Dan HeathAuthor, Speaker, Professor
Dan Heath co-wrote three of the most-loved business books of the past decade: Made to Stick, Switch, and Decisive. All three were New York Times best-sellers. Together the Heath brothers' books have sold over two million copies worldwide and been translated into 33 languages.
Dan is a senior fellow at Duke University’s CASE center, which supports entrepreneurs who fight for social good. He is also an entrepreneur himself, having founded Thinkwell, an innovative education company that will celebrate its 20th anniversary in 2017. A former case writer for Harvard Business School, Dan was named in 2013 to the Thinkers 50, a ranking of the world’s 50 most influential management thinkers, and also to Fast Company magazine’s list of the Most Creative People in Business. He has delivered keynotes or workshops for teachers, police chiefs, U.S. senators, interior designers, Navy admirals, health care leaders, marketers, ministers, and countless executive teams, across 26 countries on 6 continents. (He’s still waiting for that invitation from Antarctica.)
Dan has a Master of Business Administration degree from the Harvard Business School, and a Bachelor of Arts degree from the Plan II Honors Program at the University of Texas at Austin. He lives in Durham, North Carolina.
Brent AdamsonPrincipal Executive Advisor
CEB, now Gartner
Brent is well known for his passion for "productive disruption." He is a sought-after speaker and facilitator, with more than 20 years of experience as a professional researcher, teacher and trainer. Brent facilitates a wide range of executive-level discussions around the world for Fortune 500/Global 1000 executives in sales, marketing, and customer service, including global sales meetings, keynote presentations, board-level presentations, and hands-on best practice workshops. In over 12 years at CEB, Brent has been privileged to work with some of the greatest thought leaders in B2B sales and marketing.
As a Principal Executive Advisor at CEB, Brent serves as the company's chief story teller broadly spanning subjects from customer loyalty to sales rep performance to organizational productivity. He is the co-author of The Challenger Customer and the best-selling The Challenger Sale. In addition, Brent is a frequent contributor on sales topics on Harvard Business Review's blog and CEB's sales blog as well as being published in Bloomberg Businessweek and Selling Power.
A native of Omaha, Neb., Brent joined CEB from the University of Michigan's Ross School of Business where he recieved his MBA with distinction. Prior to that, he served on the faculty of Michigan State University as a Professor of German and Applied Linguistics. In addition to his MBA, Brent holds a B.A. with distinction in political science from the University of Michigan along with M.A.s in political science and German, and a Ph.D. in applied linguistics from the University of Texas. Brent resides in Leesburg, VA with his wife and two daughters.
University of Texas at Dallas
Cameron Allen is in his senior year at the University of Texas at Dallas studying Marketing with a concentration in Professional Sales and working part-time as a Coach for the sales classes. This past summer, Cameron interned at IBM within the IBM Summit Program. Last fall, he placed second at the University of Wisconsin Eau Claire National Sales Warmup and now coaches other students, recently helping one of them to finish first at the Nationals. He is the Vice President of his fraternity, director of the Student Sales Board, and is preparing as a student coach for the ICSC (International Collegiate Sales Competition).
Dave AndersonPractice Leader
CEB, now Gartner
As the head of CEB’s Sales Leadership Council for Midsized Companies, Dave's job is to create and fulfill the program’s strategy for customer engagement, new product and research, and product delivery. Critical parts of his job are managing the Research and Advisory Services Teams for the segment.
Prior to this role, Dave spent seven years as an Advisor for the Sales Leadership Council, partnering 1:1 with member organizations to help them turn CEB research, insights, and tools into action.
Before working at CEB, Dave was in sales and account management for a F500 company in the high tech space.
Jacques BoudreauVice President of Sales
Jacques has been with Kerry for the last 16 years, he has held several sales management positions over the years. Jacques is currently Vice President of Sales, responsible for targeted global accounts and the Sweet Snacking end use market. Kerry brings to the table a wide portfolio of customized Taste & Nutrition systems to help create products that have exceptional taste and improved nutritional value for a variety of categories including dairy, meats, cereals, sweets, beverages and culinary foundations.
Jacques brings over 20 years of sales experience in the nutritional and food ingredient markets, and has played key roles in developing, implementing, and acting as an ongoing advisor for Kerry’s DEED sales process, Salesforce.com implementation, and Challenger training. In addition to his current role with Kerry Jacques is a ConnectNS Global Advisor. He holds a Bachelor of Commerce from Saint Mary’s University, Nova Scotia, Canada.
Rich CavallaroExecutive Director, Global Sales Operations
Charles River Laboratory
For the past 23 years, Rich Cavallaro has been an integral part of the Charles River Laboratory team. In the past 2 years, Rich has managed the Global Sales Operations effort with accountability for sales competency, commissions, CRM, training and sales tools.
Charles River provides essential products and services to help pharmaceutical and biotechnology companies, government agencies and leading academic institutions around the globe accelerate their research and drug development efforts.
Rich brings over 30 years of Global Sales and Client Relationship Management experience to this industry. His past roles and responsibilities have been diverse: involving all segments of Life Sciences, including outsourcing needs for Global Pharmaceuticals, both established and startup Biotechnology companies and NA, EU and Asia Pac Academics and Government agencies. Rich holds a Bachelor of Sciences in Microbiology from Syracuse University.
Adam ColePartnerships Director, Solutions
CEB, now Gartner
Adam leads strategy, alliances and new product development for CEB’s Sales and Marketing Solutions (SMS) Practice. In this capacity Adam works with the SMS leadership team as well as innovative technology and channel partners to create new product and commercial opportunities for CEB. Prior to joining CEB in 2005, Adam worked as an investment banker advising on mergers and acquisitions. Adam holds a Bachelor’s degree in Commerce from The University of Virginia and a Master’s degree in International Economics and Business from The Stockholm School of Economics. He and his wife Betsy live with their son in Washington, DC.
Scott CollinsPrincipal Executive Advisor
CEB, now Gartner
Scott Collins is a Principal Executive Advisor within the CEB Sales Leadership Council's advisory team. In this role, Scott works closely with member executives to apply the CEB Sales' research and best practices to their most pressing and important challenges. As a senior team member, he has experience working with Chief Sales Officers and their teams across a variety of industries such as technology, financial services, manufacturing, pharmaceuticals and business services. Scott received his MBA from Penn State University and holds a BA in Communications from the University of Illinois.
Tom CosgroveSenior Executive Advisor
CEB, now Gartner
Tom Cosgrove is a Senior Executive Advisor within Gartner’s CEB Sales Leadership Council advisory team, based in Chicago. In this role, Tom works closely with Member executives to help harness functional best practices and assist in applying them to Benchmark, Upgrade, and Stay Ahead in key areas of strategic and tactical importance within a Sales organization. He has experience working with Chief Sales Officers and their teams across a variety of industries such as technology, healthcare, financial services, manufacturing, automotive, retail, and business services. Prior to joining CEB, Tom was a B2B National Accounts sales professional and Indirect-Channel Manager at an industry-leading Medical Device company. At this same CEB Member company, he was involved in the implementation of a number of sales enablement and process improvement efforts fueled by Sales Leadership Council research and advice. Having defected to Sales after growing up professionally in various Marketing roles, Tom has a unique appreciation for the power and necessity of collaboration and co-creation between the two functions. Tom received his MBA with a concentration in Marketing Strategy & Innovation Practice from The Ohio State University, and holds a BA in Economics from the Bucknell University.
Sugato Deb, Ph. D., MBADirector, Business Impact Group
Dr. Deb leads the National Instruments’ corporate team that focuses on business-impact consultation, industry best practices and benchmarking assessments. Dr. Deb has been with NI for 16 years and has more than 28 years of industry experience in product development, product testing, management consulting, and business development.
Rick DeLisiPrincipal Executive Advisor
CEB, now Gartner
Rick DeLisi has served as host and MC of the CEB Sales and Marketing Summit for the past six years, and is excited to be back in Las Vegas for another year with the Summit team. At CEB he specializes in the areas of Customer Service, Customer Experience and Communications, and is co-author of the best-selling book "The Effortless Experience."
Heidi DethloffVice President, Marketing
Heidi Dethloff is vice president of marketing at Digimarc Corporation. A 25-year technology marketing veteran, Heidi joined Digimarc after a career featuring multiple leadership roles at IBM, Sequent Computers and Edelman Worldwide. She has extensive expertise in partner and market management, marketing communications, planning and strategy, digital and influencer marketing, and public relations. At IBM, Heidi was the vice president for global midmarket marketing. In that role, she led IBM’s global marketing team, focused on driving pipeline and revenue from mid-sized companies with less than one-thousand employees. As vice president of marketing for Digimarc, she leads product and partner marketing, creative services, digital and social marketing, and corporate communications. Her role is pivotal in developing integrated strategies that showcase Digimarc’s value, highlighting the significance of digital identities in all forms of media for consumers and brands alike. Heidi also serves on the board of directors for the Business Education Compact (BEC), focused on bringing local businesses and schools together to provide learning experiences and future career opportunities for underserved students.
John DickFounder and CEO
John is a serial entrepreneur with extensive experience in new business formation, business development, marketing and communications. He is a frequent speaker at the Carnegie Mellon University Don Jones Center of Entrepreneurship, an accomplished writer with regular contributions to AdAge, the HuffingtonPost and Forbes and has appeared on Good Morning America, the AXS TV Grammy Prediction Special and as a speaker at numerous market research and business conferences.
Charlie DorrierDirector, Sales & Marketing Solutions
CEB, now Gartner
Charlie Dorrier is a Director with CEB, working in CEB’s Sales & Marketing Solutions group. He currently manages the North America client delivery team out of the firm’s headquarters office in Arlington, VA.
Charlie has developed a deep expertise in sales strategy and productivity issues across his 12 year tenure with CEB. He has worked across all practice areas of focus: Sales Productivity, Sales Skill Development, Manager Coaching, Sales/Marketing Messaging, and Organizational Best Practice Assessment.
Prior to joining CEB, Charlie worked as an Analyst within the telecommunications industry, conducting primary research around financial performance and writing articles for industry trade publications around the expansion and subsequent consolidation of the market. Charlie has also worked as a staff assistant in the US Senate, and in various roles on several political campaigns, both on the national and local level.]
Charlie holds a Bachelor’s degree in Economics from The University of Virginia and a Masters in Business Administration from New York University’s Stern School of Business. He and his wife Tess live with their two daughters in Alexandria, VA.
Dr. Howard DoverDirector of the Center for Professional Sales
University of Texas at Dallas
Dr. Howard Dover is the Director of the Center for Professional Sales, Clinical Professor of Marketing and Sales Coach at the University of Texas at Dallas. In the past few years, he has helped to create one of the fastest growing and largest University sales programs in the country. As the Director of the Center, he consults with the Center’s partners on how to best identify, develop, and coach the new generation now entering the business world. His areas of expertise include digital disruption of the sales and marketing field, sales enablement, social selling via Linkedin.com, and sales effectiveness strategies.
Brent DykesDirector, Data Strategy
Brent is the Director of Data Strategy at Domo and has over 12 years of enterprise analytics experience at Omniture and Adobe. He is a regular Forbes contributor on data-related topics and has published two books on digital analytics, including Web Analytics Action Hero. In 2016, Brent received the Most Influential Industry Contributor Award from the Digital Analytics Association (DAA). He has been a popular presenter at multiple conferences such as Shop.org, Adtech, Pubcon, and Adobe Summit. Brent earned his MBA from Brigham Young University and his BBA (Marketing) degree from Simon Fraser University. Follow him on Twitter @analyticshero.
Tyrone EdwardsManaging General Partner & CEO
TC Group USA
Tyrone Edwards is the former SVP of Sales & Commercial Operations at Merck & Co. and has over 30 years of experience in Sales and Marketing at multiple levels. Now Principle at the TC Group USA, Tyrone has worked with clients in Asia, Africa, Europe, India, South America, and the USA. Tyrone has also been a facilitator at CEB (now Gartner) since 2011 and also serves as an Adjunct Professor in the School of Business at the Cheyney University of Pennsylvania.
Tyrone holds a BS in Business Administration from North Carolina A&T State University and has done executive education at Northwestern University (Sales Force Productivity), Southern Methodist University (Business Administration), Harvard University, (Executive Leadership), and the American Management Association (Strategic Planning).
Andrew ElvishVice President, Marketing and Product Management
Andrew is responsible for the next phase of growth at Genetec. Focusing on comprehensive go-to-market strategies, targeted communication plans, and a global approach to marketing and product management initiatives, Andrew brings executive level strategic leadership to the company’s customer-facing activities.
Dan EricksenDirector, Sales & Marketing Solutions
CEB, now Gartner
Daniel Ericksen is a Director of Sales & Marketing Solutions with CEB, now Gartner, based in Washington, D.C. Dan has worked across the entire suite of CEB’s sales and marketing effectiveness engagements. He has served companies in numerous industries around the world, having delivered in or visited more than 50 countries. He was based in London with CEB from 2009-2013 and has also lived in Australia and Brazil. His experience involves working closely with organizations to implement a Challenger™ approach, align Sales and Marketing, and achieve commercial transformation with additional experience in process and productivity, organizational assessment, and sales operations. He also regularly leads workshops to help companies develop Commercial Insights and Challenger™ Messages.
Prior to his current role in the engagement delivery team, Dan was Chief of Staff to the General Manager and Executive Director of CEB’s HR and Sales professional services businesses, managing operations and maintaining P&L across both.
Prior to joining CEB, Dan worked as a sales consultant in biological laboratory equipment where he tripled sales revenue within a year.
Dan received a Master’s Degree in Bioengineering from Massachusetts Institute of Technology. He also holds a Bachelor’s Degree, magna cum laude, in Chemical Engineering from Brigham Young University.
Terri FastSr. Content Ninja
As part of the Marketing team at Compeer Financial, its Terri’s job to collaborate with sales to identify, document and manage activation of the organization’s commercial insights and challenger methodology. With expertise in content strategy, creation and delivery, Terri works to develop, manage and distribute content that addresses buyer pain points, aligns with Compeer’s strategic imperatives and supports sales objectives. Terri is a nationally recognized content creator with thirty years of experience in the marketing industry. Known for her creativity, strategic ability and authentic approach to working relationships, she is passionate about buyer-centric content, coaching and learning from others and working as an advocate for the people of agriculture and rural America.
The University of Texas at Dallas
MaKayla Forsberg is in her junior year at the University of Texas at Dallas studying Marketing and working part time as a Teacher’s Assistant for the introductory and advanced sales classes. This past summer MaKayla interned at a Fortune 11 company, AmerisourceBergen. In the spring, she placed first in the freshmen/sophomore division at the University of Toledo Invitational Sales Competition and also won the Pro Sales Cup Challenge at the University of Texas at Dallas. She is a captain on the UTD Women's Soccer Team and an active member of the sales program, currently preparing as a student coach for the upcoming NSC competition.
Alex GashSenior Executive Advisor
CEB, now Gartner
Alex de Fursac Gash is a Senior Executive Advisor with CEB’s Marketing Leadership Council, serving Marketing Executives in Europe, Middle East, and Africa. In this role, Alex facilitates a wide range of executive-level discussions and in-depth problem/solution analysis for heads of marketing and their teams at Fortune 500 organisations.
Prior to joining CEB, Alex primarily focused on Strategy Consulting and Financial Services. He started his career working with the Credit Derivatives trading team at JP Morgan before moving into Management Consulting. With BearingPoint Consulting, Alex’s experience included a variety of projects including: change & organisational management, and market entry and digital strategy engagements in the Financial services, energy, and retail sectors. Alex holds an MBA from ESADE Business School (Spain) and a Bachelor’s Degree in Politics from the University of York (UK). He is fluent in English, French, and Spanish.
Carlos GuerreroPrincipal Executive Advisor
CEB, now Gartner
Carlos has been with CEB since 2007. Currently, he facilitates research-based presentations and leads various action-oriented workshops for Heads of Marketing and their teams. He served in a similar role with CEB Legal and CEB Compliance for several years. Carlos holds a JD from the American University Washington College of Law. Prior to law school he was a research analyst with Oaktree Capital Management.
Darci HeblingDirector of Global Marketing Operations and Branding
Darci Helbling is the Director of Global Marketing Operations and Branding at Charles River, a Contract Research Organization that supported the development of ~70% of the drugs approved by the FDA last year. In her 12 years with Charles River, Darci worked on the event team and several strategic marketing teams before moving into her current role in Marketing Operations with oversight of the website, CRM, marketing communications, digital strategy and corporate branding. Darci is certified in CEB Challenger™ Messaging and holds a B.A. focused in Marketing from Gonzaga University.
David HeldProduct Marketing Lead
Microsoft Dynamics 365
David Held currently leads product marketing for Microsoft Dynamics 365 for Sales. David has spoken at a number of industry conferences advocating the voice the customer through sales and marketing channels including CRM, content marketing and e-commerce. He has held various roles in marketing and sales at ExactTarget, Border States Electric, Sundog Interactive and Microsoft. David's passion is using technology to enable both sales and marketing to connect with and engage with a customer to create a positive connected experience.
Marta HiltonNorth American Nomex® Sales Leader
DuPont Protection Solutions
Marta Hilton is the North American Nomex® Sales Leader for DuPont Protection Solutions. She joined DuPont in 1989 and has spent her career in a variety of diverse leadership positions across various DuPont businesses. Throughout her career, Marta has been recognized by DuPont for her contributions to sales excellence, for being a customer advocate internally, and for her strong passion for sales. Marta holds a B.S. degree in Chemical Engineering from Purdue University and an M.B.A. from UNC Chapel Hill.
Peter Isaacson is a proven business leader with over 25 years of marketing experience in job responsibilities ranging from branding and advertising to corporate communications and product marketing. This includes deep experience in both B2C and B2B marketing and managing large teams across international markets.
As Chief Marketing Officer for Demandbase, Peter is responsible for overall marketing strategy and execution, including product, corporate and field marketing. Prior to joining Demandbase, Peter was CMO at Castlight Health, helping to scale the company and build the marketing team prior to their successful IPO. Peter has also held leadership positions at Microstrategy and Adobe, where he led various functions, including brand marketing, WW field marketing, and the WW Education vertical business. Peter got his start in advertising, working at agencies in New York on accounts ranging from Procter & Gamble to Compaq computers.
Louis JonckheereChief Product Officer & Co-Founder
Louis leads product development at Showpad, a company he co-founded. Previously he and his co-founder, Pieterjan, founded the mobile development agency, In The Pocket in 2010, where Louis still serves on the board. Prior to In The Pocket, Louis was a Strategic Partnership Manager at Netlog. Louis holds masters degrees in both Law and Business.
Rick KarltonAdvisory Leader
In his current role as Advisory Leader, Rick Karlton heads the North American team of advisors for the Sales Practice at Gartner.
Matt KielAdvisory Leader
CEB, now Gartner
Matt Kiel serves as the Advisory Leader in Australia and New Zealand working across CEB’s Sales, Marketing, and Service Practice, where his team of advisors help senior executives put CEB research into practice. He is also Director of the CEB Sales & Marketing Solutions business in region, leading the client delivery team in supporting commercial transformation projects aligned to “The Challenger Sale.” In his 11 years at CEB, he has worked across our North American, European, and Australasian markets and has spent time engaging with both large enterprise and midsized clients.
Jim KondratDirector of Content Operations
Jim Kondrat is the Director of Content Operations at Hyland, creator of OnBase. He has the privilege of working with some of the most caring, passionate and knowledgeable people in the Information Management and Enterprise Content Management industry. He assists Hyland’s sales professionals to better engage customers and achieve profound cost savings that create a positive lasting business impact. Jim strives to make the complex simple, introduce new tools and technology where appropriate and roll-up his sleeves to assist with business process analysis and determine outcomes that our solutions ShareBase and OnBase can offer prospective customers. Jim is a versatile professional with extensive experience retooling processes to leverage cost savings and improvement. He has a keen understanding of organizational behavior and the impact of change on a company and its people.
Victoria KovalHead of Learning Design and Digital
CEB, now Gartner
Victoria joined CEB (now Gartner) in 2006 as part of the Sales Leadership Council and worked on the original Challenger research. She joined Sales and Marketing Solutions team in 2014. Victoria leads Sales and Marketing Solutions program strategy, development and design based on the ChallengerTM commercial strategy including commercial message development, sales, marketing and leadership development, and software solutions. Victoria’s team is also responsible for driving product strategy, definition, development, and delivery across a broad suite of leadership development programs that span HR, IT, Finance, Legal and Customer Service functions.
Victoria currently serves as Chair of Women@CEB (now Gartner) group promoting diversity and inclusion in the workplace. Born and raised in Ukraine, Victoria holds a Bachelor’s degree in Linguistics and a Master’s degree from Georgetown School of Foreign Service. She currently lives in Washington D.C.
Jonathan Lister, MBA '00Sales Leader
Jonathan Lister is the Vice President, Sales Solutions at LinkedIn. His team works with the world's most widely recognized brands to help them leverage their vast employee and client networks to build social selling expertise and dramatically improve how they sell.
Jonathan also serves as LinkedIn’s Country Manager for Canada where he is responsible for increasing brand awareness and adoption. In this role, Jonathan focuses on driving revenue, user engagement, strategic partnerships, marketing and general operations.
Previously, Jonathan was the Vice President, North America Sales, Marketing Solutions at LinkedIn. He oversaw the North America advertising sales and operations organization for LinkedIn to help brands connect with LinkedIn’s audience of affluent, influential and ambitious professionals.
Prior to his tenure at LinkedIn, Jonathan worked as Country Manager at Google Canada, responsible for creating and executing the business strategy for the region. Over the course of his career, he has held several executive positions, including roles at AOL, where he was the Senior Vice President of Operations at AOL Europe. He was also the General Manager and Senior Vice President of AOL Canada, overseeing the strategic direction and management of the company.
Jonathan holds a Master's Degree in business administration from the Rotman School of Management and a Bachelor's degree in literature from the University of Toronto.
Greg LittleSales Excellence Manager
Shell Oil Company
Greg Little has been with Shell Oil Company for 20 years and currently works as the Sales Excellence Manager in the downstream Global Commercial division. This part of Shell focuses on servicing customers from retail stores such as Wal-Mart to large aviation and marine customers, meeting their lubrication and technical needs. He leads a global team that supports Sales teams to improve their selling and customer engagement behaviors through setting world class selling standards, coaching those skill sets, and rewarding and recognizing strong behaviors and delivery of results.
Greg’s background includes a strong history of sales and marketing experience. He has sold to customers both domestically as well as internationally including Wal-Mart, Costco, Sam’s Club, Brookstone, Navistar Trucking, General Motors, and Fiat Chrysler. He graduated from Brigham Young University with a Bachelor of Science in Business with a focus on Sales and Marketing and now after several relocations, lives in Houston, Texas with his wife and six children.
Greg LewisManaging Director and Head of Strategic Sales and Marketing
Texas Capital Bank
Greg Lewis is Managing Director and Head of Strategic Sales and Marketing for Texas Capital Bank. He has over 23 years of experience in leading and building sales organizations for financial institutions. In his current role, Greg leads business development, sales, corporate marketing, relationship and portfolio management, as well as a national specialty banking group.
Prior to Texas Capital Bank, Greg spent 12 years with JPMorgan Chase, where he led the Corporate Liquidity and Investments Sales team. Before beginning his banking career, Greg proudly served in the United States Marine Corps.
Phil LurieVice President of Sales Technology
Phil Lurie is Vice President of Sales Technology at SAP where he leads the LinkedIn rollout to about 15,000 users. He is also responsible for Mobile apps and third-party software. Prior to SAP, Phil was a management consultant at Deloitte and PriceWaterhouseCoopers, and previous to that he was CIO at Simon and Schuster. He also teaches courses on Social Media in Sales and Marketing at the Lally School of Management at Rensselaer Polytechnic Institute in New York. On the personal side, Phil works with children in Foster Care serving as a Court Appointed Special Advocate.
Martha MathersPractice Leader
CEB, now Gartner
Martha serves as the practice leader overseeing the Marketing Leadership Council and its major quantitative and qualitative research initiatives.
In this role, Martha manages the global research team’s ongoing efforts to surface progressive insights, best practices, and implementation guidance for Heads of Marketing and their teams. Her areas of expertise include marketing strategy, digital marketing, content marketing, integrated marketing campaigns, customer insight, market research, and marketing training and development.
Since joining CEB in 2003, Martha has led meetings and workshops with marketing, market research, and strategy leaders at hundreds of member companies in North America and Europe. She spent three years overseeing the Marketing Leadership Council for Midsized Companies during which time the program doubled in size. Prior to joining CEB, Martha worked in brand management at L’Oréal and spent several years in management consulting, focusing on innovation in HR service delivery.
Martha received her Bachelor of Arts from Georgetown University and an MBA from Emory University. She lives in Arlington, VA with her husband, two daughters, and black lab and can be found on nearby running trails in her spare time.
Michael McCuneSenior Executive Advisor
CEB, now Gartner
For the past 25 years, Michael has worked with marketing leaders to enter new markets, grow existing ones, and advance the practice of marketing within their organizations. A 6 year veteran of CEB (now Gartner), he currently serves the members of the Marketing Leadership Council.
Jim NinivaggiChief Readiness Officer
With more than 30 years of B2B sales productivity expertise, Jim is responsible for ensuring that the Brainshark field force is ready to sell, leveraging the power of the Brainshark sales readiness platform. As a recognized thought leader in the sales enablement field, he is a resource for Brainshark clients to go to for best practices and innovated approaches to enabling the modern salesforce. Jim previously headed the sales enablement research practice at SiriusDecisions, where he provided clients with data and insight to maximize sales effectiveness and accelerate revenues. He has held various positions in sales, ranging from individual contributor, sales management and sales leadership. Today, he uses his knowledge and expertise of key sales enablement trends to help shape and execute Brainshark’s readiness strategy.
Sam OlsonSVP, Director of Sales Administration
Sam joined Huntington Bank in 2011 and currently serves as the Director of Commercial Sales Administration, headquartered out of Columbus, Ohio. He gained extensive experience in the banking industry and sales execution through various management and sales leadership roles at Zions National Bank, prior to joining Huntington.
At Huntington, Sam was originally responsible for managing the sales process for Business Banking Treasury Management. After a successful tenure in that role, he graduated to a Strategic Execution role in Treasury Management. Today, Sam oversees multiple teams that enable sales execution for the Commercial Bank. He has helped build a culture of accountability as it relates to sales discipline over the past two years. Additionally, he is the Certified Challenger Trainer at Huntington and has trained over 300 sellers.
Peter PickusAdvisory Leader
CEB, now Gartner
Peter runs the Advisory Services function for the CEB Marketing, Sales, Marketing Insights, and Communications practices. In this role, Peter spends countless hours working directly with hundreds of senior business leaders in identifying and applying insight to address their most critical business challenges on a variety of topics including lead generation, branding, and customer loyalty. Peter makes more than 25 presentations per year to audiences that range in size from 20 to 300.
Daniel RodriguezVP of Marketing
Daniel is the VP of Marketing at Seismic, the leading enterprise-grade sales enablement solution, where he develops and executes a marketing strategy focused on generating high quality leads for sales and raising brand awareness. A part of Seismic’s executive team and the company's first marketing hire, Daniel has seen his marketing team expand from one to 25 in four years and has been instrumental in Seismic's 1,200 percent growth during that same timeframe.
Daniel was recently named a "MarTech Maven" thought leader by research and news site MarTech Advisor, has written about his experience in scaling a marketing team and content marketing for Forbes and CMO.com, among other publications, and has spoken at a number of industry conferences focused on marketing and the customer journey.
Nick TomanGroup Leader, Sales & Service
CEB, now Gartner
Nick Toman oversees the global research operation and product development for CEB's Sales Leadership Council, which serves more than 650 sales organizations around the world. Nick’s expertise spans a variety of topics including talent management, customer experience management, sales and service operations management, sales and service strategy, sales enablement and organizational culture. He most enjoys researching the intersection where behavioral economics and social science meet traditional business management.
Nick has authored several articles featured in Harvard Business Review ("Stop Trying to Delight Your Customers," July-August 2010, "The End of Solution Sales," July-August 2012, and "Dismantling the Sales Machine," November 2013). He is a principle contributor to The Challenger Sale (Penguin/Portfolio, 2010) and ongoing research on the Challenger™ model and Insight Selling™ approach. Nick is a frequent contributor on sales and customer service topics for a number of blogs, including that of the Harvard Business Review and Freakonomics, as well as on CEB’s sales and customer service blogs.
Glenn WankeChief Strategist
Heron Growth Partners, LLC
Glenn Wanke is the Chief Strategist at Heron Growth Partners, LLC, a St. Petersburg, Florida based strategic consulting firm helping companies find the intersection of the right customers, right offering and right go-to-market models to drive organic growth. Glenn has over 22 years of Sales, Engineering and Marketing leadership experience in Industrial markets with hands-on deployment experience of the CEB Challenger™ model and building content and enablement eco-systems. Glenn has led Global Consumer Electronics Business Units for over 10 years resulting in extensive Asia & Emerging Market on-the-ground experience.
Prior to launching Heron, Glenn most recently worked as the VP of Strategic Marketing for Stanley Engineered Fastening, a division of Stanley Black & Decker. He holds a BS in Mechanical Engineering from Rutgers University and a MBA from European University focused on International Business.
Shelley WestPrincipal Executive Advisor
CEB, now Gartner
Shelley West is a Senior Executive Advisor with CEB’s Marketing Leadership Council. In this role she helps heads of Marketing and their teams work through their most pressing challenges and apply CEB’s research, frameworks, and best practices. Prior to joining the Executive Advisory team in 2013, Shelley spent 3 years as a strategic research consultant for the Marketing Leadership Council.
Ann Winstead-DerlegaSenior Executive Advisor
CEB, now Gartner
Ann Winstead is an Executive Advisor with CEB’s Sales Leadership Council, acting as a bridge between the membership and CEB’s research canon. An expert on the Challenger Sale and how companies implement Insight Selling, Ann has discussed and advised senior sales executives and their teams on best practice documentation and implementation. She has vast experience presenting to executive and management teams, sales managers, and front line reps in both live and virtual settings.
Spence WixomDirector, Sales & Marketing Solutions
CEB, now Gartner
Spence joined CEB and the Sales & Marketing Solutions team in 2007, after working in Real Estate Development and Investment Banking. He is a key member of the SMS leadership team and he executive manages Challenger implementations in some of the world’s largest and most complex sales and marketing organizations. Spence has also spent years actively building the presence of Challenger in Asia Pacific, having run the SMS practice out of CEB’s offices in Sydney and Singapore. His sales and marketing interests include developing seller customer-facing capability, enhancing manager coaching capability and sales and marketing collaboration to build powerful commercial messaging. He holds a BA from the University of Utah and an MBA from Brigham Young University. He currently lives in Dallas, TX.
Douglas YoungerDirector of Global Marketing
Douglas Younger is Director of Global Marketing for Ekso Bionics, a silicon valley exoskeleton manufacturer developing solutions for medical and industrial sectors. He’s been with Ekso Bionics since 2016, having previously worked in senior marketing roles for Siemens and GE. In his current role, Doug is responsible for both upstream and downstream marketing. He provides leadership for the commercial marketing function to drive strategy in product marketing, communication, media, public relations, content marketing, events, web, marketing automation, social media, brand development, community out-reach, strategic partnerships, and investors relations. He is a strong advocate of the Challenger concept for marketing and incorporates it throughout the company’s marketing ecosystem. Doug holds a Bachelor of Biological Sciences degree from Bowling Green State University and an MBA from Case Western Reserve University.