Jeffrey Hayzlett
Former CMO KODAK, Author of "The Mirror Test"

Marci Reynolds
Director of Global Operations, ACI Worldwide

Marci Reynolds has led successful sales and service operations teams for the past 15 years at prestigious organizations including ACI Worldwide, Monster.com, Staples and Deluxe Corporation. She has her M.B.A. from Bentley University with a concentration in managing operations and technology, her B.S. Business from Northeastern University, a Six Sigma Greenbelt and Knowledge Centered Support (KCS) certification.

Marci is the author of the popular, Sales Operations Blog, and recently published several ebooks including "Contestology, A Sales Manager's Guide to Sales Contest Design".

Charles H. Green
CEO Trusted Advisor Associates

Charles H. Green is a speaker and executive educator on trust-based relationships and Trust-based Selling in complex businesses. Founder and CEO of Trusted Advisor Associates, he is author of Trust-based Selling, and co-author of The Trusted Advisor.

Charles works with complex organizations to improve trust in sales, internal trust between organizations, and trusted advisor relationships with external clients and customers. He has worked with clients in professional services, high tech, oil & gas, financial services, and other industries.

Charles spent 20 years in management consulting. He majored in philosophy (Columbia), and has an MBA (Harvard).

A widely sought-after speaker, he has published articles in Harvard Business Review, Directorship Magazine, Management Consulting News, Businessweek.com, CPA Journal, American Lawyer, and many others.

Paul Dunay
Chief Marketing Officer, Networked Insights

Paul Dunay is an award-winning B2B marketing expert with more than 20 years' success in generating demand and creating buzz for leading technology, consumer products, financial services and professional services organizations.

Paul is the Chief Marketing Officer of Networked Insights, a leader in social media analytics, and author of four “Dummies” books: Facebook Marketing for Dummies (Wiley 2009), Social Media and the Contact Center for Dummies (Wiley Custom Publishing 2010), Facebook Advertising for Dummies (Wiley 2010) and Facebook Marketing for Dummies 2nd Edition (Wiley 2011).

His unique approach to integrated marketing has led to his recognition as a BtoB Magazine Top 25 B2B Marketer of the Year for 2010 and 2009 and winner of the DemandGen Award for Utilizing Marketing Automation to Fuel Corporate Growth in 2008. He is also a finalist for the last six years in a row in the Marketing Excellence Awards competition of the Information Technology Services Marketing Association (ITSMA), and is a 2010 and 2005 gold award winner in Driving Demand.

Paul holds an Executive Certificate in Strategy and Innovation from MIT's Sloan School of Management and a bachelor's degree in Marketing and Computer Science from Ithaca College.

Peter Ostrow
Research Director, the 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. As JWG's third employee, 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 spent five years 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 is widely publicized and 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.

Melinda F. Emerson
"SmallBizLady"

Melinda F. Emerson, known to many as SmallBizLady, is one of America's leading small business experts. She is an author, speaker and small business coach whose areas of expertise include small business start-up, business development and social media marketing. As CEO of MFE Consulting, Melinda develops audio, video and written content to fulfill her mission to End Small Business Failure. She publishes a resource blog. She hosts a weekly talk show on Twitter called #Smallbizchat for emerging entrepreneurs. Forbes Magazine named her one Top 20 Women for Entrepreneurs to follow on Twitter. Melinda has been featured in the New York Times, Wall Street Journal, and Black Enterprise. Melinda is the author of the national bestseller “Become Your Own Boss in 12 months; A Month-by-Month Guide to a Business That Works.” She writes a column for www.secondact.com and www.smallbiztrends.com and is an instructor for the Black Enterprise Small Business University.

Brian Zimmerman
Managing Director, OpenView Venture Partners

Brian Zimmerman joined OpenView Venture Partners as a founding member in 2006. His primary responsibility at OpenView is leading the overall strategy and direction of OpenView Labs, the value add consulting team whose focus is aiding in the development of go-to-market initiatives within the portfolio. Brian has over 15 years of operational and management experience building and growing technology focused sales teams and has a track record of exceptional results. Prior to joining OpenView, Brian was a Principal at Insight Venture Partners where he was instrumental in the successful sales and marketing execution at many portfolio companies. Prior to Insight, he served as Director of Corporate Sales at Tidal Software, a systems management vendor specializing in job scheduling. Before joining Tidal, he served as Director of Inside Sales for Quest Software, an application management company that enables customers to develop, deploy, manage and maintain enterprise applications with minimum downtime.

Jill Konrath

Jill Konrath is an internationally recognized author and B2B sales strategist. Her newest book, SNAP SELLING, tackles the challenge of selling to crazy-busy prospects. As a #1-ranked Amazon bestseller, it's already been hailed as an instant classic and Sales 2.0 survival guide. Her first book, Selling to Big Companies, was named a "must read" by Fortune magazine and has been an Amazon's Top 25 Sales Books since 2006.

As a popular speaker at sales conferences, Jill shares fresh sales strategies that actually work in today's business environment.

Jeb Blount
CEO SalesGravy.com

Jeb Blount is the CEO of SalesGravy.com, the most visited sales employment website on the planet. A respected thought leader on sales and sales leadership, he is author of four books, People Buy You: The Real Secret to what Matters Most in Business, Business Expert Guide to Small Business Success, 7 Rules for Outselling the Recession, and Power Principles. His fifth book, People Follow You will be released in late 2011. He is host of the Sales Guy's Quick and Dirty Tips podcast (downloaded more than 4 million times) and he publishes, Sales Gravy eMagazine - subscribed to by 140,000 sales professionals and sales leaders. In addition, he has written more than 100 articles on sales and sales leadership.

For more than twenty-years Jeb Blount has been leading and developing people. In almost every endeavor since high-school, where he was Editor of his school's yearbook, he has been placed in leadership positions. In college he was voted president of his fraternity and at age 23 he was an Area Manager of seven retail Nutri/System stores. He has spent 17 years in the Fortune 500 corporate environment rising from District Manager to Vice president of Sales.

Judy Garmaise
MSW, CSW, Professional Speaker, Sales Expert, Follow Up Extraordinaire

Judy Garmaise has over 25 years of experience in sales and marketing. Early in her sales career she noticed that her income would skyrocket once she committed to practicing solid follow up techniques. Later, as the owner of JB Tucker, Inc., a thriving recruiting firm for Software Sales Management in New York City, she used her follow up skills to successfully place high-powered professionals, sales managers and sales reps, and systems engineers and negotiate the best employment deal for her clients.

Today she trains business professionals in a variety of industries, including financial, retail, real estate and many more, the skills that made her the follow up expert she is today. She coaches professionals at all levels, from managerial to sales to customer service. By providing quality, insightful education on the skills of follow up, Judy empowers individuals and businesses to be profitable, successful, and marketplace leaders while maintaining integrity and trust.

Judy has a Bachelors degree from Boston University and a Masters degree in Social Work from Columbia University in New York, and is a certified social worker. She has also conducted Stress Management and Life Enhancement workshops around the United States. Her educational and skills background enables her to effectively work with and manage a wide variety of personnel

Larry Blumsack

Larry Blumsack is the bestselling author of "Face-to-Face is The Ultimate Social Media," President of Zoka Institute, and a serial entrepreneur. Through his fun and highly interactive workshops, seminars, speaking and mentoring programs, he has shared his unique face to face techniques on how to stand out in a commoditized marketplace with over 6000 sales and business development professionals. For a decade, as a B2B matchmaker for his clients, he set an average of 100 meetings a year with C-level, corporate executives in Fortune 1000 companies - GE, IBM, Ford, Boeing, etc. In demand as a presenter, he was recently featured at British Airways, Global Entrepreneurs Conference—workshops and seminars for MBA classes at Northeastern University—-International Coaches Federation—public companies. Larry's background includes syndicated columnist, radio/television commentator and program host, executive speech coach, actor and acting teacher. Larry is considered the leading expert on Face-to-Face communications and presentations skills. Face to Face is in his DNA. Meet him, his blog, his book at www.larryblumsack.com and www.linkedin.com/in/larryblumsack.

Robert J. Kelly
Chairman, The Sales Management Association

Mr. Kelly is Chairman of The Sales Management Association, www.salesmanagement.org, a global, cross-industry association for sales management and sales operations. The Sales Management Association serves members in 22 countries with research, content, workshops, and peer networking resources. From 2003 to 2009, Mr. Kelly was Vice President of Sales Operations and Strategy at Genuine Parts Company (NYSE:GPC). Previously, Mr. Kelly was Senior Director of Business Planning, and Director of Marketing Strategy at MCI WorldCom; from 1994 to 1998 he was a management consultant in The Alexander Group's sales force effectiveness practice, supporting clients in the technology, telecommunications, and healthcare industries. Mr. Kelly holds an MBA from Emory University's Goizueta Business School, and a B.A. from Washington and Lee University.

Ken Powell
VP World-Wide Sales Enablement, ADP

Kenneth Powell is Vice-President, World-Wide Sales Enablement at Automatic Data Processing (ADP). ADP is recognized as both a world leader in business process outsourcing, as well as having one of the premiere business to business sales forces globally. His belief that “Sales Can Never Slow Down” has been the foundation for his career & the backbone concept to his powerful, yet simple approach to accelerating sales productivity. Ken has held positions in front-line sales & sales leadership, as well as senior roles in sales operations, marketing & sales training.

Currently, as the Vice-President, Worldwide Sales Enablement, Ken is responsible for the vision & execution of the overall sales readiness strategy for a $9 billion dollar multinational business consisting of 5,000 sales associates. He holds a BA in History from the Ramapo College of NJ, an MBA in Technology Management from Stevens Institute of Technology & is completing his business coaching certification at Corporate Coach U. He is a frequent speaker & author on sales effectiveness topics & his work has been showcased in a variety of outlets including the Corporate Executive Board, Selling Power Magazine, ASTD & Training Magazine.

Vanessa Fox
Founder, Partners In Productivity

Partners In Productivity helps companies grow profitable revenue by increasing sales effectiveness. Vanessa has sold to, consulted with and worked for both large multi-national organizations as well as small start-ups. She has worked in many industries including software and hardware, oil and gas, telecommunications, financial services, manufacturing, education and clean energy.

Vanessa is a mentor for both the Center for Women in Leadership at Babson, and the Hult International School of Business. She actively participates in professional associations including NETSEA, SMEI, the Institute of Management Consultants of New England, the MIT Enterprise Forum and the Energy Cluster of MassTLC.

Vanessa holds a BA in Psychology with a minor in Science, Technology and Society, and an MBA with a concentration in Marketing and Organizational Development, both from Clark University.

Phil Walsh
Director, International Sales – Baxa Corporation

Phil currently serves as Baxa Corporation's Director of International Sales with direct responsibility for its business in Latin America and Asia/Pacific. He overseas business in 34 different countries through both direct sales and distribution channels. Baxa is the market leader in medical devices for hospital pharmacies for the safe handling and mixing of liquid medications. In addition to his international duties, Phil has responsibility for Baxa Corporation's domestic inside sales team. In all, Phil manages over $40 million dollars in annual business.

In addition to Phil's 8 years at Baxa, he has a total of 14 years experience in medical sales with various positions with companies in medical software as well as pharmaceuticals.

Phil holds a Bachelor of Science in Biology from Clemson University in SC and a MBA from Wingate University in NC.

Mark Roberge
VP Sales, Hubspot

Mark is responsible for the entire sales function at HubSpot, having grown the team from 1 to 70 employees in less than four years. Mark was awarded the 2010 Salesperson of the Year at the MIT Sales Conference for these efforts. Prior to HubSpot, Mark founded and/or held executive positions at start-ups in the social media and mobile sector. 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.

Pat Elizondo
SVP Global Sales Integration

Patricia (Pat) Elizondo is a Senior Vice President - Global Sales Integration - ACS/AOO at Xerox Corporation. In this role Pat is responsible for leading the sales integration and Go To Market of Xerox's recent acquisition of Affiliated Computer Services (ACS). This $6.5 Billion acquisition represents the acceleration of Xerox services led growth strategy. This is a global initiative with revenue growth responsibilities in North America, Developing Markets, Europe and Asia-Pacific.

Prior to this role, Pat was responsible for leading Eastern Operations in achieving Customer Satisfaction, Employee Satisfaction, Revenue & Profit objectives for Xerox customers for the eastern portion of the United States. Pat led a fully integrated Sales & Services delivery operation for eight Xerox Operations which employ over 2,300 Xerox personnel. Pat has been recognized for her dynamic leadership by a number of national publications. She was named one of the “50 Most Important Hispanics in Technology and Business” by Hispanic Engineer & Information Technology Magazine for 3 consecutive years. Pat was also cited as one of the “Top 80 Hispanic women in Business” by Hispanic Business Magazine. In 2008, Pat was recognized by The Women's Alliance (TWA) with the “Making a Difference Award” at Xerox. In 2010, Pat received several awards including being recognized as one of the Top 25 Elite Hispanic Business Leaders. She was later selected as the International Hispanic Corporate Achiever of the year and honored with the NHCA Global Diversity Award. In addition, Pat was a recipient of the Eagle Award presented to her for achievements in executive leadership, by Career FOCUS Magazine.

Pat holds an undergraduate degree in Finance from Indiana University's Kelley School of Business and a Master's in Business Administration from the University of Notre Dame. She previously served as Chairperson of the Multinational Development of Women in Technology (MDWIT) in Columbia, Maryland. Pat has served on the Board of Directors of the U.S. Chamber of Commerce since February 2008.

Pat resides in Ellicott City, Maryland with her husband John Kitowski and son, Kyle Kitowski.

Donya Rose

Donya Rose is Managing Principal of The Cygnal Group, located in Chapel Hill, North Carolina. She has over twenty-five years experience in leading the design and implementation of systems and processes to ensure alignment of sales results with top business priorities. She has led projects in sales target setting, measurement and forecasting, technology enabled selling, and sales incentive compensation plan design. Today Donya focuses exclusively on sales compensation plan design, and has designed hundreds of sales compensation plans since that became her focus in 1999.

Prior to founding The Cygnal Group, Donya was a consultant in Towers Perrin's Sales Effectiveness Practice. Before joining Towers Perrin, Donya worked for a global materials science company where she managed numerous change initiatives. In addition, she served as IT Director for one of this company's major sites, with responsibility for a full ERP system, 26 servers, a 600 node WAN and user support for over 1000 users.

Donya's recent larger clients for whom she has led sales compensation design efforts include Red Hat Software, Comcast Business Services, Valassis, and Allscripts-Misys. In addition, Donya regularly assists smaller companies and startups with sales compensation plan design as they launch their sales teams and move through the early stages of growing their top line.

Donya's passion is practical value-creating compensation plan design supported by thorough modeling to anticipate effects of proposed plans on individuals and the company. Because clients generally choose to stay engaged with The Cygnal Group for years, Donya has had a chance to learn which plan design elements often recommended by consultants are most likely to confuse employees and/or confound plan administrators. As a result, she focuses on simple, clear designs with direct links to strategically important business results.

Donya holds a Bachelor of Science in Mathematics from Davidson College, and a Master of Science in Operations Research and Systems Analysis from the University of North Carolina at Chapel Hill. She is a WorldatWork Certified Sales Compensation Professional (CSCP).

George Roberts
Venture Partner, OpenView

George Roberts is a Venture Partner at OpenView and a former member of the executive management team at Oracle, with over 25 years of deep management experience in the software industry. Since 2003, George has been making private investments and serving as a board member of several fast growing venture capital funded software companies including ScriptLogic Corporation, Fieldglass Inc, and Informance International.

From 1990 to 2003, George spent 13 years at Oracle Corporation, most recently having served as EVP of North American Sales. While at Oracle, George was responsible for over $1 billion in revenue and over 2,000 employees, reporting directly to the company's CEO and Chairman, Larry Ellison.

George also served as a member of the firm's executive team responsible for restructuring Oracle, increasing profit margins from 22% to over 40%, and positioning Oracle as the second most profitable company in the industry after Microsoft.

Other notable milestones in George's tenure at Oracle include growing revenue tenfold from $30 million to $300 million in the Central Sales Division over a 7 year period, architecting the channel strategy for North America, and realigning the organization's go-to-market approach from a heavy direct sales focus to a balanced distribution model incorporating telesales and broad based channel programs. In addition, George started Oracle's Business Online Applications Hosting unit, which today generates over $500 million in revenues.

Prior to Oracle, George served in various executive positions at System 5, a technology startup, and at Applied Data Research, a large software vendor, where he drove significant sales growth and exceeded revenue objectives for six years. George graduated from the University of Wisconsin with a BA in Marketing & Finance. George Roberts is also a Certified ScrumMaster.

Jules Pieri

CEO, The Daily Grommet

Jules Pieri is Founder and CEO of the online marketplace Daily Grommet. The company's “Citizen Commerce” platform is reshaping how consumer products get discovered, shared, and bought. Jules started her career as industrial designer for technology companies, and was subsequently a senior executive for large brands such as Keds, Stride Rite and Playskool. Daily Grommet is her third startup, following roles as VP at Design Continuum and President of Ziggs.com. She completed her undergrad degree, summa cum laude, at the University of Michigan and people tell her she is the first designer to graduate from Harvard Business School.

Jules is frequently tapped to speak on consumer trends and technologies, social media, design, and entrepreneurship and has done so at many institutions such at HBS, SCAD, and MIT, and at conferences such as South by Southwest, and in media outlets like NECN, NPR, and Fox.

She writes a personal blog on these subjects at: www.jules.dailygrommet.com, and she Tweets at @julespieri

Damon Jones
Managing Director - Strategic Accounts, Miller Heiman

Damon Jones heads Miller Heiman's global strategic accounts program. In his role, he develops and implements the strategy behind Miller Heiman's growing business within existing accounts. Since joining the company in 1999, he has been instrumental in establishing a strong international presence for Miller Heiman. His previous roles in the company included COO, president and managing director of international, and vice president of international sales.

Damon has more than 25 years of industry experience covering many facets of business and sales management. His involvement with Miller Heiman began while at Guardian Royal Exchange Assurance, where he implemented the Strategic Selling® program as part of an innovative move to relationship marketing. During his tenure there, the company saw sales revenues double and sales expenditures cut in half. Damon's background includes account management, sales management, and group sales training management.

Ed Tate
Trainer, Author, Speaker, Ed Tate & Associates, LLC

Ed Tate is a successful trainer, author, international keynote speaker and executive known worldwide as “the speaker who energizes, educates and entertains.”

Trainer. As a trainer, Ed launched his career with Career Track, formerly one of the largest seminar companies in the world, where he was frequently requested and booked for over 100 dates per year. Later, he became the Training Executive for the Denver Rocky Mountain News where he established a training department with over 27 programs and 1,100 employee-attendees each year. In 2001, Ed led a transition team to merge the 145-year-old “Rocky” with its 125-year-old rival, The Denver Post, in a deal that involved more than 5,000 people.

Author. As an author, Ed co-wrote Motivational Selling: Advice on selling effectively, staying motivated and being a peak sales producer. He was also a contributor to Stories Trainers Tell (2003, Jossey-Bass Pfeiffer) and The Seven Strategies of Master Presenters (2004, Career Press). Additionally, Ed co-produced the six-CD audio album, Speaking Secrets of the Champions and the four-CD audio album, Connect with Any Audience.

Speaker. As a speaker, Ed is respected and sought after throughout the world. In the well-known Toastmasters world, Ed won the coveted Toastmasters International 2000 World Championship of Public Speaking, finishing ahead of 175,000 members from 70 countries. To date, he has spoken professionally in 46 states, 12 countries and on five continents.

Proven Business Leadership. Ed's success in business has spanned more than two decades. For 14 years, he was a successful national account executive selling over $500 million in products and services to corporations and entrepreneurs throughout the United States. He co-created two business units that produced over $1.25 billion in revenue.

Since 1998, Ed has been principal of Ed Tate & Associates, LLC, a professional development firm that provides keynote and endnote presentations and workshops, as well as in-person and do-it-yourself tools and expertise on Leadership, Executive Presentation Skills, The Challenges of Change, Management, and Sales Presentation Skills.

Orlando Ayala
Corporate Vice President, Chairman Emerging Markets, Chief Advisor to the COO
Microsoft

Orlando Ayala is a corporate vice president, chairman of emerging markets, and chief advisor to Microsoft's chief operating officer (COO).

As chairman of emerging markets, Ayala is dedicated to helping federal, provincial and local governments develop the infrastructure, educational programs and human resource capability to turn their particular capabilities into a competitive advantage on an international scale. By partnering with leading technology partners, multilateral organizations and non-governmental organizations, Ayala's highly-focused group aims to use technology as a supporting player in initiatives designed to advance the national agenda, whether in education, health, citizen services, citizen safety or academic and industry research. Focused on results-driven programs that seek to optimize positive impact, time to market and constrained resources, Ayala's projects frequently highlight mixed-source environments and interoperability, recognizing the realities that our customers and partners face. His goal is to improve access to technology and education that will offer new ways for individuals, communities and entire countries to realize their potential in the coming years.

Ayala also serves as chief advisor to the chief operating officer, Kevin Turner. In this function Ayala works with a select number of corporate groups and subsidiaries each year, ensuring the needs of small, yet high-growth subsidiaries are represented and considered in the course of decision-making at corporate headquarters. At the same time, Ayala's work in this capacity helps evangelize corporate initiatives and culture across the smaller subsidiaries worldwide.

Before moving to these areas, Ayala co-led Microsoft's Unlimited Potential Group. This group was charged with spearheading efforts to close the digital divide by creating new products and programs to help bring social and economic opportunity to the estimated 5 billion people not yet realizing the benefits of technology. Through the expansion of Microsoft Unlimited Potential, the company has renewed and accelerated its long-term commitment to use technology, training, and partnerships to transform education, foster local innovation, and enable jobs and opportunities to sustain a continuous cycle of social and economic growth for everyone.

Born in Colombia, South America, Ayala earned a bachelor's degree in management information systems before joining NCR in 1981. While there he held international assignments, including sales manager for Mexico, ultimately becoming product and sales manager for Africa, Latin America and the Middle East.

Ayala joined Microsoft in 1991 as the senior director of the Latin America region, growing the region from four to nine subsidiaries with a 90 percent increase in revenue over four years. Intercontinental revenue similarly doubled to more than $1 billion when he took on the role of senior vice president of that region. During this period, Ayala opened 33 Microsoft subsidiaries around the world, working with each to establish local needs, goals, and presence. Subsequent roles included senior vice president for the South Pacific and Americas region and group vice president of the worldwide Sales, Marketing and Services Group. In the latter position, he led the worldwide strategies, policies and programs that integrate the activities of Microsoft's diverse sales and service partners with the needs of Microsoft customers.

Later, as the senior vice president of the Small and Midmarket Solutions & Partner Group, Ayala led Microsoft's strategic focus on the rapidly growing market of small and midsize businesses, as well as the extensive channel of sales and services partners. Simultaneously he agreed to take on a unique dual role at Microsoft by serving as the chief operating officer of Microsoft Dynamics, where he was responsible for driving a consistent marketing and services strategy for Microsoft's then-nascent business solutions division.

David Skok
General Partner
Matrix Partners

David Skok joined Matrix Partners as a General Partner in May 2001. He has a wealth of experience running companies. David started his first company in 1977 at age 22. Since then David has founded a total of four separate companies and performed one turn-around. Three of these companies went public.

David joined Matrix from SilverStream Software, which he founded in June 1996. Prior to its July 2002 acquisition by Novell, SilverStream was a public company that had reached a revenue run rate in excess of $100M, with approximately 800 employees and offices in more than 20 countries around the world.

David's work as a value added investor is best known for helping JBoss take its Open Source business to a successful exit with its sale to Red Hat, and for helping AppIQ, Tabblo and Diligent Technologies, which have all had successful exits, from their inceptions to their acquisitions by HP and IBM. David serves on the boards of CloudBees, CloudSwitch, Digium (makers of the very popular Asterisk Open Source PBX/telephony software), Enservio, HubSpot, OpenSpan, Solidworks, and VideoIQ.

In addition to his broad focus on enterprise software, David is specifically focused on the areas of cloud computing, Open Source, Software as a Service (SaaS), marketing automation, virtualization, storage, and data center automation.

David writes a blog for entrepreneurs and startups on topics such as viral marketing, SaaS metrics, building a sales and marketing machine, techniques for lowering cost of customer acquisition, etc. The blog can be found here: www.forEntrepreneurs.com.

"It is easy to be a cheerleader when things are going well. It is not as easy when things are not going well,” says David. “When I was running Watermark Software, a larger company sued us over patent issues. My other VCs backed away but Matrix Partners stood by me. The firm proved to me that it was supportive of entrepreneurs in the tough times, and long-term in its approach. When I started my next company, SilverStream Software, I didn't need venture capital, but I invited Matrix to invest with me. Now, as a partner of the firm, it is a great honor to try to bring the same level of support to other entrepreneurs."

Damian Wisniewski
SMB Sales Manager
LinkedIn

Damian Wisniewski is a Sales Manager at LinkedIn where he runs an SMB team for the Hiring Solutions business. He has been with the company since October 2009 when he joined as the Account Executive covering New England and Northeast Canada and in that time has helped grow the SMB Sales organization from 15 reps to roughly 100 worldwide.

Damian holds an MBA from MIT Sloan School of Management where he helped organize the 2008 and 2009 Sloan Sales Conferences and was on the founding team of the Sloan Sales Competition. He also holds an AB in Mathematics from Harvard College.

Alex Taussig
Principal
Highland Capital Partners

Alex is a Principal at Highland Capital Partners, a 24-year old multi-stage venture capital firm based outside of Boston, with offices in Menlo Park, Geneva, and Shanghai. He focuses on businesses tackling problems in some of the world's oldest and largest industries —energy, education, real estate, and machine automation. He is actively involved in Highland's investments in QD Vision, 2tor, RentJuice, Heartland Robotics, and Bit9.

Prior to joining Highland, Alex worked as a researcher in the Magnetic Materials & Devices Group at the Massachusetts Institute of Technology (MIT). At MIT, he synthesized and characterized a new class of magneto-optical perovskites capable of growth on semiconductor-compatible substrates. Alex also spent time at RockPort Capital Partners, a venture capital firm focused exclusively on energy technology, and McKinsey & Company, where he provided strategic advice on business technology issues.

An avid Red Line T rider, Alex received an A.B. in Physics summa cum laude from Harvard College, an S.M. in Materials Science & Engineering from MIT, and an M.B.A from Harvard Business School, where he was a Baker Scholar.

Alex blogs frequently at www.infinitetoventure.com and tweets daily at @ataussig.

Neal Hartman
Senior Lecturer, Managerial Communication

Neal Hartman's teaching of management communication and intercultural communication emphasizes working in teams, conflict and conflict resolution, leadership, and cross-cultural communication. He has lectured on crosscultural, leadership, and organizational communication issues and has taught in the International MBA Programs at Tsinghua, Fudan, and Zhongshan (Lingnan College) Universities in China. Hartman also serves as co-lead facilitator for CMI-Enterprisers, which is part of the Cambridge-MIT Initiative, working with undergraduate students from MIT Sloan, Cambridge University and other European universities to develop entrepreneurial skills.

Peter Levine
Venture Partner, Andreessen Horowitz

Peter Levine is a seasoned technology veteran with more than 25 years of executive experience in both venture capital and operations. Levine spent his first several years of his career as a software engineer at MIT's Project Athena. He then went onto join VERITAS Software at its inception. During his 11-year tenure with the software company, Levine helped grow the organization from zero revenue to more than $1.5 billion, and from 20 employees to more than 6,000. When he left VERITAS in 2001, Levine was executive vice president for Strategic and Platform Operations, responsible for worldwide marketing, OEM sales, business development (M&A, venture funding) and several new product and platform development groups. VERITAS was acquired by Symantec in 2004.

Levine then spent several years as Managing Director at the Mayfield Fund, a top-tier Silicon Valley early stage venture capital firm. He invested in a variety of software companies, including Actona (acquired by Cisco), Centrify, Mendocino Software, OuterBay (acquired by HP), TrueDemand and Zenprise, and honed his insight on the needs and dynamics of early stage technology companies.

Levine joined XenSource in 2006 as chief executive officer, bringing operational leadership to the team of University of Cambridge faculty who started the company. Under Levine's leadership, XenSource introduced enterprise-class virtualization solutions based on the open source Xen hypervisor, executed strategic business agreements with companies such as HP, Dell, Microsoft, NEC and Symantec, and achieved cult status for Xen with thousands of enterprise customers worldwide. Levine oversaw the $500 million acquisition of the company by Citrix Systems in 2007 and is currently senior vice president and general manager of the Datacenter and Cloud Division, which focuses on technologies that are poised to transform infrastructure technology. He is responsible for the division's revenue attainment, product management, business development and strategic direction.

Levine holds a bachelor's degree in engineering from Boston University and attended the MIT Sloan School of Management.

Marc E. Aldrich
Vice President, Cisco US Cable Segment

Marc is serving as the Vice President for the US Cable Segment. In this role, he has responsibility for developing strategic relationships across all aspects of our cable customer's business and position Cisco as trusted advisor to the cable industry.

Prior to this role, Marc was the Client Vice President for Comcast Communications and focused exclusively there since 2003. He is a 13 year veteran of Cisco, was one of the first Client Directors, and the first Client Vice President at Cisco.

Marc began his career at Cisco as an Account Manager and was the first Regional Manager for US Cable. He became an Operations Director in 2000 and managed the US Cable Organization until 2002.

He serves as the executive sponsor for (CBEN) Cisco Black Employee Network in New England, as well as for the Service Provider Client Director Forum. Marc is also active as a site executive at The New England Development Center (NEDC).

Prior to Cisco, Marc spent 8 years with MCI Telecommunications in large account sales and field marketing.

Marc holds a BS degree in Business Administration from Bryant University.

Al Dekin
SVP Sales & Marketing, Quiet Logistics

Mr. Dekin has over 19 years of experience in sales, market and business development for technology companies. Previously Al was Director of Sales for TheBrain, a venture backed software startup where he helped to launch the first enterprise knowledge management solution offering TheBrain's next generation user interface. Also, Al was President of MetaEvents, where he helped developed a proprietary web-based calendar publishing technology which was sold to Anyday.com (now Palm). Prior to MetaEvents, Al was Director of Marketing for Yantra Corporation (supply chain execution software company), Director of Marketing and Business Development for Network Software Associates and an Account Marketing Representative for IBM where he achieved three 100% Clubs and one Golden Circle award. Al Dekin has an A.B. from Dartmouth College and is the former captain of the U.S. National Rugby Team.

Gerhard Gschwandtner
Founder & CEO, Selling Power Inc.

Gerhard Gschwandtner is Founder and CEO of Selling Power Inc., a multichannel media company that produces the Sales Leadership Conference series and Selling Power magazine, the number one industry resource for sales management executives. 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 Mary Kay Ash, Marc Benioff, Michael Dell, George Forman, Seth Godin, Jay Leno, Bill Marriott, Dr. Norman Vincent Peale, and Colin Powell. He has trained more than 10,000 salespeople around the world and is the author of 17 sales management books. He is a recipient of the Sales & Marketing Executives International, Inc. 2010 Ambassador of Free Enterprise Award. He blogs at http://blog.sellingpower.com/gg/.

Chris Stevens
Vice President Corporate Relations and Customer Development, Keurig

Chris is responsible for building the Keurig brand through outreach efforts to the media, key customers, trade associations, other influencer groups as well as through Corporate Responsibility initiatives. Joining Keurig in 1996, Chris is one of the original members of the Keurig Senior Team, and started the Away From Home business for the company. He brought to Keurig more than 20 years of experience in consumer goods sales and marketing as well as general management from many high-profile companies. Chris received his BS from Notre Dame and completed the Executive Education program at Columbia Business School.

Chris is also the author of "Fighting to Give...The Jimmy Culveyhouse Story" a book he self-published last year about an ND classmate who died after a courageous battle against ALS. Jimmy's inspirational story reads like a combination of Rudy, Forest Gump, Tuesdays with Morrie and Caddie for Life. 100% of the proceeds go to research for Lou Gehrig's Disease and cancer research in his late wife's name with the goal of raising $1 million for research. The book is on amazon.com.

Wycliffe "Wyc" Grousbeck
Managing Partner, Governor and Chief Executive Officer, Boston Celtics

Wycliffe Grousbeck has been Managing Partner, Governor and CEO of the Boston Celtics since December 2002, after organizing and leading a local investment group that purchased the team. Wyc is the NBA Governor of the Celtics, the Chair of the NBA Planning Committee, and is a member of the NBA Labor Relations, Finance, Compensation and Audit Committees.

Wyc named the investment group "Banner 17 LLC" to signify his primary goal, returning the Celtics to contention for their 17th World Championship. He was honored to accept the championship trophy on June 17, 2008, as the Celtics defeated the Lakers by 39 points and became World Champions for the first time in 22 years.

In January 2010 Wyc became Chairman of the Massachusetts Eye and Ear Infirmary. Mass. Eye and Ear is a teaching hospital of Harvard Medical School and has been a world leader in advanced research and patient care, preventing and treating vision and hearing loss, for almost 200 years.

Prior to purchasing the Celtics with his partners, Wyc served as a General Partner of Highland Capital Partners, co-managing $1.8 billion in venture capital funds. He led successful investments in medical technology, software and health care services. His earlier career included four years as a venture capital lawyer in Silicon Valley and two years as a manager in a public biotech company.

His wife, Corinne, is Founder and Chair of the Trust Board at Perkins School for the Blind (Watertown, MA), an institution devoted to educating blind and deaf/blind students worldwide. Corinne has also served for many years on the Trust Board of Children's Hospital Boston. Wyc and Corinne are also involved in the Boston Celtics Shamrock Foundation; Boys and Girls Clubs of Boston; National Braille Press; Horizons for Homeless Children; Cradles to Crayons; and the Lovelane Special Needs Riding Program.

Wyc holds a bachelor's degree in history from Princeton University (1983), a law degree from the University of Michigan (1986) and an MBA from Stanford Business School where he was a Miller Scholar (1992). At Princeton he rowed on the undefeated varsity eight that claimed the Ivy League and national rowing championships in 1983.

Lance VandenBrook
VP of Worldwide Sales, Kiva Systems

Lance leads Kiva Systems global sales and client solution efforts. He is responsible for Kiva's commercial growth initiatives and our global expansion strategy. Prior to joining Kiva Systems, Lance spent six years with the British engineering and automation company, Invensys. Lance was the Managing Director of the Americas for APV/Invensys (2004-2007) and Vice President of Sales for Invensys Operations Management (2007-2010). He started his sales career with Menasha Corporation in 1992 and spent 12 years in a variety of sales and sales leadership roles. He is a graduate of the University of Wisconsin Eau Claire.

Dave Brock
President and CEO, Partners In EXCELLENCE

Dave Brock is President and CEO of Partners In EXCELLENCE, a global consulting company, as well as Co-Founder and Managing Director of Future Selling Institute, a professional development community of Sales Leaders.

Dave has spent his career developing high performance organizations. He's worked in sales, marketing, and executive management capacities with IBM, Tektronix and Keithley Instruments.

As a consultant, Dave is recognized as a thought leader, sales and marketing, business strategy, leadership, new product introductions, and strategic partnering. He has researched, written and spoken extensively on these topics. He has helped organizations develop and execute high impact strategies and programs in these areas. Not only a leading thinker and strategist, Dave further distinguishes himself by supporting his clients in the implementation and execution of strategies in these disciplines. His approach is focused and pragmatic, producing results many never thought possible.

Dave has honors degrees from the University of California at Berkeley with a BSME and an MBA from UCLA. He is a member of ASQ, the Institute of Management Consultants, Sales and Marketing Executives International, the Product Development Management Association, and the National Business Incubators Association. He speaks frequently for a variety of groups in the US and abroad. He is a member of Top Sales Experts and is featured in a number of blogs and articles, writing on sales, leadership, and business topics. Dave established Partners In EXCELLENCE as a means by which he could have a profound impact in improving the effectiveness of business professionals.

Nigel Edelshain
CEO of Sales 2.0

Nigel Edelshain is CEO of Sales 2.0. Companies that work with Sales 2.0 get radically superior sales results by utilizing Web 2.0 and social media in their sales process. Clients are companies in sales-intensive industries such as: IT services, insurance, software, printing and telecommunications.

Nigel has sold millions of dollars of IT solutions to major Fortune 500 firms. He was head of sales for the financial services vertical for Starpoint Solutions (a 600-person system integrator). While at Starpoint, he sold e-business projects to senior business and technology executives in Wall Street. 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.

Bill Aulet
Managing Director, MIT Entrepreneurship Center

Bill Aulet is a highly accomplished business leader with a 25 year track record of success. He has raised over $100 million in funding for his companies and directly created hundreds of millions of dollars of market value. He started his systems career with 11 years at IBM being trained in technical, sales, marketing, finance & general management positions. In 1993, Bill was nominated and accepted into the MIT Sloan Fellows Program.

Upon graduation from the Sloan Fellows Program in 1994, Bill became a serial entrepreneur. He led two MIT spinouts as the President/CEO of Cambridge Decision Dynamics and then SensAble Technologies. The latter was recognized twice by Inc. Magazine's 500 Fastest Growing Private Company. SensAble also won over two dozen awards and was featured in Fortune Magazine, BusinessWeek, the Wall Street Journal and many other publications for its innovative products and strong business foundation.

In April 2010 Bill was appointed Managing Director of the MIT Entrepreneurship Center after serving as Entrepreneur in Residence at the Center for four years. In addition to his responsibilities as Managing Director, he is a Senior Lecturer at the Sloan School and teaches four classes. In this capacity, Bill has been able to positively apply his knowledge and experience to assist students, new ventures and established firms associated with MIT to become more successful. He has also taught and worked with hundreds of entrepreneurs and executives at the MIT Sloan School of Management.

Bill is also an advisor to the US Department of Energy, the Kauffman Foundation and several investment funds in the area of Clean Energy Entrepreneurship and Innovation for which MIT was recognized with an award from the Global Consortium of Entrepreneurship Centers. Bill also serves on the board of a number of startup companies.

Greg Widerski
Infrastructure Solutions Manager, Microsoft Corporation

Greg has spent over ten years at Microsoft in various roles from Infrastructure specialist to his current role as core infrastructure sales director where he runs the #1 core infrastructure sales attainment team in the US. Prior to Microsoft Greg was selected to participate in the prestigious Robert Bosch Fellowship, where he spent time in Germany as an IT and LAN Administrator. Greg is a graduate of Iowa State University and is a proud father of two little girls, Sara Jordan and Lia Brooke. He is a native of Chicago and enjoys playing Tennis and Raquetball.

Jim Dougherty
Entrepreneur in Residence, MIT E-Center

Jim Dougherty has almost 30 years of diverse operating experiences in both IT and information services as CEO. He has done start ups to up to nearly a billion dollar P&L. He has done turnarounds; taken co's public, successfully sold companies and raised substantial private equity in one the worst markets in 25 years (Q2 2001).

Jim's early career was at Lotus Development where became the General Manager of the Internet Division and a member of the Executive Committee at the time of the sale to IBM. After that Jim did four consecutive turnarounds for investors: IntraLinks, Gartner, Prodigy, and MataMatrix. All resulted in excellent outcomes for investors, such as Silver Lake, Kleiner Perkins, Integral Capital, Rho Capital, among others. He then joined Great Hill Partners as the Operating Partner working with 7 portfolio companies on the BOD and advisor to the CEOs and one case, interim CEO.

Jim is now co founder of a start ups called Madaket, an HCIT company based in Boston.

Jim has been on total of 12 company Boards of Directors and 5 non for profits. He is now on the Board of Trustees for the Beth Israel Deaconess Medical Center and the Bright Sprit Children's Foundation both in Boston, and the Foreign Policy Association in New York City. Jim is also a Senior Fellow at the Council on Foreign Relations running a Roundtable on what the US foreign policy should be to maintain our lead in innovation and another on Cyber Threats.

He lives in Boston and Cape Cod with his Wife. His three children are grown and live all over the world.

Lara Shackelford
Senior Director, Global Alliance and Partner Marketing, QlikTech, Inc.

Lara Shackelford is an accomplished marketing executive with over seventeen years proven experience driving demand, product, partner, segment, solution and corporate marketing. Ms. Shackelford maintains a constant focus on Return on Marketing Investment (ROMI) and building long term, sustainable growth. Her hallmark is her ability to identify and resolve the root cause of issues, tackling tough problems and removing obstacles to enable strategic planning and execution while constantly driving for results.

At QlikTech Inc., Ms. Shackelford is responsible for setting the marketing strategy for the Global Alliance and Partner Sales business. In this capacity she leads a global team of marketers who execute marketing plans and programs in each region. These programs include marketing to, with and through all partner types including: Business Consultants and Systems Integrators, Solution Providers, OEM Partners, Technology Partners and Master Resellers. Ms. Shackelford also drove Global Partner Marketing at SPSS, an IBM company, where her additional responsibilities included: Global Field Marketing and Global Campaigns. She directed an organization of senior marketing professionals, driving growth by creating global standards, streamlining core processes, refining targeting and messaging and implementing closed loop reporting to ensure effective measurement and impact.

Prior to joining SPSS, Ms. Shackelford was responsible for BearingPoint's Global Solutions, Product and Alliance marketing organizations. Ms. Shackelford spent two years at Microsoft leading ERP and CRM applications marketing for the U.S. Midmarket and seven years at Oracle in various leadership positions driving marketing, sales, and channels programs.

Ms. Shackelford began her career in sales and marketing for Levi Strauss and Company before moving to the hi-tech industry. Originally from Kansas City, Missouri, Ms. Shackelford earned her BA in Fashion Design from Stephens College.

Duncan Avis
Senior Vice President, General Manager, MarketBridge

Duncan Avis is the Senior Vice President and General Manager in charge of Marketing Services at MarketBridge. Duncan is responsible for product creation, executive account management and business development of multi-year; sales, marketing and analytics solutions to Fortune 500 and FTSE 100 companies. These solutions bring together international best practices and technologies in the field of sales & marketing that we have been constantly developing with progressive, blue-chip clients across multiple industry verticals serving both consumer and business markets.

Duncan brings over 14 years of experience working in the hi-tech sector, specializing in multichannel sales and marketing execution. He also has considerable experience in corporate channel strategy development and business strategy creation and deployment.

Prior to joining MarketBridge, Duncan worked in-house at an international blue chip organization as Marketing Director for the Small & Medium Business sector, where he gained first-hand experience managing the full value-chain from propositions to sales. As a result, Duncan brings a firm understanding of what is required for the effective creation of compelling marketing campaigns, operational delivery in sales channels, management of technology and creative vendors and online/offline multi-channel integration.

Ben Vonwiller

Juan Herrara
Vice President, SAP CRM Solutions, North America

Juan Herrera is Vice President of CRM LoB Sales at SAP. In this role, he leads the sales efforts for SAP CRM solutions across North America. As a member of the Line of Business (LoB) sales management team, he is helping SAP move their selling model to specialization around business user segments.

Prior to joining SAP, Juan spent 7 years combined at Siebel and then Oracle (post acquisition) in various sales management roles including Regional Manager for large enterprise accounts and Regional Vice President of Mid Market.

Over his 18 year career, Juan has been fortunate to lead and be part of high performing sales teams at both large and small companies. Notable stops at early stage companies include four high growth years at CyberSource where he led sales efforts both pre-IPO and post-IPO as Sr. Director of North America Sales. CyberSource was acquired in 2010 by VISA for $2B. Additionally, Juan was VP of Western Region Sales at Istante Software which was an early pioneer of in-memory business intelligence software and eventually sold to PeopleSoft in 2005.

Maria Valdivieso de Uster
Senior Knowledge Expert, Global Sales and Channel, McKinsey & Company

Maria is the Senior Knowledge Expert for McKinsey’s Global Sales & Channel Practice. In her current role, Maria sets the knowledge agenda, leads top priority knowledge efforts, provides senior expertise to teams and clients and leads external relations efforts Global Sales & Channel service line. Maria’s areas of focus and expertise include go-to-market strategy, sales force effectiveness, inside sales and key account management.

Maria joined the firm in 2004 focused on B2B Marketing & Sales. Prior to McKinsey, Maria was a Senior Financial Manager for Telefonica B2B in Miami. And before then she was a Senior Investment Banking Analyst for JP Morgan in New York.

Maria has co-authored several articles in the McKinsey Quarterly on B2B sales and marketing topics. She holds an MBA from MIT Sloan School of Management, and a BA in Economics and French from Wellesley College.

Face to Face Skills for the Competitive Edge

Hone your face to face skills in this fun, interactive workshop to learn the five secrets necessary to stand out in any professional or personal encounter. Learn how to make the emotional connection necessary for the competitive edge. A fun and easy-to-understand framework and powerful guide for building business revenue by creating excellent and productive sales and business relationships that count.

People Follow You: The Real Secret to Leading High-performing Sales Teams

How do I get my salespeople to do what they are supposed to do? This is a question asked daily by frustrated sales leaders.

The fact is salespeople work for YOU. Not your company. Not slogans. Not paychecks. Not commissions. Not stock options. YOU!

Studies have shown that the most important component in a sales manager's effectiveness as coach is the relationship she has with her people. Your ability as a leader to get your people to believe in YOU and trust YOU plays the most powerful role in getting them to accept your coaching and direction. Leading salespeople to improved sales performance requires a unique combination of interpersonal skills, leadership acumen and real world coaching techniques.

What sales leaders must accept is that they don't get paid for what they do but rather for the performance of their people. Therefore a leader's most important job is influencing and coaching behaviors of others in order to improve sales performance.

In the People Follow You workshop managers learn five, easy to understand and implement, levers that are critical to influencing the behavior and performance of salespeople.

Close That Sale: Essential Follow Up Skills for Sales Professionals

Fact: Statistics show that when it comes to follow up, 50% of all salespeople make only one follow up call, and only 10% percent of all salespeople make five follow up calls. Yet, research shows that people typically don't buy until after at least seven follow up attempts. And less than 2% of salespeople take their follow up efforts that far. How do you and your salespeople rank?

In this highly interactive workshop you will learn the secrets to artful follow up that enable you to close more business and keep your new customers happy. Judy Garmaise will show you how to use follow up to:

• Gain your prospect's trust quickly and easily • Act with integrity in every sales encounter • Acknowledge your prospects so they feel important and appreciated • Overcome the fear of rejection...forever • Shift your thinking so you view follow up as being helpful rather than as nagging • Embrace the “no” replies because they get you closer you the “yes” • Keep communication lines open with prospects at all times • Develop top of mind awareness so prospects think of you first when they're ready to buy

Story Telling Presentation Skills

Most sales presentations are invisible, boring and forgettable. They lack originality. If it's not the PowerPoint Parade (one forgettable slide after another), it's the Data Dump (one mind-numbing statistic after another). The only statistic people care about during this type of presentation is when will it end!

“If you rely on facts, statistics and charts to sell, you are putting your clients to sleep.”
– Scott West & Mitch Anthony

The most successful sales people use stories, metaphors, analogies and illustrations to connect with their customers and close business.

In this program, you will learn how to:

• Wake up your customers! Grab and Keep their attention throughout your presentation.
• Create memorable presentations that close more business.
• Increase the close rates of your executive briefings /sales presentations.
• Make more money.
• Gain the competitive edge within your industry.
• Avoid the biggest mistakes most salespeople make in presentations:
  • Talking too much
  • Unclear thinking
  • Too much technical jargon
  • Weak openings and closings
  • Lack of an emotional connection
  • Too dependent on technology
  • and much more!
• Draft a clear, vivid and persuasive sales presentation.
• Leave your audience with a powerful, lasting impression.
• Build confidence and conviction in yourself as a speaker and salesperson.
• And have fun!

Selling to Crazy-Busy Prospects

It's never been tougher for sellers to set up meetings with today's frazzled decision makers and keep the momentum going once they've generated interest. Despite how tough it is to get in and keep things moving, it doesn't have to be that way. It just takes a whole new approach than your sellers have used before. That's exactly what they'll learn in the Selling to Crazy-Busy Prospects workshop. It's not about making more calls. Instead, it's about targeting accounts where they'll have a high likelihood of success, crafting customer-enticing messaging and launching account entry campaigns that sets them apart from everyone else at the same time.

Marketing and Sales Alignment: 0 to 4,000 Customers with No Cold Calls

Learn how HubSpot has grown their customer base from 0 to 4,000 customers and their inside sales team from 0 to 70 sales reps in under 4 years. Mark Roberge, VP of Sales, will discuss:
1. Replacing traditional demand generation techniques with inbound marketing
2. Aligning the incentives of sales and marketing in an inbound world
3. Managing the sales team with “science” and “process”, rather than “gut” and “luck”