Criteria for Success was founded in 2004 with a simple goal: to help salespeople sell more.
Since then we’ve learned, grown, and changed quite a bit. While our priority is still the same (to help salespeople sell more), our focus has continued to develop.
We act from an extraordinary context to transform selling in the world.
Our goal is to improve the quality of life for all parties involved in the selling process, produce breakthrough sales results for our clients, and help people better relate to one another.
Who We Are
We have three core operating values. We do not try to be all things to all people.
Our most successful engagements are with clients who appreciate our attitude and our approach.
- Constantly empowering, learning and growing
- Selling is a personal and highly profitable adventure
- Using powerful criteria to deliver successful solutions
We’ve identified Five Success Areas that we believe are the foundation to an effective sales organization. Clients that have succeeded in each of the Five Areas were able to establish strong and effective sales teams. And CFS graduates have been able to enjoy more closed deals, faster sales cycles, and a team that benefits from working with one another.
When we work with you, these Five Success Areas are at the foundation of our work together. Throughout our sales training programs, which includes your own custom Sales PlayBook, these areas are built out.
Our Five Areas:
- Prospecting – Activities to generate new leads and business opportunities
- Selling – Opportunity development and day-to-day selling technique
- Support – Support provided by the firm, including sales management and marketing
- System – Automated systems that support the sales function, e.g. CRM
- Team – Developing, maintaining, and sharing best selling practices as a team
Harness the “why” and “how” of selling to drive growth.
We believe selling is a combination of philosophy and mechanics. Most people focus on the mechanics in developing selling skills – putting the “how” before the “why.” Great sales performance doesn’t come from reciting scripts, reading books, or following a checklist alone: long-term, habit-based success comes from understanding the deep psychological factors underlying the sales process and leveraging those through structured systems and processes.
Criteria for Success focuses on developing your philosophy for success: what motivates you, how to stay focused, and how to overcome self-limiting beliefs.
We also work with salespeople to identify their buyer’s philosophy to develop compelling, persuasive purchasing conversations that provide value for both sellers and buyers.
Once we have the philosophy in place, we deliver high-impact, high-energy training filled with best practices, tools and techniques to succeed. Our Sales PlayBooks also come with templates, guides and worksheets to solidify learning and train new employees.
So that’s who we are: the philosophy and mechanics people.
Diane has been a Vistage chair since 2003. Vistage is the world’s largest CEO membership organization designed to help members make better decisions, achieve better results for their businesses, and enhance their lives. Diane has more than 30 years of diversified experience in consulting, banking, and turnaround management. As the first woman officer of a boutique strategy consulting firm in NYC for over 10 years, her client work focused on: developing and implementing business and marketing strategies; restructuring organizations and reducing costs; conducting managerial assessments, realigning roles, and developing management teams; formulating merger integration programs; and defining and implementing enhanced technology and operating processes.
Interests: Music, Golf, Hiking, X-country skiing. Charitable Foundations: Pattilyn Drewery Fund for Community Access at the Univ. of Alaska. Community Involvement: Financial Women’s Association of NY. Boards: National Association of Women Business Owners; Manhattan Chamber of Commerce: Education: MBA; BS, Bus. Admin., Miami U (OH). Political Involvement: The WISH List. Religious Work/Spiritual Pursuits: Elder and Clerk of Session at Presbyterian church.
Barbara is VP Retail Merchant Systems & Replenishment for a large retailer. Total of 30 yrs experience in retail management in various capacities: Credit, Gross Margin Planning, Loss Prevention, Accounts Payable/Sales Audit/Payroll Systems. Since 1992 moved into Merchant Systems as VP and integrated systems for 4 separate merger/acquisitions. In 2004, assumed responsibility for automated replenishment systems responsible for over $1.5 billion in annual sales.
Resident of NYC since 1987. Graduated with honors, Denver University, May ’79, B.S. Accounting; partial credit toward M.S. Degree in Decision Sciences, Georgia State University. Enjoy music, running, skiing, reading.
Gregg is President and Chief Investment Officer of Gerstein Fisher, an independent, full-service financial advisory firm that he founded in 1993. A popular speaker on financial planning and investment topics for community, school, and professional groups, Gregg is widely quoted in the financial press, including Business Week, Investor’s Business Daily, News Day, Bloomberg Wealth Manager, Registered Representative and the Journal of Financial Planning. He has appeared as an industry expert on various television networks, including CNBC, MSNBC, and CNN-fn. In 2000 Gregg received the DALBAR Financial Professional Seal, a national award recognizing financial advisors who have achieved overall excellence in the areas of client trust and satisfaction. Gregg is also a Certified Financial Planner® and a CFA charter holder.
Gregg is a board member of Art Start, a not-for-profit organization focused on arts education for children. He is also involved in fundraising and assisting with charitable giving strategies for not-for-profit organizations including SUNY Downstate Medical Center and the DOME Project. He enjoys drumming, running, hiking and snowboarding.
Before starting Infinity Info Systems, Yacov worked for IBM for several years. Shortly after leaving IBM, Infinity was created in June of 1987. Yacov was introduced to Contact Management and ACT! in 1988 and became the very first ACT! certified consultant in the Tri-State area.
His impressive list of professional achievements includes serving as the Founder, Chairman and sponsor of the NY ACT! User Group since 1989 and the Symantec ACT! Advisory Board for three and a half years. Yacov also served as the former President of the National Association of Sales Professionals NYC chapter and is NASP certified. Most recently, he joined the Microsoft CRM Advisory Board.
Some of Yacov’s professional speaking credentials include Comdex, Fordham University Entrepreneur class, NYC Sales and Marketing show, Tri State ACT! User Group, Security Industry Associations in Wharton BusinessSchool, Marketing 1:1 Workshop and the American Management Association.
Professional memberships include Young Entrepreneur Organization, The MIT Birthing of Giants program and Entrepreneurial Executive Leadership Program.
Yacov is a member of YPO, YEO and Vistage (formerly TEC) and is active in all these CEO leadership groups. Personal interest in NASA and the national space program. Besides being an investor in the firm, Yacov has participated in several “Zero G” weightless flights! He is also an active runner and has completed the NYC Marathon twice.