CHARLES BERNARD ENABLE SALES SUCCESS. I have witnessed Charles give seminars that have had CEOs spellbound at his insights and knowledge.

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1 ENABLE SALES SUCCESS CHARLES BERNARD I have witnessed Charles give seminars that have had CEOs spellbound at his insights and knowledge. Robert Duncan, Vistage International

2 ABOUT CHARLES Charles Bernard, founder and CEO of Criteria for Success, Inc., helps CEOs bridge the gap between their vision for their company and their bottom line. Charles applies over 20 years experience in direct sales, sales management, recruiting, and training to his growing consulting practice. As a Senior Account Executive for General Electric, he was the top revenue producer in his division. He then founded the IBM DB2 software development consulting firm, Atlantis Vision Ltd, and later was a partner and Executive Director of Sales for one of New York s first systems integrators, NETLAN, Inc. Charles is a well-known speaker at events catering to CEOs and senior executives around the country. Charles was born in Madrid, Spain and educated in Surrey, England. ENABLING SALES SUCCESS Charles delivers talks on sales and selling using an active learning approach that engages the audience and enables them to see sales success in their own companies. Interactive discussions give each participant tips, tools, and techniques that can be applied immediately. We work in partnership with you, the event coordinator, to determine which topics will have the greatest impact with your audience within the time allotted. Every talk is tailored to your audience and your theme, and can fill time slots between 20 to 60 minutes.

3 KEYNOTE You re looking for the perfect keynote speaker to inspire and energize your audience. Charles brings enormous energy, fresh ideas and deep sales knowledge to deliver keynote speeches full of actionable advice participants will remember. Choose from the list of topics on the following pages or contact Charles for a customized program. Pushed me out of my comfort zone, caused a complete paradigm shift! WORKSHOPS & RETREATS Finding the right facilitator for your group s workshop or retreat can mean the difference between an event that falls flat and one that is remembered for years. Charles has facilitated retreats for CEOs, sales teams, and entire companies. His hands-on approach ensures participants leave with tools to improve sales right away. Thank you for a wonderful seminar, with real-life, down-to-earth application! MATERIALS Our fundamental philosophy is learning replaces training. In our workshops, people learn versus being lectured to. A takeaway document filled with actionable best practices is critical to retaining and benefitting from the material in a Charles Bernard talk. Every talk is accompanied by customized workbooks with exercises and templates for participants to fill with notes and a-ha moments to apply to their unique circumstances.

4 TOPICS GET MORE LEADS Learn concrete techniques that you can apply immediately to jump-start marketing and prospecting at your firm. You will learn to rethink every aspect of your customers, from who they are and what they re really looking for to creative strategies to reach them. GETTING MORE REFERRALS Learn specific techniques to develop a powerful referral system that creates more and better new business. You will walk away with all the tools you need to generate consistent, actionable referrals to grow your business. BEYOND HELLO How do you introduce yourself and your company? A 30-second commercial is a simple way to pique curiosity and get customers to really pay attention. We show you how to develop an introduction that is meaningful to your audience and opens the door to new business. THE BUYER S AGENDA Very often, sales meetings fail because the salesperson worked from the buyer s agenda rather than their own. Learn how to take control of your sales consultations by setting an agenda that helps you position the right solutions and avoid leaving the next step to chance. KILLER QUESTIONS People buy for their own reasons, not yours. In this topic, we introduce the Problem/Opportunity Matrix, a powerful tool designed to get your prospects to talk about their pain points so you can ask the killer questions that position your offering as the best (or only!) solution. SHORTENING THE SALES CYCLE Participants walk away with all the tools they need to close business faster. We focus on shortening the sales cycle through better prospect qualification, active listening, using a consistent follow-up process, and closing sooner.

5 TOPICS POWERFUL PRESENTATIONS Learn to present in a way that captures your customer s attention. You will learn to deliver a memorable product presentation that truly engages your audience, as well as how to get prospects to give you effective feedback and how to establish a clear call to action. BETTER CUSTOMER RELATIONSHIPS Stay connected with your customers using the CFS Client Evolution Model. You will learn best-practice marketing and selling activities to apply at each stage; how to convert suspects into qualified prospects; and how to create long-term partnerships with your customers. WORK BETTER Learn how to manage your behavior to sell more effectively. We cover best practices for time management, staying focused, and modifying sales best practices to fit your personal style. Make sure you are getting the most out of your selling activities. WORLD-CLASS CRM Here we cover how to use your Customer Relationship Management (CRM) system to make selling and marketing work together in an efficient and productive way. Learn to manage contacts, follow up on leads, manage activities, and integrate marketing. OPTIMIZE YOUR PIPELINE Here we talk about moving a deal from an opportunity to a close and all the steps in between. We will discuss various ways to implement a simple pipeline tracking tool, whether on the back of an envelope, in a spreadsheet, or in a CRM system such as Salesforce.com. THE SALES PLAYBOOK Participants learn how sales teams can get to the next level by sharing best practices, success stories, tips, and techniques. The best performers will become thought leaders that bring the rest of the team up to par through an online Sales PlayBook.

6 TESTIMONIALS The participants in CFS training are motivated and changed as a result of his ideas and their involvement with his teaching method. Hire this company as fast as you can. It s an investment, not a cost! Mark Laufer, CEO Laufer Group International MORE HAPPY CUSTOMERS I have witnessed Charles give seminars that have had CEOs spellbound at his insights and knowledge. Robert Duncan Vistage International At EO (Entrepreneurs Organization) we bring in speakers that will deliver tremendous value to our members. Charles Bernard, without a doubt, exceeded expectations! Our members are Business Owners, CEOs and Presidents that manage exceptionally busy schedules. In order for them to invest in a half-day workshop, it better be worth it. We highly recommend Charles and CFS for your upcoming workshop, conference, or sales training. Beth Chernick Chapter Manager EO New York

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