The Stevie Awards Blog

Watch the TV Broadcast of the Women in Business Awards

Posted by Michael Gallagher on Thu, Jan 29, 2015 @ 12:39 PM

Biz TV will broadcast a special television program about the 11th annual Stevie Awards for Women in Business on Friday, January 30 at 10:00 ET, with a repeat broadcast on Sunday, February 1 at 6:00 pm ET.

Biz TV BroadcastThe Stevie Awards for Women in Business are the world's top honors for female entrepreneurs, executives, employees, and the organizations they run. The 11th annual awards were presented during a dinner in New York on November 14, 2014. More than 400 nominees and their guests from around the world attended.

Read Biz TV's blog post about the broadcast here.

Biz TV is associated with Biz Talk Radio, which broadcast the November proceedings live across the U.S.A.

We saw a preview of the program the other days and it's outstanding! The program features all of the on-stage Grand and Gold Stevie Award presentations, selected interviews with Stevie Award winners, and some original videos produced by 2014 Stevie winners.

Biz TV promises to broadcast the program several more times in the first quarter of this year after the first two airings. We'll publicize those dates when we have them.

Watch the Broadcast

Learn more about the women in business awards at  The 2015 competition will open for entries in May.

Tags: business awards, women awards, women in business awards

Final Judging Chairs Named for Sales & Customer Service Awards

Posted by Maggie Gallagher on Wed, Jan 28, 2015 @ 05:23 PM

The Stevie® Awards have announced the seven executives who are chairing the specialized final judging committees for the 9th Annual Stevie Awards for Sales & Customer Service, the world's top sales awards and customer service awards program.

Final judging began last week and will continue through February 4.  Finalists in the competition were announced last week.  Final judging committees are reviewing and rating the Finalists, and their average scores will determine the Gold, Silver and Bronze Stevie Award placements that will be announced during a gala event at the Bellagio in Las Vegas on February 27.

The seven committee chairs have worked with the Stevie Awards to recruit and brief the members of the final judging committees, who will be named in a separate article next week.

So let's meet our seven final judging committee chairs.

Ric Riddle, VP, Demand Generation

SalesStaff LLC, Stafford, Texas, USA


Ric Riddle serves as the vice president of Demand Generation at SalesStaff. He is responsible for global demand for the fast-growing SalesStaff revenue acceleration platform. He leads a team that integrates a variety of functions and has a material influence on the strategy and performance of the company. Ric oversees demand generation, market response, content marketing, social outreach, product marketing, and sales enablement.

Ric brings more than twenty years of experience and energy in driving demand and stewarding customer success. He is a recognized thought leader and has served as a senior executive at some of the most well-known enterprise brands, bringing a dynamic blend of creativity, ground level execution, and scalable best practices. Ric’s integrated approach to engaging target audiences, shaping brand attitudes, and generating qualified pipeline for sales teams makes him a valuable contributor to the SalesStaff executive team.

Ric lives in Austin, Texas yet remains passionate about the University of Houston and his beloved Astros. His favorite activities are those spent with his wife and three children.

Cigdem Wondergem, Director Global Sales Operations Team

DHL Global Forwarding, Bonn, Germany


Cigdem Wondelgem has worked for the past 15 years at DP DHL Group in different business units, and has held roles within marketing and sales for regional and global teams. She loves working in a multinational environment with colleagues from different cultures. Her personal motto is: “Dream, act, and enjoy!.”

Cigdem was born in Istanbul, Turkey. After graduating from the Sankt George College in Istanbul, she went to study in Austria, and after leaving university completed her studies with an MBA in International Management from UBI Brussels. While studying in Austria, Cigdem worked actively for the international student organization AIESEC, both as Local Committee President of Innsbruck and as National Committee President of Austria.

Now based in Bonn, Germany, Cigdem is married with a young son and daughter. Her family is multilingual and can communicate in four languages.

Todd E. Quarfot, EVP, Chief Sales Officer

PrimePay, West Chester, Pennsylvania, USA


Todd Quarfot joined PrimePay in 2001 as vice president, Sales and Marketing. As the Chief Sales Officer, he is currently responsible for all sales groups and regions across the U.S. In addition, he leads a corporate team with responsibility for sales training, sales operations and enablement, and product group management.

Before joining PrimePay, Todd spent about seven years with Gartner, Inc., based in Stamford, Connecticut. While at Gartner, he served in several leadership positions in sales and marketing that culminated in the role of vice president, Sales Process, focused on worldwide sales technology adoption and sales management process.

Prior to joining Gartner, Todd spent more than 12 years with the Eastman Kodak Company. Todd graduated from Bowling Green State University, Ohio, in 1982.

PeggyPeggy Heafey, Director of Intermediary Partner Care,
Marriott International, Omaha, Nebraska, USA

Peggy Heafey has been with Marriott International for 26 years. Her background includes experience in Reservation and Group Sales, Training and Development, and Customer Care. Under her leadership, the department has grown from providing primary services for travel agents, to 8 desks and functions supporting all travel, group, wholesale, and OTA intermediary partners and over 4,000 Marriott properties globally.

David Graffia, Vice President, Sales

dinCloud, Gardena, California, USA


David Graffia has over 20 years of channel experience in the area of IT sales and consulting.  He has expertise in cloud services, infrastructure and asset management, electronic procurement, software licensing, and services (both managed and professional). As vice president, Sales for dinCloud, David has established relationships and built partnerships with some of the industry’s largest global aggregators and Value Added Resellers including Ingram Micro, En Pointe Technologies, CDW, Insight Enterprises, and Tech Data.

Prior to joining dinCloud, David spent nearly a decade at En Pointe Technologies, one of the largest Microsoft Licensing Solution Providers, where he served as vice president of Sales. In addition to sales and marketing, his responsibilities included managing the corporate strategy and the development of emerging technologies. David has also worked in executive management at PC Mall and Hartford Computer Group.

David has served on numerous advisory councils and is currently a member of the Technology Executives Club, IT Leaders Circle, and IT Marketing Institute. He enjoys building partnerships and broader business relationships, and is always willing to provide guidance and support.

Rosa M. Moreno, SVP, Treasury Services Manager

Wells Fargo & Co,Treasury Management Client Delivery, El Monte, California, USA


As senior manager for the Technical Services and Research teams, Rosa Moreno oversees second-level support to treasury management clients who use the
Commercial Electronic Office® portal, and supports the customer service officers (CSOs) on complex research transactions. Rosa’s teams are located in three sites: Los Angeles, California; Charlotte, North Carolina; and Jacksonville, Florida.

Previously, Rosa managed the Los Angeles Treasury Management Customer Service (TMCS) team, responsible for CSOs supporting Wholesale clients, and spent time as a product implementation manager. Prior to joining TMCS, Rosa worked with retail banking as a customer service manager, where she gained a keen understanding of customer needs and expectations.

In 2014, Rosa received the Bronze Stevie® for Women in Business in the Category of Female Executive of the Year/Accounting and Financial Services. Rosa’s training includes Managing for Excellence, Achieving Extraordinary Customer Service, and Frontline Leadership.

Tim Taylor, Chief Client Success Officer
Telogis, Aliso Viejo, California, USA


Tim Taylor has extensive experience in senior leadership positions with start-up and fast-growth companies on an international scale. As founder and CEO of Tycom Corporation (now Kyocera Tycom Corp.), CEO of Tycom Dental Inc. (now SybronEndo Corporation, a division of Sybron Dental Specialties), and CEO of Tulon Inc., Tim has a track record of successful product development and company leadership in a variety of markets. Prior to joining the team at Telogis, he had been the director of Liquidmetal Saga Italy, a technology start-up company in the Veneto region of Italy aimed at the European luxury goods market.

Tim earned a Bachelor of Arts in Russian Language and a Bachelor of Science in business administration from the University of Southern California.

Tags: customer service awards

Stevie Awards for Sales & Customer Service Announce Finalists

Posted by Maggie Gallagher on Thu, Jan 22, 2015 @ 11:00 AM

Gold, Silver and Bronze Stevie Winners in 9th Annual Competition to Be Announced in Las Vegas on February 27

Finalists in the 9th Annual Stevie Awards for Sales & Customer Service, an international competition recognizing excellence in disciplines that are crucial to business success, were announced today.    

A diverse group of organizations and individuals around the world are among those recognized in the customer service awards, contact center awards, business development awards and sales awards categories.  Organizations with Finalists in multiple categories include AllClear ID, Avea Iletisim Hizmetleri A.S., Data & Analytics - Black Knight Financial Services, Delta Air Lines, DenizBank A.S., DP DHL, (in various locations worldwide), EMKAY Inc, Fareportal, FedEx TechConnect, Fujairah Police General HQ, GuideWell Connect, HomeAway, Inc., HomeServe USA, iHeartMedia, Inc., John Hancock Financial Services, Kohl's Department Stores, Lennox Industries, Inc., Marriott Vacation Club, MassMutual Life Insurance Company, Ministry of Interior, Sharjah Police HQ, Nuance Communications, Nudge, OptumRx, PetRays, Richardson, Sales Partnerships, Inc., SurePayroll, Inc., Visualize, VIZIO Inc., Wells Fargo, Wyndham Vacation Ownership, and ZoomInfo, among others. For a full list of Finalists by category, visit

BellagioGold, Silver and Bronze Stevie Award winners will be announced during a gala banquet on Friday, February 27 at the Bellagio in Las Vegas, Nevada. Tickets are now on sale.

The awards are presented by the Stevie® Awards, which organizes several of the world’s leading business awards shows including the prestigious International Business Awards and the new German Stevie Awards. The Stevies are widely considered to be the world’s premier business awards.

More than 1,900 nominations from organizations of all sizes and in virtually every industry were evaluated in this year’s competition, an increase of 27% over 2014. Finalists were determined by the average scores of 139 professionals worldwide, acting as preliminary judges. Entries were considered in 54 categories for customer service and contact center achievements, including Contact Center of the Year, Award for Innovation in Customer Service, and Customer Service Department of the Year; 50 categories for sales and business development achievements, ranging from Senior Sales Executive of the Year to Business Development Achievement of the Year; and categories to recognize new products and services and solution providers. The Business Development categories are new for 2015.

More than 100 members of several specialized judging committees will determine the Gold, Silver and Bronze Stevie Award placements from among the Finalists during final judging, to take place January 26 - February 4.  

PCSAFCS_LogoBeginning today, the general public may cast their votes for their favorite providers of good customer service in the People’s Choice Stevie® Awards for Favorite Customer Service Department. Voting is open at Winners of the People’s Choice Stevie Awards for Favorite Customer Service in multiple industries will be determined in mid-February and honored at the awards gala in Las Vegas on February 27.

About The Stevie Awards
Stevie Awards are conferred in six programs: the Asia-Pacific Stevie Awards, the German Stevie Awards, The American Business Awards, The International Business Awards, the Stevie Awards for Women in Business, and the Stevie Awards for Sales & Customer Service.  Stevie Awards competitions receive more than 10,000 entries each year from organizations in more than 60 nations. Honoring organizations of all types and sizes and the people behind them, the Stevies recognize outstanding performances in the workplace worldwide.  Learn more about the Stevie Awards at

Sponsors and supporters of the ninth annual Stevie Awards for Sales & Customer Service include Biz Talk Radio and ValueSelling Associates.

German Stevie Awards prämieren besten Kundenservice

Posted by Catrin Beu on Fri, Jan 09, 2015 @ 03:27 PM

Ein moderner und kompetenter Kundenservice gilt längst als wichtiger Wettbewerbsfaktor, um eine hohe Kundezufriedenheit zu gewährleisten und die Kunden an ein Unternehmen oder eine Marke zu binden. Deshalb investieren immer mehr Unternehmen in die Qualität ihres Kundenservice. Doch was zeichnet einen kompetenten und modernen Kundenservice aus?
Kundenservice bedeutet, die Bedürfnisse des Kunden im Blick zu haben. Er deckt die ganze Bandbreite des Kundenkontakts ab: von der Produktauskunft, über das Callcenter für technischen Support bis hin zum Beschwerdemanagement, für den Fall, dass doch einmal etwas schief gegangen ist.

Erreichbarkeit: auf den Kunden zugeschnitten
Während Telefon und Email immer noch zu den meistgenutzten Kontaktkanälen zählen, nutzen immer mehr Kunden die Social Media Angebote der Unternehmen, um Fragen zu stellen oder um Beschwerden zu äußern. Unternehmen tun daher gut daran, die verschiedenen Kanäle ihres Kundenservice miteinander zu verzahnen, um einen optimalen Bearbeitungsprozess von Kundenanfragen zu gewährleisten.
Neben dialogorientierten Kanälen nimmt auch die Relevanz von sogenannten Self-Service-Angeboten wie Foren, interaktiven FAQ und Unternehmenswikis weiter zu. Diese 24/7-Kanäle ermöglichen es den Nutzern, sich orts- und zeitunabhängig beispielsweise über Produkte und Serviceleistungen zu informieren.

Qualitätsmerkmal: Verlässlichkeit
Ob auf dem Shopfloor, in der Kunden-Hotline oder während der Beratung über die Online-Chatfunktion, Kunden legen großen Wert auf die Richtigkeit der erteilten Auskünfte, auf die Freundlichkeit der Berater sowie auf deren Fähigkeit schnell und lösungsorientiert zu handeln.
Auf Grund der umfassenden Möglichkeiten im Internet haben sich viele Kunden bereits informiert, bevor sie den Kontakt zum Unternehmen suchen. Meist suchen sie Auskunft oder Unterstützung in ganz konkreten Anliegen. Die Kundenberater müssen daher sehr gut informiert und geschult sein, um den Kunden weiterhelfen zu können. Hier spielt auch das unternehmensinterne Wissensmanagement eine wichtige Rolle. Kann ein Servicemitarbeiter einem Kunden nicht direkt weiterhelfen, muss er genau wissen, wo er die entsprechenden Informationen erhält oder wer weiterhelfen kann.

Stevie Awards: Auszeichnung für herausragenden Kundenservice
Die German Stevie Awards prämieren herausragende Leistungen im Bereich Kundenservice. Bis zum 11. Februar 2015 können sich Unternehmen um den Titel „Kundenservice des Jahres“ für Abteilungen und Teams sowie einzelne Manager bewerben.
Von der Strategieentwicklung eines neuen Kundenservicekonzepts, der Verknüpfung eines Produktes mit einer neuen Kundendienstleistung, über die Einführung oder Optimierung neuer Kommunikationskanäle oder Kommunikationsmethoden im Kundendialog, bis hin zu einer schnellen und eleganten Lösung eines Kundenproblems: Verfassen Sie zu Ihrer erbrachten Leistung eine Beschreibung von bis zu 525 Wörter. Am besten dokumentieren Sie Ihre Einsendung mit weiterführenden Informationen, die Sie als Dateien mit Ihrer Beschreibung bei der Online-Bewerbung mit hochladen. Ihre Teilnahmeunterlagen für die German Stevie Awards erhalten Sie hier. Kurzentschlossene können noch bis zum 13. Januar auch an den Stevie Awards for Sales & Customer Service teilnehmen. Mehr über die Teilnahme erfahren Sie auf unserem Blog oder auf der Homepage


Tags: customer service award, The German Stevie Awards, Kundenservice-Awards

Limited Number of 2014 Gold Stevie Award Medals Now Available

Posted by Michael Gallagher on Tue, Jan 06, 2015 @ 03:29 PM

We have struck a very limited number of 2014 Gold Medals that are now available for purchase in the Stevie Awards Store to all 2014 Gold Stevie Award winners. 

Purchase Now

We have had only 50 Gold Stevie medals struck and once they are gone they will be gone for good.  The price of each Gold Stevie medal is $50 + shipping & handling.

Only Gold Stevie Award winners in the following 2014 Stevie Awards programs are eligible to purchase this limited edition item:

Medals are 3 inches x 0.25 inches. Each medal features the Stevie® Awards image and the year of conferral. Each medal comes in a presentation gift box, with a transparent viewing window on top.

Order your 2014 Gold Stevie Award medals today.

In addition, we are offering discounted pricing this month on 2014 Silver and Bronze Stevie Award medals.  Typically available for $50 each + shipping & handling, this month 2014 Silver and Bronze Stevie Award winners can purchase additional medals in the Stevie Awards Store for just $25 each + shipping & handling.

Questions about these items?  Email us at


Tags: Stevie Award Store

Verlängerte Teilnahmefrist bei den ersten German Stevie Awards

Posted by Catrin Beu on Thu, Dec 11, 2014 @ 11:59 AM

Auf Grund der regen Nachfrage verlängern die Organisatoren der German Stevie Awards die Teilnahmefrist bis zum 11. Februar 2015. „Eigentlich sollte der Einsendeschluss gestern enden“, erklärt Michael Gallagher, Präsident und Gründer der Stevie Awards. „Doch auf vielfachen Wunschhaben wir die Teilnahmefrist für alle Kategorien der German Stevie Awards verlängert. Jetzt haben die Interessenten noch rund neun Wochen Zeit, um die Teilnahmeunterlagen anzufordern, ihre Bewerbungen aufzubereiten und einzureichen.“  

Stolze Stevie Award Gewinnerinen

Teilnahmeberechtigt sind Unternehmen, die in Deutschland tätig sind: jeder Größe, gemeinnützig oder gewinnorientiert sowie privat oder öffentlich. Auch Einzelpersonen dürfen sich bewerben. Die Teilnahme erfordert in den meisten Kategorien eine Beschreibung der Unternehmensleistungen in Bezug auf die gewählte Kategorie. „Wichtig ist hier: authentisch bleiben!“, rät Gallagher. „Darüber hinaus können die Teilnehmer zusätzliche Unterlagen wie Weblinks, Videos, Presseberichte und andere Referenzen auf unseren Server hochladen, damit die Jury einen umfassenderen Eindruck von dem Unternehmen und seinen Erfolgen erhält.“ 

Ab dem 16. Februar bewertet eine Jury aus Wirtschaftsexperten die Bewerbungen und ermittelt mittels eines Punkteverfahrens die Gewinner der Gold-, Silber- und Bronze-Stevie-Awards in den jeweiligen Kategorien. Ab dem 23. Februar werden dann die Gewinner bekannt gegeben. 

Die feierliche Preisverleihung findet am 27. März in Berlin statt.  

Weitere Informationen über die Teilnahme finden Sie unter 



Tags: German Stevie Awards, deutschland, Teilnahmefrist, Verlängerung, Kategorien

Entry Deadline Extended for First Annual German Stevie® Awards

Posted by Maggie Gallagher on Thu, Dec 11, 2014 @ 10:59 AM

Newest Stevie Awards Program Recognizing the Best in Business in Germany Now Accepting Entries through February 11

GSABy popular demand, the Stevie Awards have announced a general entry deadline extension for its new German Stevie® Awards.  Entries will now be accepted through February 11.

All organizations operating in Germany are eligible to submit nominations to the 2015 German Stevie Awards. The awards will recognize achievements made since July 1, 2013.  Complete information about the awards process is available at

The Stevie Awards are widely considered to be the world’s premier business awards, conferring recognition over the past 12 years in programs such as The International Business Awards and The American Business Awards.  Stevie Awards programs attract more than 8,000 nominations each year from organizations in more than 60 nations.  The Stevie Award trophy is among the world's most coveted prizes.

The German Stevie Awards welcome nominations from all organizations operating in Germany – large and small, for-profit and non-profit, publicly-held and privately-held - with a wide range of categories to choose from, including

Judging for the competition will be conducted in two rounds by dozens of executives across Germany.  The first round will take place the week of February 16 and will determine the Gold, Silver and Bronze Stevie Award winners in each category.  Those winners will be announced the week of February 23.  All of the Gold Stevie Award winners will then compete in the second round of judging for the right to be named the Grand Stevie Award winner in their category groups.  Gold, Silver and Bronze Stevie winners will be honored, and Grand Stevie Award winners announced, at a gala awards banquet in Berlin on March 27.

Many German companies have been recognized in Stevie Awards programs over the years, including adidas Group, Bertelsmann AG, DP DHL, Lufthansa, and Siemens AG, among the more prominent winners.  “With the German Stevie Awards, we are able to recognize the achievements of many more German companies and executives,” said Michael Gallagher, president and founder of the Stevie Awards. “This will mean that many more German businesses will be able to benefit from the brand-building and employee-recognition benefits of winning the major business award, the Stevie Award.”

Questions about the German Stevie Awards?  Contact us at

Tags: customer service awards, business awards, marketing awards, it awards, germany, management awards, public relations awards, German Business

How a Stevie Award Winner Thinks Globally and Acts Locally in Germany

Posted by Maggie Gallagher on Tue, Dec 02, 2014 @ 05:56 PM

F&H Porter Novelli in Munich Germany won a Silver Stevie® Award and two Bronze Stevie® Awards in the Communications Awards, IR Awards, and Public Relations Awards categories of The 2014 International Business Awards.

F&HFreiherr Helmut von Fircks, CEO of F&H Porter Novelli, is a regular judge for the International Business Awards. We talked to him about what winning a Stevie® Award means to him, and for his view on the upcoming German Stevie Awards.


On winning a Stevie® Award, Helmut von Fircks had this to say: “Winning an award is a big honor both for the client and for the account team. And it not only motivates the dedicated team, the whole agency also benefits from a real boost to morale.”

Raising Awareness
We asked Helmut for his thoughts on the new German Stevie® Awards.  “Having a German Stevie Awards program will attract even more German businesses to attend and be part of this wonderful awards program,” he commented. “Having a German Stevie Awards is recognition of the importance of the German market and its role in the communications world. It will raise the awareness of the Stevie Awards tremendously.”

Think Global-Act Local
For companies already operating, or considering expanding into the German market, Helmut offers the following advice: “We suggest companies adopt the rule: Think global–act local. Even though we are part of the EU, Germans expect a tailor-made personal approach. So a campaign that might work in the U.K. does not necessarily work here in Germany.”

A Bright Future
Helmut is optimistic about the future. “Communications is an evolving industry, always at the heart of future trends and innovation,” he told us. “Learning something new every day keeps us excited and motivated for future challenges.”

About Freiherr Helmut von Fircks:
Helmut von Fircks founded the F & H agency whilst studying economics. Even though he started his career in advertising, he soon discovered the power of public relations within the communications mix. He has built a team of creative strategists who love consulting for large global organizations as well as medium-sized businesses. His heart beats communications, especially in challenging situations, and he is a proven crisis-communications specialist.

In his private life this father of four enjoys long walks with his Labrador Lady Mercey.

About F&H Porter Novelli:
F&H Porter Novelli was founded in 1980 and currently employs 60 people in its Munich office. The agency is exclusive German brand partner of Porter Novelli. F&H is amongst the top 20 PR agencies in Germany. The full service agency offers all parameters within a modern communication mix from PR to advertising. F&H Porter Novelli is a strategic communications consultancy supporting com- panies, organizations, institutions, and people in a variety of communications needs. Areas of expertise include traditional and social media public relations, crisis, special situations and long-term stakeholder communications. F&H offers international communications consulting from creative strategists. Bold and pas- sionate, the F&H team develops successful high quality solutions. More information via

Tags: communications awards, International business awards, PR awards, German Stevie Awards, public relations awards, ir awards, Busines Awards

Stevie Awards Sponsorship Opportunities for 2015 Are Published

Posted by Maggie Gallagher on Mon, Dec 01, 2014 @ 02:41 PM

The Stevie Awards, the world's premier business awards programs, have just published a brochure about 2015 sponsorship opportunities.


The brochure outlines the opportunities associated with our six awards programs in 2015, including the newest program - the German Stevie Awards.

Among the benefits that are available through Stevie Awards sponsorships are:

• The ability to submit an unlimited number of entries to the sponsored program without having to pay entry fees. This benefit can be extended to sponsors’ clients as well

• The right to name and confer one or more honorary Stevie Awards upon your customers

• A full-page ad in the official program of the event

• Up to 100,000 banner ad impressions on the sponsored program’s web site and in the weekly Stevie Awards Update e-newsletter

• Tickets for the sponsored awards banquet

• At least 10 minutes of stage time to present awards at the sponsored event

• Logo identification in all photographs and video clips of the sponsored event

• Hospitality and display privileges, before, during, and/or after the sponsored event

• Editorial coverage, in the form of an interview or profile, in the Stevie Awards blog and e-newsletter

We welcome the opportunity to customize sponsorship benefits to suit your needs.  Contact Stevie Awards president Michael Gallagher for details.

Tags: business awards, International business awards, American business awards, German Stevie Awards, sponsorship, sponsors

How a Stevie Award Winner’s Strategy Contributed to DHL’s Success

Posted by Maggie Gallagher on Thu, Nov 20, 2014 @ 09:53 AM

Strategy to Revenue, a global sales performance company, won a Gold Stevie® Award in the Sales Awards categories of the 2014 Stevie Awards for Sales & Customer Service, the world's top sales and customer service awards program. The 2015 Stevie Awards for Sales & Customer Service are currently accepting entries. 


Strategy to RevenueStrategy to Revenue’s Stevie Award winning nomination outlines how they worked with DHL Global Forwarding to achieve sales excellence. We talked with Matt Downes, Executive Vice President of Global Sales & Marketing, about what his company is doing to help its clients, and what he brought back from his experience at the Sales & Customer Service Awards in Las Vegas last February.

To provide some background on his company’s mission and vision, Matt explained that the company was established in 2008 and named Strategy to Revenue (STR) in order to telegraph that sales training should be deployed both to support the implementation of a company’s go-to-market strategy and to deliver revenue in line with the business plan. Said Matt: “We believe sales training is important only if it improves aligned sales performance and accelerates revenue.”

The founders of STR had many years of experience in leading premier sales training companies that provided sales effectiveness solutions to global organizations in transformation. “Our collective experiences have directly informed our point of view and our approach,” Matt told us.

A True Partnership

We asked Matt what winning a Gold Stevie® Award had meant to his company.  He told us that it had been a tremendous accolade for STR.  “The award is recognition that our innovative thinking and our approach to tackling the sales performance challenge head on is working,” he said. “What makes it extra special is winning this award in collaboration with our client DHL, as we have managed to develop a true partnership in supporting their growth strategy where the sales organization is at the heart of this success.”

He added: “Without doubt, the Stevie Awards for Sales & Customer Service is one of the most respected and well known awards in the sales training and performance industry, so to be ranked up alongside other leading companies is fantastic for STR.”

Innovative Thinking

We asked Matt for some insight into his company’s innovative thinking. “We think few sales enablement or training programs have delivered the intended business impact because most training providers have failed to address obstacles in sales performance improvement,” he told us.  The examples he cited include:

- a lack of individual and team motivation to learn;

- inability to transfer learning into behavioral change in the field;

- difficulty in integrating new marketing collateral and product/service information into sales activity;

- poorly implemented tools supporting misaligned processes;

- inability to adapt to different customer requirements and situations; and

- lack of sales organizational/cultural alignment. 

Collaboration is Key

Continued Matt: “We also recognize the changing role of the Salesperson and, perhaps more importantly, the Sales Manager, as well as the increasing contribution that technology makes to learning. These obstacles present challenges to be resolved. This is our mission: to accelerate revenue by addressing these issues head on and resolving them. We can only do this in collaboration with our clients and other suppliers, so collaboration is key.”

A Source of Competitive Advantage

“Our continued focus is to work with our global clients to create sales performance programs that are motivating, embrace the culture of the organization, and are seen by the Sales team as a source of competitive advantage,” Matt explained. “In the right circumstances, we believe that Salespeople will take responsibility for improving their performance and see learning as a formidable tool to help them.”

Improving Sales Performance

We asked Matt for some tips on how companies can improve their sales performance.  Following are some of his suggestions:

“Making a shift in sales behavior and productivity in the sales organization continues to be one of the hottest topics for every company out there.” suggested Matt. “What has become absolutely evident over recent years is that without sales leadership and first-line sales management alignment and com-mitment to any sales training initiative, the chances of a successful impact on sales performance are slim. 

“We have seen this happen all too often at companies that invest in high profile programs such as value-selling methodologies, value-proposition messaging, sales skills, or business acumen.  When they review the impact 12 months later, they recognize that it didn’t move the needle.”

Pipeline Management

According to Matt, there are two things that STR is absolutely focused on and which the company believes will help tackle this: 

“Firstly, investment into the sales management to ensure a consistent cadence and approach to pipeline management, and performance coaching aligned to the business metrics driving revenue and margin.  Sales Managers need to be able to anticipate potential issues in the pipeline before it’s too late, and then translate that into positive action through coaching. 

“Secondly, a ‘Certification’ approach to any sales training program that hits the field and a focus on evi-dence and observation that a change in sales behavior is taking place.”

Comments Matt: “I would argue that for every training dollar you spend, 30% should be focused on ensuring it is adopted in the field, otherwise the other 70% is being wasted. If companies can get these two things right–and at the same time ensure they have a solid customer-aligned Sales Process, sales tools automated inside the CRM, skills curriculum and effective proposition messaging, and collateral from marketing–then the chances of success are significantly improved.”

A Perspective on Sales Performance

We asked Matt if there were any online tools he found particularly useful in his work. “There are so many blogs out there right now covering thought leadership, insights, and opinions on the sales performance challenge,” Matt told us.  “I find the Top Sales World website very good as it brings together a number of thought leaders and blogging sites that all have good perspectives.  We also have our own STR Google+ site, where we comment on interesting blogs and post our own insights.  Check it out!”

Making A Difference

Finally, we asked Matt what personally motivated and inspired him about his work. “What keeps us all inspired is constantly looking to push the envelope when it comes to motivating sales organizations to improve their performance,” he told us. “The combination of talent inside STR–including our sales best practice experts, our content and creative designers, and our multimedia and learning technologies team–means we have all the ingredients to bring new thinking to market quickly and to execute these solutions with our clients to make a difference.  Not many companies can do that!”

About Matt Downes

Matt is one of the founders of STR and leads Global Sales & Marketing for the company.  Prior to STR, Matt spent eight years working for other global sales training and performance companies engaging with Fortune 500 companies.  During that time, Matt lived in the US and led a sales transformation practice before returning to the UK to launch STR in 2008. 

Outside of work, Matt is passionate about sport and is kept busy enjoying life with his wife Rosie and their three children Joe, Olly, and Bella.  Matt holds a BSc in Business Information Technology Manage-ment.

About Strategy to Revenue

Strategy to Revenue designates itself the 'Revenue Acceleration' company, delivering strategic consultation and sales execution programs that help businesses transform the way their sales forces sell. STR has created a unique position in the sales training industry by combining sales and management best practice, instructional and creative design expertise, and technology and broadcast media to make sales performance programs engaging and motivational for the sales force. For more information, go to:

Tags: customer service awards, business awards, sales awards, contact center awards, business development awards

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