Selling Power Sales Leadership Conference, Philadelphia, June 10, 2008, Speaker Page

Tom has produced double-digit productivity gains for high tech sales organizations that span the globe. A 20-year veteran of high-tech sales and sales operations, Tom is constantly refining the triangle that connects sales, marketing, and operations. Tom has a track record as a sales and marketing executive in systems engineering, direct and channel sales, and field marketing at Apple, Compaq, and Hewlett Packard. As an operations consultant, Tom has also helped to improve sales operations at eLearning, financial services, and email-security companies. Leveraging this cross-functional experience, Tom enables IDC’s clients to gain unparalleled increases in sales productivity. As Program Manager of IDC’s Sales Advisory Practice, Tom partners with clients to refine sales tools, processes, and sales enablement strategies. He conducts extensive sales productivity benchmarking and best practice research across sales management, sales operations, and channel activities. Based on validated research, the Sales Advisory Practice provides guidance to clients on how to strengthen their sales strategy and improve sales performance. Tom works with technology sales and marketing executives to build scalable, sales-growth engines and optimize sales force productivity. Tom holds a bachelor’s degree in psychology from The University of Connecticut.

Dick Canada is the Executive Director of the Center for Global Sales Leadership at the Kelley School of Business and is recognized as one of the nation’s thought leaders on improving field sales force productivity. The Center is one of the first facilities in the nation dedicated to the study and research of the sales and marketing processes. He performed his post-graduate work at Indiana University and studied strategic marketing at Dartmouth College. Dick has instructed sales management and professional selling courses at Indiana University for 20 years. Dick began his sales career with Procter & Gamble, then joined Xerox Corporation. During his nearly twenty years with Xerox, he earned many distinguished sales and management awards for performance excellence. Upon leaving Xerox in 1989, he founded The Dartmouth Group, Ltd. where he currently serves as Chairman. The Dartmouth Group specializes in the conduction of sales force behavior analysis studies; the development of sales models for companies involved in high level selling; and the improvement of sales force productivity in the complex sale. In 1999, Ernst & Young honored Dick and The Dartmouth Group by choosing them as one of three Indiana Heartland finalists for "Entrepreneur of the Year".

Martin Carbone is a senior partner with Acclivus R3® Solutions, a Dallas-based performance development firm. He is responsible for working with major corporations worldwide to maximize the performance of their sales professionals, managers, and executives. Martin’s clients learn to embrace sales negotiation as a unique opportunity to develop stronger, more profitable business relationships. He teaches collaboration, not just as an ideal, but as a process for elevating and expanding the very foundation of a relationship. His students learn specific techniques for positively influencing both the tone and the substance of negotiations to guide them toward optimal outcomes. One sales VP recently wrote, "Martin has taught my organization to see opportunities where others see only obstacles. I now have a team of negotiating zealots." Martin"s performance-development initiatives provide the expertise, thought leadership, and inspiration that are critical to his clients’ success. He has a compelling, stimulating, thought-provoking approach that enables and inspires people all around the world to consistently elevate their professional and personal performance.

Dr. Christopher Croner is a Principal with SalesDrive, LLC, a firm that specializes in the selection and deployment of high performing salespeople. Dr. Croner is co-author of the book, Never Hire a Bad Salesperson Again, detailing his research and practice in identifying the nonteachable personality traits common to top producers. Dr. Croner developed the proprietary DriveTest™ diagnostics system, including the Drive Interview™ for salesperson selection. Using this system, he has helped numerous companies to hire and develop top-performing salespeople with a 90%+ success rate. Dr. Croner has served as an adjunct faculty member at the Chicago School of Professional Psychology, teaching personnel selection in the Industrial Psychology Master of Arts program. Dr. Croner is an active member of the Consulting Section of the Illinois Psychological Association and former Co-Program Chair of Chicago Industrial/Organizational Psychologists (CIOP). Dr. Croner received his BA in Psychology from DePaul University, and his Masters and Ph.D. in Clinical Psychology from Southern Illinois University at Carbondale.

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 and the co-author of The Information Technology Challenge as well as The Sales and Marketing Excellence Challenge: Changing How the Game Is Played(Smi Pub, 2003). He is 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 4,000 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.

David is responsible for establishing the strategic plan and direction of Richardson, ensuring its successful execution, and positioning Richardson as one of the premier sales training and consulting organizations. David has been instrumental in developing the business model for Richardson and in raising a significant amount of equity capital to enable the Company to execute its business plan. He also provides senior level guidance to Richardson’s clients regarding all contractual, implementation, and billing matters pertaining to Richardson’s products and services. In 2007, David was recognized by Training Industry, Inc. as one of the Top 20 Most Influential Training Professionals. David joined Richardson in 1993 from PricewaterhouseCoopers (PwC), where he was a Senior Manager for over nine years in the financial service practice. At PwC, David was responsible for the overall engagement and service management for his clients. David holds a Bachelor of Science degree in accounting from Drexel University.

Judy has led global sales and delivery organizations with annual sales from $30 Million to $40 Billion. She specializes in developing, transforming, and driving profitable sales results. Her strength is her ability to embrace complex ideas and simplify plans and processes for her teams to execute with rapid results. Judy’s motto is, "leadership is not something you do to people. It is something you do with people." Over the course of her career, she has led sales and delivery organizations that include IBM, HP, Computer Associates, and Compaq Computers. Most recently Judy was Vice President and GM for World Wide Sales at Unisys. Judy also founded a Professional Services company to help sales executives speed their sales and growth plans by leveraging her "5 Steps to Accelerated Sales" model ©2008. Judy is an accomplished speaker and recently presented as a keynote and panel speaker for "Accenture’s Sales 2.0 Executive Conference", "The Global CRM conference", "In the Lead", "The CIO Conference". Judy holds a B.S. degree in International Finance, an M.B.A., and a Ph.D. in Organizational Psychology.

Travis Fore, senior vice president of Sales and Service for Network Solutions, is responsible for building and leading the Customer Service and Sales organizations for the company. His organizations play key roles in serving existing customers’ needs, acquiring new customers and selling high-end online marketing and design services to small businesses. Travis was formerly the Vice President of Sales and Service at Citysearch, a leading online lifestyle guide providing users with information on local business (over 14.5 million business listings). He was responsible for recruiting, hiring and training of sales and service professionals. During his tenure, he established and grew the sales and service functionality in the Atlanta market where he consistently exceeded revenue and customer acquisition objectives. Prior to his role at Citysearch, Travis served as Director of Local Sales at Yellowpages.com and worked on the successful integration that combined SmartPages.com, RealPages.com and YellowPages.com into a single platform and product set. Travis holds a B.S. in Communications from Western Carolina University and an M.B.A. in International Business from the University of Tennessee at Knoxville.

Jeanne Frawley is the co-founder and Executive Director of the University Sales Education Foundation, a non-profit organization aimed at promoting sales education in colleges and universities. In addition, she serves as the Director of Corporate Development and University Programs for the HR Chally Group in Dayton, OH. While co-founding the USEF, Jeanne organized the Top University Sales Programs annual supplement to Selling Power Magazine, a publication highlighting the leading programs throughout the world. In addition, Jeanne established the University Sales Assessment and Career Development Program, providing an opportunity to match students with sales and sales management positions. Prior to her time with Chally, Jeanne was Assistant Director of Admissions at The University of Dayton. Jeanne was also the Director of Training and Client Services for TPG TeleManagement and Technologies, a teleservices consulting firm where she directed clients such as Discover Bank, Harrah’s Entertainment, Shaklee Corporation, Verizon Wireless, and the Wall Street Journal. Jeanne serves on the Advisory Board for the Miami Valley Literacy Council and on the Sales Advisory Board for Western Kentucky 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 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.

Jason Jordan is a co-founder of Go To Market Partners, a management consulting firm that helps business-to-business sales forces grow profitable revenue by re-thinking their strategies, processes, skills, tools, and metrics. He is a recognized thought-leader in the domain of consultative selling and a frequent writer and speaker on research into the best practices of the world’s top sales forces. For more than a decade, Jason has consulted internationally in industries such as technology, financial services, telecommunications, manufacturing, distribution, consumer products, health care, and hospitality. Jason was previously a principal with Mercer’s Sales Effectiveness practice where he focused on business process and human capital issues. Jason was also a principal at Renaissance Worldwide (the leading practitioners of The Balanced Scorecard), where he built and ran their Process Transformation practice. Additionally, Jason has held senior positions with Hitachi Consulting and Arthur Andersen Business Consulting. Jason is a passionate advocate of both the sales profession and the evolution of sales management into a science. He is currently the Director of Research for the University Sales Education Foundation, a not-for-profit that promotes the profession of selling through formal education in colleges and universities. Jason earn an Economics degree with honors from Duke University and an MBA from The Darden School at the University of Virginia, where he teaches one of the few MBA-level courses in professional selling.

Nancy J. Martini is President and CEO of PI Worldwide®, an international consulting company based in Wellesley Hills, Massachusetts, specializing in leadership and sales development. For over 53 years PI Worldwide has helped companies improve performance, productivity and profitability by utilizing the insight provided by their proprietary behavioral assessment tool, Predictive Index® along with the company’s Selling Skills Assessment Tool™ (SSAT) and its sales training program, Customer-Focused Selling™ (CFS). Ms. Martini is responsible for the entire PI Worldwide organization, which includes the corporate office and 50 locations globally, serving more than 7500 clients, in some 146 countries. Before joining PI Worldwide, Ms. Martini was the Chief Executive Officer of Global Sales Alliance (GSA), a worldwide sales training and consulting firm, which she founded in 1992. PI Worldwide acquired GSA in 2006, along with the SSAT and CFS, both of which Nancy developed. At that time, she became Vice President of the company. Nancy is a recognized expert on the subject of Sales Strategy, Performance Management and Sales Skills Mastery and is the author of the best selling business book Customer-Focused Selling published by Adams Media Corporation. In addition, Nancy has developed many custom programs for clients in video, audio, text, and e-learning formats including Accelerated Networking, Five Alive; and Networking for Sales Results. Nancy holds a Masters Degree in Education, with a concentration in Psychology.

Paul Melchiorre is Vice President and advisor to the CEO and management committee of Ariba, Inc. Melchiorre joined the founding team of Ariba in March 1998 as the first outside executive. Leveraging his more than 25 years of experience in the enterprise software and services industry, Melchiorre built Ariba’s initial field organization for sales, implementation, service, alliances and channels. Under his leadership, Ariba gained established itself as the leader in business-to-business commerce with a $40 billion market capitalization. Prior to Ariba, Melchiorre joined SAP as employee 200 in the USA, where as an individual sales rep, he sold $65 million of license fees in 1994 and helped establish the first global deployments of R3 in America. In 1995, Melchiorre was promoted to Vice President, and in 1996, he was promoted to EVP, Global Accounts, a role in which he was responsible for over 85 percent of revenue in America and oversaw a field organization of more than 1,000 people. Prior to SAP, Melchiorre held management positions at MAI Basic Four and ADP. Melchiorre has an MBA from Drexel University and completed undergraduate work at Villanova University.

Veronica O’Shea has over 20 years of experience in enterprise solution sales, sales management, and executive roles in Sales, Marketing and Professional Services. Presently, Veronica is with Oracle Consulting running a 200M business, and nearly 400 consultants spanning Western US and Canada. She has over a decade of experience working with Oracle Corporation leading both license sales and Professional Services. Formerly, she led North American Sales of BMC Software, Service Management Business Unit and grew revenues from 68M to over 125M over a two year span. As a founder and Vice President of Sales for Accelerant, LLC, she drove several operational turnarounds, funding and liquidating events with clients such as eGain Communications, Octopus (acquired by Ask Jeeves), Vianeta (acquired by Spheris) and Atrenta. Her passion for sales excellence is focused on "fact based pipeline management". She started her software career in customer support, education and then field sales at Dun & Bradstreet. Veronica was Vice President of Sales for the West region at Vantive/PeopleSoft where she led the turnaround of her region from lowest ranking to number one region in 1998.

Neil Rackham is a speaker, writer, and seminal thinker on sales and marketing issues. Three of his books have been on the New York Times best seller list, and his works have been translated into over 50 languages. He has been Chairman and CEO of three international research and consulting firms. In the 1970’s Neil first gained international recognition for his studies of sales effectiveness, when he led the largest ever research study of successful selling. This massive project, supported by major multinationals including Xerox and IBM, involved a team of 30 researchers who studied 35,000 sales calls in over 20 countries. The research took 12 years at a cost of $30 million, in today’s dollars. From the results of these studies he published the groundbreaking classic SPIN Selling (McGraw-Hill, 1988) and Major Account Sales Strategy (McGraw-Hill, 1989). He has worked closely with many leading sales forces such as IBM, Xerox, AT&T, and Citicorp. Neil’s work in sales training won him the Instructional Systems Association award for Innovation in Training and Instruction, and more than half the Fortune 500 train their salespeople using sales models derived from his research.

As chief customer officer and president of international operations, Jim Steele oversees global sales. He is charged with advancing the company’s winning on-demand strategy, customer success, and growing the customer base. Steele joined salesforce.com in October 2002 from Ariba Corporation, where he served as executive vice president of worldwide sales. Steele brings over 25 years of technology sales and executive management experience to his new role at salesforce.com. Previously, he served in a variety of executive roles at International Business Machines (IBM) Corporation. Most recently, Steele was vice president of the North America western area, where he was responsible for over $9 billion in hardware, software, and services sales of a 10,000 employee organization. His prior positions at IBM include nearly four years in Tokyo as vice president of systems sales as well as general manager of telecommunications in Asia Pacific where he led IBM to record revenue and market share growth. Steele holds a Bachelor of Science in Civil Engineering from Bucknell University.

Kerry Sulkowicz, MD, a psychiatrist and psychoanalyst, advises CEO’s, boards and entrepreneurs on psychological aspects of leadership in complex organizations. He specializes in helping companies with CEO succession, leadership and senior team dynamics, human capital due diligence for investors, high-stakes hiring assessments and the psychology of negotiation strategy and the financial markets. Kerry also advises large family owned enterprises in the US and abroad. He founded and is now Managing Principal of the Boswell Group LLC, and is also Chairman of Loree Newmyer Sulkowicz LLC, an executive search firm. Kerry writes the monthly "Analyze This" column for BusinessWeek. His article "Worse than Enemies: The CEO’s Destructive Confidant" appeared in the Harvard Business Review, and he has published more than 60 columns on the psychology of business, including three years as the "Corporate Shrink" in Fast Company. He is a frequent guest on business TV programs, including a recent appearance in the CNBC documentary, "Untold Wealth." He has an AB from Harvard and a MD from the University of Texas, and is a Clinical Professor of Psychiatry at NYU School of Medicine, where he received the Distinguished Teacher Award.

Patrick Sweeney is the president of Caliper, an international management consulting firm. A best-selling author and inspiring speaker, he shows executives how to identify the potential of individuals and develop top performers. Along with Caliper’s founder and chief executive officer Herb Greenberg, Ph.D., Patrick is the co-author of the New York Times Best Seller Succeed on Your Own Terms, as well as How To Hire & Develop Your Next Top Performer, both published by McGraw-Hill. Headquartered in Princeton, with a dozen offices around the world, Caliper consults with executives on hiring, employee development, team building, executive coaching, succession planning and organizational performance. For nearly a half-century, Caliper has assessed the potential of over two million applicants and employees for Johnson & Johnson, Avis and some of the fastest growing smaller companies around the world. A former speechwriter for New Jersey’s Governor Brendan Byrne, Patrick has been the editor of a city magazine, a writer for a public television program, and the author of feature articles for The New York Times.

Major General Keith L. Thurgood assumed duties as the Commanding General and CEO of the Army and Air Force Exchange in August 2007. Prior to that, he was deployed as the Commanding General, 143rd TRANSCOM and Deputy Commanding General, 377th Theater Support Command in support of Operation Iraqi Freedom with subsequent assignment as the Director of Movements, Distribution and Transportation, Combined Forces Land Component Command Kuwait. He was responsible for the reception and onward movement of all personnel and unit equipment for U.S. and Coalition forces in the Theater of Operations. He was commissioned a Second Lieutenant in the Transportation Corps, after earning his bachelor’s degree from BYU, in 1981, MBA from Boston University, Masters in Strategic Studies, and PhD in Organizational Management and Leadership from Capella University. With over 26 years of service, he has been assigned to a variety of command and staff positions. Awards include the Legion of Merit, Bronze Star Medal, Meritorious Service Medal (2 Oak Leaf Clusters), Army Commendation Medal (3 Oak Leaf Clusters), Army Achievement Medal (4 Oak Leaf Clusters), National Defense Service Medal (Bronze Star), German Army Proficiency Fitness Badge and the Parachute Badge. Currently, General Thurgood serves as the Director of Strategy and Integration for PepsiCo, INC in financial, logistics and systems development roles. He is responsible for the development of supply chain and logistics strategies across a $30 billion enterprise.

Dr. Zoltners is an internationally respected researcher, consultant, speaker, and writer on marketing and sales force performance. He is the co-author of Building a Winning Sales Force: Powerful Strategies for Driving High Performance and professor of marketing at the Kellogg School of Management at Northwestern University, where he has been a member of the faculty for more than 30 years. He is also cochairman of ZS Associates, a global business consulting firm specializing in sales and marketing strategy, operations, and execution.