Chris Smith

About Chris Smith

As an outcome focused B2B sales & negotiation performance consultant for > 20 years, I have worked globally with many of the world\'s leading sales organizations to elevate their value selling, account management, and negotiation capabilities. My passion to drive results with my clients has, to date, enabled them to close ~$2.5 billion in sales, while driving strong, and in many cases, improved relationship contribution margins (CM). My expertise has been forged by coaching on of deals with client sales teams throughout The Americas, EMEA, and N. & S. Asia. Industry sectors where I have the greatest deal coaching experience include: Financial Services, High-Tech, Life Sciences, Professional Services, and Specialty Chemicals.As a Senior Consultant and deal strategy coach, my areas of subject matter expertise include:• Enabling clients\' teams to drive sales & negotiation process adoption, and to elevate business results• Integrating sales and negotiation strategy and process• Coaching sales professionals on value selling and negotiating strategy execution • Facilitating organizational change and individuals\' skill & behavior transformations• Enhancing salesforce efficiency and effectivenessIn 1998, I was awarded an MBA with Distinction from the Kellogg Graduate School of Management, Northwestern University, with concentrations in three fields: Management Strategy, Marketing, and Organizational Behavior.Specialties: Sales enablement; Managing complex B2B sales and negotiations; Leading sales programs; Key Account Management (KAM); Adult learning & development; Workshop facilitation; Solution selling and negotiating process training; Deal strategy coaching; Critical thinking; and Change management.

Experience

1. Field Engagement Lead Ona E & U and Fsi

   Oracle

   Sep 2022 — Present · Chicago, IL, US

Education

• Eastern Kentucky University

  Bachelor of Business Administration - BBA, summa cum laude, Major: Finance / Minor: Philosophy

• Northwestern University - Kellogg School of Management

  M.B.A. with Honors, 3 Concentrations: Business Strategy | Marketing | Organizational Behavior

  1994 — 1998

• The Royal Grammar School, High Wycombe

  9 O-Levels

Skills

• Negotiation
• Sales
• Sales Workshops
• Crm
• Customer Relationship Management (Crm)
• Executive Coaching
• Change Management
• Strategic Planning
• Consulting
• Leadership Development
• Professional Services
• Management Consulting
• Sales Management
• National Sales Training