CJ Warstler is uniquely prepared to help sales organizations of all sizes improve their performance bringing over 30 years of experience in sales, sales management, sales process consulting and implementation. This combination of sales experience, exposure to hundreds of sales organizations and thousands of salespeople, along with the real world experience implementing sales process and operationalizing within supporting CRM systems allows him to think differently than most all "sales consultants" you will encounter.
Prior to forming DecisionPoint Selling™, CJ operated Warstler Consulting, a sales and sales management consultancy. Warstler Consulting was in the business of helping sales and marketing organizations maximize their ability to drive and predict revenue.
CJ was also the Director of Global Sales Performance at Compuware Corporation where he enabled sales teams to maximize revenue by instituting and coaching an account planning discipline in green field accounts and whitespace opportunities. He tactically helped teams identify gaps in individual deals and develop plans to win through consistent opportunity review processes.
He also guided sales management teams on important aspects of pipeline management and enabled the consistent inspection of verifiable outcomes to create accountability and ensure accuracy of all SFDC reporting. He owned and managed all aspects of sales process, supporting methodologies, and integration with SFDC. He developed customized forecasting methods to increase forecasting accuracy for executive management to deliver to the investment community. He also enabled sales managers to become leaders by showing them how to manage their people through positive reinforcement of the correct behaviors.
CJ also spent over 14 years at Sales Performance International, first as a Lead Instructor of Solution Selling® workshops to hundreds of companies in over 35 countries, delivering keynote presentations to large sales organizations. He had hands on involvement and co-developed several versions of the world-renowned Solution Selling® sales methodology and authored SPI’s Collaborative Sales Negotiation program. CJ was also a major contributor to The New Solution Selling book authored by SPI CEO, Keith Eades.
As SPI's Director of Global Channels, he managed SPI's global channel sales team with responsibility for revenue, forecasting, and business development. He organized the creation of SPI’s four global offices in Montreal, Brussels, Sydney, and Singapore. Finally as a Senior Consultant, he provided sales management consulting to SPI clients around the world, sizes ranging from billion dollar companies to start-ups. While serving as a program manager for multiple global sales process implementations, he was responsible for ongoing business development, client satisfaction, implementation, and reinforcement of skills and processes. Along the way, he worked with sales & marketing departments to ensure marketing activities supported field sales efforts.
Joe Leary has spent over 30 years in the complex sales arena. His roles have ranged from territory sales, to strategic account management, to first line sales management to Sr. VP of Sales, all focused on selling complex strategic solutions to corporate buyers. Joe has been intimately involved in the hiring, development and management of sales teams in multiple industries. He has also spent time as a sales consultant working with organizations such as IBM, HP, Lucent, WebEx and AT&T to help those organizations obtain more consistent, predictable sales results from their large complex sales organizations. In addition Joe has worked with a number of smaller organizations accomplishing the same things on a smaller scale.
Prior to joining CJ at DecisionPoint Selling Joe spent time in various sales and marketing leadership roles with organizations such as Dun and Bradstreet Software, Accenture, SCT, S1, Checkfree, Fiserv and Hewlett Packard to name a few. He has been responsible for building sales organizations from the ground up, for reworking sales organizations moving from a tactical sell to a more strategic sell orientation, for building out global sales organizations, to merging acquired sales teams, and for right sizing sales teams in preparation for a change in ownership. Joe has been responsible for building teams in new markets where evangelizing is a critical skill, to building and managing a team in a highly competitive growth market , to managing teams in mature markets where the sales skills required can be quite different from those in a dynamic growth market. Joe has managed sales organizations where most of the team had little sales experience to ones where the average sales tenure was over 20 years.
In all of these environments Joe has been responsible for sales and sales management development and he has overseen the development, implementation and reinforcement of skills and processes through the utilization of both internal and external resources. Joe has had responsibility to insure all aspects of sales management including pipeline management, CRM utilization, opportunity management and forecasting are embraced and internalized to the point that they become a living breathing part of that sales organization.
With many years of hands on sales management combined with a number of successful sales consulting engagements , Joe is uniquely qualified to deploy his skills to help sales organizations mature the level of sales execution required to be a leader in today's competitive marketplace.