September 10, 2009
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What is Sales 2.0?
Gerhard GschwandtnerPublisher & Founder, Selling Power
Gerhard Gschwandtner is the founder and CEO of Personal Selling Power, Inc., a magazine and book publishing company located in Fredericksburg, VA. After seven years as an international sales and marketing executive in Austria, France, and the United States, he started a sales training consulting company and trained over 10,000 salespeople in Europe and the United States. In 1981, he started Selling Power magazine on a shoestring budget and turned it into the leading sales management magazine, with a circulation of 98,000 subscribers in 67 countries. Today, in addition to Selling Power magazine, Personal Selling Power, Inc. has a book-publishing division, an online video division, a Sales Leadership Conference series, and the leading website in the sales industry, www.sellingpower.com, with over 100,000 individual visitors a month. Gschwandtner is also a Co-Host of the Sales 2.0 Conference series. He has created 14 books on selling and management and two books on photography.
David ThompsonCEO & Co-Founder, Genius.com, Inc
For nearly two decades Genius.com, Inc. CEO David Thompson has been at the forefront of major trends in the software industry. Thompson has delivered pioneering software applications, launched the leading on-demand software service (WebEx), and developed legendary marketing campaigns. Thompson recently co-authored Sales 2.0 For Dummies and chaired the sold-out Sales 2.0 Conference, where more than 400 attendees and speakers gathered to share strategic perspectives and practical insights about how sales and marketing organizations can take advantage of Web 2.0 technologies to increase sales volume and velocity. Thompson started Genius after his tenure at WebEx Communications (Now Cisco-WebEx), serving from 1998 through late 2004 as vice president of product marketing and then chief marketing officer. While at WebEx, Thompson shipped award-winning web conferencing products that reinvigorated the category, named the company and directed legendary marketing campaigns that vaulted WebEx to #1 in on-demand software. Thompson has also held various senior management positions for such notable companies as Quarterdeck, Genentech, and StarNine Technologies.
Elliott BaretzDirector of Business Development, SWC
Elliott is responsible for marketing, new account acquisition and the company’s relationship with Microsoft. Over the last 15 years, Elliott has developed a distinguished career as a sales and marketing leader within the IT services sector. During that time he has managed strategic relationships with Microsoft, IBM, Hewlett Packard and other global technology organizations. He has leveraged this experience to help shape business and technology strategy for a wide spectrum of SWC customers ranging from the SMB to the enterprise sector. Elliott has been the recipient of marketing awards such as the MC/Icon Award, the Communicator Award and the Business Marketing Association Tower Award. He earned his Bachelor of Science in Political Science from Bradley University.
Dan DemkoPresident, SBTV.com
Dan Demko is President and a founding partner of Small Business Television, SBTV.com. As President, Dan oversees all sales and business development activities. Prior to SBTV.com, Dan spent over 30 years in the financial services industry with a focus on developing, selling and managing retirement services and savings plans. He has a proven track record of managing successful sales and marketing teams which include the development of a sales division at AIG that focused on the qualified retirement savings market which went from start-up to $1.8 billion in assets under management in a 24 month period of time. Dan has served on a number of not-for-profit boards, was a member of the US Chamber of Commerce Small Business Committee, has testified before Congress on retirement plan tax issues and was instrumental in working with the Department of Labor in enhancing ERISA regulations as they apply to qualified plans. He holds a B.S. degree in communication form Ohio University and was a registered principal with the National Association of Security Dealers.
Nigel EdelshainCEO, Sales 2.0 LLC
Nigel Edelshain is CEO of Sales 2.0 LLC. The company is dedicated to taking the sales profession to the next level. Sales 2.0 provides companies with a range of services and products including lead generation and consulting that enables them to make their sales forces radically more effective (typically growing sales results 3-10 times.) Nigel has sold millions of dollars of IT solutions to major Fortune 500 firms. He was head of sales for the financial services industry for Starpoint Solutions (a 600-person system integrator). While at Starpoint, he sold e-business projects to senior business and technology executives. Prior to Starpoint, Nigel worked for Platinum Technology (now CA) selling IT professional services. Nigel is the chairman of the Wharton Business School Club of New York – the School’s largest alumni association. Nigel graduated from Wharton’s MBA program in 1993 and has an undergraduate degree in Microelectronics from Edinburgh University.
David EgloffSales Operations Manager, Motorola - Enterprise Mobility Solutions
David, is a Sales Operations Manager in Motorola’s Enterprise Mobility Solutions division and directly responsible for the Commission Accounting – Americas Enterprise team. His responsibilities include financial modeling, commission accounting, and support to senior management in Sales, Human Resources and Sales Finance/ Operations. Generally, his experience includes 11 plus years in functional roles including project management, business analysis, assurance and continuous improvements. The scope of efforts completed includes those related to sales operations, operational risk, technology, and process improvements. Previously held titles include Manager of Projects & Risk, Operational Risk Management, Technical Project Manager and Business Analyst for companies such as AllianceBernstein, Lehman Brothers, and Tyco Healthcare. David is a certified Project Management Professional and has received his M.S. from New York University and B.S. from Sacred Heart University.
Dave FitzgeraldExecutive 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.
Jake FreivaldVice President of Corporate Marketing, Information Builders
Jake Freivald is the vice president of corporate marketing for Information Builders and iWay Software, an Information Builders company and leader in enterprise integration. In this position, he is responsible for developing and executing all of the solution marketing strategies. Jake joined Information Builders in 1999, prior to that he held several managerial positions with Andersen Consulting and Prudential Life Insurance Company of America.
Don GushurstDirector of Global Lead Generation, Molex
Don is responsible for the global implementation of a Lead Management process and for driving two Industry focused cross functional teams at Molex, a leading one-source supplier of interconnect products. This involves the development and maintenance of a consistent, sustainable and disciplined process that delivers a robust and growing opportunity pipeline for both lead management and emerging markets. The Lead Management process Don manages includes; marketing campaigns, lead scoring, lead nurturing, marketing automation strategies and metrics development. From this he is responsible for defining ROI for all proposed campaigns, market initiatives and lead management activities. Don is a marketing executive with 32 years of global work experience within the electronics component industry. He has extensive international work experience spanning 5 continents and 20 different countries including 2 expatriate assignments in Canada and Brazil. His track record is best known for consensus building, strong negotiation skills, results orientated and astute cultural awareness.
Kevin N. HooperVP, TSG Commercial Business Segment, Hewlett-Packard Company
Kevin Hooper joined the HP team as Vice President of the U.S. Commercial Business Segment, effective November 26, 2007. As a member of the US Technology Solution Group’s senior leadership team, Mr Hooper has driven HP’s transformational agenda to achieve the growth goals assigned to the Commercial space, which represents a $150 billion market for HP. Mr. Hooper brings considerable experience in both direct sales and multi-tier channel relationships to this position. During his 10 years at IBM, he held executive-level posts in several divisions, including hardware, software, and services. In his most recent position, he was responsible for IBM’s strategy to attain the $28 billion revenue stream from resellers, distributors, SIs, and ISVs. His commercial experience includes managing IBM’s $1.8 billion worldwide software SMB direct sales team, and responsibility for channel marketing within the Services business with a special focus on the midmarket. Mr. Hooper graduated from the University of Sussex, in the United Kingdom, with a bachelor’s degree in mathematics and statistics, and from the University of Massachusetts with a master’s degree in Industrial Engineering and Operations Research.
Jeff KoserFounder, Selling to Zebras, LLC
Jeff is the founder of Selling to Zebras, LLC (www.SellingtoZebras.com), a sales tools and consulting firm established in 1999. Jeff is also an award winning author of Selling to Zebras, HOW TO CLOSE 90% of the BUSINESS YOU PURSUE FASTER, MORE EASILY and MORE PROFITABLY. He offers more than thirty years of experience in speaking, consulting, executive sales management, business strategy, and business development, in various industries. His current consulting customers range from Global 2000 companies to pre-IPO companies aspiring to do a liquidity event. Using the Zebra sales methodology, chronicled in Selling to Zebras, Jeff has established a proven track record of successfully helping companies increase sales and reduce the cost of sales. Companies of all sizes from emerging to mature markets, in a variety of industries, have enjoyed Zebra initiated sales success. Previously, Jeff served as Chief Operating Officer at Baan Supply Chain Solutions. Under his leadership at Baan, revenues grew more than tenfold in fewer than five years. Prior to joining Baan, Jeff held various management and sales positions at companies such as NCR Corporation, MAI Basic Four, and Xerox Computer Services. Jeff is also a member of TEC 60.
Lee LevittDirector, IDC Sales Advisory Practice
Lee Levitt works with IDC’s technology clients to improve their overall sales productivity and effectiveness. Leveraging extensive sales benchmarking work, best practices research and deep industry background, Lee helps to identify, prioritize and address organizational and operational issues that constrain sales productivity. Lee manages all aspects of the practice, leading the sales performance analytics research, conducting the group's best practices research, and overseeing the buyer experience research. Lee has more than 25 years experience in technology sales and marketing. He has held senior marketing, business development, channel development and sales operations positions for a variety of publicly held and venture-backed hardware, software, SaaS and services companies. He held a senior strategic marketing position at Novell, driving the positioning of the company's professional services and industry-focused organizations. He ran sales operations for Phase Forward, where he initiated, formalized and managed the company's lead development and management processes, and selected and implemented the company's first sales force automation application. Lee is a member of the Sales 2.0 Community and a member of the Strategic Account Management Association (SAMA). He holds a Bachelor degree in economics from Colgate University and is an avid (Cat 4) bike racer and hockey player.
Byron MatthewsGlobal Sales Leader, Mercer Consulting
In his role at Mercer, Byron is responsible for delivering against the firm’s global sales plan. He develops and executes global sales strategy, planning and policy across the businesses and regions. He chairs the Global Sales Leadership Team and works closely with the Executive Committee and leadership teams in the Americas, Europe, Canada, Latin America and Asia Pacific to execute their sales strategy and improve the firm’s competitive market position and increase sales productivity. Byron is responsible for designing and implementing Mercer’s firm-wide sales structure and governance model. In addition, he is focused on designing and implementing standard approaches to pipeline management, revenue planning and various sales effectiveness initiatives. Prior to his position at Mercer, Byron led client sales teams as well as numerous business development initiatives for Accenture. Byron holds an MBA from the University of Chicago Graduate School of Business, and a Bachelor of Science in Business Administration from the University of Kansas.
Kevin PopovićFounder / Communications Director, Ideahaus®
Kevin Popović is the Founder of Ideahaus, a creative communications group with studios in Pittsburgh and San Diego. Since 1990, Popovic works with clients across North America and South Africa to develop all types of communications, including branding, marketing, design, advertising, multimedia, events, public relations and the Internet to help businesses build their brands and increase their sales. An adjunct professor with a master's degree in multimedia technology from Duquesne University in Pittsburgh, PA, and ongoing doctoral studies in instructional technologies, Popović brings a unique perspective that blends the latest research with practical, real-world experience to help his clients communicate to their different markets. Popović is the author of “Satellite Marketing: Using Social Media to Sell,” which details his strategic approach to the use of social media sites and services as marketing sub-stations, or “satellites,” engaging prospects where they already exist.
Paul RobertDirector, Professional Development Services, BAI
Paul Robert is the Director of Professional Development Services for BAI, our industry’s premier provider of breakthrough information and intelligence. For over 80 years, BAI has been providing unbiased education and research to help banking organizations of all sizes as well as, banking employees at all levels, innovate and compete in our evolving marketplace. Paul and his team provide tools and professional services to help banks improve the performance of their frontline retail workforce. Through a process of assessing, implementing, and measuring, Paul helps organizations like yours align their strategic initiatives with tactical deployment. Paul has over 20 years experience providing solutions to financial institutions and working in retail banking. He spent 12 years as a Retail Manager at Mercantile Bank (a $36 billion dollar bank in St. Louis), 4 years consulting banks on developing and implementing their retail growth strategies, in addition to 5 years with BAI creating and delivering frontline employee development initiatives.
Anneke SeleyCEO, Phone Works LLC
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.
Andy StanisExecutive Director of Sales, SPR Companies
Andy has 18 years experience with global firms as well as boutique providers of IT professional services. Grounded in many years in sales and recruiting, he currently contributes to the SPR Family of Companies as the Executive Director of Sales guiding the business development team. Andy's strong background in sales, recruiting, and service delivery positively impacts all areas at SPR. He defines market vision and strategy, while developing and communicating business goals as a team builder, motivator and trainer. Prior to joining SPR in late 2007, Andy ran a sales training firm coaching hundreds of professionals in many of today's leading sales, negotiation and management strategies. Andy also held positions as Vice President of Sales, National Director of Business Development, and Regional Director for companies such as Keane, Inc., Spherion, Computer Power Group and TAC Worldwide. Andy has a bachelor's degree in Communications from Illinois State University.
Richard StokesCEO and Founder, AdGooroo, LLC
Richard is a long-time internet marketer over 15 years experience in technology and advertising management. He was previously a technology executive at Publicis Groupe/Leo Burnett. He has a BS in Computer Engineering from the University of Illinois and an MBA in Entrepreneurship and Technology Management from the Kellogg Graduate School of Management at Northwestern University. Richard is a regular speaker on search marketing topics, is a certified expert in both email marketing and conversion optimization, and is the author of "Mastering Search Advertising - How the Top 3% of Search Advertisers Dominate Google AdWords"
Pelin Wood ThorogoodManaging Partner, Aegean Group
Throughout her career, Pelin Wood Thorogood has been in the forefront of emerging technologies and trends. During her more than 15 years as a high technology marketing executive, Pelin has led the go-to-market strategy for WebSideStory’s on-demand digital marketing suite, extended Peregrine Systems’ enterprise software business into the web-based employee self service (ESS) category, and in the mid 90s, launched one the very first mobile B2B applications designed for the Windows CE platform. Pelin is currently a Managing Partner of Aegean Group, with a focus on marketing optimization, digital media, social networking and web analytics, and sits of various boards. Most recently, Pelin was the Senior Vice President of Marketing for WebSideStory (acquired by Omniture), a leading provider of real-time, multi-channel analytics solutions. Pelin holds Bachelor of Science, Master of Engineering and Master of Business Administration degrees, all from Cornell University.
Barry TrailerPartner, CSO Insights
Barry Trailer, partner and co-founder, CSO Insights has over twenty-five years of professional selling experience and is an expert on sales processes and methodologies for complex business-to-business environments. Previously, Barry was president of the GoldMine Division of FrontRange Solutions. Before joining GoldMine, Barry was a principal in the consulting firm Trailer Vavricka, Inc. Barry has presented to more than ten thousand sales reps and executives at over a hundred companies, including HP, Sun Microsystems, Conner Peripherals, and Hitachi Data Systems. From 1983 to 1991, he was a leading associate with Miller-Heiman, Inc. and served as president of Miller-Heiman in 1986. Barry is the author of Sales Mastery published in 1991, and co-author of The Sales & Marketing Excellence Challenge: Changing How the Game Is Played (2003), a contributing editor for Sales & Field Force Automation (now CRM) magazine (1997-1999), and regular contributor and panel member of CRMguru.com (2001-2006).
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