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 mini-bios and personal links are provided below, sorted by first name.

Author profile

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.

Author profile

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.

Author profile

Eric Chernik is CEO of Building Controls & Solutions and has lead P&Ls between $25M and $400M. His passion is to grow companies through market expansion and employee engagement. His teams have delivered double-digit revenue and EBITDA growth.

Eric has also served as a consultant to manufacturing and service organizations by delivering strategy, people/compensation, and process improvements. He enjoys international involvement with youth in Rwanda (RwandanRelief.org) and Haiti (Help2Haiti.org).

Author profile
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.

Author profile

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.

Author profile
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.

Author profile

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.

Author profile
Managed Marketing Services Director at | Website

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

Author profile

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.

Author profile

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.