Philip A. Nasser, President/Founder, Sales Productivity Institute
Phil is a senior sales and general management executive with over three decades of experience in the information technology industry. Strategic planning, team building, sales productivity improvement, managing the sales of complex products into complex organizations, fast sales growth and building corporate strategy are his primary strengths.
Phil has extensive experience with various channels of distribution, strategic account management, sales training, telesales and installed-base sales. He is passionate about strategic planning, profit-improvement selling, solution selling and sales activity management and has brought these technologies, disciplines and systems to all of his sales teams.
Sales Productivity Institute
Currently, Phil is President of Sales Productivity Institute, a partnership he founded in 2001. The focus of the practice is on strategic planning and helping organizations improve the productivity of their sales forces. SPI works with clients to build strategic plans, design best-practice sales processes, install activity management systems, choose and implement a sales methodology, create go-to-market sales strategies…all to improve market share and squeeze inefficiency out of their sales process.
SPI clients come from a broad set of industries including healthcare, finance, contract management, contract labor, application software, resource conservation and others.
Prior Work Experience
Prior to founding Sales Productivity Institute, Phil was a co-founder and Chairman of Cerius Consulting, a group of 70 independent consultants providing a broad range of cost-effective consulting services to organizations in southern California. Previously, he was V.P./General Manager for Sage Software for three and a half years. Sage is the world’s largest accounting and business management software company with over 2.8 million customers. Among his accomplishments was growing the revenue of a mature product line by over 65% in two years (from $45MM to $76MM) by improving the sales productivity of the resellers, launching a subscription program and successfully introducing new products to the customer base. Before that he was Director of southwest operations for Baan, an enterprise resource planning software company (ERP). A key accomplishment was a $26MM sale to a division of Caterpillar Tractor. Earlier, Phil was Executive V.P. of Sales at Mitchell International, a $120MM supplier of information and turnkey software solutions to the collision repair industry. In a shrinking market, he and his team of 120 were able to grow software revenue by 30% by introducing a strategic selling system and winning key competitive sales…stealing market share in the process. Key accounts were State Farm Insurance, Auto Club of Southern California, Mercury Insurance and Allied Insurance.
Phil has served on the board of Cerius Consulting, on advisory boards for several start-up companies, the Consultative School Board at Santa Margarita High School where he also was President of the Executive Guild, the Software and Technology committee of the American Electronics Association and the Software Business committee of the Software Council of Southern California.
He has an MBA from Michigan State University, a BS from Indiana University and graduated from the Insead Senior Management Program in Fontainebleau, France.