Speakers
Simon Sinek
Renowned Leadership Expert and Author of Start With Why
Simon Sinek is leading a movement to inspire people to do the things that inspire them. He writes, consults and speaks about the power of Why - the purpose, cause or belief that drives every one of us. Sinek's unconventional and innovative views on business and leadership have attracted the attention of various high-profile international leaders and organizations. In addition to teaching graduate level strategic communications at Columbia University, Sinek is a regular contributor to numerous national publications including The New York Times and the Huffington Post. His first book, Start With Why: How Great Leaders Inspire Everyone to Take Action, was published in October 2009.
Keith P. O'Brien
Vice President of Global Research, Frost & Sullivan
Keith P. O'Brien is Vice President of Global Research for the Growth Team Membership™ (GTM) program within Frost & Sullivan. He has global responsibility for identifying and profiling best practices that address the main challenges faced by the leadership of the functions that support the CEO in driving growth strategies. These functions include Marketing, Sales, Corporate Strategy, Corporate Development, and Innovation/R&D.
Prior to joining Frost & Sullivan, Keith worked at the Corporate Executive Board (Nasdaq: EXBD) in best practices research and in the Corporate Strategy & Development group. He helped launch and manage best practices programs in the Sales & Marketing and Financial Services divisions.
Charlene Grabowski
GM US Commercial X-Ray and Women's Healthcare, GE Healthcare
Charlene Grabowski is the General Manager of the US Commercial X-Ray and Women's Healthcare business.
Charlene joined GE in 1981, beginning her career in X-Ray Applications. In 1983 and for the next 11 years she served as a Radiology Account Manager and MR Specialist in the Northeast. She then spent two years in Sales Programs leading the TSLP and New Hire Programs. Charlene was then promoted to the Regional Sales Manager position in the Northern Lights LCT, leading that region to substantial growth over a 3-year period. She then moved back East and led the Chesapeake LCT and developed one of the top high performing teams in the commercial organization.
Charlene left GE in 2002 and became the Director of Sales for Intuit Company, the maker of personal and business financial software, followed by a brief period at Fusion Sales Partners as the COO for the Women's Healthcare Team.
Charlene rejoined GE in 2006 as our Commercial Training and Development in Leader bringing a passion for "people and organizational development." She assumed her X-Ray responsibilities in 2008 with focus on Market Share and Growth in the US X-Ray business where she finished the year gaining 4 points of market share and outpaced the market by 5 points in a tough economic environment.
Charlene holds a B.S. from Adelphi University in Garden City, New York and is a Registered Radiologic Technologist from the University of Pittsburgh. She is committed to Healthymagination and holds a Board Position on the Milwaukee Urban League Board. She and her partner Anne Hunt live in Milwaukee.
Ken Powell
VP Worldwide 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.
Erica Ruliffson
Group VP of SaaS Sales, Oracle
Erica Ruliffson has been with Oracle since 1995 and is currently a Group Vice President of the Software as a Service (SaaS) Sales organization for Oracle's Strategic Accounts. Throughout her tenure with Oracle, she has founded and led numerous teams within the sales organization, and has earned a reputation as an innovator and a dynamic leader of organizations in high growth mode.
In her current role, Erica leads the go-to-market strategy and sales team for Oracle CRM On Demand, Oracle's SaaS CRM solution. Her team of Field sales and Telesales specialists are driving rapid growth in this strategic growth area for the company. Oracle CRM On Demand is currently the fastest growing applications product line at Oracle, and the fastest growing SaaS CRM solution in the market.
Prior to her current role, she led a team of 600 as Vice President with OracleDirect – Oracle's Telesales organization. OracleDirect is widely known as a pioneering Telesales organization, responsible for over $600M in annual license sales, and whose model has been emulated by numerous peers in the industry and highlighted in the recently published book, Sales 2.0, by Anneke Seeley. While in this role, Erica led the expansion of the North America telesales group to Bangalore, India, which is now the largest hub serving the North American market. Previously, Erica spent 4 years with Oracle's Latin America Division, while based in Buenos Aires and Miami. She established the Telesales division in that region and grew the channel to a team of 100, representing more than 40% of the region's revenue.
Erica was selected as part of the first class of participants in Oracle's Executive Leadership Experience, as well in the McKinsey Centered Leadership Executive Development Program. She has been part of the North America Sales Integration Team for the PeopleSoft and Siebel acquisitions as well as other technology acquisitions, and sits on the Global Executive Steering Committee for Oracle's Women's Leadership program. She was recently selected by Fortune maagazine as "One to Watch" in the annual "40 under 40" ranking.
She holds a BA in Spanish and Latin American Studies from Dartmouth College, and she and her husband reside near San Francisco.
Scott Santucci
Principal Analyst, Forrester
Scott serves Technology Sales Enablement professionals. He has deep knowledge and hands-on experience working cross-functionally with product, marketing, and sales teams to develop innovative and effective integrated programs designed to improve the entire revenue cycle. He is a thought leader in Forrester's technology sales enablement practice, which has established an architectural framework to help technology industry vendors transform current product-centric go-to-market models into customer-centered approaches.
Scott's efforts center around topics such as sales as a marketing channel, field marketing roles and programs, targeting executives, team selling and marketing, new product traction, sales-focused go-to-market strategies, sales-ready tools, strategic account programs, helping sales people collaborate with buyers more effectively, and developing data-driven performance reporting and measurement programs.
Scott Watson
Founder of Beyond ROI
Scott has personally designed and implemented more than 600 assessment and measurement projects with clients such as ExxonMobil, IBM , Dell, Xerox, AT&T, Verizon, Hewlett-Packard, and Accenture. After a dozen years of successful work with Fortune 500 companies, Scott Watson launched Beyond ROI, Inc. with the goal of proving that measurement is no longer a mystery. Scott has pioneered multiple techniques and approaches for clearly showing connections between training and related programs and the impact on how people behave and how they perform. Scott is an author of an upcoming book, Beyond ROI: Training Measurement That Matters.
Kevin Starner
Director of Sales Enablement, Iron Mountain
Kevin is the Director of Sales Enablement for Iron Mountain's global sales organization; a team of 700 sales leaders and sales executives serving SMB, Mid-Market, and Enterprise customer segments. His team's scope and responsibilities include knowledge management, messaging, positioning as well as leadership and sales coaching and development. Prior to his appointment to the Sales Enablement leadership role, Kevin held numerous sales and sales leadership roles over his 17 year career at Vector Marketing and ADP.
In his current role, Kevin combines real world field experience with an education and passion for leading and developing people. He is a graduate of Penn State University with a degree in Speech Communications. He is married with 2 children and resides in the Boston area.
Karen Snyder
Director of Industry Solutions Marketing, Iron Mountain
Karen Snyder joined Iron Mountain in 2005 as the Product Marketing Manager for the company's healthcare vertical. She is currently leading Iron Mountain's industry solutions marketing efforts, focusing on healthcare, government and the legal vertical. Ms. Snyder was instrumental in launching the Digital Record Center® for Medical Images and the Iron Mountain EMR Enablement Solution, and was the recipient of Iron Mountain's prestigious President's Award in 2008. Prior to joining Iron Mountain, Ms. Snyder spent over 12 years in various marketing, strategy and finance positions at AT&T. She graduated with distinction, earning a dual-MBA in Marketing and International Business from New York University (NYU) and also holds a B.S. degree in Accounting from NYU.
Kurt Andersen
Executive Vice President of Sales Enablement
Kurt Andersen is the Executive Vice President of Sales Enablement at SAVO, the industry's pioneer, innovator and leading provider of Sales Enablement solutions. Kurt is a results-driven, highly successful leader in the global technology and software industry with more than 15 years' experience in sales, marketing, solution strategy and business development.
As the leader of SAVO's Sales Enablement team, Kurt plays a critical role in helping clients develop a strategic vision for sales enablement, compelling business cases, and the efficient positioning of products and services to achieve their critical business initiatives.
Prior to joining SAVO, Kurt served as Vice President of Sales and Marketing at NovaQuest LLC where he led the market development efforts for a regional start-up focused on providing solutions to customers Product Management Lifecycle needs. Kurt also held the position of VP Industry Solutions at SupplyScape Corporation, a leading software provider to the pharmaceutical and life sciences industry.
Kurt spent 11 years at MatrixOne Inc. (acquired by Dassault Systemes) in a variety of roles including Global Solution Sales, Product Management and Marketing, and most recently Vice President of Industry Solution Strategy for the Dassault Systemes ENOVIA brand. During his 11 year tenure, Kurt was responsible for developing sales methodology, business value propositions and solution strategy to drive revenue across eight industry verticals.
Kurt is a graduate of Iowa State University in Ames, Iowa with a BS in Industrial Technology. He and his wife Julie have three children.
Joe Galvin
Independent B-to-B Sales Analyst
Joe Galvin provides analysis and insight for complex B-to-B sales organizations. Joe is an acknowledged industry thought leader responsible for creating the Sales Optimization Service for sales and marketing research firm Sirius Decisions (2006 to 2011).
At Sirius Decisions, Joe lead the industry by developing new concepts in sales productivity, sales readiness, sales enablement, pipeline dynamics and the emergence of social technologies, publishing more than 100 research briefs and delivering 100s of executive presentations.
Joe spent 17 years with Gartner, becoming group vice president, worldwide field operations. In that role he held global responsibility for field marketing, sales readiness, executive briefings, sales process, compensation and sales technology, including the global deployment of an on-demand sales force automation platform. Joe spent four years as a Gartner CRM analyst and as group VP, worldwide sales operations for six years was responsible for developing Gartner's global sales process, and developed the global pipeline and forecast process. Joe's earliest days at Gartner were spent as an account executive, followed by district, area and regional field sales management positions.
Joe began his sales career at Xerox in 1984 where he spent five years in variety of field sales roles including marketing rep, account rep and high volume marketing executive.
Joe received a BA in business management from Illinois State University in 1980. Since 2006 he has been a guest lecturer on sales technology and productivity at the Ross School of Business, University of Michigan.
Joe Terry
Chief Executive Officer, Corporate Visions, Inc.
Joe Terry is Chief Executive Officer of Corporate Visions, responsible for driving the company to become the recognized category leader in the Sales and Marketing Enablement space. Joe's mission as CEO is "building a world class organization that changes the lives of his team, community and customers." Joe brings with him over 20 years of experience in sales, sales management, marketing, operations and executive management from companies such as Workstream, Kronos, PeopleSoft, Ventaso and Pacific Medical. In addition, he spent five years in Senior Level Sales Management positions at Kronos, with the most recent being VP of Global Sales for the Talent Management Division.
Tim Riesterer
Chief Strategy and Marketing Officer, and Senior Vice President of Products, Corporate Visions, Inc.
Tim is a recognized thought leader and practitioner in the area of marketing and sales messaging. His first book, Customer Message Management, focused on increasing a marketing department's impact on selling by providing customer-relevant, salesready messaging and tools that salespeople will actually use. Now, he's turned his attention to salespeople themselves and what actually happens when they are in front of the customer
Erik Peterson
Senior Vice President of Strategic Consulting, Corporate Visions, Inc.
Erik helps companies and salespeople around the world win at the three-foot level—when they're sitting across the table from their most important prospects. Companies such as GE, AmerisourceBergen, and Oracle have sought his help to create their simple, differentiated, and memorable story. Peterson has delivered consulting, keynotes, and messaging skills workshops to more than 10,000 salespeople in 13 countries, and he leads a team that's delivered this work in 56 countries around the world.
Follow Erik on Twitter @EAPeterson