SalesLive – Miami Speakers


Nicolo Alaimo
Professor, Department of Marketing & Logistics
Florida International University


Nicolo is an accomplished senior business executive with over 30 years of international experience leading country, regional and global Sales and Marketing teams.

 

Currently a Professor for the Department of Marketing and Logistics in the College of Business at Florida International University where he teaches courses in the areas of Sales, Marketing, Negotiations and Customer Relationship Management, mentors students to help them excel in local and international Sales Competitions and works closely with the sponsors of the Global Sales Program

 

In addition to his Academic role, Nicolo leads the Sales Management and Enablement Practice at Sales Outcomes, a consulting firm focused on helping business-to-business companies to grow revenue by helping them to connect marketing and sales strategy to execution.   He is also a founding member of the Sales Enablement Society, a non-profit with 5,500 members across 45 chapter in 17 countries.

 

During his tenure at Hewlett-Packard, he held many management positions with increasing responsibilities in services, marketing, sales, and business management. Most recently, as the Global VP for sales enablement for the US$ 4B software business of HP, he led his global team to develop and deliver innovative field enablement programs, with metrics based for the first time on sales productivity.

 

A Nicolo holds a degree in Electronics Engineering from California State University, a Master of Sciences in Professional Management from the University of Miami, and an MBA from the same University. He is fluent in English, Spanish, Portuguese and Italian. He resides in Miami, Florida.



Chris Beall
CEO
ConnectAndSell, Inc.


For most of the past 30 years, Chris Beall has participated in software start-ups as a founder or at a very early stage of development. His focus has consistently been on creating and taking to market simple products that can be used successfully the first time they are touched, without having to take a course or read a manual. His belief is that the most powerful part of any software system is the human being that we inappropriately call a “user,” and that the value key in software is to let the computer do what it does well — go fast without getting bored — in order to free up human potential.

 

Toward that end, Chris has been involved with Requisite Technology, GXS, Epiance, Qlip Media, Aptara, Cadis, Sun Microsystems, and Unisyn. He is currently CEO of ConnectAndSell based in Silicon Valley.



Ramon Brayan
Sales Team Leader
Comcast Spotlight


Ramon Brayan is a successful bi-lingual advertising sales leader and former adjunct professor for the University of Miami’s School of Communication where he taught a course in media sales.  Ramon currently leads a team of sellers for Comcast Spotlight, the targeted video advertising division of Comcast Cable.  His team uses data to connect brands with audiences across TV, OTT, CTV and on any device that airs premium content.  Prior to working for Comcast Spotlight, Ramon has either been the top individual contributor or sales leader for some of the top media companies in the country such as TEGNA, NBCUniversal and Graham Media.  He has also been known for leading revenue growth through coaching sales people, developing new business and creating revenue from new initiatives. He has worked with a broad range of clients ranging from small local B2C businesses to large national brands. Ramon is a four-year football letter from the University of Louisville in Kentucky where he graduated with a degree in Finance and a minor in International Business.  He also holds an MBA from Nova Southeastern University with a concentration in management.  In addition to being a sales leader, Ramon is married to Elisa and the proud father of three young boys named Matias, Joaquin and Ramon III.



Chad Burmeister
CEO
ScaleX.ai


Chad Burmeister is Founder & CEO of ScaleX.ai and BDR.ai (a ScaleX Company).

 

The thing Chad is most passionate about – inside sales! Chad was the founding Chapter President of the Silicon Valley AA-ISP Chapter, and has volunteered over the past seven years to help advance the profession of Inside Sales to the next level of professionalism and performance. Chad was voted Top 25 Most Influential Inside Sales Professional by the AA-ISP 10 years in a row (2010 – 2019). Others describe Chad as high energy, high integrity and has an extremely high ability to execute.

 

Chad is an author of three books including SalesHack – The Original 25 Sales Hacks, SalesHack 2, and ScaleX.ai – Multi-Channel Sales Acceleration powered by artificial intelligence.



Mark Donnolo
Founder and Managing Partner

SalesGlobe


Mark is founder and managing partner of SalesGlobe. He is the author of the books The Innovative Sale, What Your CEO Needs to Know About Sales Compensation, and Essential Account Planning.

 

Mark has worked with Global 1000 companies around the world for the past twenty-five years focusing on sales innovation, sales strategy, sales coverage, account planning, sales compensation, and quota setting. Prior to SalesGlobe, Mark held management team positions with three major consulting firms. He also co-founded two venture-backed VoIP technology companies and a venture-backed clean coal technology company.

 

Mark holds an MBA from The University of North Carolina at Chapel Hill and a BFA from The University of the Arts in Philadelphia. He has served on the Board of Trustees for The University of the Arts and serves on the Alumni Council for Kenan-Flagler Business School. Mark enjoys traveling with his family, writing, drawing, and navigating the forest in his Gator with his trusty English Lab, Winston-Bubba.



Ellen Engel
President
Elevate USA & Southeast Florida Women’s Alliance


Capitalizing on entrepreneurial skills and a broad base of knowledge in the training, coaching, legal, management, and international business fields, Ellen has spent the last ten years providing cutting-edge professional training and coaching to government organizations, non-profits, professional associations, and private industry. An attorney by trade but an entrepreneur by choice, Ellen has worked in a variety of corporate, professional, and adult education fields. As President of Elevate USA Inc., Ellen has grown her flexible, customer-oriented, training company from a single trainer to over fifty trainers working across the country and
internationally. Under her leadership, Elevate USA has expanded to offer over 250 tailored training topics and 7,500+ self-paced online learning modules.
Elevate USA also offers executive coaching, workforce management, and consulting services. Ellen has worked as a speaker, trainer, and coach at some of the top government organizations in the nation. In 2013, she co-founded Total Transportation Training, LLC, a professional services training company that specializes in training, assessing, and certifying workforces in the transportation industry. Ellen believes that learning is a lifelong essential process and in 2005 she created Life University, a program that empowers young adults with the life-skills they need to succeed. In 2015 she began the Career Advancement and Placement (CAP) USA program – a training and internship placement program that teaches foreign students and young professionals the skills to succeed in American business. CAP USA works with major U.S. organizations to arrange high-end internship placements in the participant’s career field of choice. As president of the International Association of Business Leaders, Ellen fostered business development and expansion across the globe through strategic planning and networking with business associates and senior level managers in the international Fortune 500 arena. Highlighting a successful career, Ellen produced international trade shows and seminars, networked with many of the best leaders in business today, worked as an attorney in private practice, and has over 24 years of legal experience. Ellen is uniquely qualified in international business, entrepreneurship, and training others how to start their own companies. Dedicating her talents and expertise to promoting the ideals embraced by Elevate USA Inc., Ellen promotes the spirit of perpetual education, self-promotion, international cooperation in the global business community, and excellence in professional ethics. Her greatest passion is helping others achieve the success and satisfaction in the competitive business arena.



Lorraine Ferguson
Author

The Unapologetic Saleswoman


A dynamic, enthusiastic speaker certified in the proprietary selling system developed by David H. Sandler, Lorraine Ferguson informs, entertains, and motivates leadership and rank and file sales teams to achieve their full potential.

 

Lorraine has transformed hundreds of selling professional’s selling behaviors, mindset, and processes as a Sandler trainer and coach since 2005. She plays an important role in Sandler’s worldwide organization, and is recognized internationally as a business development expert specializing in executive sales consulting and sales productivity training, with a special passion to see women reach their full potential.

 

She recently published the book entitled, The Unapologetic Saleswoman, and several articles and blogs on this topic.

 

Lorraine brings over twenty-five years of sales leadership experience in start-up, franchise, Fortune 500, and private equity companies to her clients, where she often times learned the hard way how to develop and lead sales teams.

 

Visit: www.sandler.com and https://www.linkedin.com/in/lorraineofsandlertraining



Joseph Fung
Co-Founder & CEO

Kiite


Joseph is the Co-Founder & CEO of Kiite, an AI-powered platform purpose-built to provide sales teams with the information they need, when they need it. A repeat founder & CEO, Joseph has had multiple successful exits, and speaks frequently on the topics of diversity and corporate social responsibility. He is an active early-stage investor who ensures that the majority of his investments are into women-led companies. Joseph also sits on the boards of Communitech, the Golden Triangle Angel Network, and the Kitchener-Waterloo Symphony.



Carlos Garrido
Owner

Sandler Training Miami


Carlos is an enthusiatic, solutions-orientated leader, with the knowledge and expertise to help firm’s set and exceed their most challenging goals.

 

He works with business owners and managers to help them triumph over challenges that work to inhibit or limit their success, through practical, proven, and experience-based training programs and methodologies.

 

Carlos brings more than 12 years of international consulting, coaching and business development experience to Absolute Sales Development, Inc.

 

Prior to joining Sandler, Carlos has been Senior Director for AstraZeneca (one of the worlds largest and most prestigious pharmaceutical brands) – working out of the Miami Headquarters, leading global and Latin America region’s business development activities.

 

As well as an impressive and enviable business development pedigree, Carlos has extensive expertise in corporate finance and investment banking and has worked for various leading investment banking groups.



Nate Gilmore
Chief Revenue Officer
PandaDoc


Nate Gilmore is the Chief Revenue Officer for PandaDoc leading Sales, Marketing and Customer Success.  PandaDoc is one of the fastest-growing B2B SaaS companies in the eSignature, proposal, and contract management space that helps more than 14,000 companies close deals faster.  Prior to PandaDoc, Nate was an EIR for 500 Startups, a leading global startup accelerator with investments in over 2000 companies. Prior to 500 Startups, Nate was the founding go-to-market VP of Shipwire, a SaaS provider of logistics to midmarket brands, which was sold in 2013 to Ingram Micro, Inc (Fortune 100) where Nate held senior executive leadership roles until 2017.  Nate is an active investor and advisor.


John Guydon
Motivational Speaker


John Guydon was born in Compton in 1983. Determined to have a better life, John’s parents moved his family to Orange County. He started a business selling candy in the 7th grade to pay for lunch and football cleats, eventually going on to play Division I football at The University of Colorado and earning a Broadcast Production degree from the school of journalism. For two years, he sold commercial property and casualty insurance to businesses, where he sold the largest convenience store policy in the state and set the company record for the number of quotes in a single year. Both records still stand today. When John joined a fast growing SAAS company, it was a similar story. Within 60 days held the record for qualified leads and went on to sell marquee clients that the CEO had previously attempted to bring on board.

In 2007, tired of the constraints of the traditional corporate world, he left to start his own business. He created a commercial text message platform called Duffled that allows businesses and organizations to text customers using a commercial short code. It’s known as the most powerful SMS marketing software on the planet. In 2012 he sold the company, which still runs today, and set his sights on a new problem to solve. After the 2012 kidnapping and murder of a young girl just blocks from her home, John discovered that the Amber Alert system is over a decade old and takes hours to be deployed. He decided to create something better and launched The Lassy Project, software that gives parents and guardians the ability to notify an entire local community about a missing child in seconds, not hours. During his time with The Lassy Project, he joined the single largest technology accelerator program in the world: Techstars. His involvement with Techstars launched John into the big leagues, leading to an exclusive invite to spend a week on Necker Island with Richard Branson and top entrepreneurs from around the world.

In 2014, he founded Startups Illustrated, which helps companies raise rounds of funding and gain acceptance into top-tier accelerators. It focuses specifically on empowering underserved communities, encouraging participation and success in the innovation economy by partnering with local economic development organizations, corporations, and accelerators to deliver entrepreneurship training programs and boot camps. John has since worked with countless startups and entrepreneurs to help them better tell their stories and sell their way to profitability. John is an exceptional speaker with an incredible ability to move an audience to action long after he leaves the stage. He is a walking example of unstoppable progress by making relentless progress toward everything he sets out to do.



Mark Jewell
President & Co-Founder
Selling Energy


Mark Jewell is an internationally recognized subject matter expert, coach, speaker and Wall Street Journal bestselling author focused on selling building-related solutions. He is a two-time recipient of the prestigious Stevie Award® for Sales Training or Education Leader of the Year. His company, Selling Energy, appeared on Selling Power magazine’s list of Top 20 Sales Training Companies. Over the last 25 years, Mark has influenced building-related decisions in more than three billion square feet of real estate. Mark received his B.S. in Economics and Finance from The Wharton School at the University of Pennsylvania.



Adam Jones
Chief Revenue Officer
Miami Marlins


Adam Jones recently completed his second year with the Miami Marlins, having joined the organization in October of 2017 as Senior Vice President of Strategy & Development before assuming the position of Chief Revenue Officer. In his role, Mr. Jones focuses on all revenue-generating processes with the organization with oversight of market strategy, business planning and analysis, strategic initiatives across lines of business, organizational development, and long-term facilities planning.

 

Mr. Jones has been at the forefront of the Marlins’ offseason enhancements at Marlins Park. Under the direction of Mr. Jones and the ownership group, the Marlins have worked diligently to enhance the fan experience at Marlins Park, with a focus on creating a sense of community through the new social spaces, resetting the premium standard with The Club presented by DEX Imaging, and re-imagining the food and beverage experience in the ballpark.

 

Prior to joining the Marlins, Mr. Jones spent nearly 15 years at PwC, most recently as a Director and the Firm’s Sports Practice Leader.



Donald Kelly
Founder & Chief Sales Evangelist
The Sales Evangelist, LLC.


Donald Kelly helps struggling sales professionals and entrepreneurs find more prospects, build stronger value and close more deals. He can do the same for you and your team. As a former top performing technology sales professional, who has successfully sold in both the public and private sectors, Donald was able to crack the code that could turn any underperforming organization into a selling machine.

 

Donald has designed his training around concrete fundamental principles adaptable by any seller. He has helped sellers from companies all over the world build confidence in their selling abilities and increase revenue as a result. Organizations such VMWare, Consolidated Electrical Distributors LLC. (CEB), Salt Edge, Chapter Spectrum and Hibu/The Real Yellow Pages.

 

Along with helping for profit organizations, Donald has also assisted non-profit firms such as Florida State Minority Supplier Development Council, The Eastern Minority Supplier Development Council, Christians In Action Network, GEAR UP and Cal Poly University.

 

As a speaker Donald has spoken to audiences all across the country and has shared the stage with speakers such as Aisha Tyler, Sarah Koenig, Chris Brogan and Marc Maron.

 

In addition to training sales professionals in workshops, online courses and keynote presentations, Donald is the host of a popular sales podcast called “The Sales Evangelist” . With listeners in over 155 countries and monthly downloads exceeding more than 60 thousand. The podcast has received recognition from publications such as Entrepreneur Magazine, Inc Magazine, HubSpot, Yahoo Finance and the South Florida Business Journal.

 

Donald’s mission is to evangelize the method of effective selling and motivate sellers of all levels to DO BIG THINGS!



Michael Labate
Head, Program Development & Operations, Digital (Social) Selling
SAP


For the past 20 years Michael has held leadership positions accountable for business strategy, customer experiences and innovation spanning start-ups to large enterprises. He is currently serving as Head of Program Development and Operations of SAP’s global Social Selling program, as well as an Executive Leadership Fellowship serving SAP’s EMEA Commercial Sales Marketing Organization

 

Michael also serves as a member of the Executive Board for the Sales Enablement Society; a non-profit with 5,500 members across 45 chapter in 17 countries.

 

Michael earned a Bachelor’s Degree in Business from The Pennsylvania State University and is completing an Executive MBA at Northwestern University’s Kellogg School of Management. He resides in Delray Beach, Florida, with his wife and two children.

 



Joël Le Bon
Marketing & Sales Professor
Johns Hopkins University


Joël Le Bon is a Marketing & Sales Professor at Johns Hopkins University Carey Business School and serves as Faculty Director for Leadership in Digital Marketing & Sales Transformation. He is the Chief Academic Researcher & Higher Education Representative for the AA-ISP American Association of Inside Sales Professionals and serves on the Board of Advisors of the Sales Enablement Society. He was on the faculty at the University of Houston Bauer College of Business where he served as Director of Executive Education, and Director of Professional Development for the Stephen Stagner Sales Excellence Institute, and at ESSEC Business School in Singapore and France where he served as Department Head.

 

Before becoming a professor, he was a Strategic Account Manager for Xerox, and had sales and sales management roles in the media industry where he won several all-time awards. As a professor, he has earned 24 international research, teaching awards and distinctions, and is the first sales educator to have received all the teaching awards from the major academic marketing associations. His research has been published by leading academic journals, and he is the author of two books on key account management & technology, and competitive intelligence & the sales force.

 

He holds a BA in Management Science, a MSc in Marketing and Strategy, and a PhD in Marketing from Paris Dauphine University, was a Postdoctoral Scholar at PennState University Institute for the Study of Business Markets, and is an alumnus of the Kellogg ITP program of Northwestern University.

 



Peeran Mukadam
Director, Global Sales Training & Development
Honeywell


Peeran Mukadam has over 21 years of leadership experience in Executive roles in Human Resources, OD / Consulting, Business Strategy and Sales Enablement. His career spans 3 continents and 10 different roles working for global leaders in IT and Hi-Tech Manufacturing companies based in the US, India and Germany.

 

Peeran brings depth of knowledge, a clear focus on business outcomes and a passion for excellence to his clients having held leadership roles working across national and corporate cultures using his repertoire of 4 European languages.

 

Sample achievements include: Implementing the ISO 9000 framework across 11 countries in Asia Pacific including TQM training and process improvement workshops; Design and deployment of a services strategy successfully re-positioning a global equipment manufacturer as a value-added services leader; Orchestrating the Go-to-Market approach in North America using The Challenger Sale and Challenger Customer know-how from CEB/Gartner; Leading the worldwide Learning and OD function (USD 3 Billion organization) and instituting standardized talent management practices including Leadership Development and Succession Planning.



Bobby Mulligan
Senior Director, World Wide Service Provider Strategy
Commvault


Bobby is a seasoned business technologist adept in building, leading and scaling multiple routes to market aligned to core strategic business objectives. Ability to effectuate budget-conscious programs conducive with increasing company operating margins while achieving and exceeding revenue goals. Results-driven, global thinker with intrinsic passion to innovate and embrace better ways of solving business needs, ensuring customer and partner success.

 

Bobby possesses strong business acumen with a customer and partner centric mindset, proficient in providing world-class solution architectures to enable sales growth. Leadership abilities to assemble multidisciplinary teams, creating a positive culture to enable prolific alliances amid partners and clients, while maintaining synergy and trust throughout the process.



Anita Nielsen
Author
Beat the Bots


Anita Nielsen, is the Best-Selling Author of “Beat the Bots: How Your Humanity Can Future-Proof Your Tech Sales Career.” She is a Sales Enablement Consultant and Performance Coach with over 20 years of experience in B2B sales and support and the President of LDK Advisory Services, LLC. As an advocate for salespeople, Anita is dedicated to coaching and equipping them for long-term success. For her efforts, she was named one of the Top Sales Enablement Consultants of 2018 by Selling Power Magazine. Anita’s clients learn to create differentiating value to supersize deals, accelerate organizational growth, and create loyal, lifetime customers. With a bachelor’s degree in psychology and a master’s in business administration from the New York Institute of Technology, Anita is uniquely positioned to help salespeople adapt and thrive. Anita lives in Chicagoland with her husband and two teenaged children.



Christine Ramirez
Partner & Vice President
Dale Carnegie Training Southeast Florida


As Partner and Vice President of Dale Carnegie Training Southeast Florida, Christine Ramirez Pallesen drives results for the Southeast Florida Market. She is a sough after speaker and coach in the areas of Sales, Leadership, Innovation, Succession Planning, and the Multi-Generational Workforce. Christine is also a Certified Exit Planning Advisor (CEPA), and works with clients to integrate best in class business practices into daily operations to maximize business value.

 

In 2017 Christine was recognized as one of Fort Lauderdale’s Most Powerful Women. She has been actively involved with Global Dale Carnegie initiatives including the 2018 re-branding, launching the Globl Day of Giving, and the Global Trainer Quality Board.

 

She previously served on the University of Central Florida Alumni Association Board of Directors, the Board of the United Way of Broward County Women’s Leadership Council, and was an “Outstanding Women” Honoree for the Boys and Girls Club of Broward County.

 

A University of Central Florida graduate with a Bachelor of Science in Organization and Interpersonal Communication, Christine’s studies also included Leadership Studies and Nonprofit Management. Christine worked for the UCF department of Leadership Studies for three years developing and delivering leadership program to college students before joining the Dale Carnegie team in 2008.



Devin Reed
Content Strategy Manager
Gong


Devin is the Content Strategy Manager at Gong.io and Host of Gong Labs Live, a weekly show designed to provide tips and insights to sales professionals. He also hosts a sales blog, TheReeder.co, focuses on educating and entertaining sales professionals with best practices to fine-tune their craft.



Steve Richard
Chief Evangelist & Co-Founder
ExecVision


Steve Richard is the founder of ExecVision, a conversation intelligence platform.  Steve’s mission and life’s work is to help as many sales teams as possible become wildly successful.  He has been featured in numerous publications including The Harvard Business ReviewThe Washington Business Journal, and The Washington Post.  Outside of work, Steve enjoys scuba diving, skiing, running, and watching lots of football.  He lives in Arlington, VA with his wife Ellen and their four kids ages 3, 6, 8, and 9.



Alex Sandkuhl
Director of Sales

InSync Healthcare Solutions


For the past decade, Alex has built and led record breaking sales teams in a range of technology companies. Currently, he serves as the Director of Sales for InSync Healthcare Solutions, a rapidly growing medical software company in Tampa, FL where he has doubled the company’s annual revenue in only 2 years. His expertise is on hypergrowth sales and marketing in early, mid, and late stage technology companies. Alex is also the Co-Host of Why Tampa Bay, a web series sponsored by Chase about starting and growing businesses in Tampa Bay.



Michelle Seger
Partner
SalesGlobe


Michelle is Global Sales Strategy and Change Management Leader with SalesGlobe. She works with leadership teams to transform their sales organizations, improve sales productivity, and increase return on the organization’s investment in sales from sales strategy to sales organization, to sales compensation. She has a concentration on global harmonization for multinational organizations and implementing change within diverse organizations. Considered an expert in her field, Michelle is a keynote and conference speaker and is frequently quoted in the national business and trade media on current and changing business trends that impact people, shape behaviors and drive performance and culture

 

Michelle has over twenty years of industry experience that includes technology, financial services, manufacturing, business services, consumer products, retail and hospitality. Prior to SalesGlobe, Michelle held leadership positions with US Bank, Accenture, Georgia-Pacific, and owned an international Italian franchise.

 

Michelle holds an MBA Emory University’s Goizueta School of Business, with a concentration in Global Business Management, and a BA in Spanish from Siena College. Michelle is a competitive triathlete and a multilingual enthusiast who enjoys international travel and spending time with her family sharing unique cultural experiences.



Charlie Thackston
President & Co-Founder
SOAR Performance Group


Charlie Thackston is the President and Co-Founder of SOAR Performance Group. Charlie is responsible for the vision and strategy of the company. Additionally, Charlie is a lead consultant, responsible for developing and implementing Sales Capital Management℠ solutions for our clients.

 

In his experience as a managing partner for a leading sales effectiveness consulting firm, Charlie has helped global sales organizations such as HP, Siemens, Verizon and SAP to enable sales best practices to achieve improved business results. Charlie’s Sales Capital Management℠ engagements have focused on accelerating growth, sales leadership development, sales performance coaching, global account management skills, consultative selling skills, new business development, partner/channel management, territory management, funnel/forecast management, collaborative business planning, margin acceleration strategies, and executive engagement skills.

 

Additionally, as a Vice President responsible for sales, marketing, and business development, Charlie has led high performance teams that consistently delivered accelerated growth in both revenue and profitability. His leadership enabled successful public stock offerings for two market innovators, T/R Systems (acquired by EFI) and Datalogix (acquired by Oracle). Additionally, he has served in the role of Vice President of Marketing for Firstwave, an early leader in the customer relationship management market, sales consultant roles for Management Science America (MSA) where he was consistently recognized as a top performer and financial management roles with General Electric and Monsanto.

 

Charlie is co-founder of the Atlanta Sales Leadership Community. He holds BBA and MBA degrees in Accounting and Finance from the University of Georgia, and resides in Atlanta, Georgia with his wife.