Opening and Keynote Speakers

  • Bill McDermott, President, Global Field Operations, SAP
  • Robert Cialdini, Ph.D., best selling author and world renowned authority on social psychology
  • Kenneth P. Morse, Senior Lecturer and Managing Director, MIT Entrepreneurship Center

Panel: CEO Perspectives: Leading change from the top line

Moderator: Peter Kurzina, Senior Lecturer, MIT Sloan School of Management

Panel: Lessons learned from past recessions

Moderator: Maureen Ellenberger

  • Erika Karp,  Head of Global Sector Research, UBS Investment Bank
  • Kamonte McCray, VP of North East Sales, Xerox
  • Jim Kelley, Chairman and Chief Strategy Officer,  DAFCA

Panel: Entrepreneurship: the art of the first sale

Moderator: Howard M. Anderson,  Bill Porter Professor of Entrepreneurship, MIT Sloan

Panel: Innovation in sales: next generation sales models

Moderator: Mike Grandinetti, Senior Lecturer at MIT Sloan

Panel: Team selling: building an unbeatable sales team

Moderator: Bill Ghormley, Senior VP, Business Development  at Xconomy, Inc

Panel: Global Sales: Focus on Asia

Moderator: Stephen Pearse

Workshop Leaders

  • Dianne Ledingham, Director  at Bain & Company, will lead a workshop on “Sales force productivity:  Turbocharge sales”
  • Jeff Hoffman, Founder of Basho Technologies, will lead a workshop on “Networking:  Connecting to Close for Sales Warriors”
  • Becky Thomas, Founder and CEO of BizDev Strategy, will lead a workshop on “Technology: Converting Social Networking into Revenue”
  • Jeb Blount, Founder and CEO of SalesGravy.com, will lead a workshop on “Seven Rules for Outselling the Recession”
  • Michael Falkson, CEO and Founder, ETI Sales Support, will lead a workshop on “Tough Times Demand Smarter Sales Strategies”
  • Phil Janus, CEO, SalesEngineering.com, will lead a workshop on “New Thinking: Empowering Pre-Sales to Drive Business”
  • Doug Stone, Founder of Triad Consulting Group, will lead a workshop on “Communication: Difficult Conversations”
  • John DeSarbo, Senior VP of MarketBridge, will lead a workshop on “Channel Management: Leveraging Partners To Drive Productivity”

Speaker Biographies

bill_mcdermottBill McDermott

President, Global Field Operations, SAP

Bill McDermott is a member of the executive board of SAP AG, the largest business software company in the world. He serves as the President of Global Field Operations, overseeing the company’s strategic business activities around the globe. Previously, McDermott had been responsible for managing SAP’s operations in the United States, Canada and Latin America and in the Asia Pacific Japan region, which includes Japan, China, and India.

SAP has its headquarters in Walldorf, Germany, and its North American operations are headquartered in Newtown Square, Pennsylvania. SAP is the recognized leader in providing collaborative business solutions to companies of all sizes in more than 25 industries. In 2006, SAP appeared for the first time on BusinessWeek’s list of Most Innovative Companies. Additionally, SAP has been ranked #3 in the Computer Software category of FORTUNE magazine’s America’s Most Admired Companies. Since McDermott’s arrival at SAP, the company in the United States, where McDermott is based, has delivered 25 consecutive quarters of 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 Corporation, where he progressively rose through the ranks to become the company’s youngest corporate officer and division president. He also served on the board of directors for two company subsidiaries. In 1997, through his leadership, McDermott’s division received the Malcolm Baldrige Award, presented annually by the President of the United States to businesses judged to be outstanding in several areas.

robert_cialdiniRobert Cialdini, Ph.D.

Bestselling author and world renowned authority on social psychology

Robert B. Cialdini is Regents’ Professor of Psychology and Marketing at Arizona State University, where he has also been named W. P. Carey Distinguished Professor of Marketing. He has taught at Stanford University and Harvard’s Kennedy School of Government. He has been elected president of the Society of Personality and Social Psychology. He is the recipient of the Distinguished Scientific Achievement Award of the Society for Consumer Psychology, the Donald T. Campbell Award for Distinguished Contributions to Social Psychology, and the (inaugural) Peitho Award for Distinguished Contributions to the Science of Social Influence.

Professor Cialdini’s book Influence: Science and Practice, which was the result of a three-year program of study into the reasons that people comply with requests in everyday settings, has sold over two million copies while appearing in numerous editions and twenty-five languages. He has recently coauthored a new book titled, YES! 50 Scientifically Proven Ways to be Persuasive, which has appeared on the New York Times, Wall Street Journal, and USA Today best seller lists.

Cialdini attributes his interest in social influences to the fact that he was raised in an entirely Italian family, in a predominantly Polish neighborhood, in a historically German city (Milwaukee), in an otherwise rural state.

ken_morseKenneth P. Morse

Senior Lecturer and Managing Director, MIT Entrepreneurship Center

Ken Morse is a serial entrepreneur, having played a key role in launching several high-tech start-ups, including 3Com Corporation, Aspen Technology, an expert systems company, and a biotech firm. Ken’s batting average is 0.833: five of his start-ups went public or were successfully merged; one was a complete disaster. As head of the MIT Entrepreneurship Center, Ken is responsible for inspiring, training, and coaching new generations of entrepreneurs from all parts of MIT. Ken has been profiled and quoted in numerous publications, including the Wall Street Journal, Financial Times, Economist, and Red Herring.

howard_andersonHoward M. Anderson

Bill Porter Professor of Entrepreneurship, MIT Sloan

Howard Anderson is the founder of The Yankee Group and the Co-Founder of Battery Venture Capital. At MIT, he teaches 15.390 New Enterprises, 15.398 Companies at the Crossroads,15.966 Managing in Adversity and 15.387 High Technology Sales and Sales Management.

He sits on several high technology boards in the communications, computing, and advanced materials industries. He recently was voted on of the top 25 people in the communications industry by Network World. His commentary can often be read in such publications as The Wall Street Journal, Forbes Magazine and Technology Investor.

Robert Faletra

Chief Executive Officer, Everything Channel

As CEO of Everything Channel, Robert Faletra is responsible for the entire operations of the business, including sales, marketing, editorial, new business development, acquisitions and other issues pertaining to its online, events, software, services, print and research-based products.

An innovative businessman and one of the top authorities in the technology marketplace, Faletra is recognized as the voice of and for the technology Channel. Faletra is highly sought after by both start-up firms as well as large well established companies to help them conceptualize and build strategic channel initiatives, while analysts look to him for the pulse of the technology marketplace.

Geoff Percy

Chief Executive Officer, Accantia

CEO, Geoff Percy began his career in the health and beauty business as a Smith & Nephew Group Graduate Trainee in 1980, and worked in various roles across major brands in the Company’s portfolio including Elastoplast, Nivea, Atrixo and the Simple Toiletries range.

After completing an MBA at Warwick University, Geoff left Smith & Nephew and spent three years at Neutrogena, working as part of a small UK team. He rejoined Smith & Nephew in 1993 as Marketing and Sales Director, with responsibility for sales, profit and market share in the UK. In January 1999 Geoff was appointed Managing Director of Smith & Nephew Consumer Products, responsible for the Company’s global consumer business. In June 2000 he completed a successful management buy-out from Smith & Nephew to create Accantia and in November 2003 he led the Company through negotiation into new ownership.

gailgoodmanGail F. Goodman

Chairman, President and Chief Executive Officer, Constant Contact

A small business expert and visionary, Gail has revolutionized the way that small businesses and organizations can effectively and affordably communicate with their customers, clients, and members. Since taking leadership of Constant Contact in April 1999, she has led the company to more than 250,000 customers worldwide and its initial public offering in October 2007, when common shares of Constant Contact began trading on the NASDAQ Global Market under the symbol “CTCT.” Gail was recently honored as the Best Entrepreneur in the 2007 Stevie Awards for Women in Business, while Constant Contact was named number 16 on Entrepreneur Magazine’s “Top 50 fastest-growing women-led companies.

A frequent speaker at industry events, Gail develops and tracks best practices in small business success, email marketing, customer communications, and entrepreneurship. Gail is a member of the board of trustees and an executive officer of the Massachusetts Technology Leadership Council, a member of the Board of Directors of the ESPC (Email Sender and Provider Coalition), and Chairman of the Board at Constant Contact. She holds a BA degree from The University of Pennsylvania and a MBA degree from Amos Tuck School at Dartmouth.

peter_kurzinaPeter Kurzina

Senior Lecturer, MIT Sloan School of Management

Peter Kurzina has thirty-two years of experience providing interim, crisis, and turn-around management to a wide variety of companies. He was President and Chief Operating Officer of Fanny Farmer Candy Shops, Interim President of Vermont Castings Stove Company, President of Westville Homes Corporation, and provided similar leadership roles to a number of other troubled companies in the textile, men’s clothing, distributing, and service industries. For fifteen of those years, he was associated with Argus Management Corporation, the Massachusetts based provider of management to troubled companies. Peter joined the Sloan faculty in 2003 to teach 15.966 The CEO Perspective: Managing in Adversity.

He earned his BA degree in economics at the University of Pennsylvania, his J D degree at Northwestern University, and his Masters in Management Science in the Sloan Fellows Program at the Sloan School, MIT.

dianeDianne Ledingham

Director, Bain & Company

Dianne Ledingham, Director in Bain’s Boston office, member of Bain’s North America Telecom, Media & Technology Practice and leader of the consulting firm’s Global Sales Effectiveness group. Ms. Ledingham has played various local and global governance roles in the firm and is currently a member of Bain’s Worldwide Compensation and Promotion committee. In addition to serving corporate clients, Ms. Ledingham has advised several early stage technology start-ups in her career at Bain. She is also a Board member of City Year, a multi-regional non-profit.

erika_karpErika Karp

Head of Global Sector Research, UBS Investment Bank

Erika is a Managing Director and the Head of Global Sector Research for UBS Investment Bank. She serves as Chair of the Global Investment Review Committee, helping to manage the UBS Global Sector Research effort. Formerly, in her capacity as the Global Head of Equity Research Product Management, Erika was responsible for developing and harmonizing the UBS family of equity research product lines. She created and manages the trademarked UBS “Q-Series” global research initiative which has been profiled in publications including Investment Dealer’s Digest, Euromoney, Thomson Extel and the Enhanced Analytics Initiative. Other trademarked recognized research products include “Compelling Analogies”, the “UBS Global I/O”, and the Global Portfolio Manager’s Spotlight. Erika is among the first winners of the UBS Investment Bank Leadership Award established in 2006.

Erika is a member of the UBS Research Managing Board, the Americas Equity Business Committee, and the U.S. Executive Diversity Council. In addition, she has been noted as a driving force behind the UBS diversity agenda through her efforts for the All Bar None women’s network, her recruiting and mentoring, and as the business champion behind the creation of UBS Pride, the GLBT employee network. She has been honored for her work in the community, as well, most recently at the 32nd Annual YWCA-NYC Academy of Women Leaders Salute Lunch, which recognized female business leaders from across industries who work towards the YW’s stated mission of the economic empowerment of women.

Prior to joining UBS in 1999, Erika worked at Credit Suisse First Boston for eight years, most recently as director in Institutional Equity Sales. She began her career as an account representative for IBM Corp., and holds an MBA from Columbia University and a BSE from the Wharton School, University of Pennsylvania.

michael_grandinettiMike Grandinetti

Serial Entrepreneur and Senior Lecturer, MIT Sloan School of Management

Mike has deep operating experience as a serial venture capital-backed entrepreneur and was an early team member in the launch of two successful new business units within Hewlett-Packard at a time when it was ranked by Fortune Magazine as America’s most admired company. He also served as a consultant with McKinsey, the world’s premiere strategy consultancy. As an entrepreneur/ CXO, he helped lead 4 ventures to successful exits for his investors, including 2 IPOs and four high multiple trade sales. For example, at Raptor, a pioneering internet security software, he co-led the company’s IPO, which raised $70M in capital and had a 100% investor success rate. He has been responsible for leading and executing a wide range go-to-market strategies and sales models, including enterprise direct; multi-channel / multi-step distribution, web-based and open source. At HP, he managed the General Electric Corporate Account for engineering software and systems, and was an integral part of the team responsible for a transformational $25M sale that began GE’s shift to engineering workstations as their computational workhorse. He holds long-standing simultaneous faculty appointments as Senior Lecturer at MIT’s Sloan School of Management and the Technical University of Denmark, where he focuses on entrepreneurship and innovation. He was a long-standing judge in MIT’s $100K competition and is a judge in the MIT Global Sales Competition. He serves as a Senior Advisor to several emerging ventures and VC firms in the US, EU and Canada.

He received his BS in Engineering, magna cum laude, from Rutgers, where he was unanimously elected to the National Engineering Honour Society. He received his MBA from Yale, where he was named the annual Jess Morrow Johns Memorial Scholar & was the recipient of Procter & Gamble’s prestigious Marketing Leadership Award and a Yale Teaching Fellowship

scottScott Friend

Managing Director, Bain Capital

Mr. Friend joined Bain Capital in 2006. Prior to Bain Capital, Mr. Friend was Chairman of the Executive Advisory Board and VP of Marketing & Science for Oracle Retail. Prior to its acquisition by Oracle in 2005, Mr. Friend was the President and co-founder of ProfitLogic, a Bain Capital portfolio company. In 2005, Mr. Friend was named a winner of the Ernst & Young “Entrepreneur of the Year Award” in New England. Prior to ProfitLogic, Mr. Friend held positions at Learning Sciences Corporation, The Parthenon Group and IBM.

Mr. Friend received an MBA, with distinction, from Harvard Business School and a BA, magna cum laude, in Electrical Engineering and Economics from Brown University.


marina Marina Hatsopoulos

Director GSI Group, former CEO of Z Corporation

Marina Hatsopoulos was the founder of and Chief Executive Officer of Z Corporation, a provider of technology and products to the 3D printing market. Z Corporation was sold to Contex Scanning Technology in 2005. From August 2005 to September 2007, Ms. Hatsopoulos was a director of Contex Holdings, a leading manufacturer of large-format scanners. Ms. Hatsopoulos is currently a director of Tea Forte, a high-growth manufacturer and retailer of premium tea products.

yangzhao-portrateYang Zhao

President and CEO, Memsic, Inc.

Dr. Yang Zhao is our founder and has served as our President and Chief Executive Officer since our inception. Dr. Zhao has over 15 years of experience in MEMS technology and related business development. Prior to founding our company in 1999, Dr. Zhao served in various management positions at Analog Devices, Inc. for seven years, where he was instrumental in developing ADI’s potential MEMS product line and forming industry-wide strategic relationships. Dr. Zhao is well-recognized in the field of MEMS technology. He has been named as an inventor on 11 U.S. patents in IC circuit, processing, packaging and MEMS technology. Dr. Zhao holds a B.S. degree in physics from Peking University, as well as a master’s degree and a Ph.D. in electrical engineering from Princeton University where he studied under Professor Daniel Tsui, who won the 1998 Nobel Prize in physics. He is currently the vice chairman of the board at the School of Engineering of Peking University.

brian1Brian Halligan

Founder and CEO, HubSpot

Prior to starting HubSpot, Brian worked as a venture partner at Longworth Ventures where he worked with many small businesses helping them build scalable sales and marketing machines.  Brian spent 4 years at Groove Networks where he joined pre-revenue as VP of Sales and grew the business to a $20m annual rate until being acquired by Microsoft.  Prior to Groove Networks, Brian worked at Parametric Technology Corporation where he worked in a variety of sales, marketing, and channels functions for over a decade. Brian’s most interesting role at PTC was in starting the Pacific Rim organization while living in Hong Kong in 1993.  Five years later, Brian was SVP of the Pacific Rim for PTC where he built an $80 million business and had 200 employees.

Brian holds a BSEE from the UVM and an MBA from MIT’s Sloan School of Management.  Brian is also an occasional lecturer at MIT Sloan on the science of selling and marketing.  Brian serves on the board of directors of HOPe.  In his spare time, Brian follows the Boston Red Sox, plays golf, plays squash, and takes classes at St. John’s Seminary.

christineChristine M. Cournoyer

President and Chief Operating Officer

Christine Cournoyer is responsible for advancing all areas of the company with her executive leadership and advisory capacity as COO and president. Prior to joining Picis in 2006, Cournoyer was managing director of Harte-Hanks, Inc. and president and COO at Lightbridge, Inc. She has also held senior management positions at IBM including vice president of business transformation, vice president of customer operations and technology, and CIO of the software group. Previously she served as a senior vice president at Lotus Development Corp. Cournoyer earned a master’s degree in economics from Northeastern University. She graduated from Lowell University and attended Massachusetts Institute of Technology’s Executive Education Program. Cournoyer was named one of the ten most influential women in technology by Business Week and serves on the board of directors for BJ’s Wholesale Club, Inc.

duaneDuane Elmquist

Senior VP, Telcordia Technologies

Duane is currently the Senior Vice President responsible for Telcordia’s sales team for the AT&T account.  Prior to his current assignment, he led business development teams for Telcordia’s professional services, Network Systems and Operations Support Systems for international and domestic telecommunications markets. He covered Asia Pacific carriers from 2002-2005 and European carriers from 1995 – 2001.

From 1993 – 1995 Duane led the team that defined Bellcore’s (Bellcore changed it name to Telcordia in 1997) new generation Operations Support Systems product line. This work led to the successful development and deployment of Bellcore’s new OSS product line with sales over $500M.

Duane earned BS and MS degrees in Electrical Engineering from North Dakota State University and a Professional Degree in EE from Columbia University.

becky-thomas1

Becky Thomas

Founder and CEO of BizDev Strategy

Becky Thomas is an energetic, international entrepreneurial sales and business development leader with more than 25 years of management experience that combines leadership, excellence and technical acumen.  Her core values include solid business expertise, strategic thinking, strong leadership skills. She has achieved proven results in dramatic revenue generation. Her expertise is in expanding companies by establishing strategy and creating market share.  She was acknowledged for expanding European companies into North American market and stabilizing companies. Her professional assets include an unwavering passion for helping customers solve business problems through the selection and implementation of technology solutions to drive their core business.

She founded BizDev Strategies Consulting in 2008, an international sales, marketing and business development consulting firm dedicated to formulating solutions to drive results, increase revenue generation and provide significant return on investment for our diverse client. The firm’s services range from strategic go to market plans, sales and pipeline creation,  business plan development, relationship creation for strategic partnerships and alliance creation resulting in improve efficiencies, expanded market share and increased profitability.

billghormley

Bill Ghormley

Senior VP, Business Development, Xconomy Inc.

Bill focuses his energies on helping clients achieve business development and growth goals.  His current work is centered on Xconomy, Inc. – a media startup expanding rapidly across the world’s top technology epicenters.

His background is in sales, marketing and new business creation, with grounding in finance and manufacturing. He has worked in the US and abroad in a number of industries – from aerospace to agriculture, food to health care, imaging to high technology, professional services to media.

Bill worked for Polaroid founder Edwin Land’s Worldwide OEM organization for a number of years, responsible for leading efforts to create imaging solutions through OEM companies around the world.

Some of Bill’s other employers have been the Carnation Milk Company, Harvard Pilgrim Health Care, Maxwell House Coffee, Kendall Healthcare, The Marketing Science Institute, Pearson’s Forum Corporation and many private clients, including a number of tech startups and turnarounds.

Bill studied at Stanford University, Boston College and Dartmouth/Tuck.

falksonMichael Falkson

CEO and Founder, eti Sales Support

Michael Falkson is CEO, President and founder of eti Sales Support, one of the most respected providers of outsourced, high-end business-to-business teleservices and sales support.

eti Sales Support offers companies a systematic, repeatable, successful closed-loop process for growing sales pipelines, developing new business and maximizing marketing ROI and sales force productivity.  eti’s clients range from global Fortune 100 corporations to start-ups in a broad variety of industries (technology, manufacturing, finance, business services and healthcare), and include some of the world’s most revered brands.

Michael founded and chaired the South African Telemarketing Association until 1987, when he immigrated to the US and established eti Sales Support to provide solutions to corporations wishing to maximize sales productivity.  He has been in the forefront of developing state of the art database systems applications (CRM/PRM), offering strategic tools and processes that help sales forces attain their maximum potential.

phil_janusPhil Janus

CEO, SalesEngineering.com

Phil Janus has over 20 years experience in pre-sales operations and management.  Leveraging his background in pre-sales operations, continuing adult education, and instructional courseware design and development, Phil founded salesengineering.com (SEDC) in 1997 to fill the void of pre-sales specific services, training, and productivity tools.  In his role as CTO, he has led the development of a successful pre-sales change management program that gains executive support, provides best practice training and tools, reinforces skills, and measures long-term process quality improvement.  SEDC’s offerings have been provided in nearly 50 countries to thousands of pre-sales professionals.

Prior to SEDC, Phil was a pre-sales manager/director, pre-sales engineer, and database engineer at companies such as Digital Equipment, Sybase, UniSQL, and Siemens.  Phil’s pre-sales expertise has been quoted in media such as Selling Power magazine, Harvard Business Review, VARBusiness, and CRM Magazine.

mjhoffman0701Jeff Hoffman

Founder of Basho Technologies

A successful entrepreneur, Jeff Hoffman currently consults with industry leaders throughout the world on the topics of entrepreneurship, sales, and personal development, and delivers keynotes and presentations bringing personal and business development strategy to audiences of all sizes. With a 25-year record of outstanding results, Jeff has delivered sold-out presentations to thousands, including hundreds of audiences within the F500 and to many of the world’s top universities.

Some of Jeff’s recent corporate engagements have included Agilent Technologies, Akamai Technologies, British Telecommunications, Deutsche Bank, Dow Jones, Forrester Research, Gartner Group, Intuit, Monster.com, Salesforce.com, SAP, Symantec, and UPS.  He currently delivers the popular Global Sales Development Series at the MIT Sloan School of Management.

Previously, Jeff was the Founder and CEO of Basho Strategies, Inc., an internationally renowned training firm that introduced cutting-edge sales and leadership strategies throughout the world. His award-winning techniques are now taught in over 18 countries, and his achievements have been cited with numerous business awards, as well as profiled in Inc. Magazine, Fortune Small Business, The Boston Business Journal, and Mass High Tech.

An avid skier, runner and golfer, Jeff is a graduate of Cornell University and resides outside of Boston, MA with his wife and two children.

billdude

Conrad Zils

Global Manager of Sales Programs & Sales Force Effectiveness, General Electric

Conrad is responsible for upgrading GE’s overall sales competencies, overseeing a global portfolio of Sales Force Effectiveness projects, improving cross-sell capabilities, and delivering sales management training.

Prior to his current position, Mr. Zils held a series of roles with GE Capital, including Cross-Sell Leader for the Americas, Business Development Manager in the US, and Sales Force Effectiveness Leader for Latvia.  He began his GE career with the Corporate Initiatives Group in 2001, leading commercial operations improvements.

Conrad is a graduate of GE’s Experienced Commercial Leadership Program and was previously a member of GE Capital’s Leadership Express Program.  He holds a BS in Finance and an MBA, both from the University of Connecticut.

Before joining GE, he spent three years as a Client Relations Director for Raymond James Financial Services, Inc.

Conrad lives in Wilton, CT with his wife Jennifer and their two children.

kamKamonte McCray

Vice President – New England Operations for Xerox Corporation

Kamonte is responsible for staff and sales operations for New England’s $93 million business.  In this capacity, he is responsible for delivering business results through the sales and marketing of Xerox’s portfolio of offerings – including office systems, production printing systems and global services – while achieving profitability and revenue growth, as well as customer and employee satisfaction.

Kamonte joined Xerox in 1995.  He has held a variety of sales, finance and management positions.  Prior to his current position, Kamonte served as Sales Operations Manager, Office Products Group for Eastern Sales Operations. He was responsible for developing and deploying marketing and training initiatives for the office product portfolio for the sales force within the Eastern Sales Operations.

Prior to Xerox, Kamonte was employed with Citibank, working his way through college.  After finishing college, Kamonte began selling Xerox products and services in the Xerox Sales Agent program.

Kamonte was born in Washington, DC and spent most of his life living in the Washington metropolitan area.  He received his Bachelor of Science Degree from Towson State University in 1993 and his MBA in International Business from Georgetown University in 2003.

Kamonte now resides in Boston, Massachusetts with his wife and two children.  In his spare time Kamonte enjoys traveling, golf, and reading.

jebJeb Blount

Founder and CEO of SalesGravy.com

Often called the “Facebook of the sales profession,” SalesGravy.com provides Sales Professionals free access to thousands of articles, blogs, videos, audio programs, and training resources. In December 2007 his team added Sales Gravy Jobs to this growing suite of resources. In just ten months Sales Gravy Jobs overtook then industry leader SalesJobs.com to become the most visited Sales Niche Job Board in North America. (Source: Quantcast, Alexa, Compete)

Jeb is also the author of the sales motivation book Power Principles and a dynamic speaker. His powerful, inspiring messages and non-stop energy, keep audiences on the edge of their seats and asking for more. His podcasts, Sales Gravy: Power Principles and Sales Guy’s Quick and Dirty Tips have been downloaded more than 1.5 million times and are the highest ranked sales podcasts on iTunes. He is a frequent guest lecturer at the University of Central Florida School of Business and a coach to the UCF National Collegiate Sales Competition team.

Over the span of his career Jeb has coached, trained, and developed hundreds of Sales Professionals, managers and leaders. With twenty years of sales and executive leadership he has extensive experience turning around and righting troubled organizations. Today, though his consultancy The Sales Leadership Group, he helps struggling sales organizations develop into high performing, productive sales teams. As a leader, consultant, and trainer he holds a core philosophy that in every endeavor there are a hand full of key principles which, if focused on intensely, drive peak performance and achievement.

judgeJohn P. Judge

Vice President Data Center Solutions

As the Data Center Solutions VP, Mr Judge is responsible for increasing revenue and market share for Novell’s Business Service Management, Workload Management and SUSE Linux solutions across the Americas.  He is based in Novell’s executive headquarters in Waltham, Massachusetts, USA.

Mr. Judge has more than 25 years of executive management experience in technology and business development.  Prior to his current role, Mr. Judge was Vice President of WW Alliances at Novell, responsible for business development of strategic ISV’s and IHV’s across the globe. Previously with Novell he was the Vice President and GM of the Northeast Area where he was responsible for all aspects of Novell’s business across the northeastern United States.  Mr. Judge also served as the Vice President of North
America for SilverStream software, prior to SilverStream’s acquisition by Novell. He is the former President of Coneco Corporation, a national energy consulting company, and has held executive positions with Duke Energy and the Honeywell Corporation.

stone

Doug Stone

Managing Partner at Triad Consulting Group

Doug Stone is a Managing Partner at Triad Consulting Group and a Lecturer on Law at Harvard Law School, where he teaches negotiation. Through Triad, he consults to a wide range of organizations, including Fidelity, Honda, HP, IBM, Merck, Microsoft, Shell, the Nature Conservancy, and the Boston Area Rape Crisis Center.

Doug has also taught and mediated around the world. He has worked with mediators and journalists in South Africa, Greek and Turkish political and community leaders in Cyprus, doctors and executives at the World Health Organization, and diplomats at the former Organization of African Unity in Ethiopia.

Doug is co-author, along with Bruce Patton and Sheila Heen, of Difficult Conversations: How to Discuss What Matters Most (Penguin, 2000), a New York Times Business Bestseller. His articles on negotiation and conflict resolution have appeared in the New York Times, the Los Angeles Times, the Boston Globe, Management Consultant News, and IT Metrics, as well as in magazines like Parents and Real Simple. He has appeared on many TV and radio shows, including Oprah, and was a key-note speaker at the 2006 World Negotiation Forum in Brazil.

From 1988 to 1998, in addition to his teaching and consulting, Doug was an Associate and then Associate Director of the Harvard Negotiation Project, where he worked with Roger Fisher and other colleagues on advanced negotiation applications and on the development of negotiation theory.  Doug graduated from Brown in 1980 and Harvard Law School in 1984. Prior to returning to Harvard, he practiced transactional and regulatory banking law at firms in Boston and New York.

desarboJohn DeSarbo

Senior Vice President, MarketBridge

John DeSarbo leads MarketBridge’s Sales and Distribution Management practice.   He consults frequently to organizations across a variety of industries on issues related to sales and marketing strategy and operations.  Over the last 15 years, John has helped dozens of clients dramatically improve their operating performance by accelerating revenue growth and reducing customer acquisition and retention costs.  John’s past clients include industry leaders such as ADP, Agilent Technologies, Avaya, Callaway Golf, Humana, Microsoft and SAP.

John is a frequent speaker on B2B go-to-market strategy and channel management for industry associations and leading business schools.  John earned a Masters of Business Administration from MIT Sloan School of Management and a Bachelor of Science in Industrial and Operations Engineering from the University of Michigan.  He currently resides in the Washington DC area with his wife and two children.

mickMick Mountz

CEO and Founder, Kiva Systems

Mick Mountz is the CEO and Founder of Kiva Systems; a robotic order fulfillment system revolutionizing the warehouse industry. Prior to  Kiva, Mick worked on a business process team at Webvan designing a  next generation distribution strategy for grocery home delivery. Mick spent three years in product marketing at Apple Computer as a Product Manager; he began his career at Motorola. Mick holds five United States technology patents. He earned a Bachelor of Science in mechanical engineering from the Massachusetts Institute of Technology and a Master of Business Administration degree from Harvard Business School.

kevinKevin Walker

CEO and Co-Founder, SimpleTuition

Kevin Walker is CEO & co-founder of SimpleTuition, the leading online education loan search and comparison resource.  Previously, Kevin was VP at Cole Management, a Russia-focused venture fund, which is an original investor in Yandex, Russia’s leading search engine.

Kevin was also the second employee of the First Marblehead Corporation (NYSE: FMD), spending 9 years in executive roles across the firm’s product, sales, and marketing areas.

Kevin was a Principal at the management consulting firm, the Parthenon Group.  In the early 1990s, Kevin founded the School of Russian Studies. Kevin holds a BA from Amherst and an MBA from HBS.

David Chan

Board Member Sales Club and Chief Operating Officer, Rainbow Semiconductor

Mr. Chan has been in semiconductors and EDA software since 1982. He was COO for Rainbow Global Semiconductor, a communications IC startup that has most of its operations in China. Before Rainbow, Mr. Chan started Analog Mixed Signal Chip Design Software (AMCD), and was a senior consultant for Barris Lotterer Management Consulting, specializing in semiconductor manufacturing. From 1989 to 2004, he held various marketing, management and engineering positions at Cadence Design Systems. He is currently taking on marketing responsibilities at Analog Devices.  He holds a BSEE, a MSEE and a MBA, all from MIT. He is a Sloan Fellow.

kirkDr. Kirk Hwang, Ph.D.

CEO KNH Enterprises

Dr. Kirk Hwang received his Ph.D. in Chemical Engineering from the University of Wisconsin-Madison in 1983. He spent 16 years with 3M in the US and served at various management posts in research and international business development. He moved back to Taiwan in 1995 as head of 3M’s Asia Pacific Personal Care business unit. Dr. Hwang joined KNH at the end of 1998 and is now CEO of KNH Enterprises, based in Taiwan and Shanghai. He also serves on the Board of Directors of Outlook Investment Holding Company in Singapore and is Chairman of the University of Wisconsin Alumni Association in Taiwan.

pearceStephen Pearse

Principal at Yucatan Rock

Stephen Pearse, principal at Yucatan Rock, has been a pioneer in the IT and Telecom space for over 28 years.  Stephen sits on the boards of Netscout, Inc. (NTCT), Mobiwatch, Emerson Hospital, C4RJ, OpenAirBoston, and advisor to Voltree.  Previously, Stephen was CEO of Cyras Systems, an innovator in optical telecom, which was sold to Ciena Corporation in a deal valued at $2.7B. Before starting his entrepreneurial career, Stephen was EVP and General Manager of Bay/Nortel Networks’ Internet/Telecom Business Group, as well as Senior Vice President at Time Warner Telecom, and Vice President of Technology Planning at Sprint.  Stephen holds a BSME from Georgia Tech, MBA from MIT Sloan School, and MSEE from Stevens Institute.

jimJim Kelley

Chairman and Chief Strategy Officer,  DAFCA

Jim Kelley founded Ceallaigh Group, LLC.  He currently serves as Chairman and Chief Global Strategy Officer of DAFCA, Inc.  Jim is a private equity investor, focused on national defense related technologies, supply chain management, telemedicine, and electronic financial services.  He also provides business consultation concerning the adoption of new and innovative technologies by and within the defense industry. Jim has orchestrated private equity investments in the United States and Europe, and most recently consummated Ceallaigh’s acquisition of DAFCA, Inc. (DAFCA provides anti-tampering and anti-counterfeit solutions within the broader realm of cybersecurity). He has led the last three rounds of investment into Smartleaf, Inc. (Smartleaf is an electronic financial services company, providing fully customizable, tax centric, portfolio management  software  solutions, with total assets under management now exceeding  Sixteen (16) Billion Dollars), and holds seats on DAFCA’s and SMARTLEAF’s Boards of Directors.