University of Texas at Dallas

Responsible for the development and management of JSOM's new Center for Professional Sales at UT Dallas.

Director, Center for Professional Sales and Sales Coach

Sales and Marketing Professor with specific focus on developing a sales program at the Jindal School of Mangement.  Development of corporate partnerships for marketing department with a specific emphaisis on sales partnerships.

Clinical Professor of Marketing

Coach students in Sales Competitions including:

International Collegiate Sales Competition: An international multi-scenario tournament style role play competition sponsored by Florida State University.

World Collegiate Sales Open: An international inside and outside sales competition hosted by Northern Illinois University.

University of Toledo Invitation Sales Competition:  A competition for juniors, sophomores, and freshman with a focus on channel selling to the manufacturing sector hosted by the University of Toledo. 

National Sales Challenge: Competition consists of Speed Sell and Role play competition.  This competition is hosted by the Russ Berrie Institute at William Paterson University.

National Collegiate Sales Competition:  The longest running national tournament sales competition hosted by Kennesaw State University.

Results:
Great Northwoods Sales Warm-up: Coached 2nd place winner (2016)
UTISC - Coached first place sophomore (2016,2017), junior finalist (2017), 2nd place overall team (2017)
NSC - Coached 4th place team (2017)
NCSC - Coached Quarter-Finalist (2014,2013)
ICSC - Coached 1st place case team (2015), 2nd Place Case Team (2nd, 2014), Quarter-Finalists (2014, 2013, 2012), Semi-Finalists (2012), and  6th Place Team (2012)
WCSO - Coached Two Finalist: Top 20 Worldwide (2012-2013)
WCSO Finals: Coached 2nd place Elevator Pitch, 3rd place in Qualifying Call, Reverse Job Fair, and Appointment Call (2013)

Sales Competition Coach

Institute for Sales Knowledge and Innovation

The institute will allow me to continue my research and consulting work related to solving the “Sales Innovation Paradox.”   The goal is to identify, document, and disseminate evidence of sales innovations. 

PodCasts related to the Sales Innovation Paradox:

Selling from the Heart Podcast: https://youtu.be/7Jz8AQ4w_No

Founder

Greenleaf Publishing

Sales Innovation Paradox has become a Best selling book in the first week of launch in multiple categories in both the Kindle and Print formats.

Amazon Best Selling Author - Sales Innovation Paradox

How can we truly harness the potential that technology can provide in the sales profession.  Learn why we struggle to reach the promise of greater productivity because of the drivers of the Sales Innovation Paradox.

Author - The Sales Innovation Paradox

xiQ, Inc.

Working with the Executive team at XiQ to advise on growth strategies as well as evangelize initiatives to promote products.

Board of Advisors 

Sales Enablement Society

Helping to form the next generation of sales enablement leaders to help companies develop world class sales organizations!

Founding Member

Salisbury University

National Collegiate Sales Competition (NCSC):
This is a national double elimination sales role play tournament held at Kennesaw State University.  Students compete against over 60 other universities in team of two students per university.

National Sales Challenge (NSC):
Sales competition held by William Patterson's Russ Berrie Institute of Sales.  Students compete in one role play and a speed selling competition. 

World Collegiate Sales Open (WCSO):
This is a two semester long sales competition with 3 preliminary qualifying rounds.  Competitions early rounds focus on inside sales skills, with final rounds focusing on outside sales skills like role plays and trade show skills.  The top 20 finalist from the first three rounds are flown to Northern Illinois University to compete in multiple sales activities.


Results:
NCSC - Coached Quarterfinalist (2012)
NSC - Coached 7th place team (2011)
NSC - Coached 3rd place overall student (2011)
NSC - Coached 9th place speed selling student (2010)
WCSO - Coached 2 Finalists - Top 20 Worldwide (2011-12)
WCSO - Coached 2 Alternate Finalist - 25th and 30th Worldwide (2011)
WCSO - Coached Alternate Finalist - 25th World Wide (2010)

Sales Competitions Coach

Coach teams in regional, national, and international marketing competitions including the following:

DMAWEF's Collegiate MAXI:
Regional direct marketing competition for the Mid-Atlantic regiong hosted by the Direct Marketing Association of Washington's Education Foundation.  Student team develop and direct/interactive marketing campaign based on a case provided.   Entries are judged by DMAW members.

DMEF's Collegiate ECHO:
National direct marketing competition hosted by the Direct Marketing Education Foundation.  Student team develop and direct/interactive marketing campaign based on a case provided.  Entries are judged by DMEF committee of direct marketing association members.

Google's Online Marketing Challenge:
World wide competition hosted by Google.  Students develop a Google adwords campaign and are given voucher by Google to spend on the campaign developed.   Entries are judges by algorithm developed my Google.  Students are ranked world wide.

RESULTS:
Collegiate ECHO 
Honorable Mention: Marketing Strategy (2012) 
Semi-Finalist Team (2012,2008)

Google Online Marketing Challenge 
90th percentile Team (2011)
70 - 90th percentile teams (2012, 2011,2010,2009)

Collegiate MAXI 
Gold Team (Fall 2010, Fall 2011)
Silver Team (Fall 2010, Spring 2011, Fall 2011, Spring 2012)
Bronze Team (Spring 2010, Fall 2010, Spring 2011, Fall 2011, Spring 2012)

Marketing Competitions Coach

My job is to prepare marketing students to be capable of making a significant contribution to firms who hire them for internships and permanent placement.

To this end, I have taught, or would enjoy teaching the following subjects:
Professional Sales, Sales Management, CRM, Database Marketing, Marketing Strategy, E-marketing, SEM, Marketing Research, and Marketing Strategy.

To remain viable in the class room, I also engage in the following areas of research:
CRM, CLV, SEM, touch point analysis, sales performance models, hazard/time to event models, and other econometric and probability based models

Assistant Marketing Professor

Studied Management Science with a focus on Marketing.  Dissertation developed several customer lifetime value models for continuous service relationships.

Took classes in Game Theory, Econometrics, Probablity and Stochastic Processes, Optimal Control Theory, Basic SAS and Gauss programming.   Also participated in semester long seminars in Bayesian Statistics, Choice Models, Diffusion Models, and Returns to Search.

Achievements:
Oustanding Teacher Award (PhD Student category)
Initiated and developed partnership with PepsiCo Consumer Insights and UT Dallas Marketing Department

PhD Candidate: Management Science

State of Oregon, DHS

Full life cycle development of automation projects for Department of Human Services including:

CPMS E-form: Desktop distributed application based on MS Access and VBA which enabled state contacting agencies to submit program enrollement data electronically.
FIRMS: Lead of Developer for Data Visualization project for Department of Human Services' financial information system.  Initial request for small agency of 40 employees.  Application was fully scalable for thousands of department employees

Developed early mobile application using Palm devices and specialized Palm programmer software for mobile license audit teams.

Systems Analyst

Saving Brokers, Inc.

Responsible for fifty percent of newspaper client's acquisition volume as a primary provider in the firm's external sales channel.  Developed and executed plan to increase channel sales by 400% in single quarter.
  
Developed and implemented sales database solution which successfully decreased billing errors, reduced billing labor, and increased sales by 25% within the first quarter of implementation.

Created, implemented, and developed lead generation accounts for mortgage, insurance, and various other local and regional consumer service firms.

Developed Web 1.0 strategies for local small and medium size businesses in the Salt Lake MSA.

Owner

I am a unique, multi-dimensional hybrid.   I am a sales professional, sales coach, database analysts, systems analyst, marketing modeler, and marketing professor all in one.  

Feel free to read about my various experiences below.

What is my linkedin value proposition?
Continue to develop meaningful professional networks in sales, direct marketing, CRM, and academic areas which are mutually beneficial and productive.

Contact me for the following:
- Sales coaching and sales management strategy
- Expertise requests in sales recruiting, sales performance, digital marketing, CRM modeling, CLV modeling.
- Need entry level sales professionals or interns in the greater DFW marketplace

Specialties: Sales coaching, sales recruiting, sales performance, market analysis, customer relationship management, database marketing, SAS, SEM, digital marketing

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