Bob Labarbera Email and Phone Number
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My favorite sports movie is Miracle, & one of my favorite scenes is the pregame speech where the U.S. coach says, “You were born to be hockey players…”That’s how I feel about my profession – that I was born to help sales professionals, relationship managers, and sales managers win deals they didn’t think possible & hit personal performance records.Perhaps this feeling started in college teaching beginner tennis & coaching advanced players on our traveling teams. I got as much satisfaction seeing their improvement as I did in my own play. Not only did I love their smiles and excitement, they validated what I was teaching. I jumped into high tech, or what we called “the computer industry” back then. I worked for 3 companies and was promoted 5 times. Making numbers and winning sales rep or manager of the year was great, but what I was most proud of were: signature wins, “underdog” wins. Being the first person to replace an IBM System/3X in Chicago while at Burroughs. Cracking a Fortune 50 account that said they’d never buy an HP3000 system while at HP. Selling the largest multi-system manufacturing deal and becoming the youngest sales manager while at Stratus Computer. Sadly, with each promotion I got further away from what I loved doing most – teaching, coaching & strategizing deals. So, I jumped into the sales training & consulting world with a small, 15-person firm called SDA, where I honed my formal classroom teaching. I cracked a Fortune 100 service company where over 2000 salespeople got trained – the largest in company history.The entrepreneurial drive kicked in & The LaBarbera Group was formed. I wanted to work with tech sales organizations, where I had the instant credibility having done the jobs of the people I’d be teaching.I wanted to infuse much more creative competitive strategy and coaching into my classes, not just skill improvement or facilitate discussion or lead exercises like most other sales trainers did. And, I wanted to teach the breadth of systems, skills and strategies high-tech sales teams needed. So, I created suites of products for each. Years of work, but it led to some nice results.For example, my company was the go-to sales training company for about 15 years at Fiserv. Hundreds of classes, thousands of sales, service, and senior executive professionals. 98.8% of them rated classes they took as excellent or very good and would recommend it to colleagues. And their revenue grew from $400M to $4B.Just a little bit about the person you’d be working with before looking at class details & methodologies.
The Labarbera Group, Inc.
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PresidentThe Labarbera Group, Inc. Dec 1995 - PresentSarasota, Florida, United StatesYes, I help salespeople get better results. But, what my courses & coaching really do is prevent tech sales executives & relationship managers from being outsold. After spending my whole adult life selling, managing, coaching & teaching in the tech space working on 6, 7 & 8-figure contracts, here’s what I’ve learned: Many more deals are lost than are won. It’s missteps that cause us to be outsold. Missed information, unconfirmed assumptions, the wrong strategy, & average skills. To remedy that, to prevent our clients from being outsold, we deliver: proven systems for each position, skill mastery & competitive strategies & counterstrategies that make sure all your bases are covered. Improvement in these three main areas will greatly increase your win percentage. Our sweet spot – working with professionals who work on highly competitive, complex, tech-based opportunities where Subject Matter Experts are a big part of the team sell.Our clients sell technology-based solutions, including: bank core software, credit union core software, ERP integration, cloud consulting, ALM modeling, payment management software, optical design software, P&C insurance software, healthcare insurance software, fault-tolerant systems & software, credit & debit card processing, lending software, and more. Our goal is for you to experience a fast & long lasting return on your investment. We’ve had clients get payback before the class is even over! For example, most organizations who enroll their people in my negotiating class pay for everyone’s tuition with the very next contract negotiation. Lastly, we’re confident enough in our methodologies to guarantee our work. If you’re not completely satisfied, we’ll work with you to correct it or give you a complete refund – your choice.By the way, LaBarbera Group University is where I spend most of my time. Sure, it’s virtual, but this is where all the cool people are & the fun happens.
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Gm, Career Launches & ChangesThe Labarbera Group, Inc. Oct 2023 - PresentSarasota, Florida, United StatesI help recent college graduates and those in their last year of school land GREAT jobs with an easy to follow, easy to implement, step-by-step system. Go here to learn more: https://www.labarberagroupuniversity.com/scgopt-innewBeginning in January, 2024, I'll be doing the same thing for experienced workers who are between jobs or are looking for a new job or to make a career change.
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Gm, Sales Executive DevelopmentThe Labarbera Group, Inc. Dec 1995 - PresentWe provide a suite of courses designed specifically for new-logo tech sales executives. They include signature courses like: - Getting In- Developing & Delivering Great Presentations- All-Win Negotiating System. They include mini-courses like: - Developing Multiple Coaches at Multiple Levels- Uncovering Needs & Wants That Matter- Obliterating Objections- Determining & Utilizing Your Differentiated Value- Influencing Client Committees- Working With Partners & With (or Against) Consultants- Collecting & Utilizing Competitive Intelligence- Advanced Active Listening- Qualifying & Responding to RFPs & RFIs- Creating a Business Plan Both You & Your Boss Will Love- How to Sell Early Adopters & Beta SitesFor those looking for access to hundreds of strategies & counterstrategies for difficult sales situations throughout the breadth of the sales cycle & real-time coaching on their specific deals, membership in "What To Do Next" is a must. Head over to: https://www.labarberagroupuniversity.com/what-to-do-next
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Gm, Relationship Management DevelopmentThe Labarbera Group, Inc. Dec 1995 - PresentWe provide a suite of courses for those whose primary responsibility is to sell new applications to current clients, renew contracts, and manage referenceability.We provide mini-courses like: - Strategies for Clients at Risk- Client Portfolio Management- Developing Multiple Coaches at Multiple Levels- Uncovering Needs & Wants That Matter- Obliterating Objections- Determining & Utilizing Your Differentiated Value- Influencing Client Committees- Working With Partners & With (or Against) Consultants- Collecting & Utilizing Competitive Intelligence- Advanced Active Listening, Qualifying & Responding to RFPs & RFIs- Creating a Business Plan Both You & Your Boss Will Love- How to Sell Early Adopters & Beta SitesFor those looking for access to hundreds of strategies & counterstrategies for difficult sales situations throughout the breadth of the sales cycle & real-time coaching on their specific deals, membership in "What To Do Next" is a must. Head over to: https://www.labarberagroupuniversity.com/what-to-do-next
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Gm, Sales Manager DevelopmentThe Labarbera Group, Inc. Dec 1995 - PresentWe provide courses & coaching specifically for sales managers who lead complex sales teams. Many are mini-courses such as: - Rapid On-boarding- Forecasting with Accuracy- Upgrading Your Sales Team With the Right HireFor those looking for access to hundreds of strategies & counterstrategies for difficult sales situations throughout the breadth of the sales cycle & real-time coaching on their specific deals, membership in "What To Do Next" is a must. Head over to: https://www.labarberagroupuniversity.com/what-to-do-next
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DeanLabarbera Group University Jan 2021 - PresentSarasota, Florida, United StatesWe encourage people to take charge of their own development & not depend on others’ decisions to do so. Because, nobody cares about your results, or is responsible for them, like you are. We created LaBarbera Group University to do just that.Our courses are designed for busy Sales Executives, Relationship Managers, Sales Managers, Subject Matter Experts & Senior Executives who lead or are a significant part of complex, tech-based solution sales. We’ve taken my 40 years of experience & narrowed it down to things you need to know thereby saving you years of trial & error. We’ve compress decades into hours.The design-criteria for all of our courses is the following: fast, easy to learn, effective, & inexpensive with an ROI of 10X. All courses are: on-demand, self-paced, step-by-step, & easy to understand & implement immediately for quick results. There’s no fluff. You get lifetime access, so you can decide what you want to learn & when. Our signature courses like Developing & Delivering Great Presentations and The All-Win Negotiating System are extremely detailed, covering multiple topics, but laid out so you can learn what you need right away and then go back for more later. Our mini-courses go into depth on just one topic in 60-120 minutes. Examples include: Developing Multiple Coaches at Multiple Levels & Influencing Client Committees. These are quick & very tactical. For a complete list go to: https://www.labarberagroupuniversity.com/on-demand-mini-coursesOur premier membership focuses on competitive strategy. It includes hundreds of creative strategies & counterstrategies for virtually every sales situation. We call it “What to Do Next”. You have access to a secure, on-demand portal where everything is housed & monthly group coaching sessions. Bottom Line: LaBarbera Group training & coaching is simple, fast & effective. You get great advice at a great price.
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PublisherThe Competitive Strategist Mar 2020 - PresentSarasota, Florida, United StatesFree, weekly newsletter for tech sales executives, relationship managers & sales managers providing them tips & actionable advice in a short, easy to read format delivered to your email inbox. Focus is on creative strategies.We cover diverse topics like:• The Most Underused Word in Selling• Rarely Used Method to Build Client Trust• How long should your presentation be?• The Flip Side of FUD• Hidden Value• Don’t Sell Experience, Try This Instead• The 2 Most Neglected Parts of a Proposal• Replacing a Well-Liked Rep• The Monotone Presenter• Put This in Every Software Contract• Overcoming a Bad First Impression• Negative Selling• No Budget, No Worries• A Presentation No-No• Is Unconsciously Competent Good Enough?• Q4 Quota Strategies• A Sales Handoff Checklist If these look interesting to you, go here to sign up: https://www.labarberagroupuniversity.com/free-newsletter
Bob Labarbera Skills
Bob Labarbera Education Details
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Marketing, Management
Frequently Asked Questions about Bob Labarbera
What company does Bob Labarbera work for?
Bob Labarbera works for The Labarbera Group, Inc.
What is Bob Labarbera's role at the current company?
Bob Labarbera's current role is Competitive Sales Strategist | I provide courses & coaching for those involved in Complex Tech Sales..
What is Bob Labarbera's email address?
Bob Labarbera's email address is la****@****ash.net
What schools did Bob Labarbera attend?
Bob Labarbera attended University Of Wisconsin-Madison.
What skills is Bob Labarbera known for?
Bob Labarbera has skills like Pipeline Management, Management, Strategic Planning, New Business Development, Sales Management, Coaching, Business Development, Marketing Strategy, Team Building, Account Management, Leadership Development, Sales.
Who are Bob Labarbera's colleagues?
Bob Labarbera's colleagues are Henry Crisante Vaca Rubio.
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