”
Carlos Buzzi
City of Boston
"The coach was a fantastic facilitator - knows his stuff...Extremely helpful balance between changing my organization skills without losing my personality. I improved 110%. Thank you."
Dunkin' Donuts
"Thank you for conducting a great class. I was skeptical about attending - I didn't want the traditional class. Thanks for making me a better employee and speaker."
Joe McIntyre
EMC
"This program is excellent, with exceptional hands-on practice of the techniques. Anyone who needs to make presentations or run large meetings should enroll in this course.”
Pamela Sayers, Vice President
Fleet Bank
"It was obvious you had listened to our requirements for the day. You planned just the right balance of exercises and outcome-oriented work. The content was rich. We advanced as a group to problem solve delicate topics. You were a good match for us."
James Cooley, MD
Harvard Pilgrim Health Care
"I cannot tell you how much the Decker Training has helped me create and deliver high-level presentations, staying away from "Speeds & Feeds." I hope everyone gains as much as I did from the training!”
Chris T. Kolias, Western Region PSG Sales, Client Product Solutions
Hewlett-Packard
"Everyone who interfaces with customers should take this course. I learned how precious every word is when we speak to customer’s needs. New situations are always challenging but that’s how we learn.”
Douglas Sahedi, Personal Systems Group
Hewlett-Packard
The coach was the best, making the course productive and enjoyable. This is one of the most informative selling courses I have taken...it should be mandatory for any HP sales person facing a customer.
Paul Howes, Workstation Sales
Hewlett-Packard
"This seminar was extremely beneficial to me. I feel more comfortable using the methods and relaxation techniques will help me in my career. Facilitator is an excellent trainer. His passion for his work and helping people become better is evident.”
Pam Hollwedel
Hunter Douglas
"My Introductory speech was a home run. I had zero anxiety...and perfect pause and intonation with no notes beyond my ‘Stones' - which I didn’t have to look at...It was powerful. I had them laughing, clapping, and ended it all with a spontaneous ovation. Your approach was amazingly simple in concept. It initially was difficult because of the change required in my mental map. As a result of your course I gained groundbreaking/transforming communication power. Thank you.”
Tim Fargo, General Manager, Saleslogix Division
InterAct Commerce Corporation
"What I found especially helpful was that you worked with me in terms of bringing out my own strengths in a natural way rather than teaching a canned approach. The sessions were very hard work, but I felt that the coaching was extremely valuable to me."
Joe Tomlinson, Vice President
John Hancock Financial Services
Thanks Toby. I genuinely enjoyed each session and learned a tremendous amount. It is amazing to me how cognizant I have become of every communication--be it as simple as a voice mail or extensive as a meeting.
Janell Canha, Director of Strategic Intelligence
John Hancock Financial Services
"I really enjoyed and appreciated the workshop. I’ll be wholeheartedly recommending you to may colleagues and probably send my new hires to work with you.”
Carlton C. Ervin, Senior Vice President, International Development
Marriott International, Inc./Ritz-Carlton, Ltd.
"I recently gave a quarterly review to the CFO, and he told me I was a completely different presenter. I immediately captured his attention with a clear, concise message that focused only on what he needed to hear. Instead of a half hour, I finished my review in a few minutes, with a minimum of slides to support my analysis. Your course completely changed my approach to presentations. ”
Taylor Hawes, GM Controller, Finance Operations
Microsoft
"I would highly recommend this training. The Decker coach was super to work with...and very aware of my individual needs...he did a great job at making me feel at ease to change.”
Mark Gilkson, Manager, Red Team
Microsoft
"I wouldn’t change a thing...it was great course and I learnt a lot and enjoyed it thoroughly!”
Nicolette Sharp
Microsoft
"This is one of the most useful communication skills workshops I have ever taken.”
Carmen D’Arlach
Oracle
"This course gave me powerful tools to create and deliver great presentations. Thank you for your excellent training.”
Lawrence Khano
Raytheon
"This training was excellent and timely. The guidelines and the coach’s style inspired confidence.”
Mike Little
Reliant Pharmaceuticals
"The workshop changed almost every aspect of my approach to communication. The coach was the most impactful business instructor I have experienced. A great workshop. It exceeded my expectations I feel confident and aware of my positives Coach created an environment that is high in content, fun, and yet safe while still allowing rigorous critique. It surpassed my expectations as the coach is very skilled, high energy, that made this a valuable growth experience.”
Mark Newton
Reliant Pharmaceuticals
"I recommend this program highly...it was an exceptional journey due to the passion of the coach and the content of the course.”
Beth Holland
Reliant Pharmaceuticals
"A BIG THANK YOU for your part in making Safelite University a Big success. There is no way I could repay you for the knowledge that our associates gained from your session.”
Brenda Downing, Director of Training & Management Development
Safelite Glass Company
"This was the best course I’ve had since I began working at Schein. I wanted to improve my speaking/presentation skills and I did - dramatically. The Stepping Stone approach helps me clear my head and not rely too heavily on notes.”
Karen Sayre
Schein Pharmaceutical
"This class will help me for a lifetime. I have the organizational tools I need because they are similar to the way people think - this really connected the dots for me.”
Chris Tonn
Raytheon
"Training exceeded my expectations. Coach gave tremendous individual guidance to deal with anxiety, organize and deliver presentations.”
Sonja Cosentini
T.J.Maxx
"It was more enjoyable than I anticipated. Sometimes training can be boring. The sessions were very lively. The instructor delivered positive feedback in a helpful not critical way. He understood the corporate environment well."
TJX Companies
"Coach was super, and I became a much more effective speaker, especially with the ability to organize ideas.”
Erik Wu
Trend Micro
"I found a great way to quickly organize and make a presentation...coach was great ...some of the feedback was difficult and some of the techniques caused me initially to push back pretty hard but the coach handled it extremely well.”
Jason Menegaux, Training & Development
Verizon
"Great coach. I truly enjoyed the last two days. The methodology is going to be tremendously helpful in my job.”
Alex Solorzano
Wells Fargo
"You did an excellent job. It gave me a different look at how I sell. The coaching and immediate feedback was great. I would like to do a follow up in six months.”
Wyman-Gordon Company
"Course was excellent. It really made me look at things through the customer’s eyes.”
Chris Kolias
Hewlett-Packard
"I have come to rely on the speaking and presentation techniques you have taught me. Last week I had to do a presentation. I felt relaxed, confident and organized. I feel the vision that I was trying to get across was clear and concise. It’s times like these that I realize how your patient coaching has paid off. Thank you.
Gordon Watson, President, Member Operating Committee
Fidelity Brokerage Group
Yesterday, Dave presented to a large convenience chain (1400 stores). His presentation was outstanding and immediately noticed by his peers. Afterwards the General Manager complimented him, commenting that he really enjoyed the Decker Method of presenting, signaling it does make a difference. He recognized the impact made by Decker Training.
Jared Riddle
Dreyers Ice Cream
"I presented the proposal for our new product to our department VP this afternoon. She said: ‘I'm sold!’ by the third slide!! My new boss said, ‘Wow, you guys really have your act together. "I just wanted to share and thank you."
Lorraine Rossini, Marketing Manager
Intuit
SUCCESS STORIES
Hewlett-Packard
Hewlett Packard, in 2006, engaged Decker to customize and deliver a Persuasive Presentations Skills program to boost sales in the hotly competitive personal computer market. Working in small and large groups, we trained their 800-person sales force in how better to:
- Listen and interact to learn customers needs
- Tailor messages to specific customer needs, speaking in their language
- Develop persuasive messages beyond product and price
- Present with a compelling energy to shift customers to the next step
- Gain ease & comfort with higher-level customers, especially at the C- level.
Decker's training, by late 2008, helped HP become # 1 in PC sales.
"Sitting in on sales calls after the training, I saw immediate improvement. Our people listened for customer needs, and then adapted HP's message to win the business.”
Todd Gustafson,
Sales Manager, Northeast Region
Hewlett-Packard
Microsoft
As Microsoft's GM Controller, Finance Operations, Taylor Hawes receives high marks delivering highly successful presentations to external audiences at the firm's Executive Briefing Center.
Speaking internally to the Chief Financial Officer (CFO), however, he felt his presentations needed to be shorter, with less detail.
A naturally engaging person, Hawes makes strong personal contact with listeners. We coached him to employ Decker's methodology to organize a different kind of presentation - for a specific audience that needed to hear the essence of his analysis immediately supported by a higher level of detail.
Decker coached him to quickly organize a clear, concise presentation focused on the needs of the CFO. Developing his analyses from a mass of number-laden financial reports, he also learned how to support his message with fewer, less detailed PowerPoint slides.
"Your course completely changed my approach to presentations," Hawes said after his next talk.
"I recently gave a quarterly review to the CFO, and he told me I was a completely different presenter. I immediately captured his attention with a clear, concise, message that focused only on what he needed to hear. Instead of a half hour, I finished my review in a few minutes, with a minimum of slides to support my analysis."
InterACT Commerce Corporation
Tim Fargo was joining the InterACT Commerce Corporation as general manager of its Saleslogix Division. ACT! Software is the leading provider of CRM software for small- to medium-sized businesses and divisions of larger enterprises.
He had not given a major talk in some time and wanted his introduction to his new firm to be a home run. He sought Decker Training to prepare his introductory speech to the firm's CEO, and general manager and to a live audience of 500, along with a worldwide audience via teleconference.
He came to Decker Training to help prepare because he felt his speaking skills were rusty.
Employing the Decker Pyramid© technique we helped him organize a clear, concise message that immediately connected to his audience and provided what they needed to hear from their incoming general manager. We practiced with him to speak in his most natural style, and ensured his verbal and nonverbal delivery maximized his message.
We then taught him the Stones Across the Brook© strategy to develop a structure that included introducing himself and then presenting his vision to his audience. Tim left our coaching sessions feeling supremely confident in his ability to deliver a message. Speaking in his natural style, he achieved his goals to make the impact he desired. After the talk, he reported:
"My introductory speech was a home run.
"I delivered my talk to a packed audience of 500, along with a teleconference connection.
"I had zero anxiety... and perfect pause and intonation with no notes beyond my ‘Stones’ - which I didn't have to look at... It was powerful. I had them laughing, clapping, and ended it all with a spontaneous ovation.
"What I said was meaningful and relevant to the audience. In fact it was spot on. The Chairman and CEO, Pat Sullivan, and the ACT! Software GM, Greg Head, were both blown away, and I carried the meeting with force. Wow.
"Your approach was amazingly simple in concept. It initially was difficult because of the change required in my mental map. As a result of your course I gained groundbreaking / transforming communication power. Thank you."
Intuit
In her marketing management position at Intuit, Lorraine Rossini was preparing to present a proposal with her team for a new product to her department vice president. She was a strong presenter but had received feedback that previous presentations to senior management provided excessive detail, leaving her key points less clear.
Decker coached her to employ the Decker Pyramids to identify the vice president's concerns, especially competitive advantages. Decker's Stones Across the Brook© methodology enabled her to develop a crisp, clear story, gleaning detail for post-talk discussion, and a handout. We coached Lorraine how to tap the potency of PowerPoint to create slides to highlight the (advantages) power of her proposal.
After her talk, she wrote:
"Thanks for the great training last week. I really got a lot out of it and wanted to share my success with you...
"I presented the proposal for our new product to our department VP this afternoon. She said ‘I'm sold!’ by the third slide!!
"At one point, she had to step out of the room, and my new boss said, ‘Wow, you guys really have your act together.’
"My team and I included the perspective that came from your training. We're very excited that it resulted in making an effective presentation and getting the response we needed from her. What made it work was focusing on the resulting positive impact (taken from the Decker Pyramid tool) and tying to what the vice president cares about, while saving the details for the resulting discussion and back-up slides.
"We had high-fives all around afterwards!!! I just wanted to share and thank you. I'm looking forward to applying the same thinking to future presentations (in fact, we're in the middle of developing another one now)."