PHONE: (503) 706-5074
The Sales MEDDIC Group is operated by two managing partners, Jack Napoli and Steve Ammann. They have worked together over many years and have teamed up to deliver MEDDIC based workshops and sales tools that support the MEDDIC sales methodology. Jack is a legend in the high tech sales development arena. Steve brings current field seller training and coaching experience to foster engagement in delivering the MEDDIC curriculum versus just compliance. “We care about the outcome of the workshops, and that outcome is increased sales performance.” We have also grown to include some x PTC sales leaders as delivery partners. See bios below.
SMG Managing Partners
With over 30 years’ experience in professional sales and entrepreneurship, Jack is a highly sought after educator, facilitator, coach, and consultant on the subject of continuously improving sales productivity and performance.
Jack offers street smart strategic and tactical advice that guides new and experienced Sales Reps to higher levels of Sales Performance.
Jack began his Sales career in Software Sales in 1981. He has specialized in the sale of high-technology solutions dealing in six and seven-figure transactions and complex sales cycles to CEOs, COOs, CFOs, CIOs, and other senior executives.
He has held every position is Sales from a Direct Rep, District Manager, Regional Director to Area Vice President. He has managed both Direct and Indirect Selling Teams.
His most recent corporate affiliation has been with Parametric Technology where he spent 18.5 years. At PTC in addition to Executive Sales Positions, Jack held positions in Sales Development and was Vice President of Customer Care.
Steve has over 20 years experience in complex B2B sales. Steve learned and adopted the MEDDIC qualification process during his 12 year tenure at the PTC Corporation. During that time, he field trained over 200 sales reps and several sales managers in the MEDDIC qualification methodology.
“What I learned at PTC by applying MEDDIC on every sales call and during weekly forecast meetings quarter after quarter was invaluable and MEDDIC continues to pay dividends in terms of sales performance metrics for me.”
SMG Delivery Partners
Darius has successfully built and led Business Units & Startups, locally and globally for Enterprise Software, SaaS, Cloud-based and E-commerce technologies as well as Consulting & Market Research. Darius was at PTC corporation in France when PTC was in hyper growth under the leadership of Steven Walske and John McMahon. As a PTC sales leader, he was well versed in qualification, forecast accuracy and exceeding quota. During his tenure as PTC sales leader in France, he grew the revenue above the revenue of Dassault systemes.
► Energetic leader\
►Strategist and tactician
►Multi-cultural and multi-lingual background
► 20+ years of General Management, both within Startups and Fortune 100 companies.
► 15+ years of Sales & Marketing Management, achieving 100% to 200% of objectives each year while utilizing the MEDDIC qualification methodology.
► 11 years of over 100% annual revenue growth rate, across his career.
Michael is a lifelong curious 'explorer' who has passionately pursued both the corporate and start-up worlds. Working for primarily with Silicon Valley & Boston-based technology start-ups and established mid-range companies. Meanwhile, Michael expanded his journey by getting involved with startups as an angel investor, advisor, executive, board member and fundraiser starting in the mid-90's. This parallel track has allowed Michael to develop expansive relationships, additional skill sets, and a broad/deep business expertise.
Michael’s past roles have been COO, CRO, VP/Director of Sales, VP/Director of Business Development & Strategic Account Manager. Michael is also an x PTC sales leader.
Michael is versed in solid go-to-market strategies, social selling style of engagement, strategic planning and execution, process driven qualification (MEDDIC), high-dollar negotiation, innovative marketing (content marketing), complex technology solutions and strategic partnerships. Track record of identifying and acquiring high-value accounts.
Michael resides in downtown Minneapolis and is passionate about city life, live music, nature, community, whole/slow food, exercise, motorcycles and purpose driven work.
Personal Purpose…aspire to serve every individual, leader, team and organization I meet to help them unleash their talent, potential, accelerate their journey of transformation and be fulfilled where they “live, work, play and serve.”
Career Sales Professional and Sales Leader spanning 30+ years “carrying a quota” including 15 years of leading Sales Teams. Top performer with global relationship manager experience.
Bill is an accomplished Master Facilitator, Executive Coach and consultant focused on sales performance effectiveness, strategy transformation and optimizing every facet of sales execution, opportunity qualification (MEDDIC Coach), forecasting, negotiation, sales manager coaching and talent management. Also, has deep global experience in leadership, team and organizational development design and implementation.
My career journey into human capital consulting, development and coaching is grounded by 12 years of executive level leadership experience as business banking executive developing and leading a $200 million P&L, supporting three acquisitions, serving on the Executive Team and Senior Loan Committee from 1979 – 1992
I am a native Southern California resident living in San Diego. My wife Paula, a Presbyterian Pastor, and I have adult daughters and are enjoying a remarkable season of being grandparents to three amazing grandchildren. Golf is my favorite pastime and I have some fun history during my “15 minutes of fame” playing QB (briefly!) for the San Diego Chargers – got released, but remain a die-hard fan even though they left San Diego!