Bill Harrington has over a 25-year career in sales, sales support and sales management in the information technology industry. After graduating with a BS in mathematics from the University of Illinois, Harrington worked for IBM in the DPD organization where he sustained over quota achievement all 9 years. After leaving IBM Harrington worked for ASK, Information Advantage, MSA, KPMG and E.Intelligence. Helping these companies achieve double-digit sales growth.

Harrington attended one of the first Selling workshops held by Mike Bosworth in 1985 and adopted the process, which became a corner stone of his success. Over the years Harrington has coached many workshops.

Marie Warner, Consulting Partner to Princeton Sales Partners, is a sales and marketing executive with over twenty-five years of experience in executive sales management, sales team creation, sales training and development, and both high level and big-ticket selling in the technology, telecom, media, internet and financial services markets.  Marie’s experience includes nine years as a Chief Sales Officer. 

She founded her company, Warner Sales Architects to help companies succeed by recruiting the right sales talent, and by training sales professionals selling skills demanded to consistently exceed revenue goals.  Warner Sales Architects applies a standardized approach to screening and interviewing of sales candidates to find and recommend the “most-likely-to-succeed” sales and sales management talent for client firms.

Marie provides sales and sales management recruiting services to Princeton Sales Partner clients.
 
Marie Warner
Warner Sales Architects, LLC
617-489-4528
mwarner@warnersalesarchitects.com

Brian brings to the team a vast experience in all aspects of managing diverse International organizations.  His experience includes Sales, Operations, Human Resources, Financial Reporting and Budgeting. He has successfully led a number of post acquisition integration programs.

An evangelist of the workshop process Brian was responsible for it’s implementation throughout the European Sales organisations of Lionbridge, Bowne Global Solutions and Berlitz Globalnet.

Brian had served as Chairman of Lionbridge International , Senior Vice President of Europe, Bowne Global Solutions and General Manager of Berlitz's Translations Services Europe. Prior to Berlitz, Brian served as Managing Director of Softrans International Ltd., an Irish localization company, which was acquired by Berlitz in 1991. He founded Softrans in 1984, and before that, held senior management positions with Apple Computer and Data General.

Brian Kelly
58 Ballinclea Heights
Killiney
Co. Dublin
Ireland
briankellyirl@gmail.com
+353 86 2577536

Anita Lewis has more than 25 years of experience managing and consulting in the financial services industry with responsibility for marketing, selling and implementing consulting services and the management of financial, operations, and technology functions.

Anita received her BA from the University of Montana in American history and political science with post graduate work at the University of Houston in accounting and finance. She is a Certified Public Accountant. Her business experience began with management positions in the financial services industry. As a Senior Vice President for a large regional bank in Houston, she was the CFO after holding senior positions in Internal Audit and being the Assistant Controller for the bank. In these positions she successfully implemented major process improvements that translated into millions of dollars in cost savings. She then moved into the consulting business with Ernst & Young working with the savings bank industry and major banks and companies such as Bank of America, American Airlines, Wells Fargo, and The Associates. From consulting, Anita went to work for a client as Senior Vice-President of Bank Operations with a promotion in 5 years to Executive Vice-President and CIO of Temple-Inland Financial Services. During this time, Anita had responsibility for information technology for 4 operating companies, for the consolidation of 4 IT departments and for implementation of the Clarify CRM system.

Most recently, Anita has been involved in working with CustomerCentric Selling® and firmly believes in the repeatable sales process methodology CCS provides that can drive sales revenue and in turn improve top-line results.

For the last 30 years Iano has been helping his clients create value through the use of new and emerging technologies. This experience proved to be invaluable when in 1996 he formed his own consulting practice to begin helping information technology companies sell their products and services.

Over the recent years he has helped over thirty major IT companies from all over the world improve their sales productivity and profitability. He has trained over three thousand people, including executives and managers, sales people, marketing and professional services staff.

His career in information technology took off in 1976 when he joined IBM's European HQ's staff in Paris as European Announcement Manager and Marketing Product Manager for a mainframe family of products. During the 1980's, Iano served in a variety of senior executive roles at IBM Italy from Field Systems Engineering Manager, to Sales Manager and, to Branch Office Director. These implied direct, personal involvement in all strategic and tactical sales and implementation activities.
In the early 90's, Iano was Regional Director of Marketing Offerings for large industrial accounts. His responsibility was to coordinate with country HQ, European HQ and regional branches, to define special offers to large, international accounts.

Prior to forming his consulting firm, he was the Regional Director for the Research Services Unit of Computer Sciences Corporation. In addition to selling research findings to corporate senior management, he had the opportunity to work with some of the information technology industries noted visionaries on how technology could be leveraged to improve competitiveness. In his first year as a Regional Director, Iano doubled the company's customer base and nearly tripled the revenue in his countrywide territory.

His educational background comprises Telecommunications, Economics and Political Science. He has been a foreign exchange student in the A.F.S. scholarship program in the US. He has been a member of the Information Technology Executives Club in Turin. He also speaks, reads and writes in Italian and French and has a basic knowledge of German and Spanish.

Str. Valsalice, 227/7s
10131 Torino, Italy
PH: + 39 011 8610351 (voice & fax)
icobianchi@customercentricsystems.it

Tom was born and reared in northern Minnesota. In high school he dug graves, and delivered ice cream and beer to the 10,000 lakes resorts. After junior college and a stint in the Navy as a Naval aviator, he returned to Minnesota and graduated from Macalester College. Two days later he joined IBM and spent the next 32 years in sales, product marketing, sales management, and Customer executive education. Tom completed his IBM career speaking domestically and internationally to Customer executives on how and why to get involved in information technology. He retired from IBM and built a successful public speaking career. He was a member of the National Speakers Association and faculty lecturer of the Life Insurance Marketing & Research Association speaking to audiences from Fortune 500 to medium and small businesses. In 1998 he attended and “found a home” in the structured sales workshop arena. Since then he has focused on coaching and managing sales workshops. His business experience and sense of humor have earned him popular acceptance in sales training.

Mary Lynn MurthaTOP

Mary created her business practice to help companies improve sales and marketing performance. As a Customer Centric Systems Consultant, she helps clients integrate sales and marketing by aligning their marketing and sales processes. Her clients have discovered that when the marketing process is integrated with the sales process the results are more revenue production through greater sales productivity and effectiveness. Mary’s goal is to help companies increase the consistency and effectiveness of sales messaging across all selling channels by identifying critical customer business goals then mapping the capabilities and value. This helps the sales and marketing organization deliver a consistent customer focused sales strategy and sales ready messaging that communicates value to their clients. Mary has worked over the past ten years with many Fortune 500 companies in the United States and Europe helping them with sales & marketing process implementations including companies like S irva Relocation, HHP, Matrix One, On Center, Ultryx, SPSS, Business Objects and Pilgrim Software.

Mary was recognized for her executive leadership as a finalist for the Industry & Technology Council of Central Ohio Outstanding Women in Technology Award. She was also a founding member and past President of the International Association of Microsoft Certified Partners of Central Ohio.

Patrick “Dan” Mullaney started his career with IBM. For thirty- five years he managed sales and marketing units that sold large-scale computer systems, primarily in the financial market place.

He has a BSC in Administrative Management from DePaul University. Dan also has studied finance at the graduate level at Loyola University, Chicago. During his career, He has worked exclusively in information technology. In addition to IBM he has held management positions with Honeywell, Fujitsu and Tandem Computers. When he joined Tandem, a two billion dollar company, he was manager of the Chicago District office. After six years in this position he was selected for a corporate reengineering project. His promotion to Manager of Marketing Operations for North America was the result of his two year assignment on this reengineering team. This team revised the approach Tandem marketed in the early 90’s. He managed of the creation of a CRM system that was pivotal to the total project. As Marketing Manager he revised the interface of field sales and corporate marketing and administration. This was critical to the integration of the sales and marketing units acquired by mergers and acquisitions.

During his career he was also an entrepreneur. Dan was President of his company that provided specialized back room systems for a bank’s direct communications with the Federal Reserve network. Dan’s last corporate position in the industry was as a principal with Carreker Corp., a 140 million dollar bank consulting firm in Dallas, Texas.