Charles Bernard has trained thousands of CEOs, Sales Managers, and Salespeople on the art of business relationships, growing revenue, and overcoming challenges. With over 30 years of experience in direct sales, sales management, and training, Charles is a subject matter expert with a knack for troubleshooting.

All talks, workshops and keynotes use an active learning approach that engages the audience, enabling them to create sales success within their own companies.

Workshops


A Well-Organized Sales Campaign

Duration: 3-hour workshop with breakout sessions | Audience: All sales organizations

This workshop examines the core elements of a winning Sales PlayBook and how its unique tools can drive effective sales activities within your company.

The foundation of a well-organized sales campaign is a Sales PlayBook. During this workshop, we’ll discuss why building a customized Sales PlayBook can help inspire growth within your company. We’ll also examine the elements of a winning PlayBook and go over some tools you can use with your team to improve sales. You will discover why the effectiveness of your organization’s sales campaign can either promote or inhibit sales growth. Lastly, we’ll help you develop a plan for implementation.

Audience Takeaways:

  1. An immediate understanding of why documenting your organization’s tribal knowledge is the key to sales success.
  2. Elements of a tried-and-true Sales PlayBook for your company.
  3. Tools you can implement immediately to maximize growth and achieve goals.

Topic Options (organizers select 3):

  • Tips for Building and Managing a Sales PlayBook
  • How to Build a Winning Sales Team
  • How to Create a Sales Growth Team
  • Discover Prospect Problems with the Problem/Opportunity Matrix
  • Drive Action via Email with the DEAL Document
  • How to Run a Meeting or Sales Call
  • 30-Second Introductions
  • Asking for Referrals
  • The Client Evolution Model/Territory Plans
  • Improving Team Performance
  • Handling Objections

Growth Is a Team Effort: How Sales Impacts Everyone

Duration: 3-hour workshop with breakout sessions | Audience: Senior leaders, VP’s, and other Key Executives

This workshop helps senior leaders inspire cross-functional collaboration within their company through the power of a Sales PlayBook.

Growth is a team effort. Every function in your company, from Operations to Marketing, has an important role to play related to growth.

But what creates growth? Sales. That’s why sales is at the heart of every company. It impacts the entire organization, and without it, your company would cease to exist.

During this workshop, you’ll discover the ultimate purpose of each function. You’ll also learn why building a Sales PlayBook can help inspire collaboration within your company. Lastly, we’ll go over how you can build a cross-functional sales growth team made up of members from all facets of your organization to oversee the PlayBook build-out process.

Audience Takeaways:

  1. An immediate understanding of why documenting your organization’s best practices is the key to success.
  2. Elements of a tried-and-true Sales PlayBook for your company.
  3. Processes for developing a cross-functional sales growth team that’ll get your entire organization on the same page.

Topic Options (organizers select 3):

  • Tips for Building and Managing a Sales PlayBook
  • How to Create a Sales Growth Team
  • How to Encourage Cross-Functional Collaboration
  • How to Establish Team Accountability
  • How to Implement a Coaching Program

How to Build a Winning Sales Team

Duration: 3-hour workshop with breakout sessions. | Audience: CEOs and VPs

This workshop demonstrates how leaders can support and grow their sales team by implementing a Sales PlayBook.

The effectiveness of any sales team depends on their best practices. That’s why the quality of your Sales PlayBook is so important.

Without a well-documented process, team members will develop their own systems for selling, unrelated to the company’s core mission or value proposition.

As a leader, it’s possible to get your team to buy into the concept of a Sales PlayBook and actively participate in building it.

During this workshop, you’ll discover how best to support and grow your sales team through the use of a Sales PlayBook. We’ll address the different elements of a winning Sales PlayBook and how leveraging the power of a Sales PlayBook can help inspire growth within your company. You’ll also learn the most foundational qualities of a world-class sales team.

Audience Takeaways:

  • An immediate understanding of why documenting your organization’s tribal knowledge is the key to sales success.
  • Elements of a tried-and-true Sales PlayBook for your company.
  • Discover how sales teams for best-in-class organizations produce outstanding results.

Keynote


Enabling Buying in a World of Selling

Duration: 1 hour | Audience: All sales organizations

Contrary to popular belief, the world of selling is not a numbers game.

As players determined to crack the “secret code”, salespeople work tirelessly to transform sales into a science. With this strategy, the list of techniques, tips, and tricks they can implement to close more deals is endless.

The truth is, none of these “tricks” actually impact buying.

Enabling buying demands that you stop selling and start encouraging buyers to discover whether a solution is truly worth the investment.

In order to do so, sellers must become problem solvers. Asking questions, for instance, helps sellers unearth a buyer’s true concerns and suggest a new approach. It also allows sellers to determine whether a buyer is a good fit for their solution.

To enable buying also means to establish a workable buyer-seller relationship. Honoring your word and maintaining integrity are the foundation of an honest, functional client relationship.

Audience Takeaways:

  1. A deeper understanding of how sellers can unearth true concerns and position solutions to address buyer needs.
  2. Elements of a “workable” relationship.
  3. How to apply the principles of workability to different business relationships.