Insight Selling: What B2B Sales Winners Do Differently
April 28, 2015
Hosted by Bonnie D. Graham
|[View Guest Page >]||[View Guest Page >]||[View Guest Page >]|
The buzz: Winner! B2B sales is evolving, with buyers more sophisticated and better informed, and the buying environment dramatically different than ever. How do today’s top sales winners separate themselves from the pack? By studying over 700 major business-to-business purchases from buyers representing $3.1 billion in annual purchasing power, RAIN Group discovered that solution-, consultative-, and relationship-selling approaches are no longer sufficient to win the sale. And even savvy buyers still need people to share ideas and help them think through their options. Is your sales team up to speed? The experts speak. Mike Schultz, RAIN Group: “The road to success is always under repair” (Anonymous). Gord Smith, Hitachi Solutions: “Success is stumbling from failure to failure with no loss of enthusiasm” (Winston Churchill). Mark Roberge, Hubspot: “In God we trust, all others bring data" (W. Edwards Deming). Join us for Insight Selling: What B2B Sales Winners Do Differently.
Business Network Innovation with Game Changers, presented by SAP
Tuesday at 9 AM Pacific Time on VoiceAmerica Business Channel
Game-changing technology strategies are transformational, exciting and disruptive for a reason. They shake up your status quo. They get you thinking about new ways to scale, compete and grow. They move you in amazing new directions. They are also increasingly critical to success in today’s dynamic, competitive, global economy.
Join host Bonnie D. Graham as she invites you to take an additional coffee break with game-changers for our special series on a glimpse into tomorrow’s hot business and industry trends, on Business Network Innovation with Game Changers.
Learn how you can become the savvy Transformation Leader who takes your company across the finish line as you look ahead to the next wave of business innovation.
Business Network Innovation with Game Changers, presented by SAP, can be heard live on Tuesdays at 9 AM Pacific Time / 12 PM Eastern Time on the VoiceAmerica Business Channel.
Bonnie D. Graham
Bonnie D. Graham has been producing and hosting live talk radio since 1998. She is the creator, producer and host of more than 25 weekly business thought leadership talk series presented by SAP under the banner of Coffee Break with Game-Changers Radio, which debuted in 2011. In a uniquely lively, unscripted roundtable discussion format, Game-Changers offers a broad range of expert business and technology insights to a global business audience.
SAP helps companies of all sizes and industries run better. From back office to boardroom, warehouse to storefront, desktop to mobile device, SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. We do this by extending the availability of software across on-premise installations, on-demand deployments, and mobile devices.
- 4/28/2015: Insight Selling: What B2B Sales Winners Do Differently Listen Now
- 4/7/2015: Managing Suppliers and Enterprise Spending: Let the Numbers Do the Talking Listen Now
Keith Baranowski is Vice President of sales for SAP in the Bay Area and Pacific Northwest. His responsibilities include growing SAP’s commerce network and helping companies streamline procurement, accounting, cash management and subcontracting business processes. Keith has been with SAP for 10 years in leadership roles focused on Supply Chain, Product Lifecycle Management, Manufacturing and Operations solutions. He previously worked at Oracle, PeopleSoft and i2 Technologies in management positions in sales, marketing and product development. Prior, Keith worked as a Sales Engineer at Intel. Keith’s community activities include leadership roles with his local Boy Scout Troop and for SAP’s partnership with KaBOOM!, providing safe places for children to play in underprivileged neighborhoods. SAP and KaBOOM have built 8 playgrounds for Bay Area children. He is also involved with the Tijuana Ministry through St. Simon’s Church, which builds five houses each year for families in Tijuana. View Guest page
Robert J. "Rob" Brooks, Global Solution Consultant, IBM Client Success, has worked in eCommerce for nearly 20 years helping multi-national clients manage their IBM-spend through SAP/Ariba and other eProcurement platforms. His projects with commercial and Federal clients ranged from sourcing, procurement, catalogs, eInvoicing, payments and services procurement. He spent over 3 years at Ariba as part of the Supplier Programs team helping to build relationships and value for Strategic Suppliers on the Ariba Network. In his current role at IBM, he represents IBM as a supplier and manages the IBM-Seller/SAP/Ariba relationship, Client eProcurement IT requirements and complex engagements for IBM's Client Success team. View Guest page
Bridget Carter joined Caesars Entertainment in November 2009 as Manager of Supplier Diversity. Prior to Caesars, she worked in the utility industry with 20 years of experience in Supplier Diversity, Economic Development, Communications and Customer Service. In her role, Bridget is responsible for the creation, implementation and management of key supplier diversity initiatives for Caesars’ properties in Illinois, Indiana, Ohio, Missouri and Iowa. Major emphasis is placed on managing relationships with diverse businesses by mentoring and helping them grow in capacity, designing and executing supplier educational and outreach events (across the country and in new markets) to communicate about Caesars projects and “How to do Business” with the company. She has worked tirelessly as an advocate for supplier diversity both internal and external to the company. Bridget maintains involvement with many diverse and business organizations on a local, regional and national level. View Guest page
Simeon Chiger is Director of eProcurement at MSC Industrial Supply Co. MSC is a leading North American distributor of metalworking and maintenance, repair and operation (MRO) products and services. MSC helps customers keep plants up and running, efficient and able to deliver products quickly. MSC does this with our technical, metalworking and supply chain expertise, and rapid delivery of more than 1 million items, including those that are critical, from approximately 3,000 suppliers. Simeon has been with MSC for more than 28 years in a number of leadership roles including Product Management, Marketing, eCommerce, Product Information Management and now manages all of MSC’s integrated business. Simeon managed MSC’s first customer integration through the Ariba Network in 1999 and used that experience to build out infrastructure and processes in order to connect to customers quickly and efficiently. View Guest page
Alan Cohen brings more than 20 years of payables and working capital experience as a practitioner, consultant, and banker. In his current role, he leads the payables and working capital business development and strategy within SAP-Ariba. Previously, at Coca-Cola Enterprises, Alan led a Procure-to-Pay transformation that encompassed sourcing, procurement, and payables automation, and the company became one of the first in industry, to benefit from optimizing payables and dynamic discounting. While with JPMorgan, Alan helped companies in many industries outline their strategies, governance models, and implementation / value creation plans to benefit from payables automation and optimize payables working capital. Alan earned a supply chain management degree from Arizona State University. View Guest page
Sam Crawford, Sr.
Sam Crawford, Sr. is CEO and Founder of Armed Forces Construction Group, LLC, and a decorated United States Navel veteran. Sam proudly served as a Chief Petty Officer on the U.S.S. North Hampton also known as “The Grey Ghost, the command cruiser for Presidents John Kennedy and Lyndon Johnson. Sam’s military service included high level security clearance to serve in the Cuban blockade. He was part of the training program that was the predecessor to what today is known as the Navy Seals. In 2012 Sam founded Armed Forces Construction Group, a construction firm specializing in connecting the right-skilled veterans with fully insured veteran crews to support a variety of commercial and residential housing projects in 49 cities in 12 states. Previously, he spent nearly 20 years as General Manager for Tri-Start Mobility, a firm that designed, built and delivered specially equipped handicapped vans nationwide to support the disabled. Sam joined Ariba Discovery in September 2014. View Guest page
Dawn Duross is a Senior Director in Cisco’s Global & Strategic Partner Organization, responsible for managing the global partnerships for both SAP and Deloitte. She and her team drive executive alignment, partner strategy, and Go to Market activities to drive business outcomes in key technology areas such as Data Center, Cloud, and Collaboration. Previously, Dawn was Senior Director of Cisco’s US Public Sector & Solution Integrator Partner Organization, and Operations Director for federal channels and government system integrators. She has served on the Cisco Gender Diversity Operating Committee and co-hosted the Women’s Channel Leadership Conference. In 2006, 2007, 2008, and 2010, Dawn was listed among the 50 Most Powerful Women of the Channel by Everything Channel (formerly CMP Channel). Dawn holds a Bachelor of Science degree in electrical engineering from Oakland University (Michigan) and a Master’s in journalism and public affairs from American University (Washington, D.C.). View Guest page
John Evarts is the COO/CFO of Mediafly, a fast-growing technology company that helps complex organizations drive revenue through increased engagement with sales content on any device. John has served Mediafly since March 2010 providing strategic, financial and operational leadership resulting in rapid expansion in revenue, global client engagements and personnel. John has 15 years of C-suite experience and has successfully transformed a number of small businesses across a broad range of industries. An MBA graduate of the University of Chicago, John enjoys speaking to and coaching Booth students and alumni as Executive-in-Residence and mentor. In addition to his many volunteer efforts, John enjoys contributing to/speaking on start-ups, innovations in finance, leveraging cloud-based technology and scaling small business and has spoken at the World Economic Forum in Davos, Switzerland. View Guest page
David Favro is the eProcurement Sales Manager for National Business Furniture. With a background in finance and marketing, David spent his first seven years managing the finances in the Los Angeles branch, and as a merchandiser, he developed a supplier base on the West Coast to improve regional availability, quality and margins. In 2000, he became branch manager for that region and managed the western US call center for National Business Furniture’s catalog and web operation and the direct sales force. By 2006, David was head of operations compliance throughout North America, ensuring best practices were shared among strategic business units. Today, David maintains an active role in merchandising, managing logistics, leading the call center and its related departments, as well as the western region direct sales team, and spearheading eProcurement sales and operation efforts. He interfaces with the company’s suppliers and customers in the cloud to help them control spend. View Guest page
Dana Gardner is president and principal analyst at Interarbor Solutions, an enterprise IT analysis, market research, and consulting firm. A leading identifier of software and cloud productivity trends and new IT business growth opportunities, he honed his skills and refined his insights as an industry analyst, pundit, and news editor covering the emerging software development and enterprise infrastructure arenas for the last 20 years. Dana tracks and analyzes a critical set of enterprise software technologies and business development issues. His specific interests include the Networked Economy and social media, hybrid cloud efficiencies and security, as well as integrated marketing technologies and techniques. He is a former senior analyst at Yankee Group and Aberdeen Group; a former editor-at-large and founding online news editor at InfoWorld; and a former news editor at IDG News Service, Digital News & Review, and Design News. View Guest page
Barbara Giamanco heads up Social Centered Selling. She’s the co-author of The New Handshake: Sales Meets Social Media and authored the Harvard Business Review article Tweet Me, Friend Me, Make Me Buy. Known internationally as a thought leader in Social Selling, Barb is a sought-after Sales and Social Media Advisor and Speaker. Barb has a proven, 30-year track record in generating sales and capped a corporate career at Microsoft, where she led sales teams. View Guest page
T. Scott Gross
T. Scott Gross is more than a writer who speaks; he literally has been there and done that! A veteran of the hospitality industry, Gross learned about business and leadership from the bottom up, starting from the business end of a pot sink! Scott’s hands-on approach has earned him the respect of audiences everywhere. He knows what it’s like to make payroll every Friday. His first book, Positively Outrageous Service, has been translated into over a dozen languages. The 13 fun to read books that have followed prove that it is possible to have fun, make the world a better place…and earn a living by loving on your customers. Scott’s client list includes such respected companies as Southwest Airlines, Ford, and WalMart. He is one of a handful of speakers who has been honored as a Legend of the Speaking Profession. His personal accomplishments include EMT first responder, instrument-rated pilot, certified wild land firefighter and former city councilman, including a term as mayor pro tem. View Guest page
Michael Idinopulos is Chief Marketing Officer of PeopleLinx, a leading provider of social selling technology and training. Previously he was Chief Customer Officer of Socialtext and Director of Knowledge Technology at McKinsey & Company, where he led some of the earliest deployments of social media inside a global enterprise. Michael’s TEDx talk, “Mr. Manager, Tear Down These (Digital) Walls”, is available on YouTube. Michael holds a B.A. from the University of Chicago and a Ph.D. in philosophy from U.C. Berkeley. View Guest page
Dan Juliano is the Senior Vice President of Business Development and Product for PrimeRevenue. As a member of the leadership team for more than 10 years, Dan is responsible for identifying and developing PrimeRevenue’s global strategic partnerships and managing the product vision and delivery of the PrimeRevenue OpenSCi products. For over 200 of the global 1000 corporations and more than 17,000 suppliers who view Supply Chain Finance as a strategic asset, PrimeRevenue operates some of the largest supplier financing programs for clients around the globe. Headquartered in Atlanta, PrimeRevenue offers financing options that offer the control and flexibility for organizations to optimize working capital, improve margin, reduce costs while lowering risks throughout the financial supply chain. Previously, Dan spent 15 years at software companies in industries like ERP, eProcurement and integration. Dan is a graduate of the University of Pittsburg and winner of the Bronze Stevie Award. View Guest page
Anne Kramer, President and CEO of Ergo Works®, Inc., has over 15 years’ experience in architecture, office space planning and workstation design. With a B.A. in Architecture from UC Berkeley, she quickly gained experience in ergonomic workstation assessment and implementation and worked as a consultant to public and private-sector businesses. Before Ergo Works, she was a managing partner of ComputERgonomics, responsibile for the development of ergonomics training programs, on-site workstation evaluations and implementation, product research and evaluation, design review of in-house custom-built ergonomic accessories and sales and marketing. Anne served as a consultant to Krames Communications, on an educational ergonomics training video for nationwide distribution. She trains new hires and performs on-site workstation evaluations and implementation of continued ergonomic work product solutions. Anne is well-known for her planning and design for office and laboratory environments. View Guest page
Rich Lazzara is responsible for providing leadership and oversight to the key functional areas of Procurement, Vendor Management, Supply Chain, Travel, and Mobile Solution Delivery within CA Technologies. Rich has created and executed the CA IT Innovation Roadmap to set a clear direction for creating process efficiencies and improving the user experience by integrating existing on-premise applications with new cloud, mobile and HTML5 solutions. This has included the successful integration of Ariba APC/PO automation globally and the Ariba Invoice Pro solution for North America with CA Technologies’ existing back-end ECC and SRM systems. The global implementation of the Ariba Upstream Solution went live in June of last year. Before joining CA Technologies, Rich held various technology roles at Arrow Electronics, Lehman Brothers and Citibank. View Guest page
Andrew Lea serves as Marketing Director in Dun & Bradstreet’s Channel Enablement team. In that capacity, Andrew supports the marketing and thought leadership efforts of a portfolio of Dun & Bradstreet strategic partners that provide supply chain management and master data management platforms, working with them as a marketing resource and consultant. Andrew’s professional background includes 18+ years of product marketing, thought leadership, and brand development for providers of credit origination, finance portfolio management, and risk management solutions to regional and global banks, large-scale manufacturers, and independent commercial equipment lessors. Andrew’s articles and commentary on financial services technology have appeared in finance industry websites and print periodicals and online in The Wall Street Journal. Andrew may be reached at LeaA@dnb.com. View Guest page
Phil Lurie is Senior Director for SAP Global Customer Operations, Tools and Technology. Phil’s most interesting role is to introduce and manage third party tools to support SAP’s sales organizations. He also helps manage the capital budget and application security. Currently, he is leading the rollout of LinkedIn’s Sales Navigator tool globally, as part of SAP’s new social selling initiatives. View Guest page
Jonah Manning is the CEO and Founder of PeopleOps Consulting. He is a serial founder who exited his first company in 2005 at the age of 23. Jonah is very active in the private equity space and is the loudest voice in what he feels is a major shift that is about to hit critical mass in the way companies buy. View Guest page
Quentin McCorvey, Sr.
Quentin McCorvey, Sr., President and COO of M&R Distribution Services, is an administrator, strategist, and community leader with wide range of experiences in governmental, healthcare, and nonprofit sectors. He has developed a strong record in communications and community affairs, strategic planning, relationship management, budgeting, program and policy development and analysis. Quentin earned a BA in Political Science from Jackson State University (MS) and a Masters Degree in Public Administration Program (Public Management) from Cleveland State University. Formerly he served as Senior Vice President of Corporate Diversity Strategies and Programs with KeyBank. Quentin was inducted into the Crain’s Cleveland Business Magazine 40 under 40 Club in 2002 and Kaleidoscope Magazine’s Forty/Forty Club Class of 2003. A member of the Cleveland State University Athletic Visiting Committee, 100 Black Men of Greater Cleveland, Phi Beta Sigma Fraternity, Inc., he is also an ordained deacon. View Guest page
Rob Mihalko is Vice President of Business Networks for Ariba, an SAP Company. Rob has played an instrumental role in growing Ariba Network’s customer community to over 1.7 million companies and driving the growth of Ariba’s Network business to supporting over $USD 600 billion in transaction value world-wide. He has played a key role in the launch and marketing of Ariba Network, Ariba’s Financial Solutions, Ariba Discovery, Ariba Collaborative Supply Chain and Ariba’s On-Demand Sourcing, Contracts and Procurement solutions. Previously, Rob held marketing, business development, and finance roles at Microsoft, Disney, and Intel. He was also a management consultant with A.T. Kearney. Rob holds an MBA from the Kellogg School of Management and a degree in Industrial Engineering from Stanford University. Rob was quoted in STORES Magazine, https://nrf.com/news/self-promotion, on how retailers can leverage business networks to grow their B2B channel. View Guest page
Marko Navala is Senior Director of product management for the Ariba Network. His responsibilities include product strategy and roadmap for the Ariba Collaborative Supply Chain solution. Before Joining Ariba, Marko lead global product teams for SAP’s supplier relationship management and sourcing products, delivering rapid innovation and customer base growth. Marko’s primary focus is on translating voice of customer into profitable product enhancements across Cloud, On-premise and Mobile applications and articulating the value of the hybrid model to the customer base. Marko has a deep understanding of how to succeed in global business environments having worked and lived in four continents supporting Fortune 500 customer implementations in the area of procurement and supply chain across various industries. Marko received his BCom degree, majoring in Information Systems and Economics, from the University of the Witwatersrand, Johannesburg in South Africa. View Guest page
Keertan Rai is a product marketing lead at SAP in the Procurement & Business Networks Line of Business. He has over 9 years of experience across multiple B2B marketing disciplines in the IT products and services industry. At SAP, he leads the solution marketing initiatives for products that help enterprises drive better procurement decisions as well as mitigate supply chain risks by harnessing the power of analytics and business networks. Prior to Ariba, he was with Microland Limited and HCL Technologies in corporate and solutions marketing roles. Keertan holds an engineering degree in Computer Science from VTU, India and an MBA in Marketing and Finance from Amity Business School, India. View Guest page
Keertan Rai is a solutions marketing director at SAP in the Business Networks Group Line of Business. He has over 9 years of experience in multiple B2B marketing disciplines in the IT products and services industry. At SAP, he leads the solution marketing initiatives for products that help enterprises drive better procurement decisions as well as mitigate supply chain risks by harnessing the power of analytics and business networks. Prior to Ariba, he was with Microland Limited and HCL Technologies in corporate and solutions marketing roles. Keertan holds an engineering degree in Computer Science from VTU, India and an MBA in Marketing and Finance from Amity Business School, India. View Guest page
Rahul Raj is a Senior Manager in the SAP Technology practice of Deloitte Consulting. Rahul has more than 17 years of experience in delivering complex source-to-pay projects involving a variety of technologies with a focus on the Ariba suite of modules, for clients across Financial Services, Healthcare, Pharmaceutical, Consumer and Industrial Products and other industrues. The scope of his projects have included business strategy, business process re-engineering and re-design, business case development, systems selection and implementation, change management and training in the financial and procurement functions. Rahul has full life cycle experience with cloud-based solutions and implementations. Additional roles include Sales Lead, Proposal Response Lead, Contract/Statement of Work Author, Project Manager, PMO Team, Financial Analyst, Business Process Team Lead, Functional Team Lead, and Technical Team Lead. Previously, he was an Associate Partner with IBM Global Business Services. View Guest page
Emily Rakowski is Global Vice President of Audience Marketing and Demand Generation at SAP Ariba. In this role, she drives demand and market awareness for procurement, finance and business networks solutions to promote customer value and ensure business growth. Emily brings over 20 years of experience in high tech marketing and consulting to SAP. She joined the company in 2006 from Ariba, where she was head of marketing for the sourcing and contract management solutions. Emily has also spent time at eBreviate, Creative Good (a customer experience consultancy), and A.T. Kearney where she managed strategic sourcing, ERP selection and implementation, and strategic marketing engagements for clients in the high technology, banking and energy industries. Together she has been with SAP and Ariba for over 15 years. Emily holds an M.B.A. from the Kellogg Graduate School of Management and a B.A. in International Relations from Stanford University. View Guest page
As the heartbeat of Intrigo, Padman Ramankutty is a seasoned leader in the ERP and SCM domain with over twenty years of experience. A strategist by nature, he brings forth extensive expertise in deploying new-gen technologies, and serves as a trusted advisor to numerous clients in the SAP space. Padman has written many thought leadership articles and led the transformation of local supply chains to global businesses. Prior to Intrigo, he was the co-founder and CEO of Bristlecone, an IT services company. Padman is also a valued solution architect for SAP products and has designed a ‘capable-to-match’ engine of SAP APO for TI, Motorola and Intel. View Guest page
Ken Redler is Chief Technology Officer and a partner at cSubs, based out of Montvale, NJ. cSubs provides an industry-leading information management and e-commerce application for the enterprise, allowing companies to acquire, manage, and optimize information resources, electronic content, licenses, and contracts. Ken is the chief architect of applications and services at the firm, responsible for new product development, strategy, and technology. Prior to joining cSubs, Ken was President and CEO of Comvision, a New York web application development firm he co-founded in 1994. View Guest page
Mark Roberge is Chief Revenue Officer of HubSpot Sales Division. Prior to this role, Mark served as HubSpot's SVP of Worldwide Sales and Services from 2007 to 2013, during which time he increased annualized revenue from $0 to $100 million, grew the customer base to 10,000 customers across 50 countries, and expanded his team from 1 to 400 employees. Mark was ranked #19 in Forbes' Top 30 Social Sellers in the World. He was also awarded the 2010 Salesperson of the Year at the MIT Sales Conference. Mark holds an MBA from the MIT Sloan School of Management and a bachelor's degree in Mechanical Engineering from Lehigh University. He has been featured in the Wall Street Journal, Harvard Business Review, Forbes, Inc., Boston Globe, and other major publications for his entrepreneurial ventures. Mark is the author of the #1 Amazon best-selling book, "The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million". View Guest page
Jill Rowley, one of the most dynamic voices on Social Selling and Modern Marketing, has developed programs to help B2B companies Market, Sell and Service the Modern Buyer. As a #SocialSelling evangelist and #ModernMarketing expert, Jill provides strategy and planning, offers keynote speeches and workshops, and has developed curriculum to educate and enable Sales professionals on the Why, What, and How To Do Social Selling. Prior to launching her own company, Jill was the Social Selling Evangelist and Enablement leader at Oracle; the top revenue generating Sales professional at Eloqua (the "EloQueen"); and a top performing Account Executive at Salesforce.com. Jill’s 2014 speaking experiences included Cloud World in India; Business Marketing Association’s Global Conference in Chicago; a guest appearance on #SalesforceLIVE with 177k+ viewers; a keynote speech to 150 GE Capital Commercial leaders; and keynote presentations to 1,700 Symantec Sales and Marketing professionals. View Guest page
Robin Saitz is the chief marketing officer at Brainshark. With a proven track record of building high-performance teams and brands, she spearheads the company’s marketing strategy, ranging from messaging and positioning, to demand generation and awareness programs. Prior to Brainshark, Robin had a successful 25-year career with PTC, where she was most recently senior vice president of global marketing and operations and led the company’s lead-to-revenue initiative. During her tenure, she helped the company grow from $25 million to $1.3 billion in revenue, while leading all aspects of marketing, including product and solutions marketing, corporate branding, social and content marketing, demand generation, regional and channel marketing, and global events. Previously, Robin was on the technical staff at both GTE and Raytheon. Robin earned an MS degree in engineering management from Northeastern University and a BS degree in engineering and computers from Trinity College-Hartford. View Guest page
Tamara Schenk serves as research director for the CSO Insights, a division of MHI Global. She enjoyed more than twenty years of experience in sales and service in different industries on an international level. She started her career in 1992 with own business, selling and implementing software solutions for the automotive industry. She had continued her career in different consulting and sales roles before she joined T-Systems in 2005, covering various roles from strategy implementation to business development. Then she evolved sales enablement from a program to a strategic function. Before joining CSO Insights in 2014, she led the global sales force enablement and transformation team, also covering a holistic development program for frontline sales managers. Tamara is a recognized blogger, speaker and thought leader with the global sales and sales enablement community and is a regular contributor to, and subject matter expert for, TopSalesWorld. View Guest page
Mike Schultz is President of RAIN Group, a global sales training and consulting firm whose purpose is to unleash sales potential. RAIN Group helps organizations build sales strategies and processes, and delivers sales training across all core selling and sales management topics. Mike is the bestselling author of Rainmaking Conversations and Insight Selling. He and RAIN Group have worked with clients such as Hitachi, BNY Mellon, Lowes, Aon Hewitt, SAP, Boeringer Ingelheim, Deloitte, Harvard Business School, and hundreds of others to unleash sales performance. Mike is also director of the RAIN Group Center for Sales Research, adjunct professor at Brandeis University International Business School, and a frequently quoted expert in publications such as Inc., Forbes, & Business Week. View Guest page
As Vice President of Marketing, Networked Economy, Dinesh Sharma is charged with driving thought leadership, awareness and adoption of SAP’s solutions for Networked Economy across industries and lines of business. He is also responsible for leading messaging, positioning and go-to-market plans across the Networked Economy portfolio, as well as providing detailed analysis of industry and market trends, customer needs, competitors, economic environment and emerging business opportunities. Prior to this role, he was the global VP leading Internet of Things product marketing. Dinesh is a senior technology executive with over 20 years of experience in the industry. He has managed worldwide business units for large technology companies and also founded technology start-ups, including Dynamic Pictures, Inc., which he sold to 3Dlabs. He holds a Bachelor of Engineering degree in Electronic Engineering from University of Liverpool, UK. View Guest page
Gord Smith, Vice President, Global Marketing at Hitachi, has over 25 years of experience in sales, sales management and marketing. He has worked with many of the industry leaders including SAP, Siebel Systems, Deloitte, Ideaca and Hitachi. Gord has led sales, operations and marketing teams in Canada and global markets. This has included managing vertical sales teams, industry marketing, product management, and delivery. In his current role, he is focused on branding, inside sales, industry marketing, corporate marketing and inbound/website management. View Guest page
Avi Solomon is currently the Director of Sales at UnbeatableSale.com Inc. His main tasks involve managing the procurement department for UnbeatableSale. He reaches out to new customers to create new B2B and B2G relationships. Avi has been working in online retail for about 3 years. Prior to that, he was a broker at UnbeatableSale.com where he received training in the art of sales. He is also an occasional freelance writer and blogger. Avi used to write as a columnist for the Lakewood Shopper and freelance for media outlets including thelakewoodscoop.com and Matzav.com. He has been quoted by the Asbury Park Press. View Guest page
Puneet Suppal is a seasoned solution strategist with 20-plus years of experience in a variety of industries and in leading global teams. He is an active evangelist for reinventing business models and propagating solutions that recognize the impact of in-memory computing, enterprise mobility, and enterprise cloud solutions. From his nuanced viewpoint on business technology and innovation, Puneet publishes on these topics regularly, and is a frequent presenter at SAP events worldwide. Currently, as a member of the Customer Innovation & Strategic Projects team at SAP, he is driving adoption of the SAP platform through co-innovation efforts with customers solving Big Data problems and leveraging the Internet of Things. View Guest page
John Thompson, Sr. Director, Value Realization, SAP Ariba, has 20 years of experience leading Strategic Sourcing, Procurement Operations, and Process/Technology transformations across multiple Fortune 500 companies. In 2015, he joined SAP Ariba to build a Value Realization Team that is helping lead SAP Ariba customers to achieve best practice and value realized in their source to pay transformation. Prior to joining SAP Ariba, John was the SVP and Head of Strategic Sourcing at SunTrust Banks, Inc., where he led the transformation of the Source to Pay strategy. Formerly, John held leadership positions at The Home Depot, Beazer Homes, and Wells Fargo Bank. View Guest page
Austin Whitehead, Product Marketing Director, Ariba Network, an SAP company, has worked 20-plus years in ecommerce, when he implemented eProcurement at Nestle USA. In the years since, he has continued to work in ecommerce in multiple roles, from leading the development team at Chevron on their Retailers' Market Exchange to serving as Global B2B Research Director at Gartner Inc. Prior to joining SAP Ariba over four years ago, Austin worked as director of product marketing for Neoforma/GHX helping to grow the business intelligence business from $2M to $21M in two years. Currently, Austin leads the supplier side of SAP Ariba solutions marketing team where he focuses on developing thought leadership, voice of the seller market research and works closely with both buy and sell side customers to drive collaborative value. Austin holds a Bachelors of Science degree in Electrical Engineering from the University of Texas at Austin and an MBA from the University of Southern California. View Guest page