Our Philosophy
Whether it’s through the deployment of sales processes based on proven best practices or the development of account and opportunity plans that are practical and realistic, it’s all about predictable, repeatable and sustainable success through consistent sales execution.
PMI’s clients achieve increased levels of field productivity and sales execution through the implementation of PMI’s unique approach to connecting proven processes with consultative skills and effective strategies.
Through this approach, PMI carefully assesses the needs of our clients, understanding their business, their customers’ requirements, their competitive landscapes and the readiness of their field organizations to effectively execute.
“PMI has played an important role in the development of new processes and best practices into our field sales organization. Our people trust the experience and credibility of the PMI team because they understand the needs of our business, our people and our customers.”
“When we needed a partner to assist us in deploying strategic account and opportunity planning processes, we turned to PMI. They were able to help us in configuring our unique requirements into a globally accepted approach to account and opportunity planning, management and review.”
“PMI has worked as a trusted advisor to us in developing new processes to create value for our largest global customers. Their insight into connecting the efforts of our strategic account teams with the value and relationships that our customers expect continues to be of great benefit to us.”
“I’ve been heavily involved in PMI’s work with us and I can tell you that these guys really understand the issues facing today’s field sales organizations. The sales performance processes, skills and tools that they have introduced to us are based on our own best practices and their experience in our business – a winning combination.”
“After investing the time to understand our business, PMI developed and deployed customized processes and tools to assist us in managing our accounts and opportunities. They have helped my team focus on value creation and co-creation throughout the customer engagement process, and we are more effectively positioning our solutions and differentiating our value as a result.”
Meet Our Team
Our commitment is the creation of predictable, repeatable success for our clients, based on their own best practices, industry dynamics and the way that they do business.
PMI’s clients benefit from our experienced team of consulting professionals, all of whom have enjoyed successful careers in sales and sales management.
Experienced Successful Consultants
Our consultants know how to assess, identify, design, develop and deploy sales best practices solutions to create optimal value for clients with speed and precision because they are better able to understand their problems. From their prior experience as CEO’s, Chief Sales Officers and senior level executives, we have first-hand knowledge of the types of business objectives that clients are faced with and understand that their needs likely go far beyond traditional standard, off-the-shelf sales training.
Our heritage is one that is firmly based in the core belief that if a consultant/trainer has not “felt the pain” associated with being in senior leadership, it is virtually impossible for them to be credible in front of an audience of experienced sales professionals. We are confident that our highly experienced team of consultants can both meet and exceed your expectations – and PMI’s client base will attest to this.
Steve Andersen founded Performance Methods, Inc. following a successful 20-year technology career within the high-growth business applications software industry. As President and Founder, he is involved in client projects, solution development and establishing strategic direction for PMI. Steve served as “senior sales executive” multiple times during his career, and his background includes extensive experience in sales, sales management and sales leadership.
Craig Jones is a sales management veteran, offering 30 years of invaluable marketplace experience in sales and consulting to the Fortune 500 corporate environment. As a Management Consultant, Craig uses his experience in sales, sales management and sales coaching/consulting to help organizations institutionalize best practices for their customer engagement teams.
Todd Lenhart is a sales executive with over 25 years of experience in sales, sales management, corporate leadership, strategic planning, negotiations, and strategy execution. He brings a broad business background to PMI with extensive executive involvement working in and consulting with large multinational corporations. His corporate experience in sales and as a CLO coupled with his technical background as a CPA provide a unique perspective on the challenges facing sales leadership today and the solutions that help leading companies maximize every aspect of the customer engagement life cycle.
Dave graduated from college with a degree in music. After an early career as a professional trumpeter, he transitioned quickly to computer programming. Among his many diverse technical, sales and executive positions over the course of two decades were: programmer, systems engineer, sales representative, sales manager, director of worldwide sales development, VP of sales, VP of international operations, VP of client services and VP of strategic alliances.
David Adams is a sales and management veteran, offering 20+ years of experience in field sales, sales management, account management and corporate leadership. David most recently served as VP of Learning and Development for a Global Fortune 500 organization where he specialized in leading enterprise wide sales and sales leadership training initiatives. As a former PMI client, David is well versed in designing, developing and delivering PMI programs.
Kris Axell brings over three decades of experience in sales leadership, marketing, and consulting to the PMI team. He has worked with clients to improve business results across a variety of industries including technology, business services, healthcare, energy, financial services, and consumer packaged goods.
Michael’s business passion for almost 20 years has been creating deep, mutually beneficial, long-term relationships with his client partners in order to help them overcome real world current challenges. From sales and negotiation to leadership, communication, and managing generations, Michael has extensive experience working with companies large and small all over the world.
Fernando De Allende is a sales and business development executive with over 20 years in the business applications industry segment. Most of his career has been focused in developing strategic initiatives for high-performing sales teams or introducing and leading new business applications into Latin America.
Everett helps companies grow. He does this by transforming sales and customer service organizations, developing more competitive go-to-market strategies, and enhancing the performance of strategic account teams. He has accomplished this in consulting and sales leadership roles for companies ranging from lower middle market to the Fortune 150.
Martha joined PMI following a successful career in sales management and category leadership within the consumer packaged goods (CPG) industry. In these roles, she won numerous sales leadership awards while partnering with strategic chain and wholesaler retailers across the U.S. in over 70 warehouse and direct store delivery (DSD) categories. Martha has been recognized for her ability to quickly establish trust-based business relationships to support internal and external customers in making better informed decisions with superior results.
David Kurkjian has 30 years of experience leading sales teams in organizations that include BellSouth, CareerBuilder and Yodle. David’s success comes from his ability to communicate value from the customer’s point of view, throughout the entirety of the relationship. Tapping into this wealth of experience, David has been successful teaching and coaching salespeople, account managers and sales managers to communicate about their company, product or service in a way that is clear, valuable and meaningful.
David Polansky is an experienced sales management executive. David most recently was a Managing Director and Dean of the Business Development and Client Service Academy at BNY Mellon University (BKU). He led the Academy in the creation of course curriculum designed to enhance business development skills that improved the effectiveness of client facing staff. Before heading up the Academy, David served as the Head of National Sales for BNY Mellon’s Corporate Trust Group, including Corporate and Insurance, Financial Institutions, and Public Not for Profit.
Elizabeth joined PMI following more than 25 years in sales, marketing, account management and business management in F500 enterprises as well as early stage companies. Recognized for outstanding leadership in the book A Force for Change by Harvard Professor John Kotter, Elizabeth has a proven track record of leading global teams, turning around challenging customer relationships, solving complex problems, and achieving significant business growth.
Humberto Vieites is a sales and consulting executive with 10 years of experience in the software applications industry segment, 10 years of experience in sales of business communication services and 10 years of experience as a strategic business consultant. His career has been focused on creating value with his customers by selling innovative solutions that solve challenging and strategic business issues.
Ian Andersen brings over 18 years of experience in sales, marketing, advertising agency and brand leadership to PMI. As Associate Partner, he serves as PMI’s Marketing Director and provides consulting services to PMI clients, including best practices assessment, solutions design and development and project management.
Roberta Schneider is a senior consultant with a broad base of international client experience. Her work has brought her into engagements with multinational clients in Latin America, the United States, Europe and Asia, and she is fluent in three languages: Portuguese, Spanish and English.
Clients
Partners and Affiliations
