Company

Sales Excellence, Inc. is a global training and consulting organization focused on helping companies of all sizes grow their client base, increase revenue, and keep more profit. We offer custom-tailored sales and sales management training delivered as onsite Workshops, instructor-led Web Workshops (webinars), and computer-based eWorkshops (eLearning) programs, as well as strategic consulting services for sales professionals, marketing professionals, telesales, pre-sales (technical) professionals, sales and marketing managers, and business executives.

Sales Excellence maintains a network of trainers and consultants around the world delivering training programs in a wide variety of languages. We are united by a common vision to help our clients improve sales performance and exceed their goals and objectives through the development of their people and the perfection of their business processes. Our team is guided by a group of recognized leaders and experts in the field of sales and sales management.

Bill Stinnett

Founder and President, Sales Excellence, Inc.

With over 20 years experience in professional sales and entrepreneurship, Bill Stinnett is a highly sought after speaker, coach, and consultant on the subject of maximizing sales and marketing productivity and performance. He has developed a breadth of professional experience which ranges from carrying and achieving multi-million dollar quotas, to managing and leading a sales team, to starting and managing several businesses.

Bill began his career in retail sales, spent several years in direct sales to private consumers, and moved ultimately into corporate sales to Fortune 1000 customers. Along the way he founded four profitable private companies. Since 1990, Bill has specialized in the sale of high-technology solutions dealing in six and seven-figure transactions and complex sales cycles to CEOs, COOs, CFOs, CIOs, and other senior executives. He has held sales and sales management positions with some of the world’s largest technology solutions companies including Computer Associates, Pilot Software, and J.D. Edwards Company.

Since leaving the sales ranks to found Sales Excellence in 2001, Bill has been in great demand for both keynote presentations and sales training workshops by a broad range of corporate clients including General Electric, IBM, Microsoft, Verizon, Hitachi, EDS, SAP, Boise Cascade, American Express, and Harvard Business School. His writings on the subjects of sales excellence, business acumen, and business ethics, have been published in many venues ranging from The New York Times to Investor’s Business Daily.

Mr. Stinnett is the author of two best-selling books: Think Like Your Customer (McGraw-Hill 2005), which has been translated into nine languages, and Selling Results! (McGraw-Hill 2007). His books have been praised by sales executives and business leaders from companies such as HP, Oracle, SAP, and Sun Microsystems, as well as educators from top business schools including Harvard, Stanford, Duke, Dartmouth, and Columbia University.

Bill serves as a faculty lecturer at the F.W. Olin Graduate School of Business at Babson College in Wellesley, Massachusetts. He lives in the foothills above Denver, Colorado, USA with his wife and four children.

Paul R. Sullivan

Partner, Sales Excellence, Inc.

Paul R. Sullivan has over 35 years of experience in business development consulting and education having developed and presented programs on sales, marketing, and global leadership in over 50 countries on six continents. Paul has earned an international reputation as an authority on developing global business and has helped companies build “capture teams” to win multi-million-dollar infrastructure projects throughout the world. He specializes in creating global account programs, coaching global account teams, and winning global contracts.

Mr. Sullivan has worked with companies in a wide range of industries, including aerospace, computers, defense, electronics, energy, healthcare, high technology, and transportation. His clients include ABB, AT&T, General Electric, Johnson & Johnson, McDonald’s, LG, NASA, Raytheon, United Technologies, Xerox, and many others.

Prior to joining Sales Excellence, Paul was the founder and managing director of Global Partners, Inc., an international management consulting firm, where he traveled extensively throughout Europe, Asia, and Latin America coaching, teaching, and consulting with thousands of sales leaders and senior executives. Before starting Global Partners, Paul was a senior vice president of Harbridge House, Inc., a Boston based consulting firm.

Mr. Sullivan is co-author of a book and author of numerous articles, including: Aligning the Matrix to Customers, Are You Developing Global Leaders?, Charting Your Career as a Sales Executive, and Six Traits of Global Managers. He is frequently invited to speak on topics such as sales excellence, international sales, sales leadership, and winning major contracts.

Paul received Engineering and Master of Business Administration degrees from the University of Michigan where he is currently an Adjunct Professor in the Executive Education program at the Stephen M. Ross School of Business in Ann Arbor, Michigan and Hong Kong, China. Paul and his wife reside outside Boston, Massachusetts, USA.

Cesar Dulong

Managing Director, Sales Excellence Latinoamérica

Cesar Dulong is the Managing Director of Sales Excellence Latinoamérica and an expert in selling complex business solutions to C-level executives within national and international companies. He specializes in the development of business cases and ROI studies to support strategic business technology investments as well as the skills to reach and build relationships with key decision makers.

With more than a decade of experience in the IT industry, Cesar has sold big-ticket software applications such as Enterprise Performance Management, Strategy Management, Financial Planning and Budgeting, and Enterprise Incentive Compensation for some of the top technology companies in Latin America. These include CIS Corporate, leading distributor of Hyperion Solutions and Callidus Software, as well as SAP Mexico. In this capacity, he has developed a wealth of knowledge and expertise selling to companies in the Financial, Communications, Energy, Pharmaceuticals, and Manufacturing sectors.

As a trainer and a coach, Cesar helps salespeople and managers improve their skills in every aspect of the sales profession including prospecting for new sales opportunities, needs assessment, managing all phases of the customer’s buying process, executive presentations, proposal writing, negotiation, and bringing business to closure. In addition to being certified at the “Master” level in the Sales Excellence method, Cesar has been trained in a variety of other sales methodologies, such as Solution Selling®, SPIN Selling®, and Customer Centric Selling® which enables him to help clients integrate new training programs and sales tools with whatever processes and infrastructure they already have in place.

Mr. Dulong holds a degree in economics from the Universidad de Lima (Peru) and a finance degree from Tecnológico de Monterrey (Mexico). He lives with his wife and son in Mexico City.

Jarkko Oksa

Managing Director, Sales Excellence Nordic Ltd.

With nearly 30 years experience in sales and sales management, Jarkko Oksa has led and managed sales organizations in senior management positions for several major European companies. He is the Managing Director of Sales Excellence Nordic Ltd., which provides sales training, consulting, and personnel development services for clientele throughout Scandinavia and the Baltics with offices in Espoo, Finland and Tallinn, Estonia.

Prior to forming Sales Excellence Nordic in 2007 with a group of other leading trainers and consultants from the region, Mr. Oksa was the founder and CEO of People Performance Ltd., established in 1993, to offer custom-designed training programs and consulting services for sales professionals, marketing professionals, sales and marketing managers, and business executives. He has lead more than 500 training courses for a host of European and global companies including Philips Medical Systems, Hewlett Packard, Thermo Electron, AFGA, Freudenberg Simrit, Digia, Visma Software, and Ajasto Diary Group . . . just to name a few.

Jarkko specializes in basic and advanced selling skills for a wide variety of sales environments ranging from high-volume telesales to complex multi-million-dollar transactions. His particular areas of focus are time management, sales planning, sales qualification, selling to executives, managing sales people, and negotiation skills.

Mr. Oksa earned his bachelors degree in marketing from the International Management Centre, Buckinghamshire, UK and is also the co-author (with Bill Stinnett) of the new book Manage Your Time and Your Customer Relationships just released to the Finnish market. He resides outside Helsinki, Finland.

Alistair De beer