The AA-ISP Chapter program offers our member community the opportunity to regularly connect with other, like-minded Inside Sales Professionals. Regional Chapter meetings include discussions, presentations, and networking opportunities. Regional Chapter Presidents are leaders in the profession and build each chapter based on the needs of the local members. Meetings are held quarterly and are open to members and first time non-members.
Regional Chapters provide many benefits to AA-ISP members including:
Kyle Porter is the CEO and Founder of SalesLoft. SalesLoft is the application of record for sales development teams accelerating the amount of qualified appointments and appointments they conduct. They serve over 1,000 clients and 26,000 sales and marketing professionals and boosted revenue over 2000% in 2014 while becoming one of the fastest growing SaaS companies in the world. Kyle is an avid writer and speaker on the topics of sales, marketing, and entrepreneurship. He has written over 200 published sales articles was the #1 guest blogger for salesforce.com in 2013.
Sales leader, passionate about helping others and sharing ideas. Social selling enthusiast and triathlete in progress. Over 12 years of sales and leadership experience within the technology and manufacturing industries. Most recently he has 9 years’ experience at Oracle America, Inc. building a successful Sales and Business Development organization of 98 sales professionals and 10 sales managers, being hub lead for over 200 sales professionals, driving a multi-million dollar business and consistently growing new markets.
AA-ISP Austin Chapter meeting
When: August 19, 2015, 6:00 pm
AA-ISP Austin Chapter meeting
When: September 23, 2015, 6:00 pm
Bora is an experienced CEO of sales management for high performance teams spanning two decades. Heading SalesPond’s management team, Bora is an expert leader, generating visible growth and revenue for his many clients, which range from fast-growing SME's through to fortune 500 companies. His passion for sales acceleration is pivotal in his goal to continuously adapt and evolve, taking on new and innovative technologies and processes that support clients to allow fast and flexible growth. Many companies work with Bora and his team to deliver quality leads and guaranteed results, giving them a competitive advantage. His modern and innovative approach to sales-as-a-service solutions has determined his pathway as a trusted advisor and emerging leader within this fast-paced industry. Bora’s numerous contacts within APAC and globally, provides a solid network for business growth and development.
Lori Richardson is known as a master connector, referrer, and people appreciator. She is noted as a top sales influencer on many lists, but her true passion is in seeing the light bulb turn on when sales reps or sales leaders gain insight that can grow or speed up revenues. Lori has spent her entire career in and around B2B sales teams. From her start as an individual contributor in technology sales, to sales leader, to running a B2B sales consultancy for the last 12 years, Lori's focused on creative solutions to challenging problems. She has worked for Fortune 100 organizations and is most comfortable with mid-market companies that are in growth mode. She welcomes questions about the award winning Boston Chapter of the AA-ISP.
Laurie is never shy to point out tactics masquerading as strategy. It’s both her honesty & ability to see through the day-to-day fray that makes Laurie the go-to resource for dozens of Executives who run Sales and Marketing organizations. Getting Sales strategy right is part vocation, part mission for Laurie. She's applied that passion to every job she has ever had. Today, Laurie uses her two decades of strategic & sales management experience on inside sales assessments, building inside teams and interim management engagements.
Mateus Rabello believes in sales as a science and that great teams don’t just happen. He works hard with sales processes, strategy and well-defined metrics to create high-productive teams and predictable revenue. He is in charge of the inside-sales team in Simbo CRM, a SaaS software that helps Real Estate professionals to improve their performance in sales. He works closely with marketing to identify and implement on and off-site acquisition tactics including SEM, SEO, and inbound marketing. Mateus holds a bachelor’s degree in Electrical Engineering from Universidade Estadual de Londrina (UEL) and is currently studying for his master’s degree in business administration from Universidade de São Paulo (USP). His desire is to make the Brazil Chapter a way for professionals to share their experience and to make it a resource for those who want to grow in their careers. Mateus spends his spare time between the electric guitar, books and Spotify.
Eric Weeden is MINDBODY’s Director of Sales Operations and is responsible for finding and executing ways the MINDBODY global sales force can work smarter and more efficient.
His fifteen years of experience leading and scaling sales teams include working with startup ecommerce, established SaaS, VoIP and web development companies. Most recently, Eric worked for AppointmentPlus, a SaaS appointment scheduling company, as their Director of Sales Operations handling sales engineering, account management, client onboarding and sales development.
Eric graduated from the University of California at Santa Barbara (UCSB) with a degree in political science where he later returned as an adjunct faculty member teaching An Intro to Ecommerce course.
When he is not working, Eric loves spending time with his wife and two kids and enjoys running, mountain biking and yoga.
Trey Montgomery currently serves as Vice President of Sales for SelctQuote Auto and Home, providing consumers with unbiased comparisons of the best insurance rates around. He believes the human capital is every company’s most valuable asset and, when invested in responsibly, consistently returns the best ROI for a business. He prizes quick thinking and innovative solutions in all aspects of business. Prior to coming to SelectQuote, Trey spent 10+ years leading sales, training, marketing and operations teams at Deluxe Corporation, Red Ventures and Acosta Sales and Marketing.
Vincent Gatti has been in inside sales working in the B2B space for the majority of his career. Vincent was a top salesperson at a $9 billion technology company where he ranked in the top 1/10th of 1% of all of the organization's sales professionals. He also co-founded a social media firm before becoming the Sales Director for BarcodesInc, a fast growing inside sales tech firm specializing in the auto data capture market.
In twenty five years, Steve built a strong background in Marketing, Sales, Sales Training, and Management and led a large outbound call center focusing on outsourced lead generation. After many years, he decided to focus on consulting services and software tools to the market regarding lead generation and formed his own company, Revenue Stream Consulting, to deliver these services and technologies. He is now the primary "business architect" of Prospect Stream software and continues to deliver consulting services to a wide variety of industries and teaches a "Cold Call Boot Camp" to universities, business incubators, and corporations.
Sean McNeeley currently serves as the Director of Territory Sales at Park Place Technologies, a leading provider of hardware maintenance specializing in support for servers, storage and network devices throughout the equipment lifecycle. Experienced in both inside and outside direct sales and sales leadership, Sean is skilled at hiring, training, and developing high-performing sales teams. Sean received his undergraduate degree in Management from John Carroll University and has an Executive MBA from Baldwin Wallace University.
Stacie has worked as Field Sales rep in several industries before coming to Inside Sales for Software in 2000. She moved to Inside Sales Manager then Field Sales Manager but really enjoyed the Inside Manager role the best. She has now been in the Inside Sales Industry for 8 years.
Stacie's goal is to hire, train, deploy and manage highly self-directed Inside Sales reps who will help our customers, large and small, secure their identity perimeter with Ping Identity solutions. She is responsible for over-achieving revenue goals, forecasting, coaching sales people, interviewing, hiring, firing, leading key sales opportunities and removing roadblocks to the successful execution of customer engagements. She works with multiple departments to bring the appropriate resources to bear so that her team can exceed revenue and customer satisfaction goals.
Stacie is excited to bring the Inside Sales network in the Denver Metro area together and create a place for Inside Sales professionals to network and hear about best practices from their peers. Colorado has a high number of great sales organizations that have a wealth of knowledge to offer.
Chad Burmeister is Vice President of Sales and Marketing at ConnectAndSell, enabling sales professionals to be 5-8X more productive in their daily selling activity. The average ConnectAndSell client will see 562 calls/day per rep, enable them to have 20+ live conversations/day, and build more pipeline than they can keep up with!
Chad Burmeister was voted Top 25 Most Influential Inside Sales Professional by the American Association of Inside Sales Professionals 4 years in a row - 2010, 2011, 2012, and 2013. Business professionals describe Chad as “high energy”, “high integrity” and Chad has “an extremely high ability to execute”. Chad has an MBA in Computer Information Sciences from Loyola Marymount in Los Angeles.
Sean Murray is a dynamic and goal-oriented executive with a 12 year trend in global sales, marketing, and operations leadership. Characterized as skilled within the development of positioning products and messages for customers, internal leadership, and team members. Branded as a leader that has demonstrated strengths in leveraging market intelligence to create innovative products and services, which increase market penetration and grow revenues. A coach and mentor responsible for the development of hundreds of sales professionals across the globe. Excellent in employee and customer relations with consistently high levels of staff retention and customer loyalty. The Chief Commercial Officer of a $480M publically traded firm stated, “Sean is my #1 draft pick.”
Paula's experience includes Inside Sales and Inside Sales Management professional with almost 20 years of proven experience as well as strategic medical sales, productivity improvement, sales analytics, and operations management expertise, backed by history of generating top sales within healthcare, practice management, and travel industries.
She is dedicated, passionate, and an experienced sales professional with a strong background in Sales Management Discipline and a track record of consistent accomplishments. Paula looks to “partner” with clients and colleagues to learn their needs, recommend solutions, and build relationships.
AA-ISP Columbus Chapter Meeting
When: August 11, 2015, 6:00 pm
AA-ISP Columbus Chapter Meeting
When: November 10, 2015, 6:00 pm
AA-ISP Columbus Chapter Meeting
When: February 9, 2016, 6:00 pm
AA-ISP Columbus Chapter Meeting
When: May 10, 2016, 6:00 pm
Marek has more than 15 years’ experience from management. He has worked in different industry, mostly in machinery, services and ICT. He has solved many project, especially focused on reorganizations, building new inside systems. Marek implemented first ISO standard in CR for sales department for waterworks. He has worked as trainer and coach with focusing on crisis management. In Telefonica CR he worked as National IS Manager and help to build IS sales as new system in B2B. Marek is founder of co INSIDE Sales s.r.o. and now he helps firms to transform from field sales to inside sales.
Abiel has been involved in executing inside sales strategies for over 10 years in various leadership roles. Three years ago Abiel joined the FPX sales team to invigorate national and global sales goals and ensure an effective process for generating and supporting demand. His passion for the success of inside sales as a business model for revenue generation stems from his excitement of team member development. Helping team members be creative in their strategic approach to engaging with prospects, gaining trust, and securing the deal drives this passion. Attending the 2nd annual AA-ISP leadership summit inspired him and Debbie Pizzica to get a chapter started in Dallas. Abiel earned a B.A. degree from Texas State University, in San Marcos Texas. He is also an almuni member for Phi Chi Theta, a co-ed professional business and economics fraternity, and Enactus (formerly SIFE), an international non-profit organization that brings together student, academic and business leaders who are committed to using the power of entrepreneurial action to improve the quality of life and standard of living for people in need.
Ivan Gomez is an experienced and successful Inside Sales and Business Development leader with over 15 years of experience in the areas of lead generation, business development, lead flow process, performance management, coaching and motivating. His experience include top companies like Compuware, QlikTech, Rosetta Stone, Echo360 and Ellucian with both local and international success.With laser focus approach to results, Ivan has created top performing teams. As a Chapter President, Ivan has devoted his spare time to the growth and expansion of the DC Chapter, attracting with the involvement of key speaker such as Steve Richard from Vorsight, Tom Snyder from TeamVisibility, Matt Dixon, Author of the book The Challenger Sale, and Doug Moran, former CIO of CapitalOne, and author of the book "If you Will Lead." Ivan is responsible for Global Inside Sales at Ellucian a leading Software Technology Company in Higher Education, Headquarter in Northern Virginia. At Ellucian Ivan is responsible for inbound team, lead generation and inside sales teams. Ivan holds a B.S degree in Marketing from Southern New Hampshire University, and a Masters of Business Administration (MBA) from the same school. In his spare time Ivan runs, bikes, and spends time with his wife and children in various swimming, scouting, church and family adventures.
Uwe has over 17 years experience in the financial markets. He started his career by building up the marketing organization for Datastream in Germany, Austria and Switzerland. Later he held various sales positions at Thomson Financial to growth the companies` market share in Southern Germany. Based on this success he became responsible for Thomson Financials` presales and customer support teams in Eastern Europe. Post merger with Reuters in 2008 he became liable for the sales and business operations unit in Europe, Middle East and Africa. Currently he drives sales enablement and effectiveness across Thomson Reuters Financial & Risk on various global projects.
Nathan is a west coast transplant now living in Greenville, SC. He has a varied background working at everything from a well-known animation company, the U.S. Military, and now a fast-growing cloud computing company. He has spent many years in emergency management in the public sector (Bachelor’s in Political Science). He was recruited for an inside sales position several years ago and hasn’t looked back. Because of his background and his desire for things to be repeatable/predictable, he places a lot of emphasis on sales systems and strategies.
When he’s not busy working he’s likely spending time with his wonderful wife and two awesome kids.
Varun is a management professional having extensive experience in Product Management, Sales and Client Engagement areas in Technology business. He is passionate about exploring, learning and working on contemporary and emerging technologies, business areas and management practices. He is a Product Manager for an Insidesales product called Texo Sales Engagement Hub at Drishti-Soft.
Michael Halper is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center. This experience helped him to develop a proven methodology that simply works and that can be taught to a sales person of any skill and experience level. Today, Halper is founder and CEO of Launch Pad Solutions, LLC, a sales training and consulting firm and founder and CEO of SalesScripter, LLC, a revolutionary web-based sales training solution. He is author of The Cold Calling Equation – PROBLEM SOLVED and President of the American Association of Inside Sales Professionals Houston Chapter. Supporting his real-world experience is a strong educational background including a BBA in Marketing, an MBA in Management, a Graduate Certificate in Executive Coaching, and Michael is currently working on a Masters of Science in Organizational Behavior at the University of Texas at Dallas. Michael is also a certified professional coach currently holding an ICF Associate Certified Coach credential.
Kiran is a seasoned senior executive with over 9 years of experience with multi-nationals, he is responsible for setting the overall strategy and vision for the company. Kiran comes with vast experience in strategic planning and execution, knowledge of contracting, negotiating, and management. His key role is to develop a strategic plan to advance the company's mission and objectives and to promote revenue, profitability, and growth as an organization. Kiran holds a Bachelor of Commerce from Bangalore University
Jenny brings excitement and passion to her role as Indianapolis Chapter President. Jenny has over 10 years of experience in helping companies market their products and services. That experience helped Jenny develop a set of best practices for outbound marketing, inside sales, appointment setting and lead nurturing. Under her leadership, LeadJen works with B2B companies across North America, Europe and Australia seeking to improve their marketing programs and develop successful sales leads. Jenny joined LeadJen from NoInk Communications (acquired by Everypath, Inc.) where she served as the Director of Marketing and Inside Sales. Prior to NoInk, Jenny served in numerous marketing and inside sales roles at Aprimo, Incorporated. Jenny has a B.A. in Economics from DePauw University where she participated in the Management Fellows Entrepreneurial Honors program. Jenny’s goal is to make the Indianapolis chapter a resource for others to come together and share their challenges and to learn.
As Vice President, Client Services at LeadJen, Mary Browning is responsible for developing and executing strategies and plans designed to exceed client business objectives. Clients rely on Mary’s industry knowledge, tactical insight and dedication to their success.
Since joining LeadJen in 2009, Mary has served in leadership roles within each LeadJen department, including Lead Development, Data Services, Marketing and Account Management, gaining knowledge about the business at every level. She has managed client programs, executed marketing strategies and implemented processes that continue to contribute to LeadJen’s success.
Mary is active with the Indianapolis chapter of the AA-ISP, a group dedicated to improving the performance and professionalism of the inside sales industry, where she serves as co-president with Jenny Vance (founder and president of LeadJen).
Mary earned her bachelor’s degree in business administration from the University of Dayton, where she was a member of Chi Omega and was awarded first place in the Procter & Gamble Marketing Challenge.
She is an active volunteer with O’Connor House in Carmel, and resides in Fishers, Ind. with her husband.
Frederic joined SAP in Dublin in 2010 as Director of the UK & Ireland Inside Sales team, building it from start up to its current great success. Since January 2014, Frederic became RVP of Inside Sales EMEA where his core focuses are:
1. Multi-channel software sales strategy through:
- Field sales, inside sales, channel management
- Go to market design & implementation Software, SaaS and service
- Build several team and partner ecosystems from scratch
2. Management :
- Building and developing teams
- Coaching and training to develop winning sales team
- Manage multicultural teams
Prior to joining SAP, Frederic worked for Oracle as Field Sales Director of UK and Ireland where he is described by a former colleague 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.
Frederic holds a Master in Entrepreneurship, from Normandy Business school and currently resides in Ireland with his wife Caroline and their 3 children.
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 - particularily 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.
David is an experienced Inside Sales Director with a passion for building new inside sales teams that can perform every section of the sales cycle. David has over 10 years of business & Inside Sales experience and received a BSc with Honors from The London School of Economics (LSE) in the UK.
He currently is the Global Inside Sales Director for ARX, focusing on Lead Generation, New Business Acquisition, Account Management, and Customer Expansions.
David is excited about launching the Israel Chapter to enable the ever growing number of ISRs and IS Managers in Israel to come together for the purpose of sharing information, ideas, networking, informal & formal education, and career advancement.
Kevin Gaither is a highly motivated, hands-on sales executive with a 15+ year track record of consistently exceeding sales goals, working hard, and building highly motivated, productive inside sales teams. He is a self-starter who possesses a 'big picture' perspective and is willing to 'roll up his sleeves' and do whatever it takes to get the job done and who thrives in early stage, fast-paced companies. Kevin Gaither possesses a proven ability to recruit, hire, train, retain and develop top-ranked sales teams by clearly articulating objectives using analytical, pragmatic thinking, reference to facts and best practices.
Scott Tretsky, Director of Sales at Central Desktop, has a decade's worth of sales and management experience in the software and services fields. Scott has been successful in starting up and building sales team so they can excel at their full potential. He has played an instrumental role in building the sales team at Central Desktop from scratch by teaching the fundamentals of cold calling all the way to closing the deals with large enterprise accounts. Also, he believes that the key for any successful sales organization to achieve its goals are to “plan and execute”. Scott holds a Bachelor of Art from the University of California, Los Angeles in Political Science and Public Policy.
Gayle has an extremely diverse background in leadership, recruiting, sales, and management. Her drive-for-results and positive attitude have allowed her to exceed and achieve many goals in her personal and professional life. She have also been able to build successful teams to achieve goals and enable others to follow their dreams and achieve success. She has been called a "People Manager" by many because she leads by example, is reliable, and believes all things are possible and believe in sharing knowledge because many have shared with her. "Pay It Forward".
Neeraj Taneja is an experience and successful Inside Sales & Business Development leader with over 10 years of experience in the areas of IT (Software’s) & iTES. He has vast experience of Managing Inside Sales / Business Development for various Banking & Financial Technology related Software Solutions & Consulting Services covering USA, EU, JP & MENA regions. Neeraj is a Commerce Graduate from Delhi University and a Post Graduate in Sales & Marketing. Neeraj has worked with corporates like Le meridian, GE , i-flex bpo, etc. He is currently focusing on growing Inside Sales & Business Development for Financial Technology related products and Services for USA & EU markets. Neeraj is excited about leading the India, New Delhi - NCR Chapter for the AA-ISP in order to grow the overall awareness of the Inside Sales Community, especially the IT Sector.
Stuart Edmunds is the founder of the New Zealand Institute of Sales. Extending success in technology sales, Stuart’s passion lies in advancing the sales profession within New Zealand through founding of the New Zealand Institute of Sales.
The New Zealand Institute of Sales is the only national, cross-industry professional organisation dedicated to elevating the sales profession in New Zealand. This is achieved through professional development, peer networking and industry awards among members who support, work-in and lead sales organisations.
Wayne N. Driggers Jr. is a Jacksonville, FL native who has 15 years of experience in software sales and sales management. He has focused on improving the collaborative capabilities of his partners/customers/teams by leveraging the latest collaborative tools and practices across various media types. Wayne most recently joined Zoom Video Communications to help execute on their growth initiative. Prior to Zoom Video Communications he worked with Cisco Systems - WebEx Division and their partner community for 8 years. Wayne began his career with Pitney Bowes where he spent several years in sales and was elevated to Area Sales Manager before joining WebEx.
Wayne attended the University of Kentucky’s College of Design where he studied Architecture and played football for the University of Kentucky Wildcats.
Tracey is an organizational development practitioner with twenty years of strategic leadership and consulting with small, mid-size and large organizations in a broad range of industries with a focus on sales, sales management and leadership development.
She is VP of Development Solutions at Chally Group Worldwide, a global sales and workforce performance measurement firm that provides research-based analytics to organizations to drive growth and minimize risk associated with developing Future Leaders and Creating a World Class Workforce.
She is accomplished in talent assessment and management, global and generational leadership development, organizational behavior and diagnosis, executive coaching, virtual workplaces, facilitation and team building, and strategic planning.
Before joining Chally, Tracey held senior positions in leadership, learning, and organization development including Vice President Leadership Development for a large, global organization. She was responsible for both line and staff operations internally as well as coaching with senior executive, senior officers, and executive teams.
Tracey holds an advanced degree in Organization Development from Northwestern University and is certified in the use of many assessments and instruments including HR Chally Questionnaire™, Myers-Briggs Type Indicator™ Gallup StrengthsFinder™, DiSC ™, The Center for Creative Leadership Benchmarks 360™, Hay Group Organizational Climate Survey and Leadership Styles Inventory™ Emotional Intelligence Quotient™, Triple Impact Coaching, and Center for Sustainability and Excellence Certified Sustainability Practioner (CSR) ™. She is a member of the Rotary One, Organization Development Network, Society for Human Resource Management, American Society of Training and Development, and the American Society for Inside Sales.
Edward L. Linde II is a Senior Marketing Manager at ibm.com. His responsibilities include managing a team of 16 professionals that build web assets to support the ibm.com sales channel and to support organic web visitors. His team also designs and executes marketing promotions across all channels and merchandises these promotions along with standard offerings on interactive web properties and leverages organic search to drive business results. His strategic focus for 2011 and beyond is to build and execute a Digital Sales Eminence Program within ibm.com that address the needs of sellers while integrating against IBM's mainstream marketing program framework and sales enablement processes and adopting web 2.0 techniques.
Ed has twenty years of intensive direct marketing experience in traditional and digital techniques and media. Prior to that, Ed held various positions in marketing management and field sales at IBM and AT&T.
Ed Linde is a practitioner of data-driven marketing decision making. This approach focuses on using analytic data and customer needs to derive the marketing strategy and the tactical execution plan.
Ed holds an M.B.A in Marketing from Binghamton University and a B.S. in Business Administration from Marist College. He is a member of AA-ISP, DMIX, the AMA, the DMA and the PMA. He is also a Scoutmaster and a passionate fine art black and white photographer focusing on the changing visual and social landscape of America.
Positive, results-driven, and creative individual with proven success in balancing operational objectives and business growth with client satisfaction, offering more than 17 years progressive business development and operations experience with start up companies, corporations and non-profit trade associations. Proactive management and strong leadership to generate and enhance all workplace environments. Capable of strategic thinking and proven record of creating outstanding working relationships in order to achieve goals. Specialties: Client retention, focusing on the big picture while insuring the details are completed, creating win win situations.
AA-ISP OC Chapter Meeting: 5 Keys to Hiring the Rep of the Future
When: August 13, 2015, 4:30 pm
AA-ISP OC Chapter Webinar: 3 Key Characteristics of Effective Sales Leaders.
When: August 20, 2015, 4:30 pm
How to Hire 40 Reps in 90 Days
When: October 8, 2015, 4:30 pm
John is an Inside Sales Manager bringing over over fifteen years experience to his role as Chapter President. He is extremely enthusiastic and the local chapter will provide an excellent resource for regional Inside Sales Professionals. John's background is in Fast-track sales and customer service environments.
John has a proven track record of exceeding quotas, prospecting and closing new clientele, and effectively leading an organized team of professionals. He continually is able to foster team development through inspiring, mentoring and training sales teams to exceed company objectives.
John's commitment to performance management and sales process improvements can be attributed to both a growing productivity and profitability gain. John's professional background includes, but is not limited to, sales & customer service leadership roles as Product Sales Manager at Nautilus Inc and Inside Sales/ Customer Relations Manager at NTP Distribution and began his sales career at Sprint. John is known for his ability to build partnerships with his customers and instills this approach in his sales teams. During his tenure at Nautilus, he was instrumental in developing a Sales methodology practiced by New sales associates company wide. John holds a Bachelor of Arts degree from University of Pittsburgh.
John's commitment is to bring other regional professionals together to share challenges and learn from each other.
Rob is an inspired sales leader who has been living, growing and learning in the sales profession for the past 19 years. Inspired by his first mentor who taught him that sales, at its foundation, is as simple as having a genuine and infinite curiosity about people, Rob has been applying that mantra to successful ventures in HR Consulting, Telecom, Corporate Training and currently Strategic Talent Management. Rob has committed himself fully to professional sales as a career and his passion for the craft is obvious to all who work with him.
Adrian is a results driven sales leader with over 10 years of experience in various Account Management and Sales Leadership roles. For the past 3 years he has been leading Klocwork Inc's North American Sales organization. He is passionate about team building and enjoys working with teammates who are driven to continuously grow and improve their skills.
Pete Magliocco has been in Sales for most of his adult life. After helping to support himself as a bartender and server while attending Drexel University. Pete has been in sales for the past 10 years. After graduation in 2003, Pete joined a young niche firm that specialized in technology and telecom lead generation and demand creation as an Account Executive. He was a consistent performer achieving rates of between 100-200 inside sales calls a day. The firm was an outsourced inside sales call center. This was his foray into the world of inside sales and marketing, business development, and sales. Pete was working directly with firms like Microsoft, SAP, Sun Microsystems and Unisys. The technology and sales training offered by these blue chip corporations was unmatched and ignited his passion for this business. Pete then wanted to purchase his first home. He obtained his PA Realtor license in order to save money on the purchase price. He then found that people were receptive to his knowledge and closing skills. He worked with Long & Foster and quickly rose to the top of the sales board. Pete conducted email and web marketing to help drive his inbound sales leads and then and become a top producer. Circling back to his earlier passion for technology sales, Pete is now the Managing Partner of NetTel Partners, a highly sought after Technology and Telecom lead generation and appointment setting firm with offices in Center City. Pete has been a part of NetTel since its inception in 2008. In four short years NetTel has come to the attention of some of the giants in American technology and now has direct relations with companies like Avaya, NetApp, Juniper Networks, to name a few. Under Pete's leadership, NetTel emphasizes the production of a REAL OPPORTUNITIES for its clients. NetTel uncovers sales opportunities and packages them for our manufacturing partners, channel marketing partners, and marketing firms that sell into North America (Canada included). We have recently begun to expand in to South America. Pete has implanted various motivational mechanisms, best practices for inside sales, and ways to increase effectiveness and occurrence for the pre-qualified sales meeting that we generate for our clients. We have the infrastructure, training and knowledge methods, and motivational tools that make NetTel an emerging industry leader. NetTel continues to seek out the best methods to successfully run the inside sales teams of the future as technology is transforming the way we all do business.
A fifteen-year veteran of the inside sales industry, Lauren has launched and grown hundreds of inside sales teams throughout the Americas, Europe, and Asia. With experience as a Sales Leader and Training Leader for companies like SAP, IBM, and Teletech, she speaks the languages of both sales and training. This has helped her and her Factor 8 team achieve amazing client results such as $11M in new pipeline, 120% increase in leads passed, 250% spike in contact rate, and a 5X increase in returned voicemails – all before the sales training workshop was over! In the “Sales Breakthroughs” program, sales executives integrate our proven methodologies with their own product and customer bases and immediately go to the floor and apply these new skills on the phones –while the Factor 8 coaches help them perfect their messaging & delivery. That’s why 100% of Factor 8’s clients boast immediate ROI and Factor 8 remains a 100% referral business. Lauren lives in Phoenix, AZ with her husband and business partner Steve, their two baby boys, and four beloved pets. "I love connecting Inside Sales Professionals in the Valley. If you have questions, are looking for great talent, or need information about our industry, please join our chapter or contact me personally. It is my pleasure to serve you!"
Jeffrie's mission is to help inside sales organizations hire people who WILL sell and who WON'T quit. She is a sales behavior specialist, President of Unleash Your Sales DNA and licensee for Sales Call Reluctance assessments and training in North America. And she is author of Straight to Great: The Sales Manager's Field Guide. Besides her hiring and retention focus, she uses the Call Reluctance Assessment to diagnose behavioral issues and solutions in organizations, and analyzes which behaviors are critical in hiring for her clients' success. And she doesn't forget to help the sales managers drive high ROI behaviors - they are a critical part of the success equation. Jeffrie has walked in the shoes of her clients. Before founding her company, Jeffrie was an executive in both sales and marketing at USWEST, now CenturyLink. She led inside sales groups covering three states and seven centers, co-founded a leading-edge inside sales channel, restructured the compensation programs to drive both quality and quantity simultaneously, and led the development of an interactive sales training program to teach soft skills that drive hard sales.
Kara J. Bowman has been with Bayer Healthcare Medical Care, formerly MEDRAD Inc, for six years. Currently, she is a Service Account Manager, an outside sales role for the Pittsburgh and surrounding territory, and also working an inside sales role, in Multi-Vendor Services for the Pittsburgh and Philadelphia areas. She has exceeded Over Quota results several times over the years, Zone of the Year recognition, Teamwork Award and Sales Rep of the Month recognitions. Kara brings a diverse background, having worked in the automotive industry and her current role with the family business in marketing. She is a team player always seeking “outside of the box” creativity. Customer care is her focus, as it is imperative to build strong trusting business relationships with customers. With 11 years of experience in sales, Kara is looking forward to bringing diverse table topics and best practices to the Pittsburgh Chapter AA-ISP members.
Every day, as a Inside Sales Manager at BMC Software, Gary sees firsthand, the challenges of our profession and he is dedicated to helping not only overcome them but to turn them into advantages. He brings this knowledge, perspective, and commitment to the role of Chapter President. Gary has held management positions in a number of software companies throughout his career.
Gary is a dynamic Sales Executive with extensive experience establishing national and international channel partners and resellers. Proven success in developing, building and training outside and inside sales organizations.
Successfully developed and implemented new product sales programs and developed and implemented distribution channels for specialty high tech product lines. Proven ability to hire, train and motivate high performance sales teams. A reputation as a strong leader capable of motivating others to maximize productivity.
Gary's vision to grow the Raleigh-Durham Chapter into one of the most popular AA-ISP Chapters in the nation.
Inside Sales Manager/Channel Development Manager for Qualtrax, Inc. January 2011 to present. Previously employed with CCS-Inc. (Parent Company to Qualtrax) in the following roles: Sales Coordinator, Channel Manager, Inside Sales/Business Development since June, 2004. Attained CISP Certification December, 2011 Bachelor’s of Business Administration – Management – American National University – 2011; Masters of Business Administration – American National University –graduation 2014. Married to Rick for 23 years. Sons Benjamin and Christopher.
Pam Flory is currently serving as Director of Inside Sales for Optical Cable Corporation. She is a results oriented sales leader who has extensive experience in the inside sales arena. Her primary focus is on her teams. She knows if they are supported with the right tools and training and then acknowledged for their work on their corporate and personal goals they will be successful. Her strengths are corporate startups and the improvement of weak teams. Her current teams are often recognized as the best in the industry by many of her customers. Pam’s personal relationship with her teams and her capacity for strategic thinking and quick turnaround has proven to be a real key to her and her teams successes.
With over 18 years of sales management, Jim’s passion is to help sales reps and organizations reach their full potential. Serving as Vice President of Sales and Marketing for CLTC Insurance has opened new doors for growth as we change the paradigm of how Long Term Care, Critical Illness, and life based Insurance planning is conducted. The development of our Sales Center allows us to help more people plan for the future and to be more efficient in reaching new heights.
“ANTARCTIC MIKE” PIERCE Antarctic Mike works with organizations that want to find, condition and keep the very best performing people. Mike speaks professionally to leadership teams, sales organizations and professional associations on this subject. How Mike illustrates and drives these points home is what makes his programs different, as everything is delivered via stories from Antarctic history. These stories, plus the story of his Antarctic adventures sets the stage for a very engaging and effective program. His 15-year track record of selling success in the sales recruitment business make the application of the points to the real world very applicable to businesses. In Jan 2006, Mike became one of just twelve people to have run a marathon on the Antarctic continent; 11 months later he returned to Antarctica to become the first American ever to complete the Antarctic Ultra Marathon, a grueling 100km. Since then Mike has completed winter marathons in Siberia, Mount Washington, and the Canadian Arctic. Mike also set world records for the longest Spin Bike at 120 continuous hours and the longest non-stop swim in a lap pool at 102km (65 miles). His stories have been featured on CNN, Sports Illustrated, Fox, ABC, CBS Early Show, ESPN, and many other national and international sources. Mike connects the drives of Antarctic history stories to business, leadership and sales principles. He works with organizations across the US and Canada, including MetLife, FedEx, Selling Power, California Moving and Storage Association, Helms Briscoe, Monterey County Convention & Visitors Bureau, MPI, The American Association of Inside Sales Professionals, Vistage International, Wharton School of Business, and many others. His programs are very unique and effective to engage sales people, leaders, and corporate executives, to understand how to build and maintain a strong sales force, recruit and retain top quality employees, and how to better engage their workforce. Mike holds his BA from the University of Colorado, Boulder in Marketing and resides in Encinitas, CA with his wife Angela.
Kathleen Glass is founder and CEO of Oinkodomeo, a sales and marketing agency. Rooted in the Greek word for building a foundation, Oinkodomeo creates sales and marketing alignment that shines a new focus on the buyer’s journey.
With over 25 years of experience in sales and marketing for technology and managed services companies, Kathleen has gained a deep understanding of how buyers have been impacted by the accessibility of information via social and mobile. She’s been social selling since 2010 when she developed a B2B warm appointment setting method for inside sales using social media tools to engage with buyers, a new approach that ensured sales-ready meetings that dramatically increased qualified opportunities, and cut the time to close in half.
Kathleen has worked with well-known San Diego companies such as analytics powerhouse HNC Software (now FICO), Lytx Fleet Management Solutions, and Pacific Communication Sciences (PCSI), an early pioneer in digital voice technology and wireless chipsets. A graduate of UCSD in Economics, currently Kathleen serves as a CONNECT Springboard Marketing EIR, chairs the CyberTECH Startup Table Breakfast, is a member of Sales Leadership Alliance, and belongs to the Hera Hub co-working space.
How to Leverage Your LinkedIn Profile to Differentiate Yourself and Your Team as an Inside Sales Professional
When: August 25, 2015, 6:00 pm
Post SMSD15 Meetup
When: October 9, 2015, 6:00 pm
Matt Heinz, President Matt Heinz brings more than 15 years of marketing, business development and sales experience from a variety of organizations, vertical industries and company sizes. His career has focused on delivering measurable results for his employers and clients in the way of greater sales, revenue growth, product success and customer loyalty. Matt has held various positions at companies such as Microsoft, Weber Shandwick, Boeing, The Seattle Mariners, Market Leader and Verdiem. In 2007, Matt began Heinz Marketing to help clients focus their business on market and customer opportunities, then execute a plan to scale revenue and customer growth. Matt lives in Kirkland, Washington with his wife, Beth, three children and a menagerie of animals (a dog, cat, and six chickens). You can read more from Matt on his blog, Matt on Marketing, follow him on Twitter, or check out his books (listed below) on Amazon.com.
Modern Marketing Field Guide
Successful Social Selling
Are You Selling Pants, Or Selling A Dream?
Move The Mouse & Make Millions!
Ken is Vice President of Sales and Services at Cedarcone where he is responsible for revenue, and leading the design and deployment of CedarCone’s solutions for customers. Ken is an acknowledged industry expert on inside sales processes, data management, marketing automation and CRM systems, and has been a speaker at numerous industry conferences. Prior to Cedarcone, Ken was Chief Solutions Architect for ConnectAndSell. In this capacity, Ken created and led the professional services team and was directly responsible for product deployment and customer success. Ken created and ran the inside sales team at CaseCentral (acquired by Guidance Software) where he also led direct marketing and lead generation activities. Prior to CaseCentral, he established Brocade Communications’ inside sales team, scaling it to a global operation. Ken has also worked with Mohr Davidow Ventures and top tier Silicon Valley venture firms to help their portfolio companies create highly effective sales & marketing operations.
Zeena is the Founder and the Head of Corporate Solutions at Asia Pacific Sales & Marketing Academy, Asia Pacific. She is based in Singapore covering APAC and Global Accounts, responsible for Client Management, Corporate Sales Consulting and Training. Zeena is also the Associate Asia Pacific VP for Executrainings International.
Zeena has a great way of helping organizations break Sales and Customer Experience failures for the last 15 years. She has helped various organizations in the private and government sector improve operations and results by embracing benefits of training, change and structure. She guides them through planning, organizing and improving their virtual marketing, inside sales and customer service operations to fuel their business growth by lowering their operational costs, improving quality and results. She has worked with various Demand Generation, Inside Sales, Channel Sales and Customer Service AHQ (APAC HQ) units working with subsidiaries and global stakeholders.
Zeena has been in the CRM industry for more than 15 years with 10 years and more in IT Industry specializing in Sales and Marketing where she has carried Asia Pacific RHQ roles. Zeena has worked with world class organizations like Microsoft, Cisco, Oracle, SAP, AIA, AXA, Google, Apple, NetApp, American Express, Miller Freeman, Philips, DBS, SITA Equant, SITEL, Sellbytel, Singapore Indian Chamber of Commerce, WDA accredited CET, Local Start Ups and many others in the areas of training, change management, improving customer partner experience, implementing and managing sales programs, sales teams and facilitating. Zeena has managed various operational units from IT, HR, Sales Operations, Contact Centre Operations, Channel Sales and T&D where she has managed from 2 to 300 staffs across APAC.
Zeena has extensively travelled and exposed to diverse cultures which she says is important when crafting a localized customer engagement and management strategy. She has deep Asia Pacific experiences among which where she has been based in Canada, Japan, Indonesia, India amongst the various APAC and Global experiences. Her last few roles involves providing solution guidance and process governance to CMOs, MDs, Regional Heads, Country SMS&P Directors, Sales and Operations Heads and Leads. Her network involves both entry level professionals to CEOs of well-known organizations. She is able to develop relationships and connect with various levels of people which makes a plus point in bridging gaps between staffs and upper management.
Dan has had a long and successful career within Inside Sales. As the principal partner for Telemaximum Telemarketing Consultants since 1997, he has aided all types of companies both big and small in their development, integration and enhancement of Inside Sales operations, while continually reducing their cost of sale and improving return on investment. As a South Florida chapter officer, he is enthusiastic and motivated to help build one of the largest and active chapters within the AA-ISP.
Rob has been an active proponent of Inside Sales for 18 years. Whether it has been as a frontline sales rep or in a leadership role, his focus has always been the efficiency that Inside Sales provides an organization. In his current role as Director for a Thomson Reuters inside sales team of 120 he has helped his business unit achieve continuous year over year increases in total performance. Rob has a Bachelor’s Degree from Kalamazoo College.
Bryon is a determined innovator and forward thinking driver. He seeks to refine and further develop Inside Sales as a profession. He believes the world is changing faster than most companies can keep up but feels Inside Sales is the future. He has solid proven track record in team building, turnaround, operational efficiency and creative problem solving. He earned a bachelor’s degree in business administration from Eastern Michigan University.
International Sales & Marketing executive with +15 years of experience in the technology industry in Europe.
Born in the UK, studied in Spain, worked in London, Dublin and Madrid.
Francisco has developed an expertise in Inside Sales following a succesful career in leading US tech companies (Cisco, Oracle, ASG and Tibco), moving from individual contributor to Manager of multicultural teams in Europe.
Jehan, Practicing Marketer - Sri Lanka , the Sales Training and Development Manager of HNB Assurance PLC, has hands-on experience in Insurance sales, administration, Sales Training and Development for more than two decades. He was also a former hotelier and a popular journalist in two English National newspapers in Sri Lanka. At a time when Sales persons were less inclined towards pursuing career-related courses of study, Jehan was instrumental in getting a Memorandum Of Understanding (MOU) signed between the Sri Lanka Institute of Marketing (SLIM) and the company he works full-time - HNB Assurance PLC for the field force of the latter to follow job related courses of study at concessionary rates. To date more than 400 Sales persons have been fully or partly qualified due to this endeavor of his. A Member of the Chartered Insurance Institute (CII) - UK, Institute of Certified Professional Managers - Sri Lanka and Sri Lanka Institute of Marketing, Jehan is also a part-time lecturer of Sales Management of Colombo - IBP (an Accredited Centre of LCM-UK) Jehan who is a Certified Professional Marketer - Asia has carried-out business training for more than 5000 Sales persons locally. He is also an Associate Member of the Sri Lanka Institute of Training and Development. His Aim; To establish a truly faithful organisation working for the upliftment of the Sales fraternity.
As founder and CEO of Brightvision, the leading B2B Lead Generation and telemarketing agency in the Nordic region, Jakob is a Sales & Lead Generation professional. He has 15 years of experience of helping technology & consulting companies build and structure an effective B2B sales & lead generation process and campaigns, with quality telemarketing as the main focus area.
With 10+ years developing relationships with key accounts in both the government and commercial sectors under his belt, Jeremy Hettman is no stranger to navigating the challenging terrain of highly competitive markets. He currently applies his talents at Noble Systems as Sales Account Manager for Strategic Accounts - US, where he maps out unified communications, business process management, and analytics solutions for enterprise and SMB organizations. Prior to joining Noble Systems, Jeremy generated sales success in a diverse array of industries, from healthcare technology to music promotions. He attended Indiana University of Pennsylvania, where he earned his B.S. Degree in Communications-Media, with a Concentration in Film/Photography and a Minor in English. As President of the American Association of Inside Sales Professionals, Tidewater Chapter, Jeremy plans to employ his passion for fostering solid business relationships to develop the inside sales community in Southeastern Virginia.
A Sales professional, a business development manager, a founder, an automotive expert and a technician, Ulas holds different industry experiences under one belt. He currently works as an Inside Channel Manager at Riverbed Technology. His previous assignments have taken him not only to the four corners of the United States and Europe, but also gave him the opportunity to work with industry professionals all around the world. He earned his Associate in Science in Computer Information Systems degree from Essex County College and his Bachelor of Science in Marketing degree from Kean University, New Jersey, US. He is also a drag racer and a downhill cyclist.
Jelena Tarbuk has been in inside sales for the past ten years, holding individual sales contributor and sales leadership roles. She is currently an Inside Sales Manager at Thomson Reuters, responsible for sales and retention of legal research products. She has experience in building and creating demand for innovative products, creating high performing inside sales teams, and developing lead generation and retention teams whose contributions had a significant impact on overall business performance results. Jelena was instrumental in building and leading a dedicated, high performing inside sales team for Findlaw, a leading provider of online advertising solutions for legal professionals. Jelena won the prestigious President’s Club performance award in 2009 and 2010 for her outstanding results. Jelena’s passion is growing inside sales and retention results, and promoting a culture of focus, dedication and excellence. Her dedication to the inside sales profession and AA-ISP organization has been very valuable, as she is constantly working with her professional network on membership and promotion of Twin Cities Leadership AA-ISP Chapter events. She is driven to elevate the Twin Cities Chapter to one of the largest and most active chapters within the AA-ISP community.
Galloway is co-founder and President of OppSource, a firm specializing in helping B2B firms with their marketing and sales lead development processes. Prior to founding OppSource, Galloway was a partner at B2B marketing agency Sight Marketing and prior to Sight Marketing, he co-founded the marketing agency Wire The Market. Leading up to Galloway’s decade long journey as an entrepreneur, he was Vice President of Market Development at Adaytum where he helped take a startup analytics software company and built it into the world’s leading enterprise e-Planning solution that was ultimately sold to Cognos/IBM. Before Adaytum, Galloway started his career at Lawson Software (now part of INFOR), where he helped develop and market various software products, including leading the implementation of Lawson Software’s vertical market strategies as Vice President of Industry Marketing and Business Development.
Galloway is passionate about building the ultimate B2B lead machine so that the sales and marketing functions can work more seamlessly together. At OppSource, he and his teams are constantly focused on finding better ways to leverage technology, processes, and marketing best practices to improve the inquiry-to-revenue workflows and conversions.
Anossis is the Global Inside Sales Director for Achilles Group, the world leader in Supply Chain Risk Management. He leads a team of 130+ inside sales professionals across a network of 9 hubs in EMEA, LATAM, APAC and USA. His team covers 28 languages, makes 5,000+ outbound calls daily and is responsible for annual revenue in excess of £50M.
Anossis responsibilities is all about to make sure strategies, resources, systems, processes, training & development, and incentives are in place and in harmony to ensure that targets in terms of volume and revenue are met whilst keeping customers at heart.
Prior to joining Achilles, Anossis held senior management roles across Asia Pacific and South America in Telecommunications, Health IT and Software industries. Anossis has a Postgraduate Diploma in Business Administration and a BA in Computer Science. He is also a member of the UK Institute of Directors.
Gabe joined InsideSales.com with over 15 years of experience in revenue generation, from helping financial clients price and trade complex derivatives to helping multi-national organizations penetrate new markets. As Director of InsideSales.com’s Momentum Strategy team, Gabe’s expertise helps clients solve the biggest problems in the Sales Acceleration space.
After co-founding his own company and working at Accenture, Gabe joined Goldman Sachs as an Equity Derivatives Specialist. There, he oversaw complex financial instruments traded on the London and Hong Kong exchanges. During the financial crisis, Gabe witnessed firsthand the devastation poor decision-making caused his clients. This experience taught him the importance of using data to drive and support human decision-making. He joined Nobel Prize winner and world-famous behavioral economist, Daniel Kahneman, at Gallup Consulting and spent four years as an international strategic consultant working with clients like Toyota, Honda, Heinz, IKEA and TD Ameritrade. Gabe helped establish Gallup’s Middle East presence and doubled the region’s revenue in his first year. Gabe also established himself as an international expert, speaker and thought leader by writing and speaking about predictive analytics and its ability to streamline sales and drive revenue.
Deniz is a member of the Elite Leadership Team at Toshiba Business Solutions responsible for managing the Aftermarket and Lead Gen teams out of the Rochester, NY Office. Deniz is a seasoned manager with over 13 years of experience. He is skilled in converting Customer Service Operations into Inside Sales teams achieving optimum results. Deniz is a selling manager exceeding higher than industry standard margins for himself and his team. Deniz received his undergraduate and MBA degrees from St. John Fisher College. Deniz is looking forward to helping launch the Upstate NY chapter and bringing together professionals to share best practices and network.
Jon has dedicated his career to the Customer Relationship Management (CRM) market. As the previous President of OnContact Software, Jon was instrumental in growing OnContact into a leading CRM provider to mid-market companies. Along the way, Jon led OnContact from a Sales Automation provider to a hosted CRM solution provider serving sales, marketing and customer service customers globally. With the 2012 acquisition of Oncontact by WorkWise LLC, Jon joined the WorkWise team as the Director of Marketing focusing on both the OnContact CRM and the Role-Based ERP product offerings. Jon is a graduate of the University of Wisconsin – Madison where he holds a Bachelor of Arts degree in Sociology.
Nancy Bleeke, President of Sales Pro Insider, Inc. and author of Conversations That Sell, a must read for anyone in sales, is known as someone who gets things done. She is driven by a battle cry that companies need to make their conversations count-with customers, prospects, and team members. When the right people have the right conversations-companies thrive. Her focus since 1998 is equipping companies to grow sales, customer loyalties, and employee engagement with training, consulting, assessments, and tools for inside and field sales that stick. She uses her education and real-world experiences in growing sales teams to serve her clients and share practical and actionable information in articles, podcasts, webinars, and speaking engagements. Nancy is a frequent contributor to Top Sales World, Forbes, and Sales Gravy and is recognized as a top sales influencer on many lists.
Newly Formed Chapters: