Marketing Agility: The Missing Metric?Shelly Lucas
Marketing agility isn’t just about doing things faster. It’s about being adaptable to abrupt shifts in customer needs and industry developments. In most cases, dialing up your nimbleness requires more than a team tune-up—usually, it requires nothing short of a transformation. Why, then, don’t CMOs measure their agility progress?
In this white paper, you’ll learn how and why marketers should consider measuring adaptability.
Playbook for Startup Demand Generation by Mark DonniganGoToMarketLauncher
In this presentation for founders needing to understand how to get started with marketing, you'll learn the framework for B2B marketing and demand generation along with the critical role that category design plays for an early-stage company.
Starting with the three marketing pillars, I present a unique view of demand generation using the jobs to be done structure. This forms the foundation for the demand gen flywheel that rotates around the functions of 'capture', 'educate', 'engage', and 'convert.'
I've included slides that outline the category creation process along with a careful description of what an early-stage marketing leader must be able to do. We close with a 90 day and beyond action plan.
Imperfect action is always my default recommendation. However, it should at least be "informed" imperfect action. I've found this deck to be an excellent conversation starter with founders about how to get started with marketing.
With these slides and the right mentor/guide to help you execute, you and your founding team should be able to cut off some of the "learning on the job" in the area of marketing, so that you can accelerate into the potential that you've promised employees and your investors.
How To Solve Your Marketing Problems Without Breaking The Bank!Carl Cassidy
Interim Marketing and its importance, Marketing, Communications, Part time professional help, Highly qualified professional support on an interim and cost effect basis
Marketing Agility: The Missing Metric?Shelly Lucas
Marketing agility isn’t just about doing things faster. It’s about being adaptable to abrupt shifts in customer needs and industry developments. In most cases, dialing up your nimbleness requires more than a team tune-up—usually, it requires nothing short of a transformation. Why, then, don’t CMOs measure their agility progress?
In this white paper, you’ll learn how and why marketers should consider measuring adaptability.
Playbook for Startup Demand Generation by Mark DonniganGoToMarketLauncher
In this presentation for founders needing to understand how to get started with marketing, you'll learn the framework for B2B marketing and demand generation along with the critical role that category design plays for an early-stage company.
Starting with the three marketing pillars, I present a unique view of demand generation using the jobs to be done structure. This forms the foundation for the demand gen flywheel that rotates around the functions of 'capture', 'educate', 'engage', and 'convert.'
I've included slides that outline the category creation process along with a careful description of what an early-stage marketing leader must be able to do. We close with a 90 day and beyond action plan.
Imperfect action is always my default recommendation. However, it should at least be "informed" imperfect action. I've found this deck to be an excellent conversation starter with founders about how to get started with marketing.
With these slides and the right mentor/guide to help you execute, you and your founding team should be able to cut off some of the "learning on the job" in the area of marketing, so that you can accelerate into the potential that you've promised employees and your investors.
How To Solve Your Marketing Problems Without Breaking The Bank!Carl Cassidy
Interim Marketing and its importance, Marketing, Communications, Part time professional help, Highly qualified professional support on an interim and cost effect basis
One of today’s biggest misconceptions about sales is that “great products and services sell themselves.” But when salespeople lack the tools or knowledge they need to do their jobs, it doesn’t matter how great the product is—sales suffer.
What are the principles and practices at the heart of sales enablement?
How marketers can earn respect at the revenue tableAnene Wealth
How would a 10% increase in your marketing budget affect the profitability of your company?
If you can’t answer that question, budget meetings probably aren’t your favorite part of the job. When you walk into your CEO’s office, maybe you bring activity reports, industry awards, examples of jobs well done…but does she care enough to increase —
OGaraCo B2B Consulting, Workshops, Training & CoachingO'Gara-Co
OGaraCo, deliver consultancy, executive workshops, bespoke training and group coaching to over 100 people each year from nearly as many companies — with a 90%+ average positive rating.
Onsite or offsite — from half-day to one/two days — followed up with documented recommendations, coaching and support to ensure successful implementation and positive results.
Here is a sample of recently delivered programmes that can be tailored to your needs.
Contact adrian(at)ogaraco.com with your specific requirements or visit www.ogaraco.com for more information.
The Vanella Group, Inc. was listed along with organizations like Docusign, Avaya, Vantiv, OpenText, and many other well-known tech leaders. The Vanella Group, Inc. has been delivering the highest producing sales development solution in the industry for enterprise tech for 17 years with clients like HP, CA, Hitachi, and many others.
Marketing & Sales Witnessing the Biggest Business IntegrationHarsh
Who determines the target customer?
Who controls the buying process?
Who rakes in revenue?
Know all the answers in this e-book.
To know more, visit - www.denave.com
Killer or Filler? Assessing content success for tech marketersAndrew Miller
In the realm of technology marketing, content is king. With proper planning and execution it has the power to command a following, inspire loyalty and win battles for new business.
However, without proper assessment it can suffer a short and unsuccessful reign over influencers and decision-makers in a multi-media world saturated by multiple messages.
Before planning your assessment, take a look at our quick guide to discover how content can be more ‘killer’ and less ‘filler’.
Sales Enablement: What It Is, What It Isn't, and Where It's GoingAggregage
The biggest problem with Sales Enablement is that there is no one universal definition. If you were to ask 10 different people “What is Sales Enablement?” you would get 10 different answers, none of which would show the whole picture. Roderick Jefferson, CEO and top sales enablement consultant, is here to provide some much-needed clarity on the what, why, and how of Sales Enablement.
Maximize Conversions by Balancing Your Ecommerce & Amazon StrategyTinuiti
As your brand ramps up advertising and sales on Amazon, does your paid search cost increase and conversion rate decrease?
Identify the key insights you can implement in your Amazon strategy to allow you to get more from your AdWords campaign and vice versa.
Lead nurturing has become an integral part of a successful marketing strategy—specifically when building relationships with potential buyers across multiple channels, even if they are not currently looking to purchase a product or service. Today’s potential buyers don’t become customers overnight—they require marketing over time as they self-educate and build trust with a company. Lead nurturing helps marketers communicate consistently with buyers cross-channel and throughout the sales cycle—addressing the gap in time between when a lead first interacts with you and when she is ready to purchase.
The Definitive Guide to Lead Nurturing covers everything you need to know to get started using lead nurturing to drive revenue growth, including how to:
Create a lead nurture strategy
Nurture leads across channels
Segment a lead database
Choose appropriate content for each lead nurture track and audience
Get the most value from lead nurturing with testing and optimization
Measure and explain lead nurturing’s return on investment
Having defined roles and responsibilities for 60,000 technology product management and marketing professionals at 5,000 companies in 21 countries, the Pragmatic Marketing Framework is the industry standard worldwide.
One of today’s biggest misconceptions about sales is that “great products and services sell themselves.” But when salespeople lack the tools or knowledge they need to do their jobs, it doesn’t matter how great the product is—sales suffer.
What are the principles and practices at the heart of sales enablement?
How marketers can earn respect at the revenue tableAnene Wealth
How would a 10% increase in your marketing budget affect the profitability of your company?
If you can’t answer that question, budget meetings probably aren’t your favorite part of the job. When you walk into your CEO’s office, maybe you bring activity reports, industry awards, examples of jobs well done…but does she care enough to increase —
OGaraCo B2B Consulting, Workshops, Training & CoachingO'Gara-Co
OGaraCo, deliver consultancy, executive workshops, bespoke training and group coaching to over 100 people each year from nearly as many companies — with a 90%+ average positive rating.
Onsite or offsite — from half-day to one/two days — followed up with documented recommendations, coaching and support to ensure successful implementation and positive results.
Here is a sample of recently delivered programmes that can be tailored to your needs.
Contact adrian(at)ogaraco.com with your specific requirements or visit www.ogaraco.com for more information.
The Vanella Group, Inc. was listed along with organizations like Docusign, Avaya, Vantiv, OpenText, and many other well-known tech leaders. The Vanella Group, Inc. has been delivering the highest producing sales development solution in the industry for enterprise tech for 17 years with clients like HP, CA, Hitachi, and many others.
Marketing & Sales Witnessing the Biggest Business IntegrationHarsh
Who determines the target customer?
Who controls the buying process?
Who rakes in revenue?
Know all the answers in this e-book.
To know more, visit - www.denave.com
Killer or Filler? Assessing content success for tech marketersAndrew Miller
In the realm of technology marketing, content is king. With proper planning and execution it has the power to command a following, inspire loyalty and win battles for new business.
However, without proper assessment it can suffer a short and unsuccessful reign over influencers and decision-makers in a multi-media world saturated by multiple messages.
Before planning your assessment, take a look at our quick guide to discover how content can be more ‘killer’ and less ‘filler’.
Sales Enablement: What It Is, What It Isn't, and Where It's GoingAggregage
The biggest problem with Sales Enablement is that there is no one universal definition. If you were to ask 10 different people “What is Sales Enablement?” you would get 10 different answers, none of which would show the whole picture. Roderick Jefferson, CEO and top sales enablement consultant, is here to provide some much-needed clarity on the what, why, and how of Sales Enablement.
Maximize Conversions by Balancing Your Ecommerce & Amazon StrategyTinuiti
As your brand ramps up advertising and sales on Amazon, does your paid search cost increase and conversion rate decrease?
Identify the key insights you can implement in your Amazon strategy to allow you to get more from your AdWords campaign and vice versa.
Lead nurturing has become an integral part of a successful marketing strategy—specifically when building relationships with potential buyers across multiple channels, even if they are not currently looking to purchase a product or service. Today’s potential buyers don’t become customers overnight—they require marketing over time as they self-educate and build trust with a company. Lead nurturing helps marketers communicate consistently with buyers cross-channel and throughout the sales cycle—addressing the gap in time between when a lead first interacts with you and when she is ready to purchase.
The Definitive Guide to Lead Nurturing covers everything you need to know to get started using lead nurturing to drive revenue growth, including how to:
Create a lead nurture strategy
Nurture leads across channels
Segment a lead database
Choose appropriate content for each lead nurture track and audience
Get the most value from lead nurturing with testing and optimization
Measure and explain lead nurturing’s return on investment
Having defined roles and responsibilities for 60,000 technology product management and marketing professionals at 5,000 companies in 21 countries, the Pragmatic Marketing Framework is the industry standard worldwide.
Join this webinar with Peter Armaly, Senior Director and Adviser for Customer Success at Oracle, who will share his experiences, discuss some research, and offer guidance and opinions on the issue of Customer Success programs not being treated equal to its Sales peers.
Join this webinar with Peter Armaly, Senior Director and Adviser for Customer Success at Oracle, who will share his experiences, discuss some research, and offer guidance and opinions on the issue of Customer Success programs not being treated equal to its Sales peers.
Qstream and RAIN Group: Creating a Top-Performing Sales Organization – Your R...QstreamInc
For sales reps and managers alike, getting to – and staying at – the top of the leaderboard is a constant battle. To discover exactly what top-performing sales organizations are doing differently to reach their goals, the RAIN Group Center for Sales Research conducted a global survey. In this exclusive webinar, Qstream CEO Duncan Lennox and RAIN Group President Mike Schultz review the research findings, outline the traits and best practices of top-performers, and offer actionable tips that can help any sales team create a roadmap for success in 2016.
2014 Sales Industry Predictions to Sell Smarter in 2014Velocify
Today’s high-velocity selling environment is constantly evolving. To make the most of the opportunity and drive revenue, sales reams must be nimble, and arm themselves with smart practices and strategies. To help sales professionals start 2014 strong and get ahead of the competition, we asked 20 sales thought-leaders and practitioners for their predictions and insights on how to sell smarter in the year ahead. We hope you find some key strategies that will transform your 2014 sales efforts!
Increasing your win rate could make a huge difference in beating your 2016 sales goals. Join Mike Schultz and Dave Boyce as they share key insights and surprising research about what you can do to achieve higher win rates, as well as which sales technologies enable greater sales goal achievement.
In this webinar you will learn:
-What separates top-performing sales organizations from the competition
-Which four questions you must answer to win the sale
-Which sales technologies can help you increase conversion rates and contract value
Sales performance in a changing world.. This short document will help you see why we work the way we do in sales performance and give you an quick insight into our services
11 Sales Skills to Help You Cross the Finish LineRAIN Group
The RAIN Group Center for Sales Research's recent study of 1,004 sellers and sales managers uncovered 11 skills and behaviors that represent the largest skill gaps between Top Performers and The Rest. Double down on these skills to outpace your competition and cross the finish line first. **For higher image quality and access to the resource links, you must download the PDF.
There are usually 3 or 4 decision makers involved in the purchase of a managed service. These people can be CIO, CISO, Network manager, Operations managers, security architect, procurement and finance. How can you work out the titles of the people in existing large companies who were the decision makers / influencers so you sought out the right people to market to?
This presentation gives a brief overview of what a 100 day complex sales marketing consultancy plan would look like.
The book The Effortless Experience provides valuable insights into drivers of customer loyalty and disloyalty. The information is counter to what has traditionally been well-accepted practices in business. It's critical for Customer Success practitioners to understand the correlation between customer effort and loyalty in support of customer acquisition and retention goals.
The 10 Secrets of Sales Excellence - A global study from Mercuri InternationalMercuri International
Excellence vs your peers globally, not just because Mercuri said so!
The survey asks 926 respondents across 20 countries and 12 industry categories, with over 80 percent comprising CEOs and Sales Managers.
The top 3 are where we can help you most, now, today!
1. Each member of your sales team has a systematic account management planning process for each of their Customers
Top performing companies score high in allocating sales resources for each of their Customers such that an account management plan specific to the requirement of every individual
Customer is in place.
2. Your sales strategy is documented in writing
According to studies, only 14% of all people in a company know its strategy.
Top performers seem to overcome this risk by documenting their strategy, for consistency of communication.
3. For each step of the sales process / workflow you have defined training modules, checklists / instruments
A process is only as good as its implementation. Top performing companies don’t stop with defining sales processes and workflows.
They get better at supporting their people in living those processes by developing training modules, checklists and instruments for each step of the process.
Mercuri are experts in Sales.
Call Mat on +44 7572 343 341 and lets start our conversation.
2. Legendary Selling For The 21St Century Agenda What Is 999? WIIFM The Program Enterprise Benefits Who Is Terrie Anderson? Why Use 360plus5? Delivery Program Outline 999er Culture Summary Testimonials for Terrie 360Plus5 References
3. Legendary Selling For The 21St Century What Is 999? A Book and Coaching Guide A 3 day High End Sales Training Program Option For Psychometric Testing of Your Sales Team A Culture That Will Represent Top 5% of Sales People High Energy, Dynamic, Adaptable and Results Driven Available Now from www.amazon.com
4. Legendary Selling For The 21St Century A Sales Legend Does Not Cruise, They Are On Fire! Extensive Coaching in What Differentiates Sales Legends from Average Sales People Working and Learning at the Highest Level Better Lifestyle Balance Less Stress More Useful and Harmonious Relationships Increase in Results of 10-50% (Average of 28% in Year One) Consistency of Wins You may even become a Sales Legend! Tell me.....WIIFM?
6. Legendary Selling For The 21st Century Generic Training Enhances Existing Methodology, Framework, CRM and Operational Systems Therefore Your Technology Investment is 100% Protected Excellent Return on Investment Positive ROI normally within 6 months, often sooner Measurability: Testing Option allows you to understand Start Position Repeat Testing and Quota Results Allows You To Accurately Benchmark Performance Improves Human Resource Accountability And Decisionmaking Improves Headcount Ratios Relationships between Sales and Other Divisions will be enhanced Reduces conflicts and cost Customers Will Be Delighted which means increased revenue Improved Qualification and Resource Deployment reduces costs Consistency of Forecasting and Wins Better Executive Level forecasting Increased Revenue Increased Referral Business Explain The Enterprise Benefits
7. Legendary Selling For The 21St Century Who Is Terrie Anderson? Senior Sales Executive with Over 30 Years Experience Exceeding Targets Successful Track Record in Complex Solution Sales and High Value Sales. Motivator of High Performance Teams That Consistently Over Achieved Coached and Mentored some of the worlds’ Top Sales People Outstanding Sales Leadership in the market leaders in Telcommunications, Service Providers, Software and Hardware Vendors and FMCG. Lived, Sold and Worked Globally Author of 999 Legendary Selling For The 21st Century Been there, done the hard yards, and consistently over achieved targets! She is still doing it! Advisor for Analysts and Board Members on Sales and Branding Issues Passionate and Engaging Speaker Considered by many to be a ...................... Sales Legend
8. Legendary Selling For The 21St Century Why Use 360plus5 for Delivery? 360plus5 has invited some of the most experienced executives available throughout the world to be Fellows. The selection process was conducted by finding C-Level people who have more than 20 years experience. They are all proven entrepreneurs who have a track record of outstanding achievement and success. Fellows are articulate and well known within their chosen field of knowledge. They have an excellent network of colleagues and call upon real life experience to deliver their insights into improving your business. Coaching from these people is interesting, engaging and above all is the best way to learn new techniques. A wide variety of specialist and general coaching programmes have been developed in conjunction with 360plus5's Fellows. The subjects are based upon the skills and expertise that is on offer from them. Coaches are available in every part of the globe, and will work with local languages.
9. Legendary Selling For The 21St Century can be delivered anywhere on the globe can be delivered in generic form or tailored to meet special needs can be delivered in a way that emphasises a particular element can be delivered with limited number of elements if required can be delivered in three parts or a single three day program can be delivered in your language if required will be delivered by very senior sales leaders will be delivered with passion and enthusiasm will increase your sales and customer loyalty ers will absolutely delight your customers and win more deals! Program Delivery
10. Legendary Selling For The 21St Century Day One Program Outline Module 2400 Introduction & ObjectivesA comprehensive exchange of ideas and objectives ensures that there will be a match between deliverables and expectations. The open and free flowing style of content delivery is highly interactive and the class members are encouraged to have a high level of participation. Module 2401 Integrity Understand if you really operate from integrity. Establish a start position, and reputation, of Integrity. Understand what integrity means and manage any weaknesses to ensure they are also perceived as a person of integrity. Module 2402 Human ConnectionSelling is a human to human transactional communication. This is the foundation of the 999 Philosophy. Understand how critical this is, and then how to connect on a positively impactful level with colleagues, customers and the executive management of both organisations. We contend that if you can establish outstanding human connections you will exceed even your own expectations in terms of sales result. This is way beyond communication skills, this coaches you to be memorable. This element will be the main focus of day one.
11. Legendary Selling For The 21St Century Day Two Program Outline Module 2403 Political ReferenceSales Legends do understand the environments in which they work and know the reality of influence and command. Their connections are spread wide and deep, they are not vulnerable to a reorganization. They can access anyone in their own, or their client, organization, at almost any time. Module 2404 Hard Line Qualification Hard Line Qualification is a critical success factor. Sales Legends know they will win because they only choose to bid for business they have fully qualified that they can win. Thus they will maximize their time and availability of resources to pursue opportunities that they know are theirs. Sales Legends will win an average of at least 8 out of every 10 bids they make. They will then go on to maximize further business within those clients, often excluding competitors from gaining a foothold. This is not Qualification 101, this is about selecting bids you WILL win!Module 2405 FocusSales Legends have one outstanding quality that is found in every single one of them – the ability to truly Focus on their work when they are working. This extraordinary ability to focus, also allows them a better quality of life, and simultaneously increases their productivity and attention to detail in their sales. This is personally rewarding for sales people, not just about the job.Module 2406 Follow UpFollow-Up is one of those elements that is so blindingly obvious, it is easy to forget to pay sufficient attention to it. More than half of the average day of a Sales Legend is spent following up a person, or aspect of their sales process. Checking that others, whose priority may not be your sales process, have done what they committed to do. Might sound like sucking eggs, but 95% of sales people do not understand the importance of this, or execute on it reliably.
12. Legendary Selling For The 21St Century Program Outline Day Three Module 2407 StrategyNow we are coming to a really interesting, but very critical differentiator, between most sales people and those who win, often seeming effortlessly, yet consistently. Strategy , the element where a sale that you could win, and should win, can be easily lost. Poor strategy is often the cause of a surprise loss of a large opportunity. Strategy should be developed for the client, but also for the individual bid or opportunity. A Sales Legend will be very aware of what strategy the key competitors are likely to adopt and be ready to prevent their perfect execution by proactively leading the sales process. Module 2409 Customer EnthusiasmSales people should get very passionate when it comes to generating Customer Enthusiasm. When your client is enthusiastic about you and your offering, then you have just increased not only your chances to win, but for referral business as well. Enthusiastic customers will even go with you from employer to employer, and they will remain loyal to companies and products because of this element. They will always make time for you or open doors to other opportunities for you. Module 2410 Networking & ReputationThe Sales Legend is always working on personal and business networks to be truly connected. Reputation and Networking skills are a logical flow on from sound integrity Without an enhanced network, sales people will wither and die on the vine of annual renewal! Most Sales People stop actively expanding their network as they mature, thus the flow of new opportunity is stymied. What Now? Wrap Up and Final Question Time includes certificates and 999er Club membership.
13. Legendary Selling For The 21St Century Options Program Outline Module 2408 The ConsortiumSome of you may have not had the need for The Consortium. Many of you will, with varying degrees of success. This is the most difficult bid, or sales, process. Many chefs in the kitchen, often without a nominated, or effective, leader and agreed code of practice. This is an exciting way to sell and win very large deals, however some very special skills need to be learnt to be consistently successful in this process. This is an optional Module offered, as not everyone works in a consortium. Tailored Options The 999 and 360plus5 team will be happy to tailor any specific module to meet your requirements or special sales needs. Elements such as: Sales Leadership Telemarketing Interdepartmental Cooperation Conflict Resolution are available. In addition the 360plus5 team have options such as: Presentations That Rock Raising Venture Capital Managing Brand Equity Accountability in Marketing Boosting Effectiveness
14. Legendary Selling For The 21St Century 999er Culture Graduates will be known as 999’ers, some will become a 999The Legends Club Leather Key Ring Electronic logo Sales Ladder Competition Access to 999The Legends Club Merchandise Must achieve 100% of Quota each year to retain membership Exclusive Annual Chairmans Club event Invited after 125% quota for two consecutive years Exotic location ( Inaugural Event - Chaa Creek Lodge Belize) 30% remotivation, updated material, legend keynotes 70% recharge batteries and network ( fun) 999Chairmans Circle of Legends Lifetime membership after 5 x Chairmans Club Exclusive benefits and recognition as a Sales Legend
15. Legendary Selling For The 21St Century Summary Is a coaching guide for Sales People who want to be the best. Available from www.amazon.com It is also a 3 day Sales Coaching Program that will skyrocket your company sales! It is generic, and protects your investment in CRM, and sales methodolgies and technology. Will reduce Cost of Sales and would normally provide an ROI within 6 months, possibly sooner. It is written by a proven achiever, delivered by senior executives with passion and enthusiasm. “Do not let your competitors deploy ers before you do!”
16. Legendary Selling For The 21St Century ‘A Sales Legend Never Cruises, They Are On Fire!’ Terrie Anderson Author ‘Coaching from our Fellows is interesting, engaging and above all is the best way to learn new techniques.’ Andi Elam Founder 360plus5
18. Legendary Selling For The 21St Century Testimonials for Terrie StefaanHinderyckxEMEA Sales Director Managed Security Services, Symantec Terrie is a top-notch sales leader. ...She excels in qualifying, developing and closing significant deals across the globe. Terrie gets things done. Every time again. November 19, 2008 Ruth Bowen Head of EMEA IT GRC specialist sales, Symantec Corporation “...Her straightforward and open manner makes her great to work with and drive for a successful outcome.” November 23, 2008 Jay EptonEMEA Channel Account Director, Symantec Corporation “Her straightforward and open manner makes her great to work with and a positive attitude that is truly infectious! Highly recommended, one of the best managers that I have had the pleasure to work for.” November 24, 2008 Mike ChalfenPartner Apax Partners …..A pleasure to deal with. Great skills for today's environment...”November 10, 2008 Damian Hicklin BA (Hons) FRECTeam Leader - IT Network Security & Test , Advanced Resource Managers Ltd “Terrie is someone who always gives you her time, and makes sure that that time is as productive as possible. Hugely respected .....and as a minor aside, is a lovely person to boot!” April 7, 2008 Sian John Senior / Principal Consultant , Ubizen / Cybertrust “.....Terrie combines excellent sales management skills on both an operational and strategic level with exceptional people management skills. Terrie is the most effective business executive I have ever worked for.” March 31, 2008 Stephen VentnerSenior Principal Consultant‘ Terrie was an inspiring person to be acquainted with. ....She hasan incredible ability to get people motivated and get things happening. October 4, 2005 JeremyBraithwaite Telecommunications Executive Equant APAC “Terrie is just great to work with! She's straightforward, understands immediately what you want to do business and just makes it happen with no complications.” June 17, 2005 Guy Vancollie Chief Marketing Officer Ubizen Inc– “.....She is a world-class sales executive with extensive experience” March 15, 2004 Richard Gray Channel Development Manager Cisco Systems– “Terrie was one of the most inspiring bosses that I've ever had,......she is one of the most intuitive people I have ever met.” March 13, 2008