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In 2008 Tom was on retainer as a part-time COO for both Channel Enablers, an Australian-based channels training firm, and Think! Inc., a Chicago-based negotiation training firm, and was also providing counsel to Applied Concepts Institute, an Orlando-based Salesforce.com sales training firm and to Building People Inc. (BPI), a California-based firm specializing in processes for building sales pipelines. Previously, as Managing Partner with Siebel Systems SME (Sales Methodology Experts), Tom managed worldwide operations. His responsibilities included sales forecasting, pipeline management, competitive intelligence, process improvement, and technology-driven business analytics. Tom was initially hired into Siebel via their OnTarget acquisition to manage the customer service and field operations teams. At various times in his 5 years in the organization Tom managed the sales force in the Eastern US, as well as worldwide sales, finance and legal operations. Prior to OnTarget, Tom held an 8-year career at Miller Heiman (MHI), departing as the President, North America. In his time at Miller Heiman Tom led sales, telesales and customer service in North America as well as worldwide marketing. Tom also led the development and launch of revised versions of MHIs flagship products - Strategic Selling and LAMP (the Large Account Management Process), in addition to developing and managing MHIs information technology infrastructure and their first commercial software development. Tom is a sales methodology expert in account and opportunity management and has been a certified facilitator, master Coach and/or master certifier for Strategic Selling, Conceptual Selling, LAMP (Large Account Management Process), Tactical Telesales, Opportunity Optimizer, and Insightful Questioning. |
