About Mike: Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of "selling" in today's marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.
Quick Links for Mike Philie:
Where Can I Find Mike?
Speaking Engagements
Vision 3 Summit, February 21, 2012, 1:45-3:00 PM
Is Your Sales Compensation Plan Working?
A candid discussion on how to align sales compensation with your strategy and objectives
Let's face it: virtually no one is happy with their sales compensation plan. Challenges include getting sales persons to focus on new accounts, and encouraging sales of value-added services beyond the "big print order". The session will include discussion on critical issues involved in creating a sales compensation plan, aligning it with your "Go-To Market" strategy and most importantly, how to introduce change into your existing plan.
White Papers:
How CEOs Can Transform the Sales Process:
Become the Chief Sales Officer Your Business Needs
Most companies have topline leadership for Finance (the CFO), Marketing (the CMO), and Technology (the CTO or CIO). Up to now, the missing member of the C-Suite has been the Chief Sales Officer (the CSO). Leading companies are now adding a CSO to put a high-level focus on sales strategies—but not in the form of a new employee. Instead, they are turning to their CEO to take on this added role in transforming the company’s sales process, realigning and redirecting it for today’s marketplace.
Authored by NAPL sales advisor Mike Philie, this white paper outlines the strategic value of CEO also becoming your CSO, and explains how to make it work. This white paper will benefit any size print service company with outside sales representatives.
A CSO-driven transformation is a major organizational change, but it can also be a vital business breakthrough. By following the process outlined in this white paper, company leaders can begin a transformation to a more focused and consistent sales strategy that yields more—and more profitable—sales opportunities in our changing industry.Improving in-plant printing operations can pay off in many ways—from faster ROI to wider customer usage and more profitable performance. This white paper offers a practical guide to a variety of time-tested improvement strategies.
Podcasts:
NAPL NewsTalk Live! "Ask the Expert" - On the Subject of Sales and Business Development
Articles:
Don't Just Kick Tires; Kick Around Business Ideas at the Show (NAPL [P]REVIEW, Fall 2011)
What Will Reps Take Away from Your Next Sales Meeting? (NAPL [P]REVIEW, Summer 2011)
Take a Relevant Value Proposition to the Marketplace (NAPL [P]REVIEW, Spring 2011)
Client Interaction Can Write Success On 2011 Clean Slate (NAPL Business Review, Winter 2010)
Managers Can't Sit on the Sidelines in Today's Market (NAPL Business Review, Summer 2010)
Planning Growth For Today's 'New Normal' Economy (NAPL Business Review, Spring 2010)