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

Dr. Hellman 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.

Author profile

Landon Petersen is a Manager with Axiom Consulting Partners. Landon helps organizations solve strategic challenges using a collaborative and data-driven approach. He leverages insights gleaned from nearly 10 years of in-house and consulting experience, and provides both tactical execution and creative innovation to develop customized and sustainable client solutions. His industry background includes technology, retail and consumer products, industrial, life sciences and financial services.

Author profile

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.

Author profile

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.

Author profile
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.

Author profile

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.

Author profile

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.

Author profile
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).

Author profile

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.

Author profile
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