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Quote Your seminar was inspirational. I've been able to share what I learned with many partners who are beginning to "see the light" that if the price is not right"... they need to go deeper... not cheaper!! Thanks a bunch!!" Quote

Kathy Graham, VP Sales
Sage Software

Steve Kraner

Steve Kraner is NOT a natural salesman. He describes himself as an engineer who crossed over to the dark side. He holds a Bachelors Degree in Engineering from West Point and an MBA from Loyola College. He has built successful high-tech divisions within two major U.S. corporations: Siecor Corp and Digital Equipment Corp. His experience includes winning in commercial and federal selling environments.

 

 

No Holds Barred

 

Steve entertains as he enlightens. He combines colorful personal experiences to give you a fresh, unflinching perspective on the sales process. His unique brand of sales edutainment is generously spiced with humorous and relevant stories garnered during a colorful, 17-year sales and sales management career. He invites audiences to challenge him, and the highlight of his programs is the “no-holds-barred” interaction that results. When the dust settles it’s clear to everyone in the room that Steve can walk the talk.

 

 

Real World Selling

Your team will buy in to Steve’s innovative and dogma-shattering approach to selling because it’s clearly not theory, but real-world strategy and tactics that he personally uses to sell.

Your team will translate this training into sales!

 

Steve Kraner's Selected Accomplishments

Founded a successful sales consulting and training firm. Sandler Sales Institute has grown from a concept to a firm with over 4,000 client companies. 15 of the 20 largest software companies use Steve's programs and methodologies—including IBM, Cisco, NetApp, Oracle, and Google.

 

Lead a Fortune 100 high tech sales team to consistent triple-digit growth. As a senior sales executive for at Digital Equipment Corporation, lead the expansion of sales to both DOD and commercial manufacturers. Pioneered the use of indirect sales channels to multiply the team's force and impact. Personally established and maintained executive relationships within the Office of the Secretary of Defense, Department of the Army, and other top DOD agencies.

Generated over $35M in new revenues, established annuity business with several new agencies, established the initial beachheads which was critical to the successful introduction of two key new offerings. Solutions provided to these customers were integrated mixes of products and services from both Digital, Digital partners, and other third parties, including:

  • Professional services—consulting, assessment, design, project implementation, training and support
  • Software—security, databases, LAN, WAN, Geographic Information Systems, Molecular Modeling, CAD, and custom applications for manufacturing, logistics, intelligence and medical research.
  • Hardware—computing platforms, networking components, custom designed and built devices.
  • Established a new business unit in a Fortune 100 firm. Recruited by Digital to start up a new system integration division focused on designing and building national and global corporate networks. Lead the division from initial business planning to the point where it was a successful and profitable unit. Activities included budgeting, staffing, recruiting engineers, project managers, sales people, and administrative staff, developing policies and procedures, marketing, and supervising the selling and delivering the first several large projects.
  • Established a new business unit in a new venture firm, capitalizing on new technology. While at Siecor Coporation, Steve developed the concept for applying fiber optic technology being used in the telephone networks to computer applications. Established a turnkey fiber optic network business unit, and ramped it up quickly via joint ventures with IBM and Digital.
  • US Army Officer, Airborne/Ranger, Troop Commander
  • Author of internationally popular programs:
    • Negotiating with the Savvy Software Buyer©
    • Negotiating with the Professional Buyer©
    • Software Sales Leadership© and numerous articles on high-tech sales,negotiating and sales management

  • Career Summary

    • President, Sandler Sales Institute
      3/95-Present

    • Digital Equipment Corporation
      9/87-2/95
      Senior Sales Executive
      Director, Integrated Systems Division

    • Siecor Corporation
      4/84-9/87 Manager, Computer Applications Group
      Supervisor, Project Engineering Division
      Project Engineer

    • US Army
      6/79-4/84
      Troop Commander