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.

Top Performer in Sales: The 15 Traits to Look For

This article is for sales leaders who are interested in developing each and every salesperson on the team into a top performer. And it will also help as you’re looking for new sales hires. A top performer not only produces the highest revenue numbers, but also leads by example. He or she shares best practices [...]

By | 2017-10-25T10:44:16+00:00 October 25th, 2017|Sales Leaders|0 Comments

Team Collaboration Helps You Sell More

Guess what? Team collaboration helps you sell more! Almost no one gets it when I say, “the CFS Sales PlayBook is not a book.” And that’s because the name “PlayBook” is misleading. People think that it was a “book” created by an expert who imparts wisdom to the rest of the team. A PlayBook that [...]

By | 2017-10-03T11:27:51+00:00 October 3rd, 2017|Sales Leaders, Sales Success|0 Comments

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