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.

How to Create Lasting Business Relationships

Creating lasting business relationships isn't difficult! We've discovered five elements that will help you build empowering business relationships and ease the tension often associated with selling. Here at CFS, we use the term discovery-based selling and discovery-based training. We encourage prospects and clients to discover what works rather than being told. Think about this for [...]

By | 2017-01-04T12:02:16+00:00 July 5th, 2016|Sales Leaders, Sales Success|1 Comment

When Sales Training is Not Mandatory

What happens when sales training is not mandatory? Let’s explore this… But first, I owe much of the inspiration of this blog to thought leaders I have had the fortune to study of late. These include: Michael, C. Jensen, Harvard Business School Werner Erhard, Social Science Research Network Steve Jobs, Apple and Pixar Joel Barker, [...]

By | 2016-10-17T16:48:10+00:00 June 14th, 2016|Sales Leaders|0 Comments

Sales Training Seminars: NYSA Super Seminar Day

On Wednesday, May 25th, my team and I facilitated two sales training seminars in Manhattan for the NYSA Super Seminar Day 2016. The two sales training seminars: How to Build a Winning Sales Team and Social Selling for Business Development and Recruiting were designed as discovery-based workshops. My team was made up of Jonathan Allen, [...]

By | 2016-10-17T16:30:50+00:00 May 31st, 2016|Sales Success|0 Comments

Advice to Executives: Get Your Mind Out of the Gutter!

Question for executives (and everyone else!): What might happen if you were no longer disempowered by head trash? This is an interesting question. The moment I ask the question, I am no longer my head trash. It can’t be any other way. The “I” that is asking is separate from head trash, although I venture [...]

By | 2016-10-17T16:31:00+00:00 May 10th, 2016|Sales Leaders|0 Comments

Creating a PlayBook that Wins: The Philosophy behind the Mechanics

Creating a PlayBook is a big commitment. So, are the rewards worth the investment? The Aberdeen Group did a survey in July 2015, which resulted in the following conclusions: Best in class companies are 3 times more likely to deploy Sales PlayBooks PlayBook users report 15% more sales reps achieving annual quota PlayBook practices combined [...]

By | 2016-10-17T16:31:10+00:00 April 19th, 2016|Sales Leaders|0 Comments

Sleepy Sales? 7 Sales & Prospecting Slump-Busters

If you’ve been a sales manager for a while, it's inevitable that one or more people – or even your entire sales team – will get into a prospecting or selling slump. For me personally, the period after the holidays or a vacation is usually the most common time for the “slump effect.” First, let [...]

By | 2016-10-17T16:31:22+00:00 March 29th, 2016|Sales Leaders, Sales Success|2 Comments

Sales Prospecting: 3 Steps for Sales Management Success

As a busy sales manager, it’s important to understand what your salespeople are thinking about when it comes to sales prospecting. If you consider how much time your sales team spends beating themselves up about NOT prospecting—and imagine that they spent the same amount of time actually prospecting… well, you catch my drift, right? When [...]

By | 2017-06-21T17:35:06+00:00 March 1st, 2016|Sales Leaders|1 Comment

Not Generating Sales Leads? Just Pick a Customer, Any Customer

When it comes to generating sales leads, do your sales and marketing people a favor and give them a customer evolution model that helps them spend quality time in the right places. This way, they never have to worry about where to focus their efforts. To really make the process stick, make it part of [...]

By | 2016-12-02T13:24:42+00:00 February 9th, 2016|Sales Leaders|0 Comments

Solving Sales Problems: Disconnects Kill Sales!

Solving sales problems is crucial to sales growth, development, and success. When there are gaps in understanding and communication, organizations suffer. Learning to create trust and make agreements that everyone keeps is essential to a close, connected relationship between management, sales, and the customer. We call fixing this: “bridging the disconnects.” One of the major causes of disconnects [...]

By | 2016-10-17T16:31:55+00:00 January 19th, 2016|Sales Leaders|0 Comments

Sink or Swim: How to Have the Perfect Sales Performance Review

You don’t have to fear giving or receiving an annual sales performance review! A good review can provide an amazing boost to performance—just what you need as your team enters into a new year! Unfortunately, some reviews are painful and disempowering. A bad review, conducted under a misguided notion that the manager has the power, [...]

By | 2016-10-17T16:32:04+00:00 December 29th, 2015|Sales Leaders, Sales Success|0 Comments