Michele I Khoury
 Michele brings over 30 years of experience in the Information Technology Industry, including 28 years of sales success. Her first position was pre-sales technical support for Foresight Systems, Inc. Foresight sold financial planning software for mainframe computers. Michele’s responsibilities included pre-sale demonstrations, post sale three and four day implementation training workshops, working at the help desk, and providing professional services customizations.
In 1978 Michele joined Xerox Computer Services (XCS), where she set two sales records. The company’s quota was three new accounts per year, and Michele sold 14 new accounts in her first year. XCS acquired a mini-computer company, and Michele set another record by selling the most systems in a single year, generating the highest revenue. During the five years she was with XCS, her sales performance never fell below 160% of quota. Because of her performance, Michele was asked to co-teach the Basic and Advanced Sales Training at XCS, while still being responsible for making her sales quota. At XCS, Michele was promoted three times. Michele was also a District Sales Manager for Martin Marietta Data Systems, and within one year was promoted to Regional Sales Manager. With Michele’s leadership, the region attained 125% of quota.
Michele then joined Apple Computer as an Account Executive, and within one year was promoted to Business Development Manager. In 1987 she was named Business Development Manager of the Year. Michele achieved membership in the Golden Apple Club five consecutive years.
In 1989, Michele started her own business offering sales process methodology training. From 1989 until 2002, she was a Licensed Solution Selling® Affiliate. Beginning April 1, 2002, she is a Licensed CustomerCentric Selling™ Affiliate. Michele says her mission is to make selling an honorable profession.
Customer Centric Selling focuses on key selling issues:
• prospecting/business development
• solution/need development
• identification and creation of unique business value
• prospect qualification and disqualification
• sales process control
• negotiation and expectation management
• improved forecasting accuracy with objective pipeline milestone identification
The core principle of Customer Centric Selling is that the understanding of the needs, goals and value to the customer are central to the prospect making a purchase decision, not the features of a particular product or service offering.
Who Should Attend:
Sales executives, sales managers, sales, pre-sales technical support, marketing and professional services. Anyone within the organization who interacts with prospects and/or customers or supports the sales function would also attend-i.e., President, VP of Marketing, VP of Professional Services, VP of Product Development, and VP of Finance (for the forecasting process). The value of the model is that it is a uniform company sales process. Everyone in the organization would have the same vocabulary and understanding of the sales process.
Workshop Duration: 3.5 days
For more information, e-mail Michele@marketingwares.com |
