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Who's Who Consulting Thought Leaders recognizes those significant contributors to the Sales Training Learning Community who are considered to be independent experts not associated with either suppliers or customers. These Who's Who Thought Leaders are available for member inquiries by clicking the “Ask The Expert” button.
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During his highly successful sales career, Conrad Elnes analyzed the research that wasbeing conducted on America's top salespeople. The result was his book, “Inside Secrets Of Outstanding Salespeople” (Prentice-Hall) that introduced him to salespeople throughout the world. Dozens of his articles have been published in national sales journals, and many credit his ideas for increasing their sales to spectacular levels. You can learn and employ his ideas to increase your sales and enhance your career.
Conrad earned his Master of Arts in Training (M.A.T.) Degree from Washington State University. He has been the lead trainer for Sales Training Institute (STI) since 1988 when he authored STI's QUAD-TRAK® Consultative Selling Program, Major Account Selling Strategies and PHONE-TRAK Tele-Prospecting Program. In addition, his Customer Satisfaction PLUS is employed by many top companies to improve their service groups. His programs have established STI as a key player on the contemporary training scene.
Conrad is an interesting and humorous speaker who has addressed hundreds of groups, as diverse as sales representatives, bank officers and professional consultants. He travels extensively in order to provide custom training for companies such as Motorola, Allstate, Milliman (Consultants), Alcan Aluminum and Polycom Videoconferencing. Conrad is also Chairman of the Board for STI International®.
Your competitors are either a little bit ahead of you, or a bit behind and striving to surpass you. Your choices? Improve your skills, or settle for being second best.
With over two decades of international consulting in sales and marketing effectiveness, LaVon Koerner is recognized worldwide as a leading expert in diagnosing and transforming sales and marketing organizations. LaVon passionately believes that companies and people can tap systematic disciplines and rigorous analysis to unleash profitable revenues and professionalize the business of sales.
LaVon co-founded Revenue Storm in 2001 to offer to companies worldwide a suite of comprehensive, proven tools and techniques for profitable revenue growth. As Chief Revenue Officer, LaVon helps organizations achieve revenue acceleration through demand creation and reap immediate, sustainable gains.
Prior to co-founding Revenue Storm, LaVon spent fifteen years with Holden Corporation, ultimately as its president. LaVon developed Holden’s core training methodology, which has been installed in hundreds of organizations worldwide. Called upon as both a thought leader and coach, LaVon traveled the globe to help organizations uncover the true cost of sales.
A major portion of LaVon’s work involves evaluating and assisting under-leveraged sales and marketing organizations, and analyzing market dynamics in a wide array of industries. As a result, he has helped create sales processes that reduce the cost of sales while increasing revenue through aggressive market share acquisition.LaVon has been privileged to help many of today’s Fortune 500 companies achieve sales excellence, including EDS, Sun Microsystems, Ericsson, British Telecom, Ernst and Young, and Microsoft. He is uniquely positioned at the forefront of the design and installation of sales and marketing methodologies.
In demand as a speaker, LaVon’s passionate and entertaining style endears him to his audiences—whether at private workshops, executive coaching, annual sales meetings or industry conventions, including the Strategic Account Management Association and the International Conference on Organizational Development, where he spoke alongside former President George Bush.
LaVon is the author of numerous articles, papers and an upcoming book series. His article “Revenue Storm Sales Analysis of US Presidential Campaign” captured news media and analyst attention.
After an early career as a professional trumpeter, Dave Stein held many diversified technical, sales and executive positions: programmer, systems engineer, sales representative, sales manager, director of worldwide sales development, VP of sales, VP of international operations, VP of client services and VP of strategic alliances. He worked in the technology sector for Fortune Systems Corporation, Datalogix International (acquired by Oracle Corporation), and Marcam Corporation (acquired by Invensys, plc).
In 1997 Dave founded the sales consultancy, The Stein Advantage, Inc. The company provided expertise and assistance to their clients in these, among other critical areas: hiring of top sales professionals; more effective positioning in the eyes of industry analysts; development of corporate and selling strategies to overcome tough competitors; increasing compliance by their sales organizations to sales methodologies that were installed; and re-engineering their selling efforts to achieve new levels of credibility and differentiation with higher-level customer executives. Among the many companies with whom Dave worked are: ALLTEL Corporation, CGI-AMS, ASAP Software, AT&T, BASF, Bayer, Cardo, Centra Software, Inc., Convergys, Enterprise Ireland, Hewlett Packard Company, Honeywell, IBM Corporation, Infor, Intermec, The Irish Software Association, Global Crossing, Ltd., Hall-Kinion (Kforce, Inc.), Kronos, Lorentzen-Wettre, MCI, Manugistics, Inc., MAPICS, Inc., Matrikon, The McGraw-Hill Companies, Microsoft, NEC Japan, NPD Group, Oracle Corporation, Pitney Bowes, Progress Software Corporation, RCM Technologies, Richardson Electronics, Inc., Siemens Energy and Automation, Standard and Poor's, SunGard, Towers Perrin, Unisys, United Technologies, VSP (Vision Service Plan) and Xerox Office Systems.
Through Dave's past work as a sales consultant, coach, and trainer, he has a unique view of sales methodologies, sales training approaches, and the cultural as well as business changes required for corporations to excel at the sales function. Dave understands what works and what doesn't when it comes to the ever dynamic challenges of gaining and maintaining competitive advantage through sales organization effectiveness.
Dave is quoted and recognized in leading business magazines and websites, including Fast Company, The New York Times, BusinessWeek, Inc., Fortune, and Forbes. He writes the featured monthly column for Sales & Marketing Management magazine. Dave is a professional member of the National Speakers Association as well as a member of Sales and Marketing Executives International (SMEI), NASP, ASTD and AOPA (Aircraft Owners and Pilots Association). He is a member of the Executive Advisory Board of the Fisher Institute for Professional Selling, one of the many institutions of higher learning where his book, How Winners Sell is being used.
Ed Shineman is a consulting authority and thought leader on how to more effectively market and sell education-related products and services.
Ed's 30 years of training marketing and general management experience include chief marketing officer and division VP assignments with Xerox Learning Systems and Learning International and U.S. sales & marketing responsibility for Digital Equipment Corporation's $300 million customer education business.
As founder and CEO of Xerox's Personal Learning Systems business, Shineman introduced subscription-based desktop learning, pioneered in multimedia and computer-based instruction, and was responsible for coining the now ubiquitous term "Discovery Learning." Later, at Digital he invented subscription-based volume purchase plans blending classroom learning, technology-based training and consulting services.
FUSION, the consulting organization Ed founded in 1992, works with many leading education firms including Pearson Education, Learning Tree, AchieveGlobal, Advantage Performance Group, Communispond, DDI, IIR/Informa, Huthwaite and NETg. In addition he has worked with Microsoft, Sun Microsystems, Hewlett-Packard, Business Objects, PeopleSoft, Parametric Technologies and other high tech customer education organizations. For a more complete list, please see the FUSION training marketing clients page.
Client assignments have included: competitive positioning, lead generation, event promotion, new product launch, media advertising, Website development, solutions pricing, direct marketing, teleselling, sales potentials planning, new venture assessment, competitive benchmarking and strategic planning.
A graduate of Cornell University, Ed Shineman began his career with several leading Madison Avenue ad agencies, where he was awarded ANDY and EFFIE awards for creative excellence as well as a gold medal from the International Society of Business Communicators. He has spoken on marketing topics at the International Direct Marketing Conference, the Direct Marketing Club of New York, the Instructional Systems Association and at Harvard Business School. He has twice been honored to serve as a direct marketing industry John Caples Finals Awards judge.
As part of his training marketing practice, Ed Shineman publishes Training Business E-Visory, an e-mail advisory service that reaches more than 3,000 education company owners and executives.
An avid musician and tennis player, Ed resides with his wife Jan and four children in the Boston suburb of Sudbury, Massachusetts.
Prior to creating Action Selling in 1990, Duane Sparks owned and managed a computer company named Currentech. During the 1980s, even though the computer industry as a whole was growing at exponential rates, Currentech grew six times faster than the industry average. This was only possible because of the way Duane taught his people to sell. In 1989, he sold the company and decided to package Action Selling Sales Training into a sustainable way to boost the performance of salespeople in any industry.
Five years of initial research focused on developing a clear understanding of exactly which selling skills had the greatest impact on performance change. Five Critical Selling Skills emerged: Buyer/Seller Relationship, Sales Call Planning, Questioning, Presenting and Gaining Commitment.
Research into the sales-training industry turned up another key fact. The greatest weakness of Action Selling's competitors was their failure to ensure that skills and knowledge learned in class actually got applied on the job. Two decades later, that is still our competitors' biggest weakness. In learning theory, it's known as the problem of "transfer." You can teach people to do something in class, but getting them to do it that way in the field is a different thing altogether.
In 1995, Action Selling began assessing the skills of salespeople with the use of its validated Selling Skills Assessment. This assessment technology has been continually refined. To date, more than 300,000 salespeople have been assessed, trained, certified, and measured against standards of performance change. No other company has developed anything remotely comparable to this database of skill measurement and corresponding performance change.The knowledge we have gained has been completely incorporated into the Action Selling sustainable sales training program. That is why Action Selling can claim these major sales training innovations:
The Action Selling sales training program trains and certifies salespeople in the critical selling skills that have the greatest impact on sales performance. And from the ground up, our programs are designed to ensure that those critical selling skills are not only "learned" but used, consistently, in the field.
Who's Who Supplier Thought Leaders recognizes those significant contributors to the Sales Training Learning Community who represent training supplier companies. These Who's Who Thought Leaders are available for member inquiries by clicking the “Ask The Expert” button.
David DiStefano is the President and Chief Executive Officer of Richardson. Mr. DiStefano is responsible for establishing the strategic plan and direction of Richardson, ensuring its successful execution, and positioning Richardson as one of the premier sales training and consulting organizations. David has been instrumental in developing the business model for Richardson and in raising a significant amount of equity capital to enable the Company to execute its business plan. He also provides senior-level guidance to Richardson's clients regarding all contractual, implementation, and billing matters pertaining to Richardson's products and services.
David joined Richardson in 1993 from PricewaterhouseCoopers, where he was a senior manager for over nine years in the financial service practice. At PwC, David was responsible for the overall engagement and service management for his clients. At PwC, David assisted and guided a number of clients in their efforts to aggressively expand their business, through merger and acquisition, Initial Public Offering, and other strategic transactions.
David is a Certified Public Accountant and continues to be involved in the activities of the American and Pennsylvania Institutes of Certified Public Accountants. He has written and conducted many continuing education programs for accounting professionals and has lectured at the Wharton School of the University of Pennsylvania on accounting for entrepreneurial businesses. David holds a Bachelor of Science degree in accounting from Drexel University.
Ernest Graham, a Vice President of General Physics Corporation (GP), is an expert at designing and managing training systems for Fortune 500 companies with franchise operations.
Mr. Graham works closely with major Automotive Manufacturers providing consulting and full- time trainers on subscription-based, training and communication programs. These programs cover new and used vehicle sales, service, parts and accessories, offering blended learning solutions for dealership personnel. The most extensive of these programs focus on developing and sustaining top sales performance.
Mr. Graham serves as Marketing Executive for the Sandy Division of General Physics located in Troy, Michigan and Gardena, California and is a thought-leader for the company's sales training practice.
Mr. Graham is a graduate of Wayne State University in Detroit, MI and has acted as a curriculum development advisor to Ferris State University and has hosted Bowling Green University workshops for their master's degree program in Technical Communications.
Kevin’s results-driven executive background has given him a profound understanding of strategic selling, a rich history of successful business coaching and a discerning insight into political and competitive strategies and tactics. As a Vice President for Revenue Storm, Kevin lends his experience via a dynamic personal approach, helping clients manage, improve and refine their revenue streams.
As the leader of Revenue Storm’s global coaching practice, Kevin is responsible for the development of coaching services and the execution of all coaching interventions with clients. With a presence in 29 countries, his team coaches to a wide range of cultures and industries. The team’s expertise covers Management Governance, Coaching Governance, Sales Management Coaching, Demand Creation Coaching and Pursuit Coaching.
Kevin is sought after as a personal coach for senior executives and a specialist speaker on installing a coaching culture in large companies. One of Kevin’s strongest credentials is his extensive coaching experience, which includes the IT outsourcing, software and automotive industries, as well as consulting, capital equipment, and manufacturing.
Prior to joining Revenue Storm, Kevin had a successful corporate executive career in New Zealand. His last role was Chief Executive Officer for a domestic airline based in New Zealand, QUANTAS New Zealand. As CEO, he successfully rebranded and re-launched the airline from Ansett to QUANTAS New Zealand.
Before his CEO role, Kevin’s career focused on sales and marketing in the information technology industry, which provided the solid foundation for his coaching practice of today.
As President and Chief Executive Officer of STI International® and Sales Training Institute, Inc., Phyllis Elnes has led the company's sustained growth over the past 27 years. She and a group of private investors purchased STI in 1981. The company had been marketing exclusively to individuals seeking a career in sales and it became obvious that the environment had changed significantly. STI required a different approach in order to sustain growth in the changing marketplace. She quickly re-focused the company's marketing strategy to target corporations that wanted to increase the productivity of their entire sales and customer service teams. This included a major expansion of curriculum choices and a major shift of marketing and sales efforts. It provided a solid platform for successful growth.Under Phyllis Elnes' guidance, the company has provided training in a variety of areas for high-profile clients including Allstate Insurance; Princess Cruises; Sysco Food Systems; Motorola and Milliman. She has received many awards from such organizations such as the Professional Saleswomen's Association, the U.S. Small Business Administration, Women in Business and the Chamber of Commerce.
Ms. Elnes earned her Bachelor of Science degree in Education and taught school for several years before changing her studies and redirecting her career into Business Administration. The combination of education and business experience has given her an important edge in leading STI, the recognized leader in sales and customer service training.
Skip Miller is President of M3 Learning, a Los Gatos, CA-based sales training firm established in 1996. Author of the award winning ProActive Sales Management (AMACOM, 2001), ProActive Selling(AMACOM, 2003), Knock Your Socks Off Prospecting (AMACOM, 2005), and Ultimate Sales ToolKit (AMACOM 2007) books, Miller is a sought-after speaker and consultant. He has authored and implemented numerous American Management Association training programs, in addition to M3's hugely successful Advanced Sales School. He has been featured in many publications such as: The San Jose Dallas Morning News, Master Salesmanship, Sales and Marketing Management, Selling Power, The American Salesman, and Entrepreneur Magazine, and has been on stage with Tony Robbins who claims Skip is one of the best sales trainers in the business, and is a regular guest on business talk radio.
As President of M3 Learning, Mr. Miller has provided sales and sales management training and has keynoted sales events to hundreds of companies worldwide. M3 Learning was designed, "to make a salesperson better on each individual call." ProActive Selling™ is unique in its focus on the tactics of selling and proactive sales cycle control.
An instructor for American Management Association (AMA) in the areas of Sales, Sales Management and Sales Force Automation, he has additionally authored and advised on AMA training programs and is the Chairperson for the AMA Sales Leadership Conference.
His sales management book ProActive Sales Management has been consistently ranked #1 on Amazon.com for sales management books for the last three years.
Previously, Skip was a Vice President for Dataquest, a leading high technology market research firm and Mcdonnell Douglas. His experience in sales, marketing, and operational management spans 25 years
Tim is an energetic top executive with more than 25 years of diverse leadership experience in Fortune 100 companies and small privately-held businesses. He has held the roles of Chairman, CEO, President, COO, and Senior Vice President.
In his current role as President of Action Selling, he is leading what many consider to be the most effective sales training company worldwide. Action Selling Sales Training is a world-class sales training program that has been delivered to over 2,500 different companies for more than 300,000 salespeople.
Action Selling trains and certifies salespeople in the critical selling skills that have the greatest impact on sales performance. Murray is creating record-breaking sales forces for many companies while buildingthe only Sustainable Sales Training System in the industry.
In his recent sales training video: "Why 90% of all Sales Training Fails", Tim explains the secrets to successful sales training and how to achieve top sales productivity within your sales force.
Tim is an accomplished leader and speaker and has been invited to speak at Harvard Business School, and is a frequent guest lecturer in the entrepreneurship program at his alma mater: Macalester College. Tim holds an MBA from the Carlson School of Business, at The University of Minnesota.
Tim Murray held senior leadership roles at American Express, Prudential Financial, and Trancentral Financial. He was President of ipool.com, Chairman & CEO of American Neck and Back, and capital consultant to FiberStar.
Linda Richardson, the founder of Richardson, is a recognized leader in the sales training industry. An educational psychologist and consultant, Linda brings twenty-eight years of sales consulting and training experience to Richardson. Linda now serves as Chairman and Curriculum and Sales Strategist.
Linda, a thought leader in the sales training industry, is credited with the movement to Consultative Selling, which is the cornerstone of Richardson's methodology.
Linda is the author of nine books, available in over 15 languages, on selling and sales management, including her most recent works, The Sales Success Handbook - 20 Lessons to Open and Close Sales Now, Sales Coaching - Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management courses at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. She is a frequent speaker at industry and client conferences and has participated in events hosted by AIG, Chubb, Dean Witter, Goldman Sachs, National Association of Women Business Owners, Pitney Bowes, and Wharton.
With a background in education, psychology, and business, Linda began her career in the sales training industry in 1979 as a consultant. She was a manager of a global human resource firm. She has been published extensively in industry and training journals and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation's Business, Selling, Selling Power, Success, The Conference Board Magazine, and The Philadelphia Inquirer.
Linda currently serves on the Mayor's Council for the Arts for the City of Philadelphia, and is a Director of the Pennsylvania Academy of the Fine Arts. She served on the United States Small Business Administration President's Council from 1991 to 1993.
Linda received a Master of Science degree in educational psychology from Temple University.
Who's Who Customer Thought Leaders recognizes those significant contributors to the Sales Training Learning Community who represent corporations, government agencies, and academic institutions. These Who's Who Thought Leaders are available for member inquiries by clicking the “Ask The Expert” button.
Dan currently serves as Director of Global Learning & Performance Systems at ReachLocal, Inc., the largest internet marketing firm bringing small and medium-sized businesses world-wide a solution for reaching consumers who are searching for local products and services online. Dan is responsible for learning throughout the company at the highest levels including sales training & simulation, manager on-boarding & mentoring, technical training, learning technologies and field communication functions. In addition to implementing the ground floor strategy and development for ReachLocal's 5-day sales orientation, Dan fabricated both phone and premise sales simulations as he brought the entire training process under one roof, complete with six-business street and state-of-the-art technology to facilitate the scenario-based learning process at Main Street University @ ReachLocal, in Plano, TX (Dallas). In addition to supporting ReachLocal's U.S. business, Dan's team currently supports the training programs for their businesses in Australia and London.
Bringing 18 years of experience to ReachLocal, Dan previously served as Sr. Director of Training at Brinker International/Chili's where he instituted the company's first performance consulting model for field needs assessment and informal learning solutions for manager-led instruction. Dan also held training leadership roles at IKON Office Solutions, Silicon Graphics (SGI), Guidestone Financial and Nortel Networks. In addition to holding a Six Sigma Yellow Belt Certification, Dan has led multiple organizations' LMS selection and implementations, ERP/CRM training programs, online learning and virtual classroom programs. He had the honor of participating in one of the initial planning sessions for the Department of Defense's Advanced Distributed Learning (SCORM) Initiative in Washington, D.C. '97.
Dan holds a BS in Education from Dallas Baptist University and a Masters in Instructional Technology from the University of Colorado.
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