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Customer Testimonials To Whom It May Concern: Bluepoint Solutions has been growing at a fast pace in the last year and I anticipate we will grow at least as fast over the next three years. All of our strategic initiatives are dependent upon making our revenue goals. Since we sell a high dollar value application software product to Credit Unions and our sell cycles are long, it is important that our forecasts be accurate and that our revenue is predictable. We can’t miss any quarterly revenue goals. Thus we decided to re-do our sales process employing best practices wherever possible. Fortunately, we were able to engage Phil Nasser to lead us through the process. He is an expert on the sales cycle and at deploying systems and tools that have an immediate impact on sales productivity. He showed my sales people a better way to manage their territories and, unlike other training programs that can be “events”, provided ready-to-use tools at every step of the sales cycle. I personally thought the best tools were: the models for discovery sessions with prospects the methods of uncovering a prospect’s inefficiencies and, thus, cost-justifying our solutions showing our sales people how to differentiate themselves and position themselves as consultants the activity management system the t elephone prospecting scripts He did one other thing that was great: he showed my sales people how to be effective when telephone prospecting. This has encouraged my sales people to “get back on the phone” and qualify prospects thoroughly before making an expensive trip just to meet with a prospect who is not well qualified. In many ways this is priceless. I would encourage you to talk with Phil about how he might help you improve the productivity of your sales force. You won’t regret the time invested. Sincerely, Hal Tilbury President Bluepoint Solutions Vista, CA “Fortunately, we were able to engage Phil Nasser to help us re-do our process. He is an expert on the sales cycle and at deploying systems and tools that have an immediate impact on sales productivity. I personally thought the best tools were: the models for discovery sessions with prospects the methods of uncovering a prospect’s inefficiencies and, thus, being able to cost-justifying our solutions showing our sales people how to differentiate themselves and position themselves as consultants the activity management system the telephone prospecting model and scripts ” Hal Tilbury President Bluepoint Solutions “I enthusiastically recommend the Sales Workshop conducted by Phil Nasser. This informative session provided our sales team with the tools necessary to achieve greater success and the methodology to measure that success.” Richard Drew Chief Operating Officer Bluepoint Solutions “Phil Nasser kept us focused on the customer, the target market served, marketing and a winning sales plan. He challenged all our assumptions and prioritizations at each step keeping us honest. He performed valuable competitive and market research and was ultimately able to create an impressive business plan document. His business judgment throughout the process was excellent.” Mike Moore President Recycling Sciences “Because of our growth plans at 2Contract we needed help reworking our strategy and developing a business plan to secure venture financing. Fortunately, we were referred to Phil Nasser and others at Cerius Consulting. They challenged our strategic assumptions every step of the way, offered consistently valuable advice that resulted in a credible, actionable business plan and were invaluable in the writing the final document. Their understanding of the nuances of the application software market is second to none. We were very pleased with their services and would be pleased to recommend them. Les Kristof President 2Contract, Inc. “Phil Nasser/Sales Productivity Institute helped Zoll re-design our sales process from beginning to end. They coached us on designing our CRM system, defining an ideal prospect, the major customer inefficiencies our products remove and more. Their models for phone prospecting and discovery sessions with prospects were easy to understand and use. Importantly, their approach demonstrated the most important qualification tool is the telephone. And, to bring it all together, they conducted a training program for the entire sales team. We were very pleased with their services.” Vane Clayton President Zoll Data Systems

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