Company
About
Bottom-Line Training provides unique, targeted workshops focused on
developing and improving the selling skills of your Sales Engineers (SEs) --
also called Applications Engineers, Systems Engineers, etc. -- and will
ultimately improve your company's bottom-line. Our focus is to elevate the
skills Sales Engineers selling high end software or hardware need to be
successful and help your company thrive.
Our comprehensive workshops teach your SEs how to be more effective at all
the sales related activities of their job: demos, presentations, benchmarks,
evaluation support, discovery, qualification, and more.
We are not one of the many generic sales skills training companies that only
focus on the needs of the sales rep. (Although we do partner with a top-notch
company who provides complementary training for your sales reps if you are
in need.) Our programs focus on the SE's skills requirements and teach easy
to remember and structured techniques that enable them to quickly and
sustainably implement the methods learned.
Guaranteed.
Our Practices
We believe in providing training programs that:
About Our Logo
Bottom-Line Training represents the change in perspective we give to SalesEngineers. We turn your Sales Engineers from task oriented to results oriented
so they know how to spend their time to help your business grow.
The letters BLT and their colors are a play on the sandwich and represent the
bottom-line needs of people. The sandwich covers most of the major food
groups you need to thrive: Meats (bacon). Vegetables (lettuce), Fruits (tomato
- yes it is a fruit), and Grains (bread). For the nutritionists out there, the only
missing food group is Dairy. But many people are lactose intolerant so we
selectively add the cheese. Our training will supply your Sales Engineers with
mental nourishment to thrive and will give them the knowledge they need to
take a big bite out of your competition.
Rob Garneau, Founder
Rob has over 20 years of high tech industry sales experience with the subjects
taught in this program, over 11 years of sales skills teaching experience, and
brings a wealth of knowledge to the classroom.
Prior to starting Bottom-Line Training, Rob worked for Cadence Design
Systems for 17 years. Cadence was a small company with less than 100
employees when Rob joined. He was one of the original 4 Applications
Engineers in the Western US and helped build the company into the leader in
the Electronic Design Automation (EDA) industry with revenues in excess of
one billion dollars. He understands the EDA software industry and the issues
important to customers in detail. His hands-on experience includes working as
an Applications Engineer (AE) through Senior Sales Technical Leader, Sales AE
Manager, Business Operations Manager, and Senior Development Manager
responsible for soft skills development and training of the worldwide sales AE
organization of over 400 people.
Prior to working for Cadence Rob worked for Applicon for 3 years - a leading
supplier of MCAD and EDA software products.
Rob earned a BS degree in Electrical Engineering and Computer Science from
UC Berkeley and graduated with honors.
Rob capitalized on the soft skills training offered while at Cadence and
attended 29 classes during his tenure there--10 of those classes were sales
skills focused. He developed and taught Sales Engineering skills for 7 years at
Cadence before starting Bottom-Line Training. As a result of Cadence's
investment in their employees, they grew from a small company to the
number company in the EDA industry during Rob's tenure.
Rob has delivered Sales Skills training around the world to Sales Engineers
from all technology disciplines and has received critical acclaim.
Mark Toth, Vice President of Sales
Mark is a senior technology professional with over 18 years of broad
marketing and business development experience in the computer systems and
semiconductor software industries. Mark has extensive experience helping
companies align their business and technology objectives with their end-
customer requirements. He is passionate about enabling client-partners to
achieve their business and technology objectives and understands how to
positively impact their bottom-line.
Prior to joining Bottom-Line Training, Mark spent over 15 years helping
Cadence Design Systems grow from a small software company to the EDA
industry's leading provider of design automation tools and services, with
revenues of more than $1.5 billion. He began his EDA career in sales and later
moved on to increasing levels of responsibility in strategic alliances, operations
and corporate strategy, ultimately earning an executive staff position reporting
to then-president and CEO, Ray Bingham.
Mark earned degrees in Information Systems and Business Administration
from The University of Akron prior to moving to Silicon Valley. He now lives in
San Jose with his wife and twin boys.
Copyright © 2008 Bottom-Line Training
Bottom-Line Training provides unique, targeted workshops focused on
developing and improving the selling skills of your Sales Engineers (SEs) --
also called Applications Engineers, Systems Engineers, etc. -- and will
ultimately improve your company's bottom-line. Our focus is to elevate the
skills Sales Engineers selling high end software or hardware need to be
successful and help your company thrive.
Our comprehensive workshops teach your SEs how to be more effective at all
the sales related activities of their job: demos, presentations, benchmarks,
evaluation support, discovery, qualification, and more.
We are not one of the many generic sales skills training companies that only
focus on the needs of the sales rep. (Although we do partner with a top-notch
company who provides complementary training for your sales reps if you are
in need.) Our programs focus on the SE's skills requirements and teach easy
to remember and structured techniques that enable them to quickly and
sustainably implement the methods learned.
Guaranteed.
Our Practices
We believe in providing training programs that:
 | Get results for clients | |
| Impact the client's bottom-line | |
| Are engaging, dynamic, and fun | |
| Maximize learning and retention | |
| Are of the highest quality | |
| Provide over ten times their value | |
| Are guaranteed |
About Our Logo
Bottom-Line Training represents the change in perspective we give to Sales
so they know how to spend their time to help your business grow.
The letters BLT and their colors are a play on the sandwich and represent the
bottom-line needs of people. The sandwich covers most of the major food
groups you need to thrive: Meats (bacon). Vegetables (lettuce), Fruits (tomato
- yes it is a fruit), and Grains (bread). For the nutritionists out there, the only
missing food group is Dairy. But many people are lactose intolerant so we
selectively add the cheese. Our training will supply your Sales Engineers with
mental nourishment to thrive and will give them the knowledge they need to
take a big bite out of your competition.
Rob Garneau, Founder
Rob has over 20 years of high tech industry sales experience with the subjects
taught in this program, over 11 years of sales skills teaching experience, and
brings a wealth of knowledge to the classroom.
Prior to starting Bottom-Line Training, Rob worked for Cadence Design
Systems for 17 years. Cadence was a small company with less than 100
employees when Rob joined. He was one of the original 4 Applications
Engineers in the Western US and helped build the company into the leader in
the Electronic Design Automation (EDA) industry with revenues in excess of
one billion dollars. He understands the EDA software industry and the issues
important to customers in detail. His hands-on experience includes working as
an Applications Engineer (AE) through Senior Sales Technical Leader, Sales AE
Manager, Business Operations Manager, and Senior Development Manager
responsible for soft skills development and training of the worldwide sales AE
organization of over 400 people.
Prior to working for Cadence Rob worked for Applicon for 3 years - a leading
supplier of MCAD and EDA software products.
Rob earned a BS degree in Electrical Engineering and Computer Science from
UC Berkeley and graduated with honors.
Rob capitalized on the soft skills training offered while at Cadence and
attended 29 classes during his tenure there--10 of those classes were sales
skills focused. He developed and taught Sales Engineering skills for 7 years at
Cadence before starting Bottom-Line Training. As a result of Cadence's
investment in their employees, they grew from a small company to the
number company in the EDA industry during Rob's tenure.
Rob has delivered Sales Skills training around the world to Sales Engineers
from all technology disciplines and has received critical acclaim.
Mark Toth, Vice President of Sales
Mark is a senior technology professional with over 18 years of broad
marketing and business development experience in the computer systems and
semiconductor software industries. Mark has extensive experience helping
companies align their business and technology objectives with their end-
customer requirements. He is passionate about enabling client-partners to
achieve their business and technology objectives and understands how to
positively impact their bottom-line.
Prior to joining Bottom-Line Training, Mark spent over 15 years helping
Cadence Design Systems grow from a small software company to the EDA
industry's leading provider of design automation tools and services, with
revenues of more than $1.5 billion. He began his EDA career in sales and later
moved on to increasing levels of responsibility in strategic alliances, operations
and corporate strategy, ultimately earning an executive staff position reporting
to then-president and CEO, Ray Bingham.
Mark earned degrees in Information Systems and Business Administration
from The University of Akron prior to moving to Silicon Valley. He now lives in
San Jose with his wife and twin boys.
Copyright © 2008 Bottom-Line Training
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