Founder & CEO, Selling Power
Gerhard Gschwandtner launched Selling Power magazine in 1981 with a vision to create the number one industry resource for sales professionals. Widely recognized as a thought leader and industry trailblazer, he has trained more than 10,000 salespeople around the world and is the author of 17 sales management books. Over the course of three decades, he has interviewed some of the most successful leaders and experts in sales, business, sports, entertainment, and politics, including Colin Powell, Seth Godin, Donald Trump, Mary Kay Ash, Malcolm S. Forbes, Bill Marriott, Michael Dell, Jay Leno, Ann Mulcahy, Larry King, Dr. Norman Vincent Peale, and George Foreman. In 2005 he founded the popular Sales Leadership Conference series, a collaborative and dynamic learning environment in which sales leaders learn how to create and sustain winning teams that yield higher productivity, sales, and customer satisfaction. His blog, sellingpower.typepad.com, receives an average of more than 6,800 hits a month. He is originally from Salzburg, Austria.
President and Chief Strategist, The Bridge Group
Trish Bertuzzi is the President and Chief Strategist of The Bridge Group and is passionate about helping technology companies build, expand and optimize their phone and web based selling strategies. Trish writes the Inside Sales Experts blog, was named him one of the top 20 sales industry social media users by InsideView and recently received a Lifetime Contribution Award from the American Association of Inside Sales Professionals. You can connect with Trish via twitter @bridgegroupinc.
Chief Marketing Officer, NaviSite
In her role as Chief Marketing Officer, Claudine leads NaviSite’s global marketing, positioning and messaging and provides strategic direction for accelerating the growth of NaviSite’s brand. She brings to NaviSite more than 20 years experience in technology marketing. Most recently, she was Vice President of Marketing at MetaCarta (recently acquired by Nokia), a pioneer in the burgeoning geo-web space, whose technology allows content to be geographically referenced and searched using a map as a filter. She worked extensively with brand leaders like National Geographic and helped propel MetaCarta’s business in the public sector, publishing and energy markets. Prior to MetaCarta, Bianchi was Vice President of Marketing at eCopy, a leader in document distribution and enterprise content management solutions which was recently acquired by Nuance. While at eCopy, she worked closely with Canon USA to build eCopy’s brand and leverage eCopy as a differentiator for the Canon Enterprise Sales organization. Before eCopy, she was Director of Marketing at Forrester Research playing an instrumental role in establishing the Forrester brand as a leader in the technology research industry. Earlier in her career, she held a variety of marketing positions in numerous start ups including Viewlogic Systems, Concentric Data, and JetForm. Bianchi earned a Bachelor of Arts degree in English from Dartmouth College.
CEO, Green Leads
Mike is the consummate sales and marketing executive, leading both the growth of Green Leads and the techniques and practices behind Green Leads' demand generation success. Mike brings over 20 years of senior management experience from a series of high technology and b2b marketing firms. During the past 6 years Mike has developed a new brand of demand gen that leverages both technology, the human asset, and social media. After sharing these ideas with other leading demand gen companies, Mike decided to form Green Leads, where he can complement these practices with a higher sense of quality and accountability to the company, its people, its clients, and its community. Prior to his focus on marketing services, Mike served as both an entrepreneur and executive. He was CMO of Infoteria, an XML software company, founder and CEO of Pangaea Software, an enterprise level software solutions company. Over the years, Mike has served on several boards of both commercial and non-profit ventures. Mike holds a BS in Computer Science from Merrimack College.
President & CEO, Tel-Tron
Brian Dawson is the President and Chief Executive Officer of Tel-Tron Technologies Corporation, an electronics manufacturer which designs and manufactures enterprise level emergency call systems for the senior living industry. Think... "Help! I've fallen and I can't get up." Brian is the third generation to lead the Daytona Beach based technology manufacturer whose passion is developing technology that allows seniors to stay independent as long as possible. Prior to becoming CEO in 1999, Brian had been responsible for nearly every area of the company including production, purchasing, accounting, sales, installation and distribution. Today, he has taken the company from a small regional firm working in one technology to being a national leader in life safety systems using several integrated technologies, delivered through multiple channels. He holds a B.A. in Business Administration from Colorado State University.
Creator of Trigger Event Selling™
Craig Elias is the contributing author to the #1 Selling Book on both Amazon and The Wall Street Journal "Masters of Sales,” is also the author of the soon to be released book SHiFT! Harness the trigger events that turn prospects into customers. For almost 20 years Craig has used trigger event strategies to be a top sales performer at every company he worked for, including WorldCom where he was named the #1 salesperson within six months of joining. Craig’s knowledge of Trigger Events has resulted in winning a $1,000,000 prize in a global billion dollar idea competition; coverage on NBC news, in The New York Times, The Wall Street Journal, and other prominent business and industry publications; and having his last company chosen by Dow Jones as one of the 50 most promising companies in North America.
Executive Vice President, Brainshark, Inc.
Dave Fitzgerald, executive vice president of Brainshark Inc., oversees all aspects of the company’s sales, marketing and service operations. Brainshark is the leader in on-demand presentations. More than 1,000 companies rely on Brainshark across to increase their communications reach and impact while saving costs. Dave brings more than 20 years of experience leading sales, marketing, and customer services operations at high growth software companies. Prior to Brainshark, Dave was the senior VP of sales & services at ClearStory Systems, a digital asset management software company. He served as president and COO of the Americas operations for Eyretel, a British company providing call center optimization solutions. Prior to Eyretel, Dave was senior VP of sales & alliances at Xchange Applications where he participated in a very successful IPO. His career has been focused on building very successful, high-growth sales, services, and marketing operations focused on delivering value based business solutions.
Senior Marketing Program Manager, Salary.com
Thereasa Fullmer is the senior marketing programs manager for Salary.com, Inc., a leading provider of on-demand compensation and talent management solutions for human resources professionals. Thereasa oversees all lead generation activity for the company, orchestrating proactive outbound marketing campaigns to generate highly qualified leads. Thereasa achieves strong synergy between sales and marketing by actively engaging both teams in the results and metrics that measure the effectiveness of lead generation programs. Weekly missives keep everyone connected to successes and opportunities, and they are delivered with an energy and wit that help feed people’s enthusiasm for the work. Working closely with sales management, she ensures proper alignment between lead generation and revenue generation efforts. On average she coordinates more than 120 webinars and 40 regional events annually. She creates marketing programs, coordinates their operational elements and works with stakeholders throughout the company to ensure their effectiveness. Because of her lead generation and tracking efforts, the team is credited with helping generate one of every four first appointments that the sales team engages. Prior to joining Salary.com, Thereasa was a senior marketing manager at Makana Solutions, overseeing the firm’s content development, social and email marketing, and SEO functions. She was product marketing manager at Maconomy’s ERP software for professional service organizations, and held sales and marketing posts at other technology companies including Actuate Corporation, Intraware, Inc., and Telogy, Inc. A native of Oregon, she graduated from St. Mary’s College of California and received her MBA from San Francisco State University.
Editor/Publisher, DemandGen Report
During his career Andrew has served as an Editor and Publisher for several different business magazines, including This Week In Consumer Electronics (TWICE), Sporting Goods Business, Consumer Goods Technology, Retail Info Systems, Hospitality Technology and Mobile Enterprise. Within each of these markets, Andrew has demonstrated a unique ability to quickly identify the business issues that resonate and matter most to executive level readers. Subsequently, he has consistently helped create and match content that generates interest and readership among that executive community. Working with a wide variety of clients from tech firms to sports properties and lifestyle brands, Andrew has crafted successful campaigns built around white papers, event-based advertising sections and sales training materials for clients such as Major League Baseball, Canon, DuPont, SAP, Business Objects, Oracle and many others.
Director, Global Data Governance
Mark Goloboy manages Global Data Governance for Monster where his responsibilities include delivering accurate, complete, timely and consistent information to decision makers. Additionally, Mark drives Global Sales and Marketing programs leveraging Monster’s most valuable data assets. Mark previously managed Marketing Analytics and Technology for Monster and has led successful Global Segmentation, Marketing Measurement, and Global Data Acquisition programs. Prior to joining Monster, Mark was an Engagement Manager at Harte-Hanks where he built marketing systems for Sallie Mae and TD Bank. Mark began his career as a Technology Consultant for Accenture’s Resources Data Warehouse Initiative, where he quickly progressed into team lead and architect roles at clients including Bank of America, Corning, and Freddie Mac. Mark has a BS in Computer Systems and Economics from Union College in Schenectady, NY.
Director, Commercial Excellence, NBC Universal
Eric has spent the past 14 years in different quality, operations and commercial roles in several GE businesses. In his current role as Vice President - Commercial Excellence for NBC Universal, Eric has the responsibility for managing the deployment of Customer Relationship Management (CRM) solutions across the organization and driving enterprise sales initiatives for the Advertising Sales Organization. In this role, he manages commercial campaigns, data and market analysis, and commercial process design. Prior to this position at NBC Universal, Eric was the Sales Force Effectiveness Leader for GE’s Equipment Finance Group. In this capacity, he led efforts to design and launch a statistical customer profiling tool to with the goal of driving new business origination. Before joining GE, Eric served as a Captain in the U.S. Army where he held the positions of Company Commander and Brigade Logistics Officer. He received a B.S. Degree from the U.S. Military Academy at West Point and an MBA from Rensselaer Polytechnic Institute.
Managing Principal, ZS Associates
Mike Moorman is Managing Principal, B2B Sales & Marketing, at ZS Associates, a global management consulting firm specializing in sales and marketing consulting, capability building, and outsourcing. He leads the firm’s work with B2B organizations with particular focus on value-based sales and marketing strategy and execution, sales organization design, sales operations, sales force motivation systems, and change management. Mike’s experience spans a range of sales models including global, strategic and key accounts management, generalist and specialist field sales, channel partners, and telesales. In 2007, Consulting Magazine
named Mike one of its “Top 25” consultants for his thought leadership in value-based sales strategy and sales force optimization. Mike is a frequent speaker on sales and marketing topics, presenting at numerous conferences and executive education forums as well as custom executive team workshops. He also has written and published extensively on the subject, and is the editor of ZS Insights B2B
, a quarterly e-journal for B2B sales and marketing executives.
Research Director Sales Effectiveness Practice, Aberdeen Group
Peter Ostrow is the Research Director for the Sales Effectiveness practice at the Aberdeen Group, a leading provider of fact-based research focused on the global technology-driven value chain. Peter has been focused on sales and marketing best practices for 25 years, beginning with a long-time stint at advertising firm JWG Associates. At JWG, he participated in every aspect of the company’s sales growth, from $1M to $135M, until its acquisition by Monster Worldwide’s TMP AdComms division. Here, Ostrow deployed additional CRM, pipeline management, lead generation and competitive intelligence practices as VP, Global Sales Administration. He then worked as VP, Business Development with MarketOne International, a global provider of lead lifecycle management services to technology sales and marketing executives. At Aberdeen, Peter leads the Sales Effectiveness practice, covering the technology, service and consulting enablers that enterprise sales forces deploy to become best-in-class organizations. His research covers topics such as sales training, sales intelligence, CRM/SFA, sales performance management and integrating technologies around customer acquisition and retention. Peter holds a Bachelor of Arts in History and Political Science from Brown University.
As Emptoris’ Chief Executive Officer, Patrick Quirk provides the vision and sets the company’s overall strategic direction as well as drives execution that will enable Emptoris to maintain its leadership position in the market. Mr. Quirk joins Emptoris from GoldenGate Software, a leading provider of high availability and real-time data integration solutions for heterogeneous enterprise IT environments. At GoldenGate, Mr. Quirk served as Senior Vice President, Worldwide Sales. Prior to joining GoldenGate, Mr. Quirk was EVP of worldwide operations at Keynote Systems Inc., the leader in providing services that improve online business performance and customer experience. Mr. Quirk has more than 25 years of experience in enterprise software management, research and development, marketing and sales. He has held a number of senior executive positions in large successful enterprise software organizations. Previously, he was the general manager of PeopleSoft's Enterprise Supply Chain Management division where he led the strategic direction, product development, global marketing, and customer support of PeopleSoft's award-winning solutions. Additionally, Mr. Quirk led the evaluation and acquisition of JD Edwards for $1.7 Billion which was the largest software acquisition in ERP and PeopleSoft's history. Before PeopleSoft, Quirk was the vice president of strategic accounts at i2 Technologies, vice president of the Americas and Asia Pacific for Aspect Development (acquired by i2), vice president of worldwide sales at Connect Inc., and vice president of the Americas for Avalon Software, an ERP company. Patrick Quirk holds a bachelor's degree in Industrial Engineering from the University of Wisconsin-Madison.
VP Sales, HubSpot
Mark Roberge is VP Sales at HubSpot, an Internet marketing software company based in Cambridge, MA. He oversees HubSpot's entire sales function, having grown the department to over 50 reps and over 2,500 customers in just 3 years. Prior to HubSpot, Mark founded and held executive positions in startups in the social media and mobile sectors. Mark started his career as a technology consultant with Accenture. Mark holds an MBA from the MIT Sloan School of Management where he was a semi-finalist in the 2005 MIT $50K Business Plan competition and was awarded the Patrick McGovern award for his contributions to entrepreneurship at MIT. He holds a bachelor's degree in Mechanical Engineering from Lehigh University. Mark has been featured in the Wall Street Journal, TechCrunch, and other major publications for his entrepreneurial ventures. Mark is a regular speaker at MIT and various industry conferences on the topics of inbound marketing and sales 2.0.
Director of Enterprise Sales, Ektron
Dave Scalera serves Ektron as Director of Enterprise Sales. In that role, Dave works cross functionally with Ektron's Sales, Marketing and Product Development teams with the ultimate goal of ensuring success for Ektron's customers and partners. A 5-year veteran of Ektron, Dave has seen the company grow over 400% in his time there. He has personally been involved in the sale or deployment of over 500 successful Ektron implementations. Dave is active in promoting Ektron's unique place in the market as an Enterprise provider of tradional Web Content Management combined with Social Software and Marketing Optimization solutions.
Anneke was the twelfth employee at Oracle and the designer of OracleDirect, the company’s revolutionary inside sales operation. She is currently the CEO and founder of Phone Works, a sales strategy and implementation consultancy that helps large and small businesses build and restructure sales teams to achieve predictable, measurable, and sustainable sales growth using Sales 2.0 principles. Anneke is the coauthor of a new book, Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology
, published by John Wiley & Sons.
Global Director, Market Intelligence & Database Marketing, EMC
John Smits leads EMC’s Market Intelligence & Database Marketing Demand Center. Providing a new model for enterprise b2b demand generation, this Demand Center organization supports global data-based campaign execution, lead management, CRM and Master Data Management for the company’s marketing and sales initiatives. John is also responsible for EMC’s Go-To-Market Segmentation Strategy. John has an M.B.A. from Babson College of Wellesley, Massachusetts and a B.S. in Marketing from Bentley College of Waltham, Massachusetts. John spends his spare time with his family in Stow, Mass. and training for the 2010 Pan-Mass Cycling Challenge.
Director, Sales Performance International
Tim Sullivan brings over 25 years of sales, marketing and management consulting experience to his role as director of development at Sales Performance International. Tim works with SPI’s innovation team to find and capture the best practices of the world’s top performing sales professionals and teams. He is co-author of “The Solution Selling Fieldbook”. Before joining SPI, Tim was a Senior Director of Product Marketing for Siebel Systems, Inc., where he managed solution development and marketing for advanced sales methodologies. He previously served as Vice President for OnTarget, Inc., a sales training and consulting firm, and was General Manager of Culpepper and Associates, a high technology industry consulting and research firm. Tim began his career in high technology sales with Management Science America (later Dun & Bradstreet Software), where he held sales and operations positions during his ten-year tenure there. His columns on sales and marketing practices have been published in Sales and Marketing Management, Sales & Field Force Automation, Marketing Management, Selling!, SellingPower, VARBusiness, and other magazines, newsletters, and online resources. Today, he is the editor of the Solution Selling blog, found at www.solutionsellingblog.com, and host of many Solution Selling webinars and podcasts, found at www.solutionselling.com. Tim holds a business degree from the University of Notre Dame, and is a dedicated Fightin’ Irish football fan. He resides in Atlanta, Georgia.
Chief Adoption Officer, salesforce.com
As chief adoption officer, Polly Sumner is responsible for customer success and ensuring that each and every customer gets maximum value from our products and services. Sumner’s move to salesforce.com in 2008 followed a 20-year career in executive management in the technology industry. Most recently, Sumner was president of global services at Telecordia. Sumner also served as president and CEO of Alphablox, where she grew the company from $5 million to $25 million in two years. Sumner also held several different positions at Oracle from 1987 to 1999, including vice president and senior vice president roles in sales and alliances. Earlier in her 30-year technology career, Sumner worked at McDonnell Douglas and IBM. Sumner holds a bachelor's degree in history and political science from Northern Arizona University and a master's degree from the American Graduate School of International Management.