Culture Eats Strategy for Breakfast

 (especially in sales)


According to STAR Results’ 2015 Sales Manager Survey, nearly half of all North American sales reps failed to meet quota over the last several years.

So what’s the problem plaguing nearly 50% of your salesforce?

  • Data tells us isn’t not too little training. Your people have been trained to within an inch of their lives
  • It’s not a lack of tools. You’ve got dozens of them.
  • It’s not poor processes. Sales process have been refined and improved so they run like fine watches.
  • And it’s not incentives. Everybody knows it not incentives.

So what’s the problem?

The answer is as simple as it is frustrating:


If you haven’t built and reinforced a culture of sales success, all the training, all the tools, all the processes, and all the incentives in the world won’t help. You know that.

That’s why we’ve created Toronto’s first Sales Performance Summit, to be held at the Rotman School of Management, April 6, 2015. For those unable to attend in person, this event will be streamed live on the web.

We’re gathering 64 forward-thinking sales executives from Canada’s most influential companies to address the challenge of improving the performance.

Sponsored by Microsoft, Infusion, Top Sales World, and other key players in the sales space, the Sales Performance Summit will feature four of the most respected sales thought leaders today—delivering insights and practices to build sales cultures that work.

In one concentrated morning, you will receive strategies and tools you can start implementing today to create a sales culture that performs.

Here’s the morning’s line-up:

Bill Baldasti, VP Canadian Sales, Infusion
Approaching Customer Conversations Differently

Bill will kick us off with real case stories of sales teams that have captured customer wins with Infusion’s straightforward, proven performance philosophy: Have a Vision, Make it Beautiful, Make It Real.

Steven A. Rosen MBA, Top Sales World Top 50 Sales & Marketing Influencer
Unlocking The Power Within

Steven will share the key to unlocking the power of your salesforce by showing leaders how to leverage their people to perform beyond their potential. You’ll be stunned by the simplicity and power of Steven’s message and method.

Tibor Shanto, Forbes’ 8th Top Social Salesperson of 2014
Execute Or Die

Everyone knows that sales success comes down to the quality of execution. But many sales organizations get stuck in processes that lose their relevance in a changing marketplace. Tibor will show how you can keep your execution relevant by focusing, not on skills, but behavior change.

Tim Hurson, recommended by Oprah Winfrey’s Network & Inc. magazine
Create A Culture Of Success

Based on the unlikely success story of an under-staffed and under-resourced team that wins time after time, Tim will reveal the simple truth behind their exceptional performance—and how you can adapt the principles and tools they use to create your own culture of success.

All Participants
Round Table

A candid discussion on the topic:
Moving from ‘Almost’ to Quota—Challenges and Opportunities

Join us April 6, from 8:00 AM to 12:00 noon at the Rotman School of Management.

Click here to learn more and reserve your seat for either the live event or streaming webcast.


Making Small Talk Big


The single most important event in the sales process is the first face-to-face meeting with a new prospective client. If you think about it, the beginning of the most important event in the sales process is a big moment. Do you really want to burn it talking about the weather? […]

Q Notes, Quadrant 1: The Question Quadrant


To be useful to a client, you need ideas that help them. It’s a lot easier to get ideas when you understand their reality, what they need, how your client perceives their situation. You don’t get this without asking questions. A good sales meeting is devoted to questions. […]

Preparing a Presentation for a Client Sales Meeting: Yay or Nay?


“She makes a presentation for every client. That’s the last thing in the world I would do,” he said. “She does seem to get business, though. I’ll never understand it.” […]

Two Brains Are Better Than One – Take a colleague to your sales meeting


When we deconstructed the sales process in Never Be Closing, we started with the face-to-face meeting, the most important event in the sales process. We worked backwards to the beginning of the sales process, and forward to the steps that help you mine the meeting to build a productive relationship. You could argue that the whole sales process is built to leverage the face-to face meeting. Preparing well and debriefing all have the goal of […]