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.
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.
Bill Crawford brings 17 years of B2B sales experience to the AA-ISP board spanning markets from SMB through Multi-National Corporations (MNC). His current responsibility is leading ADP's distribution engine into the next generation anchored by its Inside Sales strategy that is currently deployed by 1800 sales associates with global reach. Prior to leading Inside Sales, Bill led the World Wide Sales Operations organization comprised of: Sales Enablement, Sales Learning, Sales Automation, Sales Insights and Analytics, Leadership Development, Recognition, Events and Multi-Media. Here Bill built the "ADP Sales Stack" that supports and drives productivity for 8000 sales associates globally.
"At the core of it, the equation is fairly simple. Best in class technology and partnerships across the enablement and automation engine combined with the execution of a world class sales force...growth will be the result." Whether it be operational excellence or distribution expertise in any B2B market, Bill brings a wealth of expertise to the board.
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.
Megan Dahlen is General Manager of Sales Strategy & Innovation, Worldwide Inside Sales at Microsoft. She has over a decade of specialized experience centralizing and scaling global sales organizations in the technology sector through acquisition integration and transformation efforts.
She is responsible for driving the global strategy and implementation of the Worldwide Inside Sales business. This includes learning and readiness delivery, process and playbook development and execution, and field sales integration. She is also accountable for strategy and revenue execution of Microsoft’s global partner and renewals motions. Prior to Microsoft, Dahlen was Vice President of Global Inside Sales at Infor, where she spent six years building and operating their industry-aligned, global transactional sales division, including lead generation and Inside Sales. Her responsibilities covered all markets including Americas, EMEA, China, India, APAC, and Japan. Previous to Infor, she held multiple roles in field sales and global Inside Sales management at Epicor Software.
Megan sits on the Global Executive Advisory Board for the American Association of Inside Sales Professionals (AA-ISP) and was honored in 2014 and 2016 as one of the 50 Most Influential Leaders by the Sales Lead Management Association. Megan graduated with a MBA from Thunderbird School of Global Management.
Since February of 1994 Tom has held various roles at IBM starting as a brand manager for a consumer business leading to Director of Merchandising and Marketing for their direct business. He then became VP of the global small and medium business Inside Sales team and currently is responsible for Inside Sales Online Commerce, Marketing, and Lead Demand Generation. Previous to IBM he worked in retail with a consumer electronics business. He is married with two children and serves on the Board of Directors for Triangle Futbol Club.
Chuck Haling has been Vice President of Sales at VelocityEHS, since February 2008. VelocityEHS provides a Suite of SaaS solutions that help organizations more easily comply with business challenges related to Environmental, Health and Safety. Chuck’s primary responsibilities include managing and growing the VelocityEHS sales organization while providing strategic and tactical direction around expansion into key vertical sectors and adjacent markets.
Chuck’s first Inside Sales job was right out of high school more 25 years ago. Since then he’s had the opportunity to develop, scale and lead numerous sales organizations in B2C, B2B, start up, mid-stage and large organizations, public and private. Having sold everything from baby products to heavy machinery and now technology/software, Chuck understands the importance of being versatile and investing in your own personal development, which is why he is proud to be affiliated with AA-ISP and what the association provides to todays sales leaders.
“If I had only found AA-ISP earlier in my career I could probably have saved myself hundreds of hours of trial and error and fending for myself. AA-ISP provides the opportunities for members to learn from one another and accelerate their ability to do amazing things for their organizations!”
A big believer in giving back and paying it forward, Chuck frequently spends time networking with and coaching other sales leaders who are looking to develop their own teams, and leaders who are struggling to “crack the code” for the issues we all face: team structure, territory planning, sales compensation, sales and marketing automation technologies, sales operations, incentives, performance management, selling skills and sales model development.
Chuck is a past AA-ISP Top 25 Most Influential Sales Leader recipient. He graduated from Columbia College of Missouri with a degree in Business Administration and holds an MBA from the Kellogg School of Management at Northwestern University.
When not talking sales, in his “spare time” Chuck enjoys spending time with his family and being outside working on his (poor) golf game. He is also an Ironman Triathlete, having completed Ironman Wisconsin in 2013.
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.
Ken is Cofounder and leads sales and services for ReplyStream. Ken has over 15 years of experience in inside sales, CRM deployments, sales process, data management and marketing operations. He is an industry expert on sales development and inside sales processes, and has been a speaker at numerous industry conferences.
Prior to Replystream, 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. Before ConnectAndSell, Ken created and ran the inside sales team at CaseCentral (acquired by Guidance Software) where he led direct marketing and lead generation activities. Ken also established the Brocade Communications’ inside sales function, scaling it to a global operation.
Laurie is never shy to point out tactics masquerading as strategy. Her straight-forward approach and laser focus make her the go-to resource for both her clients and colleagues.
An expert at developing strategic initiatives and tactical implementation plans, Laurie ensures the delivery of high quality, results-driven solutions to each of The Bridge Group’s clients. As Managing Partner, she leverages her colleagues’ experience in sales process methodology, measurement and metric development, project management, and recruiting to build high performing teams for clients.
A trusted advisor, coach, and mentor, Laurie uses her two decades of strategic sales management experience to build the capacity of The Bridge Group and each of its inside sales consultants. Those same skills are used to help her B2B technology clients build, expand, and optimize their inside sales teams.
Today, Laurie works with clients to conduct sales assessments, improve the effectiveness of sales teams, and assist sales managers in developing the skills required to manage and coach their teams.
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.
Anneke was the twelfth employee at Oracle and the designer of Oracle Direct, the company's revolutionary inside sales operation. She is currently the CEO and founder of Phone Works, a sales strategy and implementation consultancy that helps large and small businesses build and restructure sales teams to achieve predictable, measurable, and sustainable sales growth, using Sales 2.0 principles.
Anneke is a highly sought after speaker and has presented at numerous shows and events. She was recently named as one of InsideView's Top 20 Social Media Users.