WhiteboardSelling Affiliate Network

Jeff Fiedler
Jeff‘s expertise is in helping organizations grow their revenue by increasing the effectiveness of a company's direct and indirect sales channels and sales support organizations. He has managed global accounts and sales teams in the US, Europe and Asia Pacific. Jeff has worked with many Fortune 500 high tech companies including EMC, HP, Siebel, Oracle, Siemens, Memorex Telex as well as with smaller firms including Sonim Technologies, The TAS Group and Force Management. Jeff has significant international leadership experience, with a focus on maximizing both individual, as well as team, sales capabilities.

Jeff’s Company, Core Competence Solutions, Inc. is a consulting firm that creates value for its clients by delivering unique solutions that range from WhiteboardSelling’s methodology to customized web-based learning solutions. The goal is to provide small, mid-market and enterprise organizations new and innovative ways to train its sales force to deliver a more consistent and compelling solution message. The CCS philosophy is to elevate eLearning and other innovative sales methods to the next level by delivering them in a more exciting, captivating and consumable manner.

Specialties
Selling, sales management, global account management, sales methodologies, sales process, simulations, learning, training and whiteboarding.

jeff@whiteboardselling.com
http://www.linkedin.com/in/jefffiedler

+1 408.455.2323

Mark Gibson
Mark Gibson is the owner of Advanced Marketing Concepts (Admarco), a Bay Area of California based, specialist consulting and training firm focusing on the problems affecting sales and marketing teams. He is an author, speaker, consultant, and sales trainer with more than 25 years of international experience in sales, marketing, channels, sales management, and business development roles at companies including Prime Computer, Sun Microsystems, Informix Software, MicroStrategy.

For the past seven years since Admarco's founding, he has consulted to B2B technology companies in the US, EMEA and Israel on a variety of sales and marketing performance improvement initiatives, ranging from improving individual telesales performance to helping publicly listed companies create clarity in their messaging, implementing inbound marketing and improving sales team performance.

Over this period he has developed, delivered and is growing a body of best-practices, marketing messaging alignment methods and sales training courseware under the brand "Selling in the Internet Age" and has acquired complimentary skills to become a world-class trainer and consultant on sales and marketing problems relevant to technology companies.

Whiteboard Selling is a logical next step for Admarco in helping sales professionals to engage buyers around their issues and differentiate themselves using visual storytelling in an interactive whiteboard session.

Chris M. Grejtak
Since the mid-1980’s Chris has been using "white boarding" techniques to help launch new companies, new products, and new market concepts, such as Decision Support Systems, Enterprise Data Warehousing, Enterprise Business Intelligence, Computer Aided Software Engineering (CASE), Client-Server Transaction Processing, and others. As a Marketing & Sales Leader, CEO, and "Go-To-Market" & "Customer Engagement" Consultant, he has successfully used these techniques to not only "keep sales and marketing on the same page" but also empower hundreds of sales and marketing people to facilitate customer discussions using a whiteboard, a flip chart, a tablecloth, a napkin, or even a business card.

During his career, Chris has had responsibility for all aspects of marketing, sales, customer support and services. His experience includes senior marketing and sales roles at Index Technology, Cooperative Solutions, Metaphor, Red Brick Systems, Brio Technology, BroadVision, Network General, SupportSoft, and others.

Chris is based in Darien, CT and can be reached at:

chris.grejtak@whiteboardselling.com
(650) 243.1445

Jay Shephard
Jay Shephard brings over 25 years of sales, sales management, ROI coaching and executive consulting experience to each Business Client he serves. Jay has extensive experience in the Sales Effectiveness, Negotiation & Messaging Strategy arena and as a Consultant to top tier Clients selling & negotiating complex Hardware & Services solutions on a global basis.

Prior to that in held several successful sales & management roles in technology & consulting.

European Affiliates

Sonsie Selling are a Sales 2.0 services organization providing enablement, mentoring, messaging and selling agent solutions to technology vendors, both established and new entrants. Their services increase the revenues and growth potential of the vendors they work with. Using Sales 2.0. techniques Sonsie Selling enable innovative engagement into buying cycles that makes their customers more differentiated, attractive and compelling. Sonsie Selling have managed and successfully delivered multiple projects using WhiteboardSelling's methodology and solutions. These projects have been across Europe and the US. This international experience is a valuable asset when working with vendors who sell on the global stage. Sonsie Selling's approach is constantly evolving help their customers to thrive in the post Internet world where the power balance has shifted from the seller to the buyer. The experienced Sonsie Selling team is led by Graeme McKenzie and Calum Kilgour.

Graeme McKenzie — is sales leader with over 20 years of success working with some of the world's leading technology vendors including Oracle, BMC Software and Remedy Corporation. In his career he has sold many markets including BSM, IT Service Management, CRM, Database Management, Business Intelligence and IT Systems Management. Graeme was responsible for Global Sales Enablement at BMC Software where the WhiteboardSelling approach became a culture and was one of the reasons that BMC established market leadership in BSM market. Graeme subsequently ran Global Sales for Axios Systems a leading ITMS software vendor where he evolved their sales model to focus on customer value using Whiteboarding as the change agent.

Graeme can be reached at:  graeme@whiteboardselling.com

Calum Kilgour — has 15 + years experience in technology solution sales and sales enablement. He has had success on an international basis in the ITSM and Telecom Software markets. As a sales leader Calum has constantly driven innovation across the teams he managed. The WhiteboardSelling methodology supported this innovation and creativity at Axios Systems where Calum was responsible for new business sales. His expertise is clarity of messaging and engaging customers through attractive, compelling techniques.

Calum can be reached at:  calum@whiteboardselling.com

Specialities
Sales Enablement, Sales Agent Services, Sales Messaging, Sales & Marketing Integration, Sales Leadership Mentoring.

http://www.sonsie-selling.com

France

Christophe Richard
Christophe Richard is the founder and president of CRC10, Sales Enablement company based in France. Experienced in Enterprise companies, his background includes IT Service Management, Marketing, Presales Management, Business Value Consulting and worldwide Sales Enablement.

Christophe provides consulting, facilitation and training services around sales skills improvement, organizational sales effectiveness and presales dedicated training.

Prior to CRC10, Christophe served as a Senior Sales Enablement Manager, EMEA at BMC Software where he planned, designed, and delivered sales training programs in order to align the worldwide sales force with the Global Strategy and improve sales productivity. He also spent several years working as EMEA Manager of Business Value Consultants where he developed a Consultative Selling Practice. He has also led Senior IT Service Management Presales Consultant teams and was responsible of launching an Enterprise Marketing Strategy in his country. Christophe is ITIL Service Manager and ITIL V3 Expert certified.

He graduated a Master’s degree in Engineering at ESIEE Paris and a MBA at IAE de Paris-Sorbonne.

Christophe Richard is based in France and can be reached at:

christophe.richard@crc10.com
www.crc10.com
+33 6 08 33 47 53

North American Affiliate

Cosmo P. Santullo
After Graduating from Princeton University with a B.S.E. in Engineering, Cos has been a Sales Leader, General Manager, CEO, and Management Consultant in the Technology Industry for the past 30 years.

He has built strong business relationships with clients ranging from Global 500 to small businesses, and signed joint relationships with major tech partners.  Cos also established banking and analyst relationships with major financial institutions and venture capital firms.  He has been a CEO and Board member of public and private corporations both on a full time and in an advisory capacity to founders, owners and investors.

At IBM, Cos began his career as a new account salesman and ended his IBM days as the General Manager of the then, $8 billion, 10,000 employee, North America Personal Computer business. 

Most recently, Cos has been the Senior VP of Worldwide Sales and Services for BMC Software, during 12 consecutive quarters of beating Wall Street expectations in every major financial category.  He has also held positions as the CEO of Sonicwall, and SVP Global Marketing as well as President of the e-Business Services and Solutions unit at EMC.

Cos is based in Boston and can be reached at:

cos@whiteboardselling.com
(832) 466-9305

EMEA Affiliates

Margie O'Neal
Since 1996 - Margie O'Neal - the founder and business principal of Sales Frameworx has been providing consulting services in best practice design and sales transformation.  Margie has more than 20 years experience in the high tech industry and more than 14 of those years in best practice design and sales transformation.

Sales Frameworx provides sales and go to market consulting and facilitation services.  We help clients design custom sales processes and go to market business structures.  To apply business change we have constructed a series of transformation workshops for exceptional business results.

Margie O'Neal is based in Italy and can be reached at:

moneal@salesframeworx.com
Mobile: +39 338 5850 155

Asia Pacific

David Dodds 
With over 25 years experience in the IT industry, David Dodds has a diverse range of skills acquired through a range of roles - from managing technical teams (pre and post sale) to sales and area management.  Before co-founding Sellogic along with Mike Davies, David was Sales Director (ANZ Enterprise Accounts) for BMC Software, before which he was Country Director for New Zealand.  Dave has a Bachelors of Science from Auckland University.

Sellogic's sole focus is to increase the productivity and effectiveness of your B2B sales team – firstly by ensuring the sales and marketing strategy is supported by a pragmatic and actionable sales plan, and secondly by ensuring that the sales plan is brought to life through the adoption of a best practice execution platform.

With a focus on sales process value engineering, collaborative sales 2.0 techniques, management best practices together with crystal clear accountabilty measures, Sellogic ensures your offering is differentiated by the sales team’s ability to influence customers and create customer value  – improving predictable revenue streams, reducing sales costs and establishing an engine for growth.