Bud Suse
Please contact Bud Suse directly.
SPECIALIZED EXPERTISE:
Very Large, Very Complex, Very Long Sales
Campaigns
Year started getting paid
to speak to audiences: 1971 when IBM promoted me to
District Sales Ins.
Year started speaking to audiences: 1971 - Stand up
presentations and seminars
CONTACT
DATA:
Bud Suse
Cell: 760-500-2235
Fax: 760-742-1839 (Pauma
Valley Country Club)
32271 Wiskon Way West
Pauma Valley, CA 92061
BIO
I graduated from
Central Missouri State University with a Bachelor of
Science Degree in Education. I have enjoyed a long sales
management career, primarily in the technology industry, as
a deal maker and sales manager. My wife, Sue, and I have
two children and three grandchildren. We reside in Southern
California.
My B to B career started with IBM. After twelve years with
IBM, I migrated to the very complex industry of electric
design automation and discovered that the discipline of
consultative selling and advanced sales campaign
management, orchestrating very long and very complex sales
campaigns, were two entirely different sets of skills and
disciplines.
In the position of National Sales Manager for a startup
company in the electronic design automation industry, I
spent most of my time coaching salespeople and managers on
the question of "what to do next" in long sales campaigns.
We were very successful in developing the industry's most
effective Major Accounts Program. Because we were, I
decided to reconstruct a dozen very large and
representative deals we had won. Then I taught that program
worldwide for the company for several years and I loved
doing it!
PASSION
My passion is coaching
salespeople and sales managers how to anticipate the
probable events in specific, significant sales
opportunities. Having conducted many seminars worldwide on
the subject, I'm certain that this is the arena in which I
add value to sales organizations.
During
the past few years, I have been active as an independent
consultant for companies involved in very large, very long
and complex sales campaigns.
AWARDS
For
multiple years won "Top Ten Most Valuable Employee Award"
from Mentor Graphics.
Won "Highest Achievement Award" for all divisions at
Tektronix.
Awarded "Hundred Percent Club" every eligible year at IBM.
Awarded "Because of You" award from Pauma Valley Country
Club for writing the successful new clubhouse proposal and
managing the campaign.
PUBLISHED TITLE: Closing the
Whales
LECTURE
TITLE: Closing the Whales -
Advanced Sales Campaign Management
SEMINAR/WORKSHOP
TITLE: Closing the Whales -
Advanced Sales Campaign Management
ORGANIZATIONS ADDRESSED IN THE PAST
As
an employee (presentations to sales
teams):
IBM
Tektronix
Mentor Graphics
Cadence Design Systems
Monterey Design Systems
As
consultant:
Applied Microsystems
Gemstone Systems
E-Soft
Financial Statement Services
AUDIENCE
TESTIMONIALS
“Bud Suse spent his entire career
mastering the large, complex, long-term sale. Like few
others, he understands that such sales are won only through
sound strategy and honest relationships that stand the test
of time. His approach is one of meticulous planning and
relentless follow-up augmented by genuine concern for the
needs of the client. His methods have been proven
throughout the world.”
Robert L. Albin
Co-Founder & President
American Sales Masters
And
Retired Chief Operating Officer
Western Union North America
“As a sales consultant, Bud Suse was instrumental in
helping our organization win several large contracts in
highly competitive situations. The structure of Bud’s
unique approach towards complex sales campaigns breaks down
key components into manageable pieces. This system has made
our entire sales group more productive by eliminating
guesswork. Bud is a true sales professional and would be a
valuable resource to any sales organization. “
Dick O’Neil, a VP of Marketing
“My Major Accounts Team for Mentor Graphics was responsible
for over $100M in Major Account business. Managing complex
sales cycles with customers like Motorola, Texas
Instruments, General Electric and General Motors required a
disciplined approach to major account management. Bud Suse
was instrumental in both the establishment and execution of
a major accounts sales campaign methodology that
successfully dissected, profiled and documented how to
capture, maintain and grow our revenues in these large deal
opportunities that involved very complex sales cycles.
At Gemstone Systems, I have used many of the concepts that
Bud created to build a global presence with major accounts
such as Citicorp, JP Morgan, Credit Suisse, UBS, Defense
Intelligence Agency, Nokia and Siemans.”
Dan Ware, Senior Vice President, Gemstone Systems
Our company, again, retained Bud Suse to collaborate with
our sales organization to capture specific, large sales
opportunities.
Together, Bud and I planned and executed an effective sales
campaign strategy to win a very significant major account,
one of the three largest companies of its industry in North
America. At the beginning of the sales campaign, there were
twelve competitors, and we were ranked next to last: but we
decided to be the little engine that could. With the right
mind-set and the right plan, and after a few months of
meticulous campaign management, we moved into first place
and won this award: a multi-million dollar, multi-year
contract.
Clemens Spengler, Director of Major Accounts, FSSI
DESIRABLE
AUDIENCES
Sales teams of companies
that sell technology systems:
Computers
Enterprise solutions like software
CAD/CAM
CRM companies
Office Equipment sales teams
Office furniture
Chip companies: AMD, Motorola, etc.
PERSONAL
POLICY: Best work has been
conducting a two-day seminar (half days in class) combined
with collaborating on active opportunities during the
balance of the two days.
Please contact Bud Suse directly.
9-1-08