Doug Jones

After 12 years with IBM serving in many capacities, including as a National Speaker, and several years as Vice President of Sales of one of Inc. Magazine's 500 fastest growing companies, Doug Jones draws from his extensive experience to address diverse audiences within the United States and abroad. His areas of expertise have expanded to include Business Development, Change Management, and Leadership, reflecting his role as a business development consultant and his dynamic presentation on topics such as "Business Development Isn't Rocket Science," "Profiting from Change," "Getting and Keeping Customers," "Mastering Leadership," and "Building Winning Teams." His style is motivational and uniquely packed with important business tools that really make a difference, often highlighted by his humorous, insightful, and believable delivery. Doug Jones is also the author of two popular audio/video tape series, "Worldclass Workforce Skills" and "High Performance Teamwork," and the book "Bending Toward Justice: The Birmingham Church Bombing that Changed the Course of Civil Rights."

Most Requested Topics:

"Relationship Building": This module is designed to help you improve your ability to build stronger bonds with other people, learn about the reasons for building successful relationships, what is truly important to the customer, both personally and professionally and respond in a positive way to help customers and your company succeed.

"Territory Management": This module is designed to help you identify prospects and key new business opportunities with existing customers, conduct territory analysis, coverage strategies, and prospecting, maximize selling time by reviewing techniques for improved productivity, develop strategies for key accounts and identify resources for quality information.

"Call Planning": This module is designed to help you improve your ability to develop call plans to improve your effectiveness by preparing for each meeting, increase the quantity and quality of successful sales calls by understanding the sequence of activities, contacts, and methods required to produce the sale and understand the layout of calls and use of resources for optimal coverage.

"Greet & Qualify": This module is designed to help you create a relaxed and interesting business atmosphere, build rapport by conducting business in an honest and credible manner, clarify expectations and responsibilities and validate good business opportunities by qualifying the customer and your company.

"Question for Need": This module is designed to help you use appropriate questions to discover customer needs and listen for understanding.

"Communicate Value": This module is designed to help you develop, describe and validate reasons to do business with you, offer a solution that is appropriate, valued, and preferred by the customer and tailor your story and present it in a convincing manner.

"Objections and Closing": This module is designed to help you understand and manage customer buying motivation, deal effectively with objections, conduct effective negotiations and initiate appropriate closing actions.

In addition to his business expertise, Doug Jones has served as a U.S. Senator from Alabama, known for his bipartisan efforts and significant legislative achievements, such as passing over two dozen bipartisan bills. His legal career is marked by his role as a U.S. Attorney where he successfully prosecuted the notorious 1963 16th Street Baptist Church bombing case. Currently, Jones is a Fellow at the Institute of Politics and Public Service at Georgetown University’s McCourt School of Public Policy and serves as a contributor for CNN, where he offers his expertise on a range of political and civil rights issues. He continues to engage with various audiences through public speaking, particularly focusing on leadership, civil rights, and fostering competitive elections.