Knowledge-Based Selling, at York University's Schulich School of Business.

Topic-centered seminars
 - Sales and R&D
 - Sales and Finance
 - Raising Prices
 - New Territories
 - New Products
 - Revamping
   compensation
 - Sales pros as
   matchmakers
...and more

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SALES-BASED EXECUTIVE MANAGEMENT COUNSEL
A wide variety of advisory services related to sales objectives, from recruiting to raising prices to supply chain management.

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SALES & GENERAL MANAGEMENT SERVICES
Interim executive placement

Short-term Sales Management

Short-term General Management

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As an educator, he is a member of the faculty of York University's Schulich School of Business, Executive Learning Centre.

As a trusted business advisor, he acts as counsel and strategic management advisor to the owners, presidents and chief executive officers of small to mid-size companies, and provides focused strategic account management and new business development training to many large businesses. He is also active in the education activities of the Strategic Account Management Association (SAMA) and the Canadian Professional Sales Association (CPSA).

During his extensive business career following graduation from Dalhousie University, he has been primarily involved with business renewal and new business development. He has a very results-oriented approach to business and has functioned as a general manager, sales and marketing manager, business strategist and finance manager. A significant part of his business experience has been with General Electric, Exide Electronics and Maple Leaf Foods. He began teaching executives while at GE, and much of the GE philosophy is found in his courses today.

Prior to beginning his executive education and coaching career, he was the owner of a mid-sized industrial distribution organization selling high technology products. Before this he was an executive with Acklands Ltd., managing much of the disposal of its non-core businesses and the turnaround of its automotive parts distribution operations during a crisis period, leading to the eventual sale of the company as a going concern. More recent assignments include work in trucking, customs brokerage, automotive manufacture, retailing, plastics, food products, and other industries.

As a business educator, he specializes in sales and account management courses for sales representatives and sales management.

Several years ago, he already mistrusted the hyperbole surrounding e-commerce. This web site reported, "At a time when 'e-selling' and exchanges and marketplaces are emerging at a lightning pace, he believes that technology alone will not lead to increased sales and higher profits for both buyer and seller." His view then, and now, is that e-traditional approaches based on mutual knowledge and respect between customer and supplier, coupled with (emphasis added in the spring of 2005) , will continue to be more important than anonymous transactions based strictly on price, and conducted between machines.

Concurrently, he believed then and he believes now that technology tools, including the sciences of customer relationship management (CRM), have a role to play, but only when managed carefully by account executives and supply management professionals.

York's Downtown Location

York University's Miles Nadel Centre, where most of our courses are taught, is in the heart of Toronto's financial district. It is in the Ernst & Young Tower of the Toronto Dominion Centre, on Bay Street, just south of King Street West, next to the old Toronto Stock Exchange.

Selling is an honorable profession
During his many career assignments, Brian Harrison Smith has always functioned as a sales professional. He believes that selling is an honorable profession, helping people, and that success can be achieved by a combination of hard work involving concentrated analysis, organized planning and focused execution. He also believes that senior executive involvement in the selling process is critical to outstanding sales success. The quality of his teaching over the years is best seen in the recommendations many of his students have made, encouraging their colleagues to take his courses.

Current Clients

• Financial Service Providers
• Pharmaceutical Companies
• Electronics Manufacturers
• Food Companies
• Communications Service Providers
• Technical Service Providers
• Chemical Manufacturers
• Industrial Distributors
• Government Agencies
• Construction Companies
• Family Businesses

References from our existing and past clients can be arranged.

- The Lavin Agency
- Brian A. Kilgore
  Communications
- York University
  Schulich Business
  School
- Van-Smith
  Marketing
- Jana Schilder's
  First Principles
  Communication
- Strategic Account
  Management
  Association
- Canadian
  Professional
  Sales Association
                     ...more

                      ...more