Generating sales is a primary growth driver.  Nevertheless, selling today is not only difficult, it can be downright daunting! Selling is tougher than ever because competition is more intense, sales cycles are longer, buyers are more sophisticated and expectations are higher. If you are serious about growing your business to the next level, don't miss this extraordinary opportunity to learn from our outstanding panel of experts about:

• Sales Leadership & Strategies 
• Consultative Solution Selling 
• People, Processes & Systems 
• Sales Force Automation (SFA) 
• Lead and Pipeline Management 
• Client Retention and Growth 
• Referrals and Net Promoter Scores (NPS)

MODERATOR:

Bob Newkirk | Director Channel Development | Entellium
Newkirk is responsible for developing and managing relationships, go-to-market strategies and programs with wireless carriers and smart-phone manufacturers for eMobile Sales Force Automation (Mobile CRM). He also develops multi-channel partners and alliances for Rave (Smart Client - Gamer Influenced Design CRM). Before joining Entellium, Newkirk worked with TrioTek (now BrightPoint) building the Verizon Wireless distribution channel of solution providers.  Bob has more than 20 years of sales and management experience with companies such as Shell Oil, Occidental, Lyondell and Federal Mogul.  He holds an undergraduate degree in marketing from Trinity University and an MBA from Lehigh University.

PANEL:

Tom Fedro | EVP Sales & Marketing | FarStone Technology
Fedro oversees the sales, marketing and operations at this software publisher focused on security and system recovery. Prior to FarStone, Tom served as VP of Sales and Marketing for financial services technology firm, Micro General Corporation; at the time of its acquisition by Fidelity National Financial, it was the fastest growing, public, technology company in Orange County. Fedro spent the 90's in VP roles at security software firms focused on fraud and churn management for mobile phone operators worldwide. As the lead sales officer he has been through the IPO process and 6 acquisitions worth over $700M. Fedro earned his Bachelor's Degree in finance and marketing from the University of Denver.

Phil Nasser | Founder | Sales Productivity Institute
Co-founder and member of the Board of Directors of Cerius Consulting where Phil also chairs the revenue enhancement practice. He has over three decades of senior sales and general management experience with heavy focus in the information technology industry. His consultancy helps companies improve sales efficiency and effectiveness, build teams, increase profit and manage the sales of complex products into complex organizations. Recent projects include: writing a business plan; designing and delivering an alignment workshop that brought all departments in alignment with the company's strategic goals; designing a best-practice sales process from end to end; installing and training a salesforce on a new sales methodology and deploying an effective sales activity management system. Phil has extensive experience with various channels of distribution, strategic account management, sales training, telesales and installed-base sales.

Paul De Paul | Principal | Pinnacle Partners
De Paul established Pinnacle Partners management consulting practice in 2002 after a successful career of some 25 years in the high-tech software and services industry. His experience covered a broad range of executive management roles in Sales, Marketing and Operational Management for companies both on an international and domestic basis. Past company experience included Platinum Technology, IBM, Metaphor Computer Systems, Dun & Bradstreet Services, Merant and Open Market.

Pinnacle Partners focuses on working with early stage and mid-market companies and assisting them in both accelerating and managing their growth, along with capital funding activity. Paul's expertise includes driving the implementation of formalized consultative sales and operational process methodologies that bring best practices for improving overall sales results, staff productivity and predictability of business performance. Recent client engagements have been in the Internet Marketing, Mobile applications and Location based services areas.

David Luke | President & Owner | The Growth Coach
David is the president and owner of the Orange County office of The Growth Coach, a leading Business Coaching company. David has been has been helping businesses grow for over 25 years. Prior to owning the Growth Coach, David was the owner and founder of an Irvine based sales consultancy focused on implementing structured sales processes for small business owners. David also spent 20 years with Hewlett Packard where he was a Sales General Manager responsible for overall profitability of several industry sectors. Dave received a degree in Engineering from Arizona State University.

Jim Westrom | VP of Sales | Thor Group
Westrom possesses a thorough understanding of top line revenue and sales management new business at mid size companies or Fortune 500 organizations. Jim uses a systematic sales lead management methodology works closely with the marketing staff and the sales force to identify all lead generation tasks including roles and responsibilities for a new high performance sales organization. Jim has grown corporate sales teams and grew a small company revenue four -fold from 12 to 52 million. He has held positions as the VP of Sales and President/COO.