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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. Team building, sales productivity improvement, managing the sales of complex products into complex organizations and fast sales growth 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 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, where the focus of the practice is on helping organizations improve the productivity of their sales forces. SPI works with clients to 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 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.
He also is 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.
Prior Work Experience
Prior to founding Sales Productivity Institute, Phil 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%, from $45MM to $76MM, in two years by improving the sales productivity of the resellers, launching a subscription program and successfully introducing new products to the customer base. Prior to that he was Director of Baan’s southwest operations where 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. For the 16 years prior to that, he was with MAI/Basic Four where he, after several promotions, was V.P. of Industry Sales. Phil earned the reputation of being the most effective leader at building and growing excellent sales teams. He has consistently delivered excellent results.
Other Activities
In addition to his seat on the board of directors at Cerius Consulting, Phil has served on advisory boards for several start-up companies, serves on the Consultative School Board at Santa Margarita High School where he also is co-President of the Executive Guild, serves on 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 Ensead Senior Management Program in Fontainebleau, France.
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