Jack Malcolm | Communication

Jack Malcolm is President of Falcon Performance Group,
an organization dedicated to improving the professionalism, preparation, and productivity of sales professionals in the complex-sale environment through training and consulting in sales planning, financial and business literacy, and communication skills. Jack’s personal areas of expertise include sales, finance and psychology of personal communication and persuasion.

The first ten years of Jack’s career were spent as a commercial banker, where he learned the difficult art of differentiating yourself when selling a pure commodity, as well as becoming thoroughly steeped in corporate financial statements and business operations. Recognizing his sales and business development success, Southeast Bank named him VP in charge of its management training program.

In 1991, Jack began his sales training career with The Hoffman Group, and gained significant experience in high-tech sales with a Fortune 500 client list that included Tektronix, Sun Microsystems, AT&T, and NCR.

In 1995, Jack founded Falcon Performance specifically to combine his complex-sale expertise and his extensive financial background to design and implement complete sales process improvement initiatives at top national and international corporations. Since that time Jack has led the implementation of a wide array of training and consulting engagements for clients such as Lanier/Ricoh, Verizon Wireless ADP, NCR, Citrix Systems and Fonterra, a New Zealand-based global food ingredients supplier. Jack’s sales process methodology has also been licensed to training companies in China and France.

Recently, Jack has combined his extensive selling and speaking background with his interest in behavioral economics and cognitive psychology to craft a unique and powerful approach to influence and persuasive communications, leading to acclaimed keynote presentations at Qualcomm, Abbott, FirstCaribbean Bank, Verizon Wireless and other top clients.

Jack has won numerous competitions in public speaking from Toastmasters International and demand for his superb presentations skills have taken him to more than two dozen countries including: Australia, Bahrain, Brazil, China, Germany, Great Britain, Guatemala, Hong Kong, Japan, Korea, New Zealand, Singapore, South Africa, Taiwan, Thailand and Venezuela.

Jack is the author of Bottom-Line Selling: The Sales Professional’s Guide to Improving Customer Profits, published by McGraw-Hill in 2000 and is a committed lifelong learner, earning three graduate degrees—an MBA in Finance, a Graduate Degree in Banking, and an MA in International Relations—but has put further formal education on hold until the happy moment that his two children finish theirs.



Home Approach About Jack Training Why Jack? Videos Contact Info		Jack Malcolm is President of Falcon Performance Group, an organization dedicated to improving the professionalism, preparation, and productivity of sales professionals in the complex-sale environment through training and consulting in sales planning, financial and business literacy, and communication skills. Jack’s personal areas of expertise include sales, finance and psychology of personal communication and persuasion. The first ten years of Jack’s career were spent as a commercial banker, where he learned the difficult art of differentiating yourself when selling a pure commodity, as well as becoming thoroughly steeped in corporate financial statements and business operations. Recognizing his sales and business development success, Southeast Bank named him VP in charge of its management training program. In 1991, Jack began his sales training career with The Hoffman Group, and gained significant experience in high-tech sales with a Fortune 500 client list that included Tektronix, Sun Microsystems, AT&T, and NCR. In 1995, Jack founded Falcon Performance specifically to combine his complex-sale expertise and his extensive financial background to design and implement complete sales process improvement initiatives at top national and international corporations. Since that time Jack has led the implementation of a wide array of training and consulting engagements for clients such as Lanier/Ricoh, Verizon Wireless ADP, NCR, Citrix Systems and Fonterra, a New Zealand-based global food ingredients supplier. Jack’s sales process methodology has also been licensed to training companies in China and France. Recently, Jack has combined his extensive selling and speaking background with his interest in behavioral economics and cognitive psychology to craft a unique and powerful approach to influence and persuasive communications, leading to acclaimed keynote presentations at Qualcomm, Abbott, FirstCaribbean Bank, Verizon Wireless and other top clients. Jack has won numerous competitions in public speaking from Toastmasters International and demand for his superb presentations skills have taken him to more than two dozen countries including: Australia, Bahrain, Brazil, China, Germany, Great Britain, Guatemala, Hong Kong, Japan, Korea, New Zealand, Singapore, South Africa, Taiwan, Thailand and Venezuela. Jack is the author of Bottom-Line Selling: The Sales Professional’s Guide to Improving Customer Profits, published by McGraw-Hill in 2000 and is a committed lifelong learner, earning three graduate degrees—an MBA in Finance, a Graduate Degree in Banking, and an MA in International Relations—but has put further formal education on hold until the happy moment that his two children finish theirs.