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Neuberger and Company, Inc. | Baltimore, MD and Washington, D.C.
 

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In our clients' own words

The success of our clients is what speaks volumes for us

When our clients are successful, we know that we've succeeded in our mission.

Mike Martinec

Products Support Inc.

Sasha Serpa

Vice President of Sales - Quality Air Services

Steve Yelland

CEO, JFR Holdings

Neil Agarwal

Executive Vice President, G.E. Frisco

Nicole Ashton

Ashton Pools By Design

Scotty McLaughlin

Timberlake and Dixon

Katie Meeks

Goeal Vision.

Debbie Lafferty, MyOffice Products

Regional Vice President of Sales

Vlad Friedman, Edge Web Hosting

CEO

Eric Shatzer, Hawkins Electrical Construction

CEO

Steve Walman, Tricerat

Executive Vice President of Sales

Robert Lyon, Walden Studio Architects

"We have taken a firm of 14 doing mediocre work to a firm of 36 doing superb work in just 4 years. It is exciting to think what the team and company will do over the next 30 years. I know Neuberger & Co. will help the next generation to be a success."

Derek Dabbs, Regional President of Accelerent

"Neuberger is one of my most trusted partners. I have worked with them for over 12 years and consider them to be best-in-class. Neuberger helped transition my previous organization from an operationally-driven company to a sales-driven company, and they helped us add millions of dollars of new business as a result. I couldn't give a higher testament."

Nate Hurd, Chief Growth Officer of Oxford Club

"Since I started working with Neuberger and Company I've seen incredible changes happen. For starters, I've increased our sales production by over 600% from $3.5 M to close to $18M! The strategies and efficiencies that N&C helped me create was critical in this growth."

David B. Uffelman, Previous President, Construction

"Foulger Pratt has partnered with Neuberger and Company for the past three years. During this time, we have engaged Matt and Chad to provide a variety of planning and training on topics such as; leadership, communication, and organization. In addition, we have employed Chad to facilitate our formal team partnering process on many of our important projects. Neuberger and Company has always delivered. Both Matt and Chad bring energy, clarity, and breakthrough leadership advice. Best of all, our entire team looks forward to having Neuberger and Company involved, as their communication styles resonate with everyone. We look forward to a continue relationship with Neuberger and Company and the success it brings to our culture and continued improvement."

Jim Boyd

"I have worked with Sandler Training on and off through the years and, while I have always found the material to be helpful for my staff, it never went further than sales training. I made the decision to fully commit to a comprehensive consulting and training program with Neuberger & Company 12 months ago and it has changed my business. In 2010, my revenue increased by over 20% compared to 2009 and our staff closing ratios have increased by more than 15% across the board. I am now confident about the direction of my business even in a difficult economic environment. The first quarter of 2011 marks our best financial start in my 40 plus years of business. Thank you."

Frank Settleman, President of Chesapeake Contracting Group

"Chesapeake Contracting Group is a 100 employee commercial general contractor in the Baltimore/DC/Northern Virginia market. We started working with Neuberger & Company in 2010. Since then we have developed several new key client relationships, dramatically increased our hit rate on projects we pursue, and boosted our client retention through disciplined application of Neuberger's processes for business development, sales and organizational development. In 2016 we will finish the year with over 3 times the revenue we did in 2010 while doing more of the work that fits our sweet spot. With results like that, if you are committed to improving your business and aren't our competition, I and the entire Chesapeake Contracting Group leadership team strongly recommend that you partner with Neuberger & Company."

Matt Mills, WTOP Marketing Solutions

"As a manager and a seller for 25 years, I have been through my share of sales training. Everything from the Tony Robbins/Zig Zigler types, to specific industry specific training. Our sales team has also been through similar trainings and there was a clear consensus that the Sandler training was very effective. We liked how practical it was. We weren't being trained how to trick someone in to buying something with the latest and greatest sales techniques, but instead how to identify real client challenges and determine (along with the client) solutions that everyone felt good about. Neuberger takes the sales process and breaks it down into a process that everyone can understand...no matter what they sell. Each of our sellers gravitated towards different elements of the training...which works well since they all have different selling styles. We started out with Neuberger by sending 4 of our newest sellers through the training, and by years end, we make the investment to make sure all 16 sellers and all 4 managers in our department got trained. We plan on making Sandler training a part of the training all new sellers receive."

Vlad Friedman, CEO, Edge Web Hosting

"We have been working with the Neuberger team for some time now and continue to be very pleased with the results. Instead of simply "managing people", their group has taken a leadership role and created an infrastructure and sales system highly customized to our business, using Sandler methodologies and aligned with our vision and values.

The delivered system is scalable, repeatable and consistently yields the expected results. After meeting the entire team, it is a pleasure to see each member maintains high levels of integrity and accountability in every relationship and interaction."

Lisa Tenley, Director of Corporate and Community Development, Forrester Construction

"I don't know how Neuberger & Co. does it but they make Zoom trainings engaging and meaningful! They didn't let COVID stop them from continuing best in class work and instead of making that an excuse for delivering something less than their usual high quality, they upped their game!"

Matt M.

"I closed one large capital project that I have been working on since last year using the Sandler Sales process. It went from stalled to $100,000 sale!"

Brittany B.

"Thank you for the sales strategies and tactics! I beat my sales goal this quarter by 35K."

 

Andrew G.

"Closed a $20k+ deal with a client who had told two of our other reps that they wanted to wait on making any purchases. Following your customer care process I helped them to understand overall costs and shared with them one of 3 things will happen:

1. We will be able to support/replace some machines and save them money.
2. We can help them consolidate machines and save them money.
3. The savings are not significant and it's not worth pursuing.

After the assessment, it turns out, financially speaking, that it didn't make sense for them to move forward. The President actually told me that he appreciated us doing our due diligence but also being respectful of their time and telling them it wasn't worth it. That led to a conversation about an impending location move and I closed the sale for machine upgrades to avoid move costs. Thanks for helping me honestly uncover opportunities even when they aren't obvious."

Mark B.

"Thanks to the process I learned with Neuberger & Co., I turned a budget request into a negotiated $2.5MM project.

Previously these requests often went nowhere or at least would take an extended period of time before closing a project."

Grant K.

"I followed your coaching and used a negative reverse on a prospect that was trying to focus on price. After stating that I felt he'll just go with the lowest bid, he explained that's not necessarily the case. I was then able to have an honest discussion about their problems and we closed the deal that day."

Matt M.

"I closed on a large capital project that I have been working on since last year. It seemed stalled but thanks to your coaching, I landed the $100,000 deal."

Brittany B.

"Thanks to the Sandler process, I beat my sales goal by 35K."

Nick N.

"The prospecting sessions was outstanding. I closed 2 out of 2 leads using Sandler method this week and found the conversation much easier to navigate and more impactful."

Mark B.

"Your process works. Previously I just provided budget quotes that often disappeared or at least required time-consuming follow up. I just turned a budget request into a sales call and negotiated a $2.5MM project."

Dwayne N.

"I used several Sandler techniques to navigate a negotiation where the client wanted to buy from us but wanted price concessions. We were able to win the award with minimal discounting by refocusing on the problems they needed solved and how our solutions could alleviate their pain."

Brittany B.

"I was at a big $0 the first 2 weeks of the month. Then after your trainning session, all of a sudden I started closing deals. Ended with my second best month ever at $120K."

 

Nick N.

"Sold a $9.5k job using Sandler methods. That's the most profitable deal I've ever closed and I'm finding a generally higher success rate using Sandler method especially pain review, negative reverse questioning, and budget inquiry."

 

Rachel N.

"A $21,000 job that I didn't expect to land is pending close. Your process of asking budget questions helped get us to a place of discovering whether this was even a viable opportunity for the current year in the first place."

Grant K.

"I've had more success having conversations using the up front contract. Closed two deals in the last two months with this process - one for $1k and one for $5.5k Two more in the pipeline look very likely to close in the next month."

 

Dwayne N.

"I was able to keep our company in the running for a nice project by securing the opportunity for post-bid discussion. We were the high bidder, but we're still the front runner based on the relationship development process you prescribed."

 

Calvin F.

"Closed a $10k deal with Law Office. That's not even a prospect I would have considered approaching before learning the Sandler process from Neuberger & Co."

Nick N.

"I closed an $11K deal yesterday using Sandler techniques. In fact, my closing ratio is consistently higher since beginning your training program."

Anthony H.

"Following your suggestion, I'm giving prospects different options that will benefit them. I was able to get the whole pain funnel from a property manager and that led to me providing more profitable options than I would have otherwise considered."

Rachel N.

"I received the PO and closed the deal for $21,000 the same week.

The rapport/budget conversations were crucial here and uncovering that COVID actually resulted in a surplus in the client's budget helped to get them to move on this project. The rapport/confidence is what made the facilities manager push to just get the work approved without having to bid the project out. Typically anything over $15k would need to get bid out. Asking all these questions helped position us to close the sale without competing."

Lisa V.

"Based on your suggestion, I'm thinking from the customer's POV. I've changed how I submit candidates to highlight where candidates fit need. My interview ratio has gone up significantly and am finding more success in placements."

Tanya B.

"Your idea of setting up a relationship discovery meeting paid off! The interior designer is going to recommend us to be added to the bid list for a renovation project that could potentially be $500k+."

Rachel N.

"I re-engaged with a client who ghosted after you identified that they were "going negative". I've got a meeting set to review the contract on their property in the next month."

 

Grant K.

"As you know I was nervous about new goals being set and my ability to reach the higher targets. I'm proud to tell you that the strategies you've provided helped me not only meet but exceed the new business quota for the month."

Brett H.

"Working with Neuberger & Co. has provided immense value to our team and our sales process. We are able to identify real opportunities in a shorter period of time and focus our efforts on bringing business in the door.

They have also trained us in getting the client focused on getting us to yes and avoiding the churn that can come with some companies as they struggle with their own internal processes."

Phil H.

"I secured a $13k annual contract by focusing on pain with incumbent vendor and leveraging the relationship with new property manager who was willing to make a recommendation to the board. Its a far cry from the bid and pray system I used before your training!"

Grant K.

"My prospecting draught is over thanks to you! I scheduled two new prospect meetings for next week and both are projected to be between $2k and $5k each."

 

Jacob M.

"You know how skeptical I was about some of your prospecting suggestions. But I just closed a deal using the 9 word email you provided. Thank you for being persistent in having me give it a try."

Chris D.

"The 'Everything okay?' email, netted a $10K deal with potential for much more."

Brady R.

"I had a great meeting with a new potential prospect where I set expectations and uncovered some important pain points that helped me build credibility and suggest a solution. You've helped me lay the foundation for a lot of business to come out of this down the road."

 

Katy S.

"Wow! I scheduled a meeting with a customer that has been unresponsive for 9 months. I wasted tons of time following up with no result. The content in the email you suggested got a response within hours."

Mark B.

"I avoided doing a free proposal request that would have cost us about $10k to produce by implementing your questioning strategies. Instead I got more information about the project and reserved the ability to bid the project when it is ready for execution."

Jon H.

"We are sold out for July and August. Thanks to your sales processes, we have sold more hours than we have the capacity to perform."

Joe M.

"Closed a deal on my terms after I offered to walk away from becoming partners if we couldn't be aligned in pricing. As you said, taking it away allows them to reevaluate the value of our services."

Brady R.

"The prospecting process works! I got 3 new reqs from a new client that I've been trying to get into for the past few months. Landing all three will net roughly $85,000."

Alexander M.

"I closed a $33,610 sale in record time! I was able to set expectations to figure out how to quickly navigate the decision making process and got a timeline up front for implementing my solution. That led to me being able to bring it up when the deal stalled, to spur action and get a closed deal."

Andrew G.

"We've seen over a 300% increase in new business this quarter. As of today we're already at 101% of annual revenue and over 200% of projected new business."

Steve L.

"I closed a deal without negotiating on price. The GC called me to see if I had any wiggle room. I knew we were one of the last men standing but used your questioning strategies to understand the request. Once I determined that it was a price concession without cause I said no I cannot and that I think it would only hurt the project if we tried to cut corners. He was quiet, thought about it, and said alright let me review and I'll get back to you. An hour later I had an e-mail release for my total value."

Nick N.

"I pattern interrupted a potential client who wanted to do a 'bare minimum' scope of work but based on the new approach they ended up agreeing on a more comprehensive approach."

Kevin M.

"As of last Thursday, I have closed up my biggest month ever. Couldn't have done it without your systems and guidance."

 

Lawrence F.

"I closed a $482K deal using the Sandler Communication Cadences and the Submarine Process. I've never had a deal this large go this smoothly. Thank you!"

Andrew Z.

"Your account management process works wonders. I kept the prescribed cadence with a client and we agreed upon times to consistently go over upcoming projects scope/price. They proactively brought a project to me in one of those calls and we just closed it. Never would have even known about it otherwise!"

Nick N.

"Thank you for the guidance on embracing our differences and who we are in the marketplace. I've consistently begun mentioning that we are a premier company and usually not the cheapest price early in the sales process. It's eliminated a lot of stalls and objections and has been helpful in earning business by honestly laying things out from the start."

Steve L.

"Your training has given me the confidence to hold my ground. I was recently asked for a discount that seemed arbitrary to me. I followed the process of asking for clarifying questions. After reviewing the reasons for doing business, I told them I couldn't adjust pricing and they still bought at the $47k rate."

Grant K.

"Your account management process is really paying off. I recently revived two deals that I thought were lost - one for $10k in existing business and one for $6.5k in new business."

Josh F.

"Always scheduling a next step has been a revelation in my sales process. This simple habit keeps the ball moving in the right direction and I don't really experience stalled deals in the pipeline any longer."

Lawrence F.

"I closed a half million dollar job by finding the 'ballpark' budget based off of a competitor number. I actually revised the scope to match their needs and was awarded the contract. Not only would I have bid lower without your help, I probably would have lost the client because the scope was inaccurate."

Nicole N.

"I finished this quarter at 155% of quota. Just wanted to send a thank you, I've never accomplished that before your training."

"I just wanted to let you know how beneficial your advice combined with the sales trainings Greg has attended has been. We are at the highest retention our chapter has ever seen and we plan to be at 95 percent retention by the end of the year. Greg is consistently pulling in new contractor members every month and upped his game since I sent him to the conference and sales training 201. Last month he brought in 5 new members, and this month he brought in 3 high level contractor members, one of them a level 12 we have been working on for years. 😊 I am so proud and happy for him, his confidence has skyrocketed and we are seeing the results."

"I have been able to consistently take what used to be a 6-8 month sales cycle and bring it to a decision in 2-3 months. The bottom line is that I've never enjoyed selling more. It has made my career even more enjoyable."

Pam O'Neill, Regional Sales Manager, ADP

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