MCCRORY HISTORY & TEAM

COMPANY FACTS

1990

McCrory & Company was founded in 1990 following Phil McCrory’s successful 13 year career as a commercial banker. To many bankers, “sales” was/is a dirty word, but the value gained from working with companies across numerous verticals was the importance of first understanding the unique challenges of each business and how they could be solved using specific banking services

1990

McCrory left banking in part, because he realized that the majority of bankers, and salespeople in general, needed a sales methodology & conscious client development skills to increase their own confidence to succeed – regardless if they considered themselves “salespeople

1990

McCrory will forever be grateful to a good friend, Keith Eades for an introduction to Mike Bosworth in 1990. Mike Bosworth was the founder of Solution Selling, who ironically was a former techy that never imagined being a salesperson. As one of the 6 original Partners of Solution Selling, McCrory helped growth companies, professional service firms, as well as global corporations such as IBM & Microsoft to focus not just on what they are selling, but more importantly on what they are solving.

1999

In 1999, Bosworth’s Solution Selling IP was sold to Keith’s Eades’ growth company, Sales Performance International (SPI). McCrory continued as the largest global Partner of SPI, fully leveraging the Solution Selling sales methodology & sales process to help clients drive measurable and sustainable revenue, as well as earnings growth by improving their overall sales performance.

2019

In 2019, the Private Equity firm that had invested in SPI, also acquired Richardson and merged the two to become Richardson Sales Performance (www.Richardson.com) and McCrory became the largest global Partner of Richardson

2024

In early 2024, three colleagues joined McCrory. What’s unique about Kevin Anderson, Bridget Meehan and Mac Winslow is that all are former clients of McCrory – because of this, all have successfully leveraged both their training, as well as the capabilities of SPI and Richardson. More importantly, they too, are passionate about helping their clients be successful.

2024

In late 2024, Richardson acquired Challenger, whose joint capabilities will provide clients with expanded access to best-in-class methodologies, cutting-edge technology, rich analytics and a broader range of learning experiences. Specifically, clients benefit from a more holistic approach to sales training, encompassing everything from consultative, agile selling skills to disruptive, insight-driven selling strategies.

TEAM MEMBERS

Phil McCrory

Founder and President

Since starting McCrory & Company in 1990, Phil McCrory has worked with sales executives and client development professionals with hundreds of firms, including some of the top organizations in the world. McCrory has been recognized by his Solution Selling® peers and his clients as the top sales consultant and trainer in the Solution Selling® organization.

Prior to founding McCrory & Company, Phil spent 13 years with First Union Corporation (now Wells Fargo) in Charlotte, NC. For the first seven years, he served as a salesperson and sales manager, working with companies in the U.S. and Europe. During the last six years with First Union, McCrory was Vice President of the Commercial Market Group, where he developed marketing strategies to target the corporate marketplace. McCrory also served as the liaison between the bank’s line units and automation/operations. In this capacity, he helped determine which systems were needed to solve the bank’s business problems and meet their strategic objectives.

McCrory received both his bachelor’s and master’s degrees in business administration from UNC-Chapel Hill.

Kevin Anderson

Senior Consultant and Instructor

Kevin Anderson is a Senior Consultant and Trainer who helps salespeople feel more confident, self-aware, and effective without turning into someone they’re not. Whether it’s a technical expert who accidentally inherited a quota or a seasoned seller stuck in “good convo” purgatory, Kevin teaches people how to guide buyers instead of pitching at them. He leans on his favorite proven frameworks like Richardson’s Sprint Sales Dialogues and the Consultative Questioning Model, but brings his own voice: a mix of straight talk, real-world relevance, and the occasional golf analogy (it happens).

Before getting into training, Kevin was a top-performing seller and sales leader at multiple Proptech startups and a Fortune 500 commercial real estate firm. He’s been a featured speaker at DisruptCRE, JLL’s “Flex and the Future of Office Buildings,” and other industry events, and is a certified partner in both Richardson and Challenger. He lives in Philadelphia, is a three-time NCAA national golf championship competitor, and has strong opinions about honesty in selling and why we should all stop pretending discovery is easy.

“What impressed me most was how Kevin kept the entire team engaged, even our more experienced team members. He didn’t rely on generic training materials. He adapted in real time, spoke our team’s language, and made sure every single person left with something they could use.” – Phil Villari, Jr, Vice President, Barclay Group

Mac Winslow

Senior Consultant and Instructor

Mac Winslow is a seasoned sales and marketing professional with over 20 years of deep life sciences and healthcare expertise. He is also highly skilled in Sales Process Optimization, Team Structure and Development, Performance Management, and Go-to-Market Strategy. Mac’s extensive background in healthcare, life sciences, clinical trials, and outsourced services positions him as a specialist in navigating complex markets. His insights and strategies have been applied in practical settings to drive growth and operational efficiencies in highly regulated environments.

With a career highlighted by roles at leading global sales & marketing teams as well as projects requiring a nuanced understanding of market demands & regulatory landscapes, Mac has proven his ability to deliver results that enhance top and bottom lines. His work includes significant experience with market segmentation, targeting, and positioning, helping businesses effectively reach and engage their desired audiences. Mac’s approach is always tailored, leveraging his expertise to meet specific client needs, whether they are startups needing direction or established entities seeking to optimize their operations. Mac received his BS and MBA from North Carolina State University.

Bridget Meehan

Senior Consultant

With a professional career spanning both sides of a sales call, for the past 17 years Bridget has served as a “sales swat team” for her clients. Due to her unique perspective and the rigorous process she has developed, clients across multiple industries have hired Bridget to help with the following:

– Test assumptions around value propositions, addressable markets & entry points
– Develop and test sales messaging to optimize and accelerate outbound prospecting & sales
– Serve as an additional sales resource to identify, qualify and advance sales prospects through the pipeline

As a result, clients have been able to make informed decisions around product positioning & market opportunities while also filling the top of their sales funnels & building qualified sales pipelines.
Bridget received her BBA in Marketing Management from Baruch College, New York, New York.

“With the viability of the market proven by Bridget’s efforts, and a full set of tested sales messages in hand, I was able to turn the ongoing solicitation of this new vertical back to my sales team, knowing the market potential justified their efforts.” Matthew J. Bauer, Director of Commercial Marketing, Rockwell Software

testimonials

WHAT OUR CLIENT SAYS

We recently trained the sales teams with Phil and his Sprint Selling methodology and sales framework, Phil is an exceptional sales training professional, his enthusiasm, manner and knowledge are exemplary. I have worked with numerous sales training companies over the years and Phil and Sprint Selling was one of the very best. I felt the teams gained more from Phil due to the way the training was delivered to tie in with our current processes and product sets, he understood our company and how we currently work so the value he added was over and above our expectations. I would highly recommend Phil as a trainer and his Sprint Selling course is already making a difference to our sales team in both morale and results, we now all speak the same language and our measurement is aligned. Many thanks Phil

Shelley Borchard

Commercial Director

WHAT OUR CLIENT SAYS

Our sales progress year-to-date is better than it has ever been, growing the business by 10% over last year. Our backlog going into next year is at an all time high, exceeding our best year by over 50%. The pipeline is full with well qualified leads and the sales pipeline process (qualifying leads, tracking opportunities through the funnel and getting to power) is a natural part of our culture here. While there are always many ingredients to success, I just wanted to let you know that McCrory & Company is a part of these successes. Thanks for your help, patience and support and I look forward to your continued work with us this year!

Brad Paulsen

Chief Development Officer

WHAT OUR CLIENT SAYS

“Phil trained our sales and client services and marketing teams. The Discovery Model ended up becoming a basic foundation and a common language for our entire team in how we explored, uncovered, shaped and responded to new opportunities with existing clients and prospects. Phil took the time to understand our business and was very interactive during the training, tailoring specific steps to individuals with fairly diverse backgrounds, functions and anxieties. We would definitely use Phil for any sales & account management training needs we have in the future.”

Naras Eechambadi

Board Director | Executive Coach | C-Suite Executive | Global Leader in Data, Analytics & AI | Ex – McKinsey

WHAT OUR CLIENT SAYS

“When I was just beginning to re-engineer and develop a structured results oriented sales process, a friend recommended that I talk with Phil. Working with with him was one of the pivotal moments in my career in Sales Management and I can’t imagine that we would have had the success we’ve had without his help. His approach, model and coaching was exactly what both I and my team needed to move forward.  If there is anything that I can do for you or if you are considering his services, please feel free to contact me and I and I am more than happy to talk with you; or if you would like to know more about our experience and the value he brought to the process please let me know.” –

Chuck Rolfsen

CRO