EAST BAY INSIGHTERS
Background: Chip teaches professionals how to “sell without sounding like salespeople.” He primarily works with consultative industries (accounting, financial services, technology, science, medicine, engineering, construction, etc.) and industries that require a consultative approach.
Chip has been featured in the San Francisco Business Times, Remodeling Magazine and Forbes and has conducted sales calls and training sessions in 15 countries. He is passionate about his business because many salespeople have struggled due to their employer’s failure to provide the necessary on-boarding and training. Without such guidance, salespeople often fail in their new sales responsibilities.
Chip earned a BSEE from the University of Texas and an MBA from the University of Chicago. Chip enjoys golf, bridge and guitar.
Company: Sandler Training is a global training franchise with locations in over 25 countries and more than 250 local offices. Chip started his training location in 2000 within the San Francisco Bay Area. He works with customers whose primary operations are in the United States and Canada.
Chip’s best clients have a CEO or CMO with superior sales skills and possess one (or several) internal candidate(s) with potential for an outside sales position. These clients want to know if such candidates have what it takes to truly excel in sales, “rain-making” or business development.
Chip assesses his customer’s sales training needs as well as the current skills of the potential participants before he agrees to train them. Unfortunately, 20-30% of the existing salesforce are not good candidates for training. These salespeople (or more commonly referred to as account managers, executives or business development professionals) may not be the best fits for continued employment, much less training. Sometimes, however, these individuals should be left to continue what they have been doing (since they have had some success). Training is not always an appropriate solution for all business developers.
Representative Clients: Chip does not share his customer list as most of his clients do not want the public to know that they are employing advanced sales psychology and skills in their salesforce. References are available as appropriate.