Speakers

Joseph (Joe) Batista is responsible for building new business realities leveraging HP’s portfolio of assets, and driving new growth, strategy and implementation agendas that deliver real business results. Concentrating on building value by leveraging capital, human resources and market assets, Batista builds new ventures for both HP and his clients. Working with many emerging companies and larger enterprises, Batista is a consultant, a business strategist and a technologist with over 21 years of practical industry experience. Batista actively works with many emerging companies as a Business Advisor, formulating innovative technology, marketing and strategy for competitive advantage. Many large corporations seek his “creative application theory” of applying real world technology to business domain challenges. Awards include “Who’s Who Among American Business Leaders,” “Who’s Who in Media & Communication” and “Who’s Who in the Computer Industry.” Most recently, Batista was included in CIO magazine’s Top 50 Web Awards for building a leading-edge corporate portal to leverage internal knowledge assets. Batista is also coauthor with the Gantry Group on a wireless research paper entitled “Searching for Wireless Signals,” best practices and return on investment for mobility projects. Batista is a guest lecturer at Boston University School of Management and is featured in a recent book by James Dickie entitled Changing How the Game is Played for his contributions and thinking on new growth strategies in a down economy. Batista holds a Master of Science from the University of Pennsylvania and a Bachelor of Science in Marketing Management from Bentley College Advance Management Programme at INSEAD University in Fontainebleau, France.

Mike Bosworth is a founding partner of CustomerCentric Systems, LLC. CustomerCentric Systems helps organizations shape their customer experience and build predictable revenue engines by integrating sales process with sales-ready marketing.

Bosworth is the author of Solution Selling: Creating Buyers in Difficult Selling Markets (McGraw-Hill, 1993) and co-author of CustomerCentric Selling (McGraw-Hill, 2003).

In addition to CustomerCentric Systems, Bosworth is a limited partner in Shepherd Ventures. He is an advisory board member for a number of information technology ventures and he continues to develop new intellectual property for CustomerCentric Systems.

Bosworth began his career in the information technology industry in 1972 as an application support person for Xerox Computer Services. He was their top new business salesperson in 1975 and was promoted to national manager of field sales in 1979. From 1976 through 1982 he designed and delivered sales training programs for Xerox Computer Services. His years of experience plus the knowledge he gained from working with Neil Rackham on the Xerox SPIN selling project inspired him to start his own sales process consulting company in 1983.

Bosworth has a degree in business management and marketing from California State Polytechnic University. He has been a featured lecturer at the Stanford Graduate School of Business, the Stanford Program on Market Strategy for Technology-Based Companies, the American Marketing Association Customer Message Management Forums, the Anderson School of Management at UCLA and the Paul Merage School of Business at UC Irvine. He is a member of the executive advisory board of the Fisher Institute for Professional Selling at the University of Akron. Bosworth is a speaker for numerous professional associations and major corporations. He is certified (CMC) by the Institute of Management Consultants.

Marc Cenedella is founder and CEO of TheLadders.com, the leading online job search destination, offering more $100k+ jobs than any other source, anywhere, in any format. Cenedella founded TheLadders.com in July 2003 to address one of corporate America's biggest ironies: the more successful an individual, the harder it is for that person to find solid information about new job opportunities.

A former senior executive at HotJobs.com, Cenedella set out to create a solution. Now posting more than 20,000 new jobs each month, TheLadders.com is consistently striking a chord with $100k+ job applicants by combining selectivity, personality and privacy with a groundbreaking business model that puts job seekers in the driver's seat. As a result, industry luminaries and top-tier press have lauded Cenedella for his visionary approach to addressing the needs of this market sector.

Prior to founding TheLadders.com, Cenedella was the Senior Vice President of Finance and Operations at HotJobs.com, where he shepherded the company's $436 million sale to Yahoo! in 2002. Before that, Cenedella was an associate vice president at the Riverside Company, a New York-based private equity firm. Earlier in his career, he founded, grew and then sold an international trading company focused on the export of US-made pet food to Japan. Cenedella holds an MBA with high distinction from Harvard Business School, where he was named a Baker Scholar. He earned his BA in political science at Yale.

A practicing consultant since 1977, Jerry Colletti is well known for his innovative contributions to the field of sales management, particularly in the area of compensation consulting for sales forces and other customer contact personnel. He is the author of over 70 publications including Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment (with Mary S. Fiss, NY AMACOM, 2001). Colletti is a frequent speaker at conferences and seminars. He is the co-author of WorldatWork's certification course in sales compensation, a course he has taught since 1981 to thousands of its members. Also, he is a co-author of WorldatWork's newest, advanced sales compensation course, Sales Compensation for Complex Selling Organizations. He is a co-instructor for that course.

Prior to his career in management consulting, Colletti spent seven years in industry with Manpower, Inc. and Lake Center Industries (a subsidiary of Guy F. Atkinson Co.). He earned his MBA from the University of Wisconsin and a BA from St. Mary's University (Minnesota).

Jim Dickie is a partner with CSO Insights, a research firm that specializes in analyzing how companies are reinventing the way they market, sell to and service customers. He has over 25 years of sales and marketing management experience. Dickie began his career with IBM and Sterling Software and then went on to launch two successful software companies.

Dickie is a contributing editor for CRM magazine, the author of The Chief Sales Officers Guide to CRM and Insights into High Tech Sales and Marketing, the co-author of The Information Technology Challenge and a board member for Baylor University’s Center for Professional Selling. Dickie is a guest host on World Business Review seen on PBS and an often-requested keynote speaker at CRM and E-Business conferences.

Over the past ten years, CSO Insight's survey of over 4000 customer relationship management projects has become the benchmark for tracking the evolution of the marketing, sales and service automation initiatives. CSO Insight's clients span multiple industries and include such firms as 3M, GE Capital, Great West Life, Federal Express, IBM, Accenture, StorageTek, Xilinx, Hewlett Packard, McKesson, Unocal, Cessna, Bell South, Vishey Electronics, and Intel.

Alan Dye is a director of competitive and market intelligence in the corporate marketing group at CA. He is currently responsible for implementing a sales win/loss analysis program in addition to his market and competitive intelligence responsibilities. He joined CA from Hewlett-Packard in September of 2004. For the past 15 years he has held a variety of technical and business assignments at Microsoft, Hewlett-Packard and CA. In his most previous assignment at Hewlett-Packard, he spent 3 years in the strategic business intelligence group supporting executive management's market and business intelligence needs. Previously he was the chief architect for R&D in HP's middleware lab, marketing director for HP's middleware software division and a business strategist for HP's overall software group. Dye has a business degree from Idaho State University and resides in San Francisco, California.

In May 2000, Ian Gilyeat was appointed Senior Vice President, Marketing and Databases. From 1999 to May 2000, Gilyeat served as the Vice President of Marketing of Direct Alliance.

From 1997 to 1999, Gilyeat was a principal in New Media Communication, Inc., an interactive media consulting firm. From 1995 to 1997, Gilyeat was employed in several positions with Insight Direct, most recently as Vice President, Customer Operations.

Prior to joining Insight, Gilyeat held several senior database marketing positions with Novell and WordPerfect Corporation. Gilyeat attended Brigham Young University.

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 on a shoestring budget and turned it into the leading sales management magazine with a circulation of 138,000 subscribers in 67 countries worldwide. Today Personal Selling Power Inc. has a book publishing division, an audio-publishing division and the leading Web site in the sales industry, www.sellingpower.com, with over 100,000 individual visitors a month. Four years ago, the company moved into a new office building on a four acre lot in Fredericksburg, VA. Gschwandtner's wife, Laura, is the editor of Selling Power and two of their three daughters also work for the magazine. He has created 14 books on selling and management and two books on photography. A native Austrian, he speaks three languages fluently. He is an avid photographer and loves to ski, sail, golf, and kayak.

Ron Hubsher is managing director of the Sales Optimization Group, an international sales consulting organization. The company assists clients in technology, financial services, professional services and manufacturing. It accelerates sales by putting discipline and best practices into their sales organization.

Hubsher has over 20 years of experience in sales, sales management and business development. Prior to the Sales Optimization Group, Hubsher was in sales management at a leading CRM provider, UpShot (acquired by Siebel). A former management consultant with Booz, Allen & Hamilton, Hubsher has worked with, and helped provide thought leadership for, Fortune 500 companies on their sales, marketing and business strategies.

Hubsher holds an MBA from Columbia University Graduate School of Business and a BS degree in operations research from Columbia University. Hubsher can be reached at 212/534-0626, by email RHubsher@salesog.com

Jason Jordan is co-founder and President of Go To Market Partners, a thought-leading sales strategy consulting firm. Go To Market Partners helps business-to-business companies build world-class sales organizations through the thoughtful integration of the right processes, skills, tools and metrics to successfully execute their strategies.

Before co-founding Go To Market Partners, Jordan was a Principal at the Sales Strategy Institute, a consultancy led by best-selling author Neil Rackham and the company behind Go To Market Strategy (Butterworth-Heinemann, 2002).  He was also a vice president at Renaissance Worldwide, the leading practitioners of the Balanced Scorecard, and a Director at Hitachi Consulting.

After a successful career selling IT and financial services, Jordan now speaks and consults internationally to clients in industries including technology, financial services, telecommunications, consumer products, professional services, government, manufacturing, distribution and hospitality.

Jordan is a popular writer on the topics of sales strategy and sales execution and regularly contributes his insights to publications such as Selling Power magazine.  He is currently writing a new book entitled The Science of Sales: How to Move beyond Snake Oil and Horoscopes to Achieve Total Sales Performance SM which will be the first work of its kind.  It will provide senior sales executives with a step-by-step method to design a sales force capable of predictably operationalizing their individual sales strategies.

Jordan earned an economics degree with honors from Duke University and an MBA from the Darden School at the University of Virginia.

Bill McDermott is the President and CEO of SAP America, Inc. and a Corporate Officer of SAP AG. SAP America is the North American subsidiary of SAP AG, the largest business software company in the world. McDermott is responsible for managing SAP's strategic business activities in the United States and Canada, directing more than 5,000 employees to serve the needs of customers. SAP is the recognized leader in providing collaborative business solutions to companies of all sizes in 32 industries. Since his arrival at SAP America, the company has delivered 12 consecutive quarters of significant market share gains, revenue growth and customer satisfaction improvements.

Prior to joining SAP, McDermott served as executive vice president of worldwide sales operations at Siebel Systems, and president of Gartner, Inc., where he led the company's core operations.

He spent 17 years at Xerox Corp., where he progressively rose through the ranks to become the company's youngest corporate officer and division president. In 1997, through his leadership, McDermott's division received the Baldrige Award, presented annually by the President of the United States to businesses judged to be outstanding in several areas.

McDermott is an active community leader and advocate for social responsibility in business. In early 2005, he was elected to the U.S. Chamber of Commerce, the world's largest business federation representing three million companies and organizations, and to the Chamber Foundation Board. He serves as a charter member of the advisory council for the Hands on Network organization, a consortium of volunteer organizations in the U.S., the Philippines and China, that develops entrepreneurial strategies for bridging community resources and needs.

In June 2005, McDermott was selected to Treasury & Risk Management's 100 Most Influential People in Finance. In the same month, he was named a winner by Ernst & Young for the Ernst & Young Entrepreneur of the Year 2005 Awards in Applied Technology.

McDermott received an MBA degree from the J.L. Kellogg Graduate School of Management at Northwestern University, and he completed the Executive Development Program at the University of Pennsylvania's Wharton Graduate School of Management. He received his BS degree in business administration from Dowling College.

Greg Shortell joined Network Engines in January 2006. Previously he was Senior Vice President, Global Sales and Marketing, at Nokia. He was responsible for sales and marketing for Nokia’s Enterprise Businesses Group, where he expanded the business in the network security, appliance, connectivity and mobility segments from $14 million in 1997 to more than $1 billion in 2004. Prior to its purchase by Nokia in 1998, Shortell was the Managing Director of International Operations at Ipsilon, where he established the company’s sales, marketing and support organizations in both the EMEA and APAC regions. Before joining Ipsilon, he served as Vice President, International at Xyplex Corporation. Previously, he served as Vice President, International at Emulex Corporation. Shortell holds a B.S. degree in Biochemistry from William Penn University, an MBA in Information Management from Long Island University and completed post-graduate studies in International Business at Oxford University, England.

Bob Schmonsees is a leading authority on marketing and sales alignment and effectiveness. He has over 30 years experience as a successful high-tech marketing and sales executive and CEO, and he has been featured in several national publications periodicals, including the Wall Street Journal, Selling Power, B-to-B, and Sales & Marketing Management.

In the mid 1980s Schmonsees was one of the early visionaries of the CRM movement as CEO of one of the first commercially available contact management systems, and in 1995 he created the world’s first just-in-time sales coaching system for companies that sold complex business solutions. He has also been named to KM World's annual list of the 100 people that matter in Knowledge Management, is one of the only people ever to have been granted a patent on a marketing and sales effectiveness process.

In the summer of 2005 Schmonsees’ provocative new book Escaping The Black Hole: Minimizing the Damage from the Marketing / Sales Disconnect was published by Thomson Publishing and the AMA. In addition to rave reviews has quickly become the definitive work on B-to-B marketing and sales alignment and effectiveness.

Schmonsees was ranked the number one wheel chair tennis player in the world over 40 in the late 1980’s. In recent years he helped design and develop a specialized golf cart with a mechanical swivel seat that enables disabled golfers to play from a seated position. He currently shoots in the high 80’s, and last summer got his first hole-in-one!

Prior to joining Carew, Jeffrey Seeley was a senior executive vice president for Hillenbrand Industries. He led sales and marketing, strategy, business development and international business.

Seeley's vision and leadership was responsible for changing the go-to-market strategy for an entire industry from a commodity-based system to an experiential-based customer-focused process.

Seeley also worked for Ernst and Young where he was a senior manager and practice leader in sales and business strategy, corporate development, and marketing consulting.

Combining these experiences with his creativity and passion for sales and organizational excellence enables him to bring unique and results-producing solutions to the clients of Carew International.

He has appeared on numerous television programs, published in several business publications and been the keynote speaker for many national sales meetings and conferences.

Howard Stevens is Chairman and CEO of The HR Chally Group, a sales performance consulting corporation providing personnel assessment and research services to more than 2,500 customers in 35 countries. Clients include such major international corporations as General Motors, Siemens, Global Imaging, Monster Worldwide, Liberty Mutual and AT&T as well as many mid- and smaller-size companies. Stevens specializes in sales benchmarking and is the creator of the original sales product lifecycle classifications. Chally created the largest statistical database and validation research for the evaluation of requirements for sales and executive positions, and in market and customer analyses. A licensed clinical psychologist, he is known for his research and programs in management systems and motivation.

With diversified interests, Stevens is the author of several books on sales and management including The Quadrant Solution and Selling the Wheel. He has written many articles and is a frequent speaker and radio and television guest. His world-class sales benchmarks program he has presented more than 500 times across 30 countries for corporations, trade associations, government agencies and universities. Stevens also teaches “World Class Sales” benchmarks at the Columbia University Graduate School of Business, and serves on the Sales Advisory Board for Ohio University and the Theatre Board of Wright State University.

Patrick Sweeney is a Senior Vice President of Caliper, where he oversees marketing of the firm’s assessment and consulting practices.

Caliper is an international management consulting firm, headquartered in Princeton, New Jersey, with offices in Australia, Brazil, Canada, China, England, France, Germany, Japan, Mexico, Singapore, Spain and Taiwan. Throughout the past four decades, Caliper has assessed the potential of nearly two million applicants and employees for Avis, FedEx, Johnson & Johnson and some of the fastest growing smaller companies around the world – as well as helping professional sports teams with their draft choices, including The Chicago Cubs and the Philadelphia Eagles.

Along with Caliper’s owner Herb Greenberg, Ph.D., Sweeney is the co-author of How To Hire & Develop Your Next Top Performer(McGraw-Hill). Their new book, Succeeding on Your Own Terms, is being published in the Spring of next year. Greenburg and Sweeney host a nationally-syndicated, weekly radio show, Winning in Business, which features in-depth conversations with successful executives. He has written articles for Management Review and one of his speeches was published in a college textbook published by Hartcourt Brace Javonovich. A former speechwriter for New Jersey’s Governor Brendan Byrne, Sweeney has also been the editor of a city magazine and a writer for a public television program and has written feature articles for The New York Times.

Tamra Tejada is a Senior Director at BEA Systems, where for the past five years she has managed global field compensation plan development and implementation for the direct, partner and technical support organizations. Prior to her work with BEA, Tejada held management positions at DST Systems and Bay Networks in the areas of Sales Operations, Human Resources and Finance. Tejada earned her Bachelor’s Degree in Behavioral Science from San Jose State University.

Julie Thomas is president and CEO of ValueVision Associates. She has over 19 years of executive sales, sales management, and customer service experience. In 1991 she learned the ValueSelling Framework™ and has since gained extensive experience applying, coaching, and reinforcing the ValueSelling Framework and its application.

At ValueVision Associates, she is responsible for business development and new customer acquisition. She has personally consulted and trained in a wide variety of industries and corporations, including Medical Present Value, Kadiri Inc., Electric Lightwave, LLC, and Consul Risk Management, Inc. Previous to ValueVision Associates, Thomas worked for Gartner, Inc. for 16 years, holding positions such as Regional Sales Vice President, Vice President of Sales Training, National Account Manager, Area Sales Manager and Director of Client Services. As a sales manager and Regional Vice President of Sales, Thomas has extensive experience in both building sales teams and turning around under performing sales teams. At Gartner, Thomas was recognized as a top performer in both sales and sales management. As Vice President of Training for the Americas at Gartner, Thomas was responsible for deploying ValueSelling to over 500 sales associates. She has customized and delivered the program to both inside and outside sales teams. While at Gartner she worked closely with ValueVision Associates to co-develop the Account Management program, which has now developed into the Executive ValueSelling program.

Thomas pioneered eValueSelling©, blended classroom and elearning training programs to provide more cost effective, time sensitive and learner centric solutions. Thomas was also involved in deploying training programs on product knowledge, management process, interpersonal skills, personal development, negotiation skills and presentation skills. Thomas is a noted public speaker, author and consultant. She is a member of The Strategic Account Management Association (SAMA) and eWomenNetwork.com. She holds a BS degree in business administration from the University of Colorado, Boulder. Thomas can be reached at 1-800-559-6419.