Contributors

Many authors have contributed to Sales Insights. We are thankful to them for their service to the field of sales and sales management. Their min-bios are provided below, sorted by first name.

Aaron is married with 9 children (mostly through adoption), loves motorcycles, and keeps a 25-hour workweek. He’s a keynote speaker and also the best-selling author of Predictable Revenue, called “The Sales Bible of Silicon Valley,” based on an outbound prospecting system that’s created more than $1 billion across Salesforce.com and other companies. He’s Co-CEO of PredictableRevenue.com.

Assistant Professor at | Website

Alan Benson is Assistant Professor in the Work & Organizations Group at the University of Minnesota's Carlson School of Management, and a member of the Graduate Faculty of Minnesota's Department of Applied Economics and the Minnesota Population Center (MPC). He received his PhD from the Institute for Work and Employment Research at the MIT Sloan School of Management.

His research is on work and employment issues, and especially on the economics of human resources. His teaching includes compensation and benefits for Master's of HR students, negotiations for MBA students, and labor economics for PhD students. He is also instructor for a Coursera course on compensation and benefits. He has run professional seminars in negotiations, compensation, and people analytics.

Bernard Jaworski is the co-author of "The Organic Growth Playbook: Activate High-Yield Behaviors To Achieve Extraordinary Results—Every Time" along with Robert S. Lurie. He is the Peter F. Drucker Chair in Management and the Liberal Arts, which is named in honor of Peter Drucker, the founder of modern management and the namesake of the Drucker School of Management at Claremont Graduate University. The professorship is awarded to an internationally recognized scholar who carries on the Drucker legacy of tempering sound business practices with a commitment to social responsibility.

Founder at Hall & Company

Bradley W. Hall, Ph.D. provides advisory and consulting services to Chief HR Officers on globalization, strategic HR and organization development, and creating world-class HR functions.

Brad recently served as Advisor to the Chief HR Officer of Huawei Technologies in Shenzhen, China. Huawei is China's largest non-state-owned company with USD $107.5B in annual revenue. He was hired to partner with a new CHRO to design and build the company's HR profession. Huawei is now China's most desirable employer and most successful global company.

VP Marketing at | Website

Mr. Theiss is responsible for the strategy and execution of global marketing programs for Xactly Corp. He is a proven marketing executive specializing in demand generation. He has led high performing teams at CA Technologies, CenturyLink and Snow Software.

Founder and CEO at | Website

Christopher Cabrera is a seasoned executive with senior management experience at both early-stage and public companies where he has managed sales, marketing, operations, and business development.

Collin is a second-time entrepreneur. He is the Co-Founder of CARB.IO, which merged with Predictable Revenue in 2014. It became Predictable Revenue’s Accelerate team (an outbound team for hire) and offers Outbound Automation software. He oversees product strategy, works with Aaron Ross to lead the Revenue team and hosts the Predictable Revenue Podcast.

Fun fact: Collin refereed hockey in order to pay rent during the first few years of starting the company.

David Hoffeld is the CEO and chief sales trainer of Hoffeld Group and is the author of the groundbreaking book, The Science of Selling. He created a revolutionary sales approach based on neuroscience and behavioral science that radically increases sales.

David’s expertise in both selling and behavioral science equips him to understand what it takes to successfully sell in today’s hyper-competitive marketplace. Because of David’s sought after perspective, he has attracted clients ranging from small businesses to Fortune 500 companies.

Founder and President at | Website

Dean Walsh is passionate about improving client performance. He has worked with more than 100 clients across industries and functions, and uses a proprietary performance improvement model to transform organizations.

Roughly half of Dean's clients are HR executives and half are general managers. He is an HR expert who thoroughly understands business – and a business strategist who thoroughly understands HR.

Dean recently helped a major bank become the nation's "Top Employer" - and achieve record profits. He helped a global technology company redesign its HR operating model to support fifteen R&D centers around the world. And he helped an engineering consulting firm design and implement a new operating model -- and retain its top two clients.

Karl is an editor at Sales Insights. He is a consultant, speaker, and writer who combines fascinating real-life marketing stories with timeless principles of sales and marketing.

Karl’s is well-published in the sales and marketing world. His most recent book, The Customer Learning Curve, was co-authored with Ardis Burst.

Karl co-founded Consentric Marketing, founded Resultrek. He serves as the co-founder of both consulting firms.

Eddie Yoon is the founder of EddieWouldGrow, LLC, a think tank and advisory firm on growth strategy. Previously he was one of the senior partners at The Cambridge Group, a strategy consulting firm. His work over the past two decades has driven over $8 billion dollars of annual incremental revenue. In particular, 8 of his clients have doubled or tripled in revenue in less than 8 years. Eddie is one of the world’s leading experts on finding and monetizing superconsumers to grow and create new categories.

Eddie is the author of the book, "Superconsumers: A Simple, Speedy and Sustainable Path to Superior Growth" (Harvard Business School Press, 2016). His book was named as one of the Best Business Books of 2017 by Strategy & Business. He is also the author of over 100 articles, including “Make Your Best Customers Even Better” and “Why It Pays to Be a Category Creator” (both in Harvard Business Review magazine). Additionally, he has appeared on CNBC and MSNBC and been quoted in The Wall Street Journal, The Economist and Forbes. Eddie has been a keynote speaker in the U.S., Canada, Kenya, Australia, New Zealand, Denmark, the UK and Japan.

Eddie holds an AB in Political Science and Economics from the University of Chicago. Having been born and raised in Hawaii, he went to the Punahou School in Honolulu. Eddie lives in Chicago with his wife and three children.

Elinor Stutz broke through barriers long before doing so was popular. Against all odds she defied the theme, “women can’t sell” to become the top producer at every company where she worked.

Elinore is the author of (1) "Nice Girls DO Get the Sale". It was an international best-seller and was featured in TIME Magazine. (2) "HIRED!" A copy of the book was accepted personally by President and First Lady Michelle Obama.

Elinore's blog "The Smooth Sale" blog enjoys wide distribution among corporations, entrepreneurs, and media. She is also a Top 1% Influencer and a Top 65 Business Women Influencer.

VP Strategic Marketing at | Website

Erik W. Charles has over two decades of experience in marketing. He focuses on helping companies drive expansion and growth by better aligning positions, responsibilities, and incentives. He brings a multitude of skills ranging from multinational enterprise firms to small startups, allowing him to craft different models depending on the market, people, and corporate goals.

As the Vice President, Solutions Evangelism at Xactly, Erik serves as a subject matter expert in the area of Sales Performance Management to ensure that Xactly’s marketing, sales, and product teams have the necessary strategic input for industry-leading messaging, positioning, and future direction.

Frank Cespedes is Senior Lecturer of Business Administration at Harvard Business School. He has run a business, served on boards for start-ups and corporations, and consulted to many companies around the world.

Frank is the author or co-author of six books, including Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling, Concurrent Marketing: Integrating Product, Sales and Service and Going to Market: Distribution Systems for Industrial Products.

Frank has also published numerous articles in Harvard Business Review, Wall Street Journal, Strategy and Business, Business Horizons, California Management Review, International Encyclopedia of Business and Management, Journal of Managerial Issues, Journal of Personal Selling & Sales Management, Marketing Encyclopedia, Organization Science, Sloan Management Review, and Strategy & Business.

Chief Marketing Officer at | Website

I help digitally-focused leaders evolve and excel with consent-based marketing. In my previous role as CMO at Harte Hanks, leading a 4,500 person marketing agency, I saw marketing that was great AND truly backward right next to each other.

THE PROBLEM? Companies spammed their customers to death with cold emails, with a blatant disregard for data privacy. Let’s pretend you’re doing some shopping. You leave the store, and a salesperson follows you around, asking you to buy their product over and over. Would that be acceptable? Of course not! Yet that’s EXACTLY how enterprises run their marketing! Marketing has become dehumanized. And large companies are spending vast amounts of money to make customers hate them.

HOW I CAN HELP YOU: Put the customer first with consent-based marketing strategies (instead of ones that are impersonal and invasive). Structure and reorient your marketing team. Ensure you’re ethically using customer data. Choose the right customer segments to create conversations with. Use technology (that’s making some marketing horribly soulless) to instead create relevant and intimate customer experiences.

Garrett Sheridan serves as the President of Axiom Consulting Partners. He specializes in working with leaders to develop and execute strategies that drive profitable growth and improve execution. With over 22 years of experience, Garrett has partnered with clients in North America, Europe, and Asia Pacific to address challenges related to growth strategy and organization transformation. He has deep expertise in go-to-market strategy and sales force design.

Garrett is known for his pragmatic style and passion for solving complex client issues. He has served clients across a broad range of industries including technology, telecommunications, consumer goods, healthcare/life sciences, and financial services.

Garrett is a co-author of "Shockproof: How to Hardwire Your Business for Lasting Success" (Available on Amazon). He has published in Management Review, HR Intelligence, Business Plus (Ireland), Human Resources Magazine Australia and HR.com. He is frequently quoted in business publications including Human Resource Executive Magazine, US News and World Report, Management Consultant International, Workforce Management and Workspan.

Managed Marketing Services Director at | Website

Ioana Popescu is a Marketing Services director skilled in analytics, strategy, business intelligence and all things social.

Jason is a serial tech entrepreneur and venture capitalist, who founded the world’s #1 resource for SaaS entrepreneurs: SaaStr.com and has invested in SaaS companies worth collectively in excess of $1.5 billion. Jason was CEO of EchoSign, and led it from $0 to $100 million+ in revenues and a sale to Adobe. He is married with two kids, runs every single damn day, and loves anything related to Hawaii.

Javed is a sales operations professional with over twenty years of experience in the field. He is noted for his expertise in designing, enabling and scaling customer-centric business models.

Lou Adler is the CEO and founder of Performance-Based Hiring Learning Systems – a consulting and training firm helping recruiters and hiring managers around the world source, interview and hire the strongest and most diverse talent. Lou is the author of the Amazon top-10 best-seller, "Hire With Your Head" (John Wiley & Sons, 3rd Edition, 2007), "The Essential Guide for Hiring & Getting Hired" (Workbench Media, 2013) and the Lynda.com Performance-based Hiring video training program (2016).

Lou Adler is one of the top bloggers on LinkedIn’s Influencer program. He writes about the latest trends in hiring, employment, and recruiting. His articles, quotes, and research can now be found in Inc. Magazine, Business Insider, Bloomberg, SHRM and The Wall Street Journal. The company’s new mobile-ready learning platform – The Hiring Machinesm – provides instant access to all of the tools needed to find and hire outstanding talent.

Founder, Managing Partner at | Website

Mark Donnolo focuses on helping companies grow profitably by developing and implementing strategies that improve the effectiveness of their customer-facing sales, marketing, and service organizations. Mark’s work spans several industries including technology, telecommunications, business services, manufacturing, and financial services.

Mark is founder and Managing Partner of SalesGlobe, a management consulting firm focused on sales strategy, sales process innovation, sales team development, and sales compensation. He also directs the SalesGlobe Forum, a membership organization of senior sales executives that operates in partnership with leading business schools.

Mark is the author of the books The Innovative Sale, What Your CEO Needs to Know About Sales Compensation, and Essential Account Planning available in stores and online.

Mark holds an MBA from the University of North Carolina at Chapel Hill and a BFA from The University of the Arts in Philadelphia.

Meena is a SaaS marketing leader passionate about B2B technology companies and loves marketing and growth in SaaS. Meena has worked on every stage and element of marketing from positioning to go to market strategy, to product development/marketing and demand generation. She specializes in driving customer acquisition and revenue growth with over 15 years in marketing.

Neil Rackham is known throughout the world as a speaker, writer and seminal thinker on sales and marketing issues. Three of his books have been on the New York Times bestseller list and his works have been translated into over 50 languages.

He first gained international recognition in the 1970s when he led the largest ever research study of successful selling and sales effectiveness. This led to the groundbreaking classic SPIN® Selling (McGraw-Hill, 1988) and Major Account Sales Strategy (McGraw-Hill, 1989). He is author of over 50 influential articles on marketing, selling and channel strategy.

Neil has worked closely with many leading sales forces such as IBM, Xerox, AT&T, and Citicorp. He has also worked extensively with senior partners in some of the world’s most successful professional services organizations including McKinsey & Company.

Professor Emeritus of Marketing at | Website

Philip Kotler is the “father of modern marketing.” He is the S.C. Johnson & Son Distinguished Professor of International Marketing at the Kellogg School of Management at Northwestern University.

He was voted the first Leader in Marketing Thought by the American Marketing Association and named The Founder of Modern Marketing Management in the Handbook of Management Thinking.

Professor Kotler holds major awards including the American Marketing Association’s (AMA) Distinguished Marketing Educator Award and Distinguished Educator Award from The Academy of Marketing Science. The Sales and Marketing Executives International (SMEI) named him Marketer of the Year and the American Marketing Association described him as “the most influential marketer of all time.” He is in the Thinkers50 Hall of Fame and is featured as a “guru” in the Economist.

Phil is the author of "Confronting Capitalism: Real Solutions for a Troubled Economic System" (2015) and "Democracy in Decline: Rebuilding its Future" (2016).

Stephen P. Young is Founding Director of the Sales Executive RoundTable and the Sales Management Association of Atlanta. Young recently retired from the faculty of Georgia State University where he taught Marketing and Sales.

Prior to joining the faculty of Georgia State, Young was Senior Vice President, Corporate and Government Markets for Verizon Business. In his career, Young progressed through assignments in Commercial Markets, Sales Channel Support and Development, Global Account Management, Product Marketing, Multi-National Accounts, and National Accounts.

Young currently serves on the Boards of the Outreach Advocacy Center and the Capitol Hill Neighborhood Development Corporation.

Owner and Chief Sales Officer at | Website

Tibor Shanto is owner and Chief Sales Officer of Renbor Sales Solutions. He helps B2B companies translate sales strategy into reality. Tibor has been called a brilliant sales tactician, obsessed with execution. He develops salespeople who understand that success in sales is all about execution. Tibor's clients regularly see a double-digit increase in opportunities and pipeline values.

Tibor is widely recognized as a thought leader:
👉Ranked 8th on the Top 30 Social Salespeople In The World - Forbes.com 2014
👉*50 Sales Experts And Influencers You Should Be Following in 2019 (Reuters)
👉Top 50 Sales & Marketing Blogs 2014 - 2019 – Top Sales World
👉Top 50 Sales & Marketing Influencers 2014, 2015, 2016 – Top Sales World
👉Gold Medal Top Sales and Marketing - Webinar 2014 - Top Sales Awards
👉Gold Medal Top Sales & Marketing Blog 2013 – Top Sales World Awards

Tom Hill is a Principal and the Consumer & Retail sector leader for Axiom Consulting Partners. Tom works with clients on sales effectiveness, developing growth strategies, deployment of sales teams, job architecture, broad-based reward, competencies, and incentive design.

Tom also consults across the globe in a variety of other industries—including insurance & financial services, manufacturing & industrial, life sciences and technology—helping organizations of all sizes develop and execute their growth strategies.

Mark is the editor of Sales Insights. He is a highly experienced sales and marketing consultant and has published four books and over 50 articles.

Mark has served many of the world’s largest corporations, including Pfizer, GlaxoSmithKline, American Express, Allstate, Nationwide, GE, AT&T, Verizon, Nestlé, PepsiCo, and Kellog’s.

Prior to co-founding Consentric Marketing, Mark had his own firm and was a consultant at Sibson Consulting. At Sibson, he was a board member and sales effectiveness practice leader for most of his 17 years there.

Mark currently resides in Tucson, AZ.