July
24, 2008
Many
executives value the importance of having a formalized sales process
in place in their organizations. Almost an equal number of executives
have had unsuccessful experiences trying to install a consistent
process in their organizations. Worse yet, many have invested
hundreds of thousands of dollars on solution selling systems without
appreciable return. Why is this occurrence so common? After all,
the solution selling systems work. So, what is the problem? The
answer is the systems were implemented improperly. We will delve
into this topic in depth at the event. You should attend this
event if you say yes to three of the following questions.
Are
you having difficulty in any of the following areas?
Attendees
will learn:
- You're
behind sales revenue quota year-to-date
- Turnover
in the sales department is greater than 20%
- Attempts
to implement a solution-selling system and formal sales process
have failed to improve salesperson productivity, order rate
or win rate
- You're
not sure what to do about the three items above
- You're
looking for ways to improve sales department effectiveness
All
of our panelists have successfully overcome the items above. They
have improved the sales productivity of their sales forces through
the successful implementation of a solution selling system and
are happy to share with you how they did it. They will be asked
to discuss:
- The
keys to a successful solution selling implementation -behaviors,
metrics, management strategies
- The
main pitfalls to avoid - especially the ones most likely to
retard the return on investment of your implementation
- How
solution selling, CRM and SFA systems work best together
PANELISTS:
- Dave
Butler, President & CEO of Paciolan, a Ticketmaster Company
- Steven
M. King, Vice President of Sales, HeartSmart Technologies
- Craig
W. Ryall, VP Americas Field Operations, Quest
MODERATOR:
- Phil
Nasser, Partner of Cerius Interim Executive Solutions, Inc.
ABOUT
THE SPEAKERS:
Dave
Butler, President & CEO of Paciolan, a Ticketmaster
Company
Dave Butler has served as the President and Chief Executive Officer
of Paciolan for the past three years, and recently negotiated
the sale of the company to Ticketmaster. Prior to Paciolan he
served as President and CEO of TCI Solutions, President of Sage
Software’s Mid Market Division, and has held leadership roles
at enterprise solution companies including Lawson Software, Bachman
Information Systems, and MAI Basic Four.
Craig
W. Ryall, VP Americas Field Operations, Quest
Mr.
Ryall is an experienced high technology executive with extensive
experience leading customer-facing sales, alliances and services
teams. He has 25 years of experience in the software industry.
Most recently, Mr. Ryall led a 500+ person Sales, Alliances and
Solution Consulting teams serving North America and Latin America
at Quest Software in Aliso Viejo California. These teams are responsible
for delivering for over 50% Quest's annual license and professional
services revenue with annual bookings of over $200 million. Prior
to Quest, Mr. Ryall was SVP of Americas Field Operations at Peregrine
Systems (now part of Hewlett Packard). In that role, Mr. Ryall
served as a member of the turnaround executive team and managed
the Americas Sales and Alliance team. He has the ability to optimize
field sales, telesales and 3rd party alliance channels to maximize
coverage, revenue and sales productivity. He has successfully
integrated multiple acquisitions.
Mr.
Ryall has a B.S. degree in Information Systems and an MBA from
San Diego State University.
Steven
M. King, Vice President of Sales, HeartSmart Technologies
Mr.
King is a Director and Vice President of Sales for HeartSmart
Technologies, The company's HeartSmart IMTplus™ service quantifies
an individual's cardiovascular status with a fast, non-invasive,
inexpensive and accurate test that provide for the early detection
and treatment of heart disease and atherosclerosis.
Steven
has over 20 years of experience in executive and sales management
roles, with emphasis in healthcare and service industries. During
his career he has helped build a web-based service for consumer
driven healthcare, restructured several sales organizations, offered
comprehensive outsourced data solutions and compliance services
in the environmental, health, and safety field, provided healthcare
automation and pharmacy/information management services to clients
and participated in the sale of one of his companies to Cardinal
Health.
He
earned a bachelor's degree in pre-law and political science from
Middle Tennessee State University as well as a certification in
Global Commerce from California State University.
