Terry Slattery is the:• CEO of Slattery Sales Group • Creator of Wimp Junction®, a program that eliminates unproductive sales behavior and has helped tens of thousands of salespeople improve sales productivity• Developer of Differentiating Value (DV)• Author of the Infrequent Flyer newsletterHe works with CEOs and executives who want to ensure their sales force can and will increase revenues, preserve margins, improve sales productivity, and take competitors’ market share in all market conditions.Over the past 23 years, Terry Slattery and Slattery Sales Group have helped more than 2,000 client companies improve revenues by an average of 18-20% and margins by 3-8 points. Slattery has developed Differentiating Value (DV) strategies for clients in more than 100 industries and implemented those strategies by: re-engineering sales processes, training and coaching executive and sales management and their sales organizations. Businesses from home-based enterprises to Fortune 100 companies have increased their top-line revenue and decreased their selling costs with Slattery’s cost-effective approach to sales enhancement—up to 75 percent less than large national firms that focus on training and quick fixes.As a successful salesperson at IBM, Terry developed the concept of differentiating value (DV). As a sales executive at Digital Equipment Corporation, he managed global relationships for the largest accounts, selling engineering systems, data communications, decision-support systems and transaction processing.“The only reason to have a sales force is to alter the customer’s buying process so that the process gives more weight to your differentiators than your price and the competition’s price. You do not need a sales force to educate the customer, train the customer or be an ambassador for your company. All of those things can be done more effectively and less expensively. By other means, the only reason to have a sales force is to drive your DV into the customer’s decision process.” – Terry SlatterySlattery Sales Group’s clients include: 3M, Bellcomb, Blue Cross Blue Shield, Pfizer, PrimeNet Marketing, Tango, Yocum Oil and Wells Fargo.When he’s not helping companies grow, he’s either at his piano or searching for the world’s spiciest cuisine.