About Charles Bernard

Charles Bernard is the CEO at Criteria for Success. He writes about sales, sales leadership, social selling best practices, time management, and anything related to helping others make sales success a habit.

Business Development Won’t Work Without Workability

I want to talk about working with people in a business development context. I find that most of business development training is focused on improving techniques, or what I call the “doing part.” Let’s step back and address a philosophy that comes before the doing part. I’m talking about something we call “workability.” Business Development [...]

By | 2017-09-20T11:52:11+00:00 September 20th, 2017|Sales Leaders, Sales Success|0 Comments

Want to Sell More? Start by Solving Problems

Looking for ways to sell more? You’ve come to the right place! Many senior executives in sales and marketing don’t know who their buyers are, and don’t know how to position a selling conversation. They often think of the transaction as a “cost” rather than an “investment.” So, let’s explore this and discover how to [...]

By | 2017-08-29T09:53:38+00:00 August 29th, 2017|Sales Leaders, Sales Success|1 Comment

Marketing Ideas for Sales: It’s Time to Update Your Pitch Deck

When it comes to marketing ideas for sales, don’t forget the philosophy! It’s quite common for marketing to develop a pitch deck for sales. But rarely do I see a slide that describes a key company philosophy. Let’s explore this. Marketing Ideas for Sales: The “About Us” Slide When it comes to marketing ideas for [...]

By | 2017-08-15T17:15:54+00:00 August 16th, 2017|Sales Leaders, Sales Success|1 Comment

How to Involve Sales for Successful Marketing Events

It’s important for sales to actively participate in successful marketing events if the goal is to generate sales leads. Drive Attendance for Your Successful Marketing Event If your sales team has good relationships with prospective attendees, they have a much better chance of persuading them to attend. Marketing can help sales invite their contacts in [...]

By | 2017-08-07T13:34:07+00:00 August 3rd, 2017|Sales Success|0 Comments

How to AGREE in a Sales Negotiation

Whether it's to win a project or to fund a new opportunity, sales negotiation is a key component of the sales process. To simplify the process, I’ve put together a five-step acronym to help you and your team through the sales negotiation process. Read on to discover more on the AGREE acronym. How to AGREE [...]

By | 2017-07-24T10:21:35+00:00 July 25th, 2017|Sales Leaders, Sales Success|1 Comment

5 Forecasting Techniques to Improve ROI for Sales Training

Looking for forecasting techniques to improve ROI for sales training? (Or return on sales training investment, aka ROSTI.) This is something we’ve been talking about quite a bit on the blog lately. And for good reason. CEOs and Sales VPs understand that forecasting sales is crucial to growth. The key to success isn’t dependent on execution [...]

By | 2017-07-11T11:34:33+00:00 July 12th, 2017|Sales Leaders|0 Comments

Forecast Sales in These 3 Areas to Track Return on Investment

In order to reach our goals, it’s important to forecast sales in advance. A few weeks ago, I shared two ways to forecast sales to help track return on sales training investment. First, by measuring culture. Second, by building a forecast. Click here to read the full article. Today, I’ll be diving into five more [...]

By | 2017-06-26T11:42:38+00:00 June 29th, 2017|Sales Leaders|0 Comments

Want to Achieve Success? Take a Look at Your Sales Training ROI

Want to achieve success? Well, we believe that it’s a mistake to conduct professional sales training if you don’t measure its success. We live in a learning economy, where those with the most know-how and understanding generally outperform their peers. However, it doesn’t matter how much you know or understand if you don’t put it [...]

By | 2017-06-13T11:57:51+00:00 June 20th, 2017|Sales Leaders|0 Comments

Why Your Management Training Program Needs a Second Look

I bet you’ve not had the last stop management training program. How do I know this? Because you are reading this blog. If you’d had the ultimate management training program, you’d never need to read anything else – you’d be done. So, this is either the ultimate end of the line, or another stepping stone. [...]

By | 2017-06-06T14:34:05+00:00 June 7th, 2017|Sales Leaders|0 Comments

Gimme the Sales Training Techniques. I Need the Techniques!

"Gimme the sales training techniques!" I was in a meditation class once and the instructor said, “you’ll receive the techniques that bring you inner peace.” In the second session, a classmate said, “gimme the techniques, I need the techniques!”  I never forgot this line. To this day I don’t know if she was serious or [...]

By | 2017-07-05T17:48:12+00:00 May 24th, 2017|Sales Leaders|0 Comments