Biography

" The outcome of Dan's work was more than a change in behaviors. Results improved quickly and remained consistent."

- Laura Cameron Vice President Virginia Blood Services

" Dan's wealth of experience and his presentation style make the time spent with my sales team productive and enjoyable. His advice is not fluff, but a hard-hitting usable framework that has applicability the minute you finish training." 

- David Rayner Regional Sales Manager Cisco Systems

" Dan showed us how to change our sales world FOREVER." 

                                    Phil Perkins, CEO ACUMEN Corporation

Dan Schultheis

Dan Schultheis is a speaking professional and personal coach who presents powerful and entertaining programs in the areas of business, sales and personal motivation. 

He brings over two decades of leadership experience in the sales and marketing of technology solutions. Schultheis served as CEO and Director of Consulting Services for Gyrus Systems, a high-tech software publishing firm headquartered in Richmond, Virginia.

Prior to Gyrus, he spent five years as Vice-President of Broughton Systems, also in Richmond. In this position, he was responsible for business development, large account management, public relations, and HR training and recruiting.

However, Schultheis spent the majority of his career at IBM. His 25-year tenure there spanned a variety of divisions in Richmond, Atlanta, and Indianapolis, including the General Systems Division, where he held positions of Systems Engineer and later, Marketing Manager. Schultheis became Branch Manager for IBM's National Marketing Division in Richmond, Virginia, where he helped his branch reach quota in seven out of eight years under his leadership.

In addition to serving his own consulting clients, Schultheis works closely with Mike Carroll of Sandler Sales Institute in Richmond, VA. 

Presentation Topics

Schultheis' speaking style is energized, interactive and infused with stories that engage the audience.  All presentations are highly customized to meet audience expectations and client objectives. 

Topics cover:

• Sales performance and sales management
• Organizational growth and building effective teams
• Multiple generations in the workplace 
• Emotional intelligence and personal effectiveness
• Negotiation strategies and conflict resolution

Here is a sampling of recent presentation topics that can be adapted for your company or organization:

Architecting The Deal™

AUDIENCE:  Business owners, sales executives, sales management, salespeople of any business-to-business product and/or service

SYNOPSIS:  This workshop will be different from any you’ve experienced before. It is NOT theory, nor is it a 50,000-foot discussion.

Architecting the Deal™ is packed with ideas and tangible applications specific to your actual prospects. No matter what your sales style, this seminar will teach you how to LOGICALLY close business in your own way.

STEPS OF ARCHITECTING

• Setting expectations early
• Understanding the reasons to buy
• Linking your solution to their business impact
• Reference: managing the prospect/reference connection
• Demonstration: “To be” or “Not to be”
• Constructing the Proposal: A “sales call” in writing
• Close: A non-event

RESULT: Prepare an “ACTION” plan to use on the next call to close your best prospect

Teaching People How To Buy

OBJECTIVE: Teaching skills which will make selling anything to anyone more of a win-win experience

AUDIENCE: Sales Executives, Sales Managers, Salespeople

SYNOPSIS: Most of the time the selling process involves a kind of adversarial relationship between the buyer and the salesperson. What is needed is a method which enables both sides of this sales negotiation to work collaboratively and come to a mutual decision in a supportive, win-win environment. This session discusses just how this can be accomplished along with specific ways to affect this change.

Participants will learn how to:

• Communicate with clients in a way that clarifies their own decision cycle
• Help both the prospects and themselves “get on the same page” more quickly about the viability of the proposed solution
• Reduce the anxiety and stress for both prospects and salespeople associated with the sales cycle
• Come to a joint decision with the prospect, more effectively, about whether to continue the current sales effort
  

Achieving Results with a Sales Management Template

OBJECTIVE: To teach a method which enables sales management in all industries to direct their salespeople more easily and with greater results

AUDIENCE: Sales Executives

SYNOPSIS: Anyone who has had the responsibility of directing salespeople knows how difficult it can be. Trying to guide them though they have different skills , work habits and ways to communicate can be overwhelming. This session discusses how sales managers can lighten their load, feel more in control and produce more sales by using a simple, direct method of managing their salespeople. This method works with new and seasoned salespeople alike and can be used with a wide variety of products/services and in most industries.

Participants will learn how to:

• Set up a sales “shorthand” language between salespeople and sales management by using a straightforward communications “template”
• Develop a standard language between sales, sales management and the prospect which clarifies issues more quickly and shortens the sales cycle
• Be more in control of the sales cycle by using the sales “template” to understand more quickly all the variables of a sales situation
• Bring other sales team members up to speed quicker by using the template to get everybody on the same page
  

The Power of Sales Mechanics

OBJECTIVE: To show the importance of a repeatable framework to be used in producing more sales

AUDIENCE: Sales Executives, Sales Managers

SYNOPSIS: Most salespeople left to their own habits, will start sales activities without a clear consistent use of sales strategy and tactics. This leads to many wasted or ineffective sales calls that either don’t produce sales closes or delay them longer than necessary. This session discusses a specific repeatable sales framework that can be used by sales managers and be applied to new and seasoned salespeople. It can be used across all products and services types and industries. It provides an efficient, repeatable method of assessing any sales situation and bringing it more effectively to a successful close.

Participants will learn how to:

• Set up a framework for all types of sales situations that will reduce the time needed to qualify and close
• Learn a new way of questioning that will clarify the sales situation for both the buyer and seller
• Shorten the time needed to discuss account sales strategy with sales management and the sales team
• Identify earlier those accounts which initially look good but probably won’t close

The Importance of Individual Value in Effective Organizations

OBJECTIVE: To identify the causes of communications turmoil for individuals within an organization and to suggest ways that this turmoil can be reduced or eliminated by using sound approaches to clarifying and using our communications skills

AUDIENCE: All levels of management and employees

SYNOPSIS: Stressful business environments exist everywhere and are fueled, not only by difficult economic times but by how management and employees handle themselves and each other. This session guides the participants in an analysis of what caused this interpersonal turmoil to exist and gives steps that every member of the organization can use to better their own work environment. Though economic conditions can’t be controlled, the stress of ineffective communications can be reduced and thus make whatever economic/external conditions exists more bearable.

Participants will learn how to:

• Use communication techniques that ground the individual personal feeling of value
• Develop the importance of individuals that leads to organizational strength
• Use individual value as a building block to get employee buy-in for projects and goals
• Turn around low morale situations by using skills that strengthen interpersonal communications

Emotional Intelligence and Team Effectiveness

OBJECTIVE: Teach communications skills which use the Emotional Intelligence framework to improve the working environment among team members involved in any project or process

AUDIENCE: Senior management, middle management, first line management as well as employees

SYNOPSIS: We all have experience of being involved with teams that work wonderfully together and others that can’t seem to get on the same page. This session discusses how each of us, from management to individual team members can use the skills suggested within an Emotional Intelligence framework for a more effective and stress free team environment.

Participants will learn how to:

• Understand the different interpersonal communications “blindspots” inhibiting effective team communications
• Clarify the ways to help individuals who can’t communicate effectively and resolve conflict issues within the team
• Develop action plans to improve the communications within any team environment
• Feel more valuable as a leader or member of a team by using skills which clarify issues and reduce conflict

Emotional Intelligence and Personal Effectiveness

OBJECTIVE: To teach individuals how to communicate more effectively at home, the office and socially using an Emotional Intelligence approach to managing personal communications

AUDIENCE: Any individual seeking to improve their interpersonal communications

SYNOPSIS: We all fall into the trap of misunderstanding and misusing our emotions in how we communicate to others. This session seeks to put emotions in their proper place and teach how to build more effective communications around using the framework of Emotional Intelligence as defined by Daniel Goldman.

Participants will learn how to:

• Communicate more clearly during times of conflict and stress
• Clarify what specific issues are really causing the individual’s current anxiety
• Determine the proper steps to resolve the conflict without increasing stress
• Feel more in control of their actions when resolving a current conflict

For details on any seminar or to book a seminar or custom presentation for your company, organization or association, send an email to dan <at> danschultheis.com or call (804) 833-9545.

Education & Affiliations

Schultheis holds a BA degree in Physics from Villa Madonna College. He is on the Board of Trustees of Virginia Union University, is a Member of the James Madison University Business School Executive Advisory Council. He is also a member of the American Society of Training and Development (ASTD) and Society of Human Resource Executives (SHRM).