CEO, driving organizations to healthy profitability and growth

OVERVIEW:As the President of Stepp Sydnor Training Solutions, I established and grew a consulting-training-implementation support business that focuses on Fortune 500 companies and other clients across multiple industries. I work jointly with implementation partners, sales channels, and strategic sales consulting companies to ensure fulfillment of their top-priority needs.As an Executive Coach and Consultant, I interact with leaders within client companies to evaluate operations, identify pain points, and create strategies to drive improvement goals, including: ★ Implementing training programs★ Optimizing B2B sales processes★ Recruiting and hiring top performers★ Enhancing best practices, and★ Developing / transforming existing sales managers into leaders, coaches, and motivators.Throughout my career, I have consulted and contracted with a broad range of companies that include McKinsey Consulting, Comcast Business, Hood Packaging, the Kelly Community Federal Credit Union, First Bank-Prosperity Bank, Brookshires Grocery Company, Sam's Club and others. I have also consulted with Fortune 100 companies as a Senior Consultant for predictive inventory tools used in hiring within various industries, including Cox Communications, Time Warner Cable, PriceWaterhouse Coopers, and others. The value I have brought to these companies is that I provided clear, actionable strategies on how to stay ahead of their competition by re-thinking, measuring, and improving best practices for B2B and B2C sales. Management and sales professionals are taught how to counter objections and sell the benefits of their products / services vs. their features. As a result, my clients have enjoyed specific, quantifiable successes – some of which are detailed in the SSTS sections below.My services are always customizable to meet specific organizational needs. Each one comes with a guarantee that the client will learn innovative strategies and specific tactics to drive success.

SERVICES:✦ Executive Coaching & Consulting✦ Sales Team Training & Development✦ Internal Process Improvement Initiatives TRAINING SOLUTIONS:✦ 2 Meeting Close Selling System, Home Study (online course)✦ 2 Meeting Close Selling System (seminar)✦ Prospecting Old and New Territories (seminar)✦ Setting Priorities and Time Management (seminar)✦ Negotiate First Before Discounting (seminar)✦ Smart Sales Management (seminar)✦ LinkedIn Prospecting (seminar)PUBLISHED WORKS INCLUDE:✦ Survive or Thrive- Creating the Life You Want out of the Life You Have, 2008✦ Survive or Thrive- Guidebook, 2011✦ 32 Sales Objections Easily Countered, 2015NEW BOOKS IN THE WORKS: ✦ 2 Meeting Close - How to Improve Sales Meetings, Your Close Ratio✦ Shorten the Sales Cycle. ENGAGEMENTS & SUCCESS STORIES:✦ Specific client success stories can be found below.

OVERVIEW:For Comcast, I contributed to the introduction and delivery of new sales leadership development training and program as B4U and Empower Implementation Coach, with 8 weeks on-site per wave (4 days per week). In this role, I provided daily on-site support and developed the performance of 2 sales managers, each with 6-9 direct-report sales reps. Additionally, I organized and integrated program specifics along with the implementation team, contributed to weekly feedback calls, and conducted competency assessments on salespersons (reviewing outcomes and conducting one-on-one feedback for each participant).RESULTS:★ 30% lift in sales returns over a 2+-year period.★ 17% increase in market within a few months of sales implementation--- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- ---“Stepp has created a repeatable blueprint to deliver daily results.”--- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- ---

OVERVIEW:For Brookshire, I launched leadership development and strength coaching sessions and programs within the company's Texas markets. In this capacity, I designed the curriculum and delivered training sessions, coordinating efforts with Brookshire’s HR team.RESULTS:★ Highly positive feedback on Strength through Coaching Course.--- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- ---“This course would be beneficial to anyone interested in improving their leadership skills.”--- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- ---

OVERVIEW:For Hood Packaging, I performed Competency Assessments and implemented feedback/coaching sessions, delivering training on Team Building, Communication, and Dialogue Development. In this role, I instituted programs that included Crucial Conversations, Coaching Style Management, Employee-Focused Management, Deskside Consulting, Proactive Sales Management, Proactive Sales Management, and Prospecting Old and New Territories.RESULTS:★ Full turnaround, with multimillion-dollar / 8-figure revenue growth.--- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- ---“We indeed had a turnaround thanks to his concise and doable tips for improved interaction.”--- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- ---

OVERVIEW:For Time-Warner, I formulated and rolled out a nationwide Truck Roll Prevention program, as well as facilitating a sales program for an inside call center, with 9 weeks on-site per wave (4 waves total). Coordinating implementation in specific markets with leaders, I held feedback sessions with stakeholders to report progress and address any inquiries.Previously, I developed a training curriculum and hiring tool for the company’s Southwest division in Los Angeles. As part of this initiative, I evaluated the division's needs, created the curriculum, and delivered training in a coordinated effort with the HR department. In addition, I conducted coaching sessions for both sales managers and professionals. RESULTS:★ Improved CSAT, TRP, FCR, and other metrics★ Increased sales by replacing reactive with proactive sales approach.--- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- ---“From his class to his coaching CDs – his strategy will inspire any sales professional.”--- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- ---

OVERVIEW:For SuddenLink / Cox Communications, I developed the outside and inside sales curriculum as well as sales leadership curricula. In this role, I managed a training team of 5 and delivered the training program for all markets.RESULTS:★ Highest sales commissions by sales reps in 3 months post-training.★ Developed future work with Sales Manager & Professional Profiling.--- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- ---“We continue to utilize and incorporate Stepp's program that is now part of our culture.”--- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- --- ---

OVERVIEW:For Pricewaterhouse Coopers, I conducted a detailed needs assessment and built a hiring tool for account representatives in a joint effort with tool vendors and HR from PwC. In this position, I scheduled and delivered training for sales leaders, with a focus on Proactive Sales Management Processes. RESULTS:★ Improved sales and the quality of incoming sales team members.

OVERVIEW:For Sam’s Club, I designed and implemented a Top Producer sales training program that engaged team members fully in all aspects of the sales lifecycle.RESULTS:★ #1 store ranking among 455 Sam’s Club stores nationwide.

OVERVIEW:For Trinity Mother Francis Hospital, I created and introduced a program for reducing the cost of hazardous waste materials, including the development of an education program and audit processes.RESULTS:★ 48% cost reduction.

OVERVIEW:I was brought on board to identify new markets, create marketing strategies, and hire, train, and mentor sales and management staff for an Industry-leading hardware and software solutions provider. My primary efforts focused on transforming the company from a computer vendor to a consultative, MIS on-site support partner. In this position, I reported to the CEO.HIGHLIGHTS:★ Increased revenues 200% by introducing account software packages (for product line improvement), improving hourly billing per technician, and instituting a technology assessment program.★ Built and maintained an excellent reputation for client service, introducing strategies to ensure above-and-beyond service (e.g. implemented a LAN management contract to provide customers under contract with same-day priority service and discount pricing).★ Founded and served as the President for the Association of Computer Technologies (ACT) that provided benchmarking and networking opportunities with other businesses.

OVERVIEW:I served as a consultant to the National Sales Manager with a systems integration company (specializing in local and area-wide networks, hardware sales, and on-site support contracts to Fortune 500 companies). Additionally, I served as an account executive, calling on B2B clients that included Spaghetti Warehouse, Fina Oil, and Chemical.HIGHLIGHTS:★ Advised upper management on effective restructuring strategies involving the company’s sales and marketing plans for a national sales force.

OVERVIEW:I directed all sales and marketing functions for a provider of professional IT network and support services, defining new products, services, and markets in the MIS area. In this role, I hired and trained the account executive team, developed the inside sales team, and led efforts in market expansion and new product offerings. Major accounts included: Zales Corporation, Fina Oil and Chemical, Bombay Company, IBM Outsourcing, DSC Digital Switch Corporation. Products included Cisco, Microsoft Solution Provider, Novell, and more.HIGHLIGHTS:★ Created an Engineering Round Table (ERT) that provided opportunities for MIS departments to benchmark with each other.★ Increased annual revenues from a 6-figure to a 7-figure total over a 3-year period by capturing contracts with high-profile companies, including Exxon, Blue Cross & Blue Shield, Bombay Company, Southwestern Bell Mobile Systems, and Fina Oil & Chemical.