The AA-ISP is committed to cultivating and maintaining relationships that aid in the advancement of our profession. AA-ISP Advisory Board Members play a key role in that goal, sharing a common commitment to our mission of raising the level of professionalism and performance within Inside Sales.
Trish founded The Bridge Group with a mission to help technology companies build highly successful inside sales teams. Since founding The Bridge Group in 1998, Trish has been applying the knowledge she acquired through 20 years of business-to-business technology sales leadership to help Bridge Group clients build, evolve, and validate their inside sales strategies.
With over 130 distinguished technology clients, Trish and The Bridge Group have built their business by delivering unparalleled service. Prior to founding the Bridge Group, Trish designed and built best practice inside sales organizations for companies including Legent Corporation, Cadre Technologies, Bachman Information Systems, and Telesales, Inc.
Ed is currently a Senior Division Vice President, Sales with ADP (Automatic Data Processing, Inc.), a 10 billion dollar computer services firm. His career has included diverse experiences in sales, sales management, general management, business development, strategic planning, marketing, alternate distribution, strategic alliances and mergers/acquisitions.
Ed is on the advisory board for both the Russ Berrie Institute (William Paterson University) and the AA-ISP. He also participates in the Corporate Mentor Program at Seton Hall University, Corporate Executive Leadership Council and is a member of the Lake Valhalla Club.
Ed's educational background includes:
- University of Connecticut - MBA, Marketing
- Seton Hall University - BS, Economics
- Harvard University - Strategic Marketing Management
Ed resides in Montville, NJ with his wife, Peg, and son, Brian.
Greg leads the sales and customer success teams for InsideView. He is a proven sales executive and team leader who brings over 21 years of software sales experience. Prior to joining InsideView, Greg served as Vice President of Sales at Movaris where he restored sales growth that contributed to the company's acquisition. He was Director of Sales at Hyperion Solutions (now Oracle) in both national and strategic regional roles, and has served in various sales executive and management positions at Siebel Systems. Greg also held senior sales positions with Pure Software where he was a key contributor in the rapid revenue growth that led to a successful IPO in 1995 and subsequent acquisition to Rational Software (now IBM). Greg began his sales career with Oracle Corporation where he was consistently a top revenue contributor in the Oracle Direct team. A native Bay Area resident, Greg received his Bachelor of Science in Mechanical Engineering from U.C. Santa Barbara.
Judy Buchholz is General Manager for IBM’s Global Markets in strategy and solutions since January 2017. She brings her passion for business transformation, strategic planning and building client success. She leads a team of over 1,000 industry and presales architects globally in our transformation towards becoming a Cognitive Solutions and Cloud Platform Company.
In over 25 years with IBM, Judy has held numerous leadership roles. Most recently, she was General Manager of IBM Digital Sales where she led 4,000 sellers in 99 countries, and responsible for 44 Digital Sales Centers throughout the world. The Digital Sales force excelled in social selling skills and technologies used for broadening reach to new clients and new buyers. Additionally, Judy was previously Vice President for the Prudential account, responsible for the overall global client relationship with Prudential Financial on behalf of IBM. In this role, Judy partnered with Prudential on their Business Analytics and Digital Transformational projects, aiming to change their client experience and provided an Intelligent Solver to drive targeted business outcomes.
When Judy was Vice President of Inside Sales in North America, she was responsible for over $6B. Organizational responsibilities spanned Marketing, Lead Development, Hardware, Software and Services Sales for specific client or offering segments while managing an organization of 1,300 employees in three major sales centers.
In other roles, Judy has also been responsible for the development and go to market of key IBM growth solution areas: Cloud, Business Analytics, Deep Computing and the integration of these solutions with Software and Services as Global Vice President Server and Technology.
As VP of Wall Street, she was responsible for driving $1B of IBMs portfolio of products and services for the largest investment Banks, Insurance Companies, and Stock Exchanges. She grew the business over 200% in her 7 years in that role while maintaining high customer satisfaction. She repositioned the team in driving industry solutions and strategic partnerships.
Judy sits on the Executive Advisory Board for the American Association of Inside Sellers, Women of Power & Passion, and Women’s Bond Club. She holds a Bachelor of Arts in Computer Science and a MBA in Finance.
"With more than 13 years of International sales and management experience in IT industry (software and services) and currently the RVP of EMEA Commercial Sales in SAP, Fred’s core focus is on developing SAP customer Mid-Market segment in EMEA. With teams in Barcelona, Dublin and Cairo they are leveraging the digital selling motion to connect with SAP customers.
Frederic joined SAP in Dublin in 2010 as Director of the UK & Ireland Commercial Sales team(formerly Inside Sales), building it from start up to its current great success and one of the largest Market Units within EMEA Commercial Sales.
Fred’s focus, along with SAP’s 2016 priorities are to:
1. Grow the Cloud and Platform business across the EMEA Region
2. Think Digital and show our customers why SAP is THE partner of choice for their digital transformations
3. Think No Limits and aim to become the data platform of choice
Prior to joining SAP, Frederic worked for Oracle as Field Sales Director of UK & Ireland where he is described as having a “unique capacity to combine business and people management skills”. Over his career in Oracle, he has managed to significantly grow the revenue of his B.U. while always supporting his direct reports professional development.
Frederic is a real leader with a sharp vision of the business. His ability to manage and understand people is second to none. He is a strategic thinker, dynamic, motivational individual and an inspirational leader."
Dave is a 26-year sales veteran in the publishing industry. Following a consistent goal-achieving career as an outside sales representative, District Manager and Regional Manager, Dave was promoted in 2006 to Vice President of Inside Sales for Pearson Higher Education. Dave is responsible for five separate sales teams positioned in the academic channel as well as business and industry. Pearson is the world's largest educational services provider offering both print and digital resources for students and instructors from preschool to university to continuing education to career ready professions. Given his experience with outside sales coupled with his successful inside tenure, Dave provides interesting and compelling sales insights while championing the professionalism and performance of inside sales. As a sales manager, one of his priorities has always been to promote a culture of candor, motivation and recognition. Dave's desire is to help establish the Columbus Chapter as an active contributor to the Association's mission as well as to grow the Columbus Chapter into one of the largest Chapters in the country.
Linda is a Senior Vice President for EMC Corporation in Hopkinton, Massachusetts. In January 2013, Linda also assumed global responsibility for the Renewal inside sales team. As SVP, Linda is responsible for managing 700 people in insides sales in 8 global locations. She is responsible for hiring and developing EMC's next generations of sales talent and revenue in excess of $2 billion.
Prior to Linda's current role, she ran the Americas inside sales organization. Before stepping into this role, she was the Chief of Staff for the Americas Sales organization, which also included responsibility for the Divisional Sales Strategy team along with Strategic Sales Alliances.
Linda has held various leadership positions for EMC and Data General over her career. She started the Strategic Sales Alliances organization for EMC. She was also the Strategy Director for the Americas Channel organization responsible for recruiting and managing EMC's OEMs & national resellers. Additionally, Linda held leadership roles in the marketing organization as the Director of Global Field Marketing, Vertical Marketing and the Director of Global Marketing Operations. Linda joined EMC in 1999 from Data General.
Linda was named by VAR Business magazine as one of the top "50 Most Powerful Women in Technology" and by CRN magazine as one of the "Top 100 Unsung Heroes." Linda was the Chairwomen for Women's Network Advisory Board for the Greater Boston Chamber of Commerce. She currently is a board member for Old Sturbridge Village in Sturbridge, Massachusetts.
She is a graduate of St. Anselm College in New Hampshire with a BS in Business and Finance. Linda resides in Sturbridge, Massachusetts with her husband and two children.
"David’s mission is to help companies make the most of every customer contact and to enhance the performance and management of their contact centre and workforce. He works with clients to understand their operation and more importantly, their pains – and then provide solutions to overcome these pains with software and technologies that will work on top of, or alongside, their existing telecommunications infrastructure.
David’s clients are companies with outbound or inbound call teams (agents) who are doing their work over the phone. These companies realise improved results through increased productivity. They gain access to real-time analytics that enable them to manage their business more effectively, and to create more effective contact strategies that maximise agent resources by calling their customers at the best time to get the best result. He also assists clients in managing regulatory compliance with solutions that address the many laws that dictate when and how businesses and consumers can be contacted over the phone.
David works with CXO’s and Director level leaders in some of these industries:
Inside Sales, Business Development, Travel, Billing and Collections, Healthcare, Financial Services, Education, Fundraising, Non-Profit, Utility Services and Market Research.
Noble Systems’ Solutions are deployed in thousands of contact centres across the world. Noble System’s Solutions clients enjoy the same benefits of our solutions, whether they use on-premise, cloud, or hybrid scenarios. We give our users full control over their contact centre activities and resources through campaign management tools, analytics and workforce optimisation."
Duane Cummings lives life with a single purpose, “To Aid Others, Act on Ideas, and Achieve Sensational Results.” He is a trusted advisor to organizations and individuals around the world regarding professional and personal development. Duane is an author, entrepreneur, coach, and consultant who speaks regularly on a range of topics that include entrepreneurship, leadership, communication, sales, and finding your purpose.
Duane learned the importance of teamwork and honed his leadership skills early by serving in the U.S. Army, and then by winning championships as a professional soccer player and coach. After retiring from athletics, he successfully transferred to the business world, where he held several sales management positions, before stepping out to build his own start up wholesale clothing company.
December 31, 2014 marked the completion of his most challenging project thus far. As COO and an equity partner, Duane helped guide Erick Flowback Services, LLC during their preparation and sale. Duane is still partners in, or owner of, several other companies in a variety of industries.
Along with several co-authoring projects and writing the next book in the Sensational Series, Duane now spends a great deal of time mentoring and also serves the needs of several non profit organizations.
Bill Doscas is an experienced executive in the Information Technology industry. He has held a number of leadership positions in the IBM Company.
He is currently the Vice President, IBM North America Inside Sales where he leads an organization of over 1,000 professional inside sellers in the United States and Canada. In his role, he builds and implements the revenue growth strategy for this important IBM sales channel. He works closely with the IBM brands and coverage teams to leverage digital technologies and inside sales to drive growth for IBM. In this current role he is keenly focused on driving skill and process improvements resulting in a superior experience for IBM clients, across Services, Software and Hardware.
Previously, Bill was Vice President of IBM Inside Sales Worldwide Services where he led revenue and signings growth for Global Inside Services Sellers. He drove development and implementation of transformational programs that increased revenue and signings for Information Technology Services, Technical Services Sales, and Cloud Services brands. He worked across the IBM brand leadership teams to implement strategic sales approaches with geography and brand sales teams, through the Inside Sales centers. He also drove improvements to the Inside Services sellers through investments in skills, external professional certifications, and sales process improvements, areas of focus were ITS, TSS and Cloud. Bill and his team developed and implemented the SmartCloud Enterprise (SCE) process that helped to drive a substantial percentage of the SCE public web signings over the past two years.
Prior to his Services Inside Sales role, Bill worked in the IBM Global Process Services business as a Client Solutions Executive and as the Vice President of their accounts receivable business. He has extensive background in IBM Global Financing where he was Worldwide Sales and Marketing Vice President. He was also General Manager of IBM Global Finance in Latin America, and he worked on assignment in Europe as the European Operations Director for IBM Global Financing.
Bill has an MBA from NYU Stern and resides with his family in NYC.
David Elkington has a rich background in technology and business development. As CEO, he leads the development of InsideSales.com's strategy both technologically and operationally.
Before founding InsideSales.com, David Elkington co-founded Integr8ted Technology Solutions, LLC., a leading e-business consulting and application development firm. Before that, Mr. Elkington Co-founded and served as the director of business development of Everfill, Inc., an e-Health distribution company, until the sale of the company. Prior to that, Mr. Elkington was an investment banking financial analyst with Deutsche Banc Alex. Brown in Baltimore, Maryland, where he was a member of transaction team for IPO's, follow-on offerings, debt offerings, and merger and acquisition assignments for Internet e-commerce, retail, and business services companies.
Additionally, Mr. Elkington worked for Merrill Lynch and MiraQuest Capital (a healthcare technology venture capital firm). He has a background in computer science and holds a Bachelors of Arts degree in Philosophy from Brigham Young University with minors in Business, Japanese and Hebrew.
Jack Groot joined Grainger in 2011 and has held multiple positions of increasing responsibility in Sales and Sales Effectiveness. During his time there, he has supported both outside and inside sales teams across various industries including manufacturing, hospitality, property management, and government. He currently is a Manager of Sales Effectiveness for Grainger's Inside Sales Organization. This rapidly growing sales function consists of roughly 350 inside sales professionals located in Illinois and Texas. His Sales Effectiveness team is responsible for creating content, delivering training, and measuring adoption of topics such as onboarding, continuous learning, tools, and technology. Additionally, Jack is passionate about mentoring sellers within his organization to help them achieve their development goals.
Jack graduated from the University of Iowa with a degree in Business Management and holds an MBA from Lake Forest Graduate School of Management.
Dustin has been the CEO of ClearSlide since 2015. Prior to ClearSlide, he served as SVP and Chief Marketing Officer of DocuSign, where he built and scaled the company's initial marketing, business development, industry, and e-commerce teams over four years of rapid growth. Dustin spent eight years with Microsoft in various global sales and marketing roles following the acquisition of SaaS pioneer PlaceWare web conferencing.
With more than 25 years of sales, marketing and operations experience, he has held leadership positions with other venture-backed and publicly traded technology companies including Covad Communications, Voxeo, and OnFiber, and previously worked at McKinsey & Company and Procter & Gamble.
Dustin earned an MBA from the Yale School of Management and a BS in Economics from the University of California.
Erik Hammar is an international sales veteran with more than 22 years experience from the financial services and media industries and serves as the Global Head of Direct in the Thomson Reuters, Financial & Risk business unit. In his role, he oversees the strategy for the Inside sales function, which is called Direct, and runs the business development and strategic sales operations for the global inside sales teams. He is a well respected leader in his industry spend most of his time between Stockholm, Sweden where he lives, London and New York. He has worked and lived in 6 different countries. He also has a background with startups from equities brokerage to the food and art industry. Most of his career he has spent in global organizations and worked with various types of customers and cultures all over the world. Previous roles are in both field and inside sales, account management, business development, product development, marketing, strategic operations and general management.
He started his selling career as an Account Manager for Reuters in Stockholm, Sweden in 1990 covering small accounts and later went into run new business which took him to start and Head up Reuters business in the Baltic countries, a job he had for four years based in Riga Latvia. Later he moved to Denmark to work as a Head of Sales and work with the strategic accounts, solution sales as well as new business sales. In 2009 he co- founded an Investment bank and managed sales, trading, sell side research, corporate finance in the technology, internet, media and entertainment sector. After a few successful years running the investment bank he took up a role in Reuters to head up the Investment Banking and Brokerage segment and specialist sales teams for Nordic & Russia, CIS and Central Eastern Europe. Following that he took on a number of senior regional and global sales roles in Thomson Reuters as Head of Specialist Sales, Head of Sales and Marketing, Head of Account Management, Head of New Business, Direct Inside Sales, Europe Middle East & Africa, Global Head of Trading Focus Accounts, Direct Inside Sales and now holds the Global Head of Direct Inside Sales role.
He has lived and studied in the US, San Diego California and has also studied marketing and advertising at the University of Stockholm. He is the co-chairman of the Thomson Reuters Inside Leadership forum that cuts across four of the company's business units.
Nick Hedges is the president and CEO of Velocify and a 15 year veteran of the Internet and software as a service (SaaS) industry. Nick has spent the last six years helping organizations accelerate sales performance and is an advisory board member for the American Association of Inside Sales Professionals (AA-ISP). Nick joined Velocify in 2008 as SVP of business development and then held various roles at the company including head of sales and chief revenue officer, prior to becoming CEO in 2011.
Prior to Velocify, Nick was a case team leader at Bain and Company, where he led strategic assessments in the technology, consumer products, media, and private equity industries. Prior to Bain, he was the CEO of an online marketplace for the global soft commodity industry that provided trading and logistics services to companies across Africa, Asia and Europe. The company was one of the few early dot-coms to generate healthy revenue and was a forerunner of SaaS technology. Earlier in his career, Nick worked at Andersen Consulting (now Accenture) on Internet and process-reengineering projects and at Ogilvy and Mather Advertising as an account manager for big brands, Kodak and Ford Motor Company.
A Fulbright Scholar, Nick holds an MBA with Distinction from Harvard Business School and a bachelor's degree with first class honors from Manchester University.
Chris Hodges is Senior Vice President for Noble Systems. Chris has 30+ years experience in the contact center and technology space. At Noble Systems, Chris is responsible for the development and execution of global sales and marketing strategies including oversight of inside sales and business development teams on 4 continents.
He has extensive experience with both operations and marketing, having served as CEO of a 1000+ seat call center company. He co-founded one of the U.S.'s first fully-integrated customer contact centers. Prior to joining Noble Systems, Chris served as the CEO-Founder of Reseller Management Group, VP of Sales at PC Mart, and VP of Sales at Micro Mart. As a pioneer in the PC and Telecommunications industry, Chris has been responsible for the management of nearly $1B in high tech sales.
Chris has served on the board of SOCAP (Society of Customer Care Professionals), the American Teleservices Association and other trade groups. He currently serves on the advisory board for the American Association of Inside Sales Professionals. Chris attended the Georgia Institute of Technology.
Tawheed Kader (TK) is the Founder and CEO of ToutApp. Started in 2011, ToutApp is one of the leading sales productivity and collaboration platforms used by the sales teams at Box, Dropbox, Optimizely, Atlassian, Okta and other fast-growing companies.
Kenneth Krogue founded InsideSales.com in November 2004, where he currently leads as President and Chief Strategist. He sets the vision for the company together with the CEO. Ken brings more than 24 years of experience in sales, business strategy and marketing in both domestic and international markets to the sales acceleration technologies and consulting at InsideSales.com.
Prior to InsideSales.com, Ken was one of the original founders of UCN, now inContact. Prior to that he built and directed the inside sales division at FranklinCovey. Ken has received many industry awards including being recognized among the Top 25 Most Influential Inside Sales Professionals consecutively from 2012-2014 by the American Association of Inside Sales Professionals (AA-ISP) and being honored as #2 in the world in a list of Top Social Sales Influencers featured on Forbes.
Laurie has 30 years experience in sales and sales-management, training, coaching and consulting. Companies include Honeywell, Personnel Decisions, Capella University and several small manufacturers and distributors. She is currently operating Strategic Performance Consulting,LLC ,providing sales training and coaching powered by Telemasters, Inc for organizations such as Securian, US Bancorp Investments, Thomson-Reuters, and Wells Fargo. Laurie also specializes in consulting and coaching for companies who are looking to start up or turn around their sales and customer service teams.
Paul has been instrumental in the building, development and expansion of high performing inside sales organizations over the last 12 years. Combining operations, staffing, sales execution, motivation and culture have been the cornerstone to his success. Paul's inside sales career includes management positions at Silicon Graphics, PeopleSoft and Oracle Corporation.
Currently Paul manages a 100M National Inside Sales Team at Oracle. While at Oracle, Paul helped to transform the Oracle Direct's Inside Sales organization into one of the top performing teams in the industry.
Paul received his Bachelor of Arts degree with an emphasis on Marketing and Communication at
Bowling Green State University, Ohio.
Manuel (Manny) Medina is the CEO and co-founder of Outreach, the first data-driven sales acceleration platform that is helping teams achieve a 3x increase in lead-to-opportunity conversions. With enterprise-grade bidirectional CRM integration, best-in-class safety and security features, deep activity analytics, and intelligence, Outreach is the only platform that can help you execute and manage a sales team's entire communication workflow. Fast growing companies such as CenturyLink, Cloudera, AdRoll, Adobe and many other are creating repeatable and scalable sales processes throughout their organization by using Outreach.
Manny began as a technology entrepreneur with his role as CEO of GroupTalent, the foundation for the high-touch sales acceleration software that currently powers Outreach. Previous roles include global business development for Microsoft Windows phone, and early leadership at Amazon Web Services, which was the foundation for today's cloud-based business models. Manny earned his MBA from Harvard Business School, his Masters in Computer Science from University of Pennsylvania and undergraduate degrees in Computer Science and Electrical engineering. He sits on the AA-ISP Advisory Board. Having spent his youth in Ecuador daydreaming about starting a company in the U.S., Manny is literally living the dream. He lives in Seattle and has two children.
Outreach is privately held and investors include Mayfield, MHS Capital and Floodgate. To learn more, please visit www.outreach.io.
Jyllene Miller was born and raised in Connecticut, was graduated with Distinction from Connecticut College in 1987, and moved to Arizona in 1990. Her 20+ year career in Direct Sales and Executive Sales Management spans several verticals and multiple countries.
Jyllene began her career as an individual contributor Team Air Express. Within 3 years, she held a Regional Sales Manager position, with sales management responsibilities for 5 offices in the Southwest region of the United States. Jyllene joined Insight in 1996 as an Account Executive, was promoted every year, and in her final role in 2004 served as Vice President of SMB Sales with responsibilities for 900 inside sales professionals and $1.2 Billion in annual revenues. From 2004 to early 2008 Jyllene served as Executive Vice President of Arete Sleep Health where she renamed/rebranded/ and restructured the organization, and implemented sales and marketing teams to grow the organizations from 1 state with $1million revenues to 5 states with $22 million in annual revenues. Jyllene joined Direct Alliance in 2008 as Senior Vice President of New Business Development and remains in that roll today.
Jyllene has been recognized with multiple sales awards, as one of Arizona's Top 10 Women in Technology Sales by Today's Arizona Woman Magazine, and was the recipient of the Prestigious Phoenix 40 Under 40 Distinction is March 2001.
Jyllene is extremely active in the community. She served on the Board of Trustees for Homeward Bound for 10 years and on the Board of Directors for The Partnership for a Drug-Free America as Secretary and Chair of the Development Committee for 3 years. Today she serves on Fresh Start Women's Foundation Board of Directors where she holds several committee positions. Jyllene's passion lies within helping others learn how to help themselves.
Martin brings more than 25 years of experience in managing and growing business operations across a variety of industries in Europe and globally, with a proven track record for building high-performance sales organisations. Prior to his role at InsideSales, Martin held GM and sales executive roles Lumesse Limited, ServiceSource International and Salesforce. As the first employee in Salesforce’s EMEA organisation, he helped grow the company’s EMEA business to $300 million in annual revenue.
David Moufarrege spent the past 25 years in cross-functional positions that included responsibilities for technology, solutions, customer service, and sales. For the past decade, he has held Director and Vice President positions in diverse companies, such as Sutherland Global, pcSupport.com, CPI Business Groups, and Clarity Customer Management. Currently he is Chief Operating Officer of clickworker.com, Inc., the U.S. subsidiary of a leading European crowdsourcing company. David is a recognized authority in the technology and telephony space. Technology companies, as well as voice and data providers, in the UK and in North America have relied on his expertise to combine technology with process improvements to address business challenges. Mr. Moufarrege holds a Master of Business Administration degree from the Rochester Institute of Technology.
Gerard brings extensive experience scaling and developing high-performing Inside and Field sales teams to his role as Vice President of Sales leading Indeed.com sales efforts across the EMEA region. Through more than 16 years in sales, Gerard has helped grow revenues in both start-up and public traded corporate companies. Before Indeed.com, Gerard served as Sales Director of UK Commercial Industries at Oracle (NYSE: ORCL) where he contributed to increasing revenue throughout the UK market. He also served as the Head of Services and Renewals Sales – EMEA at EMC (NYSE: EMC) and was part of Apple's Corporate and Enterprise sales business (NASDAQ: AAPL). Gerard graduated from Cork Institute of Technology in Electronic Engineering in 2001, he later completed IMI Management Diplomas in 2004 and an Executive Program in IMD Switzerland in 2006.
David is working in the training and consulting industry since 1994. He previously held training management positions with Irish Permanent plc and the Esat Telecom Group. He joined the Evolve Organisational Learning Consultants practice in 1999.
He works as a trainer, mentor and consultant in the areas of management / personal development and business development. He specialises in the area of Sales - particularly inside sales.
David holds third level qualifications in management, business management, public relations and marketing. He is also a qualified member of the British Psychological Society (Level 2), and a qualified Neuro-Linguistic Programming (NLP) Training Practitioner.
David is a regular speaker on the Irish business circuit presenting at conferences for The Sales Institute of Ireland, The Irish Institute of Taxation, and The Chartered Institute of Personnel Development. He also lectures for the National College of Ireland (NCI) on their National and International Selling Programme.
He writes for The Sales Institute, HR Ireland, and he also has contributed to the business sections of the Sunday Independent, the Sunday Business Post, and a number of virtual online publications from time to time.
He is also a very active thought leader in Social Media circles both on LinkedIn, Twitter, Slideshare and via Evolve's blogging website www.insidesales.ie.
Laura Nuhaan is partner at The Andeta Group (www.andeta.com) a hands-on consultancy sales firm that helps management redefine sales strategies and transform their sales organizations to the digital world of today. Laura also is an executive advisor of Fileboard an end to end (inside) sales development platform and other tech start-ups. Laura has a successful career in leveraging technology and online tools for sales and marketing, having worked in Silicon Valley for 10 years before returning to Europe in 2011. She has been the driving force behind several start-up companies across many industries in Europe and Silicon Valley. As founder of the first sales-focused consulting company in the Netherlands, she developed a wide range of methodologies such as benchmarking for sales. She is the author of various publications, such as the book Sales-Balanced Score Card and speaks at events on sales and marketing innovation and Social Selling.
As the VP of Brand Sales in Digital Sales Europe, Hugh manages the sale of IBM products and services through IBM's Digital Sales channel to customers across Europe either directly or working with business partners, depending on customer preference. The business is run primarily through a new Digital Sales Centre in Dublin focused on Western Europe (the largest Sales & Marketing Centre globally for IBM) and through a 2nd Digital Sales Centre in Bratislava, Slovakia focused on Eastern Europe. Hugh’s team sells all of IBM's products and services which clients are willing to purchase through the Web, through e-mail, through phone - whatever suits the client best.
Working from a purpose built Sales Centre, which opened in 2015 is now being replicated globally. In addition, Hugh’s team focuses on building IBM's premier Digital Sales & Marketing team with an externally certified team which works with clients through Social Media as well as traditional methods to ensure we are available for our clients through whatever medium suits them best. This team is the largest Digital Sales team in the world in one location – Dublin, and is a mix of traditional and digital sales teams selling products to clients who want to use them within their datacentres and also through the cloud.
Hugh has 30+ years in the IT Industry with a background in Software Development before moving to Sales & Marketing. Hugh has run this business for IBM since 2002 and aims to keep this business unit at the forefront of IBM's transformation efforts in their Go-to-Market strategy.
Mark is responsible for the strategic direction and day to day operation of one of the most effective and highly regarded inside sales teams at General Electric Healthcare. Mark has over 25 years of direct selling and sales management experience. Mark was named the AA-ISP 2009 Executive of the Year and is a veteran of five Inside Sales Association conferences and has served as both presenter and facilitator at past events. Prior to his career in Healthcare IT, Mark spent 10 years in the telecommunications industry as Commercial Markets Manager with AT&T and with PrimeLink where he served as President. He is a graduate of the University of Vermont with a BA in Business Administration.
Steve’s mission and life's work is to help as many sales professionals as possible become wildly successful. After 10 years as a sales trainer, Steve learned that the only way to achieve my mission was through the use of technology to help more sales professionals worldwide.
Steve has been featured in numerous publications and best of lists including The Harvard Business Review, The Washington Business Journal, and The Washington Post.
Tom is an accomplished specialist in giving startups what they desperately need (after a great idea) and that's revenue. He has spent two decades successfully generating early growth on a large scale, most recently by transforming Glance Networks from a company with a screen-sharing tool to the leader in the burgeoning Sales 2.0 movement. He is adept at integrating marketing, sales and support for both cost efficiency and maximal results, as he demonstrated at Empirix, Microsoft, and Informatica, among others. He blogs on sales, business, technology and culture.
David Sill continues to be excited about helping Fortune 1,000 firms free up valuable knowledge worker time. His company, PC Helps, delivers desktop, cloud-based, and mobile device "how to" solutions to corporate end-users over the phone and Internet. His inside sales teams have forged sustainable relationships with industry-leading brands and have increased annual revenue for 13 straight years, highlighted by a successful private equity-sponsored liquidity event in 2005 and dividend recapitalization in 2007. David Sill is a practitioner and true believer in the potential of inside sales.
David graduated magna cum laude with a BA in Writing and Communication from the University of Pittsburgh. He holds a JD from the Pennsylvania State University Dickinson School of Law and is licensed in the Commonwealth of Pennsylvania. While working at PC Helps, he received an MBA from Villanova University.
David volunteers as a Board member for the Wolf Performing Arts Center and lives outside Philadelphia, Pennsylvania, with his wife and four daughters.
As the General Manager of ibm.com, Paula Summa leads a 5,000 person worldwide team responsible for driving approximately 11% of IBM's total revenue. The IBM Inside Sales organization consists of 43 global inside sales centers throughout the world.
Paula has held various financial roles in her career with IBM, working with the various geographies and business units, primarily in the Sales and Distribution organization. Her first executive role was as Director of Accounting for U.S. Operations in Sales and Distribution and then moved to Director of Financial Planning in Corporate Headquarters for IBM's Worldwide Marketing and Services Units.
From 1994 - 1996, Paula's talents were leveraged as Controller for Latin America. In May 1996, Paula became the first Chief Financial Officer of IBM's Global Small and Medium Business organization followed by heading up the Global Business Partner Organization and IBM Inside Sales as Vice President of Finance and Operations. From January 1999 - October 2002, she was promoted to Vice President of Finance and Operations for IBM Global Financing. Paula then assumed the role of Vice President of Finance and Operations for Global Sales and Distribution where she led a staff of 7000 financial professionals until January 2006, when she was promoted to General Manager of IBM Inside Sales.
Paula is a member of the IBM Integration and Values Team, a recipient of the IBM YWCA award (Women's Achiever Award) and on the board of directors of the Westchester Arts Council. She is a member of the advisory board at Pace University's Lubin School of Business, where they honored her with the Alumni Achievement Award in 2008. She was also featured in the June 2008 issue of CFO Magazine as one of 25 women expected to be among the next generation of top finance executives.
Paula graduated from Pace University, summa cum laude, with a BS degree in Accounting, and was valedictorian of her graduating class. While working at IBM, she received an MBA in Finance from Pace University, where she graduated with honors.
Brett Wallace is a Director of Sales at LinkedIn and also co-President of the Silicon Valley Chapter. Prior to joining LinkedIn, Wallace was the Vice President of Sales and Business Development for ZoomInfo. While at ZoomInfo, he reorganized the direct sales force and customer segmentation model to increase revenue over the last two years. Previously, Wallace spent nine years at Forrester Research, Inc. where he led new client acquisition as the Director of New Business. Wallace is incredibly passionate about winning the right way, empowering people to achieve their goals and finding simple levers to create revenue streams. Outside of work, he is also an accomplished artist with hundreds of clients across North America, including Suffolk University and Fidelity Investments. Wallace lives in the Bay Area with his wife and two children.