Speaker Bio

Charles Bernard (US)

Charles is founder and president of Criteria for Success, Inc., helping CEOs bridge the gap between their vision for their company and their bottom line. He helps organisations create winning sales game plans, and his strength is in getting executives to execute new initiatives. He works with companies of all sizes. Charles has brought his innovative approach to clients in many industries including technology, insurance, textiles, manufacturing, accounting, PR, retail distribution, agriculture and health care.

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Charles brings clients over 20 years experience in direct sales, sales management, recruiting and training to his growing consulting practice. As a Senior Account Executive for General Electric, he was the top revenue producer nationally. He brought in the firm’s largest multiyear, multimillion dollar regional account, Mobil Oil. He then founded the DB2 consulting firm, Atlantis Vision Ltd. He was also a Partner and Executive Director of Sales for one of New York’s first systems integrators, NETLAN, Inc.

Charles started Criteria for Success in 2004 with the goal of identifying the systems and behaviors that would enable all the sales people to be as effective as the top producer.

Charles is a well-known speaker at events catering to CEOs and senior executives around the world. His programs include Creating and Organizing Corporate Sales Cultures, The Well Organized Sales Campaign, Professional Operating States of a Business, Time Management for Overwhelmed Executives, and Developing a Corporate Sales Playbook.

Charles was born in Madrid, Spain and educated in Surrey, England. He now resides in Manhattan.

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My programmes
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The Well Organised Sales Campaign

'The Structured Selling' approach to sales training and personal development centres around three key components: attitude, behaviour and technique.

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The Well Organised Sales Campaign

 

Overview:

'The Structured Selling' approach to sales training and personal development centres around three key components: attitude, behaviour and technique. In our experience, top producing salespeople have strengths in all of these areas.

Attitude: (Belief system) is the single biggest reason behind success or failure in business. We provide participants with concepts and strategies to overcome potential obstacles.

Behaviours: To help separate success from failure, we work with both the team and the individual salespeople to help them discover solid methods for setting and achieving goals every day.

Technique: 'The Structured Selling System' is one that puts control of the selling scenario back in the hands of the salesperson. We also spend a great deal of time helping people understand the real essence of buyer.

Value to participants is a proven step-by-step sales method, summarised below:

  • The Prospect's Decision-Making Process.
  • The Keys to Successful Sales Presentations.
  • Dealing With Stalls and Objections.
  • Mastering Professional Selling.
  • Negotiating Clinic.
  • Creative Prospecting and Referrals: The keys to building your business.
  • Strategic Account Management.

 

Leadership Team Development

We work with our clients to develop leadership teams focused on consistently completing strategic sales-related projects. Aims include empower a team that sets goals.

Read more

 

Leadership Team Development

 

Overview:

We work with our clients to develop leadership teams focused on consistently completing strategic sales-related projects. We help clients nominate participants for their leadership teams, provide a pre-meeting SWOT analysis workbook, and facilitate a two day retreat to identify goals, strategies and projects that will be implemented typically over a year long period. We also schedule twelve ongoing monthly meetings and provide a template and a process for establishing accountability. We optionally facilitate one or more of their monthly meetings, with the expectation that we hand off facilitation to the leadership team when they are ready.

  • Empower a team that sets goals, identifies strategies and executes projects that improve selling.
  • Leverage existing resources to accomplish results quickly.
  • Provide an opportunity for team members to challenge themselves to accept more responsibility for results.

Outcomes:

  • Individuals assume ownership of executing projects to accomplish sales related goals.
  • Improved teamwork and alignment between management and individual contributors.
  • Strategic sales related projects are identified and achieved.

Intensive Sales Training - Full Day

The Intensive Sales Training is a full-day sales training that takes place on- or off-site. Participants interact through role-practice, workbook exercises, and active discussions.

Read more

 

Intensive Sales Training - Full Day

 

Overview:

The Intensive Sales Training is a full-day sales training that takes place on- or off-site. Charles will conduct a two-hour meeting for input to modify our standard one-day curriculum to make it relevant to the clients' business.  Participants interact through role-practice, workbook exercises, and active discussions.

The ideal candidate for this training is a company with a sales team of 7-15 people that is unable to commit to a 2-day Breakthrough Sales Training. It is also ideal for clients we have worked with in the past that may want to reinforce past CFS training and be exposed to updated topics.

Optimally, participants may take the DISC assessment in preparation for the training to gain insights about their individual selling behaviour and communication style.

  • Establish a shared company framework for sales improvement in five distinct areas (our criteria for success): Prospecting, Selling, Support, System and Team.
  • Provide philosophy and mechanics to improve effectiveness in our five criteria for success.
  • Improve teamwork.

Outcomes:

  • Completed workbook to drive immediate implementation of sales improvement strategies and tactics.
  • Receive established system for selling based on world-class training method.
  • Improve relationships within the team.
  • If client has participated in CFS training in the past, reinforce previous training and learn new topics.

This session would be suitable for a full day retreat.

Breakthrough Sales Training - Retreat Only

Breakthrough Sales Training is a two-day on- or off-site training with an emphasis on role practice and group exercises, serving as a team-building experience in addition to a training event.

Read more

 

Breakthrough Sales Training - Retreat Only

 

Overview:

Breakthrough Sales Training is a two-day on- or off-site training with an emphasis on role practice and group exercises. We work with you to select the curriculum topics which will be most appropriate for your team. This training solution serves as a team-building experience in addition to a training event, and we work closely with stakeholders and management to ensure the momentum is sustained after the event.

The ideal candidate for this training is a company seeking a comprehensive sales training solution that serves as not only a training event but also a team-building experience providing a profound impact on their selling culture.

For companies engaging in the CFS Sales Improvement Program, the Sales PlayBook will be introduced to the sales team in the training, and they will be trained on its use.

Optimally, companies not engaging in the CFS Sales Improvement Program may elect to have participants take the DISC assessment in preparation for the training to gain insights about their individual selling behaviour and communication style.  In this situation, the training will include a module on interpreting DISC results and applying them in selling situations.

Outcomes:

  • Establish a shared company framework for sales improvement in five distinct areas - our criteria for success.
  • Provide philosophy and mechanics to improve effectiveness in our five criteria for success.
  • Participate in customised role-practice scenarios.
  • Improve teamwork.
  • For companies participating in the Sales Improvement Program, introduce the PlayBook to the team and train them on its use.

The Well Organised Sales Campaign

'The Structured Selling' approach to sales training and personal development centres around three key components: attitude, behaviour and technique.

Read more

 

The Well Organised Sales Campaign

 

Overview:

'The Structured Selling' approach to sales training and personal development centres around three key components: attitude, behaviour and technique. In our experience, top producing salespeople have strengths in all of these areas.

Attitude: (Belief system) is the single biggest reason behind success or failure in business. We provide participants with concepts and strategies to overcome potential obstacles.

Behaviours: To help separate success from failure, we work with both the team and the individual salespeople to help them discover solid methods for setting and achieving goals every day.

Technique: 'The Structured Selling System' is one that puts control of the selling scenario back in the hands of the salesperson. We also spend a great deal of time helping people understand the real essence of buyer.

Value to participants is a proven step-by-step sales method, summarised below:

  • The Prospect's Decision-Making Process.
  • The Keys to Successful Sales Presentations.
  • Dealing With Stalls and Objections.
  • Mastering Professional Selling.
  • Negotiating Clinic.
  • Creative Prospecting and Referrals: The keys to building your business.
  • Strategic Account Management.

 

Leadership Team Development

We work with our clients to develop leadership teams focused on consistently completing strategic sales-related projects. Aims include empower a team that sets goals.

Read more

 

Leadership Team Development

 

Overview:

We work with our clients to develop leadership teams focused on consistently completing strategic sales-related projects. We help clients nominate participants for their leadership teams, provide a pre-meeting SWOT analysis workbook, and facilitate a two day retreat to identify goals, strategies and projects that will be implemented typically over a year long period. We also schedule twelve ongoing monthly meetings and provide a template and a process for establishing accountability. We optionally facilitate one or more of their monthly meetings, with the expectation that we hand off facilitation to the leadership team when they are ready.

  • Empower a team that sets goals, identifies strategies and executes projects that improve selling.
  • Leverage existing resources to accomplish results quickly.
  • Provide an opportunity for team members to challenge themselves to accept more responsibility for results.

Outcomes:

  • Individuals assume ownership of executing projects to accomplish sales related goals.
  • Improved teamwork and alignment between management and individual contributors.
  • Strategic sales related projects are identified and achieved.

Intensive Sales Training - Full Day

The Intensive Sales Training is a full-day sales training that takes place on- or off-site. Participants interact through role-practice, workbook exercises, and active discussions.

Read more

 

Intensive Sales Training - Full Day

 

Overview:

The Intensive Sales Training is a full-day sales training that takes place on- or off-site. Charles will conduct a two-hour meeting for input to modify our standard one-day curriculum to make it relevant to the clients' business.  Participants interact through role-practice, workbook exercises, and active discussions.

The ideal candidate for this training is a company with a sales team of 7-15 people that is unable to commit to a 2-day Breakthrough Sales Training. It is also ideal for clients we have worked with in the past that may want to reinforce past CFS training and be exposed to updated topics.

Optimally, participants may take the DISC assessment in preparation for the training to gain insights about their individual selling behaviour and communication style.

  • Establish a shared company framework for sales improvement in five distinct areas (our criteria for success): Prospecting, Selling, Support, System and Team.
  • Provide philosophy and mechanics to improve effectiveness in our five criteria for success.
  • Improve teamwork.

Outcomes:

  • Completed workbook to drive immediate implementation of sales improvement strategies and tactics.
  • Receive established system for selling based on world-class training method.
  • Improve relationships within the team.
  • If client has participated in CFS training in the past, reinforce previous training and learn new topics.

This session would be suitable for a full day retreat.

This speaker currently has no keynotes. Please check back soon.

Intensive Sales Training - Full Day

The Intensive Sales Training is a full-day sales training that takes place on- or off-site. Participants interact through role-practice, workbook exercises, and active discussions.

Read more

 

Intensive Sales Training - Full Day

 

Overview:

The Intensive Sales Training is a full-day sales training that takes place on- or off-site. Charles will conduct a two-hour meeting for input to modify our standard one-day curriculum to make it relevant to the clients' business.  Participants interact through role-practice, workbook exercises, and active discussions.

The ideal candidate for this training is a company with a sales team of 7-15 people that is unable to commit to a 2-day Breakthrough Sales Training. It is also ideal for clients we have worked with in the past that may want to reinforce past CFS training and be exposed to updated topics.

Optimally, participants may take the DISC assessment in preparation for the training to gain insights about their individual selling behaviour and communication style.

  • Establish a shared company framework for sales improvement in five distinct areas (our criteria for success): Prospecting, Selling, Support, System and Team.
  • Provide philosophy and mechanics to improve effectiveness in our five criteria for success.
  • Improve teamwork.

Outcomes:

  • Completed workbook to drive immediate implementation of sales improvement strategies and tactics.
  • Receive established system for selling based on world-class training method.
  • Improve relationships within the team.
  • If client has participated in CFS training in the past, reinforce previous training and learn new topics.

This session would be suitable for a full day retreat.

Breakthrough Sales Training - Retreat Only

Breakthrough Sales Training is a two-day on- or off-site training with an emphasis on role practice and group exercises, serving as a team-building experience in addition to a training event.

Read more

 

Breakthrough Sales Training - Retreat Only

 

Overview:

Breakthrough Sales Training is a two-day on- or off-site training with an emphasis on role practice and group exercises. We work with you to select the curriculum topics which will be most appropriate for your team. This training solution serves as a team-building experience in addition to a training event, and we work closely with stakeholders and management to ensure the momentum is sustained after the event.

The ideal candidate for this training is a company seeking a comprehensive sales training solution that serves as not only a training event but also a team-building experience providing a profound impact on their selling culture.

For companies engaging in the CFS Sales Improvement Program, the Sales PlayBook will be introduced to the sales team in the training, and they will be trained on its use.

Optimally, companies not engaging in the CFS Sales Improvement Program may elect to have participants take the DISC assessment in preparation for the training to gain insights about their individual selling behaviour and communication style.  In this situation, the training will include a module on interpreting DISC results and applying them in selling situations.

Outcomes:

  • Establish a shared company framework for sales improvement in five distinct areas - our criteria for success.
  • Provide philosophy and mechanics to improve effectiveness in our five criteria for success.
  • Participate in customised role-practice scenarios.
  • Improve teamwork.
  • For companies participating in the Sales Improvement Program, introduce the PlayBook to the team and train them on its use.

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