Motivational Speaker Bud Suse
After twelve years with IBM, I eventually migrated to the Electronic Design Automation business during the infancy of that industry. IBM's excellent training did not quite prepare me for the very large and very lengthy sales campaigns that were indigenous to the Design Automation Industry. In time, though, I was promoted to National Sales Manager of my company and as a result, nearly every day I was involved with very large opportunities being pursued by one of our sales teams. In short, I learned what it took to win the bigger opportunities. After five years in management with that company, I developed a process for winning large accounts, and the company sent me to virtually all the field offices in North America and Asia to train our sales force. Our sales training department taught the program in Europe. Today, I train salespeople how to win the very large sales opportunities.
Even experienced salespeople struggle to understand how very large, complex sales opportunities are different from their distant cousin, the quick, smaller transactions. That is what I bring to a client as a value proposition. In addition to presenting the concepts, I conduct workshops to completely ingrain the unique campaign management process; usually targeted at a specific opportunity in process. The best results occur from a pre-event, on-site assessment followed by a scheduled half-day of interaction and presentations followed by a full day of one-on-one collaboration with salespeople on specific sales plans.
Motivational Speakers Directory > Motivational Speaker Programs
Closing The Whales
Closing the Whales is a presentation and optional workshop based on a book that I have written by the same title. The objective of the presentation...Bud Suse spent his entire career mastering the large, complex, long-term sale. Like few others, he understands that such sales are won only through sound strategy and honest relationships that stand the test of time. His approach is one of meticulous planning and relentless follow-up augmented by genuine concern for the needs of the client. His methods have been proven throughout the world. - Dick O'Neil, a VP of Marketing.
My Team for Mentor Graphics was responsible for over $100M in Major Account business. Managing complex sales cycles with customers like Motorola, Texas Instruments, General Electric and General Motors required a disciplined approach to major account management. Bud Suse was instrumental in both the establishment and execution of a major accounts sales campaign methodology that successfully dissected, profiled and documented how to capture, maintain and grow our revenues in these large deal opportunities that involved very complex sales cycles. At Gemstone Systems, I have used many of the concepts that Bud created to build a global presence with major accounts such as Citicorp, JP Morgan, Credit Suisse, UBS, Defense Intelligence Agency, Nokia and Siemans. - Dan Ware, Senior Vice President, Gemstone Systems.
Our company, again, retained Bud Suse to collaborate with our sales organization to capture specific, large sales opportunities. Together, Bud and I planned and executed an effective sales campaign strategy to win a significant major account, one of the three largest companies in their industry in North America. At the beginning of the sales campaign, there were twelve competitors, and we were ranked next to last. We decided to be the little engine that would. With the right mind-set and the right plan, and after a few months of meticulous campaign management, we won this award: a multi-million dollar, multi-year contract. - Clemens Spengler, Director of Major Accounts, FSSI.
Bud, not the one-year plus IBM sales school, taught me how to ask a question, put a series of questions into making a sales call, then a series of sales calls into running a sales campaign: And no one I've run across since is a better teacher of the close than Bud. - Bob Dunne, Vice President of Worldwide Sales,Tripwire.
Keynote
Half day
Full day
To receive more information, testimonials, packets, and/or a video on Bud Suse - or if you would like to talk directly to Bud about how he would fit with the event you are planning, call our staff at Nationally Speaking today.
Call 877-234-6086 or email info@nationallyspeaking.com today!