IBM Cloud Authors: Pat Romanski, Elizabeth White, Liz McMillan, Yeshim Deniz, Stefan Bernbo

News Feed Item

NETSEA November 18 Event: Rethinking the Sales Cycle

NETSEA, the New England Technology Sales Executives Association, today announced its quarterly educational and networking event, “Rethinking the Sales Cycle: Groundbreaking techniques for controlling every moment of the buying cycle,” will be held on Wednesday, November 18, 2009, from 6:00 p.m. to 9:00 p.m. at the Schwartz Communications Conference Center in Waltham, Mass.

Keynote speaker and co-author of CustomerCentric Selling®, John Holland, will be joined by CustomerCentric Selling customer, Diane Albano, for a discussion on best ways to implement effective sales techniques in the technological world. The discussion will focus on real-world examples, case studies and lessons learned, all of which illustrate the importance of being prepared for selling to the well-informed customer while still providing superior customer experience.

“The dynamic of selling has changed dramatically since the 1990s,” said Lauren Kelley, board chairman and president of NETSEA. “The Internet has enabled buyers to become better informed about their needs and their options to satisfy those needs, forcing sellers to learn a new approach to effective selling. Our speakers will share real-world success stories from implementing a customer-centric sales technique and will discuss ways for others to implement this technique into their own sales initiatives to assist in enhancing sales performance and increasing sales success.”

Following the speaker and case study presentation, a Q&A session will allow attendees to ask questions specific to their organization and situation.

Location and Registration Information

This NETSEA event will take place at the Schwartz Communications Conference Center (230 Third Avenue, 1st Floor) in Waltham, Mass., on Wednesday, November 18, 2009, from 6:00 p.m. – 9:00 p.m. The pre-registration cost to attend is $25 for NETSEA members and $50 for non-members if they register before November 18. For more details or to register online, visit: http://www.netsea.org/news/event_11-18-09.html.

Directions to the conference center are available at: http://www.schwartz-pr.com/about_maps.php?location=boston.

Media representatives are also encouraged to attend.

About the Keynote Speaker

John Holland – Co-Founder & Co-Author, CustomerCentric Selling®

In co-authoring and helping launch CustomerCentric Selling in 2002, John R. Holland leveraged more than 20 years’ experience in sales, sales management and consulting. As a sales consultant, he helped many diverse organizations design and implement a standard sales process. He has worked with technology, overnight delivery, language localization, leasing, temporary housing and financial services companies.

In 2003, McGraw-Hill published CustomerCentric Selling, which Holland and Mike Bosworth, the original author of Solution Selling, co-authored. Holland has had articles published by Sales and Marketing Executive Report, Selling Power and American Salesman. He was commissioned to write a white paper on best practices in CRM, focusing on integrating automation with sales process. He has spoken on various topics for organizations including SMEI, The American Marketing Association and Software Success.

Holland earned a degree in Mechanical Engineering from Northeastern University before starting his career in high technology with IBM's General Systems Division. In addition to being one of four principals in CustomerCentric Selling, Holland serves in an Advisory Board capacity with selected companies, providing guidance and advice about product direction, service offerings and overall sales and marketing strategies. For more information about CustomerCentric Selling, please visit www.customercentric.com.

About the Case Study Presenter

Diane Albano

Diane Albano is a Sales and Marketing executive with more than 25 years of High Technology industry experience. Albano began her career working for technology giants Burroughs and Xerox, after which she joined Digital Equipment Corporation. While there, she served in various sales, sales management, global account management and executive leadership positions, and ran the worldwide Aerospace industry sector and managed the go-to market strategies for all the vertical industries in the Americas.

Albano then moved to Genuity, where she managed a team of over 900 sales and marketing associates and assisted in growing the revenue to over $1.3 billion. Following Genuity, she moved on to senior leadership roles at Aspen Technology, Progress Software, FAST (acquired by Microsoft) and Workscape and now runs her own consulting company where she helps clients realize the potential in their sales organization and works to diagnose the necessary movements for success.

While at FAST and Workscape, Albano implemented CustomerCentric Selling and successfully rolled it out to the entire sales organization.

Albano earned her B.A. in Economics from the University of Massachusetts and completed PMD61 at Harvard University.


NETSEA is the premier association for technology sales executives in New England. The organization provides collaboration, networking, continuous learning and development for high-tech sales executives in a peer group setting. NETSEA delivers a unique blend of business resources and personal support that help make the challenge of developing sales opportunities and growing revenue both fulfilling and worthwhile. With more than 200 members, NETSEA can be found on the World Wide Web at www.netsea.org.

All product and company names may be trademarks or registered trademarks of their respective holders.

More Stories By Business Wire

Copyright © 2009 Business Wire. All rights reserved. Republication or redistribution of Business Wire content is expressly prohibited without the prior written consent of Business Wire. Business Wire shall not be liable for any errors or delays in the content, or for any actions taken in reliance thereon.

IoT & Smart Cities Stories
Dion Hinchcliffe is an internationally recognized digital expert, bestselling book author, frequent keynote speaker, analyst, futurist, and transformation expert based in Washington, DC. He is currently Chief Strategy Officer at the industry-leading digital strategy and online community solutions firm, 7Summits.
Digital Transformation is much more than a buzzword. The radical shift to digital mechanisms for almost every process is evident across all industries and verticals. This is often especially true in financial services, where the legacy environment is many times unable to keep up with the rapidly shifting demands of the consumer. The constant pressure to provide complete, omnichannel delivery of customer-facing solutions to meet both regulatory and customer demands is putting enormous pressure on...
IoT is rapidly becoming mainstream as more and more investments are made into the platforms and technology. As this movement continues to expand and gain momentum it creates a massive wall of noise that can be difficult to sift through. Unfortunately, this inevitably makes IoT less approachable for people to get started with and can hamper efforts to integrate this key technology into your own portfolio. There are so many connected products already in place today with many hundreds more on the h...
The standardization of container runtimes and images has sparked the creation of an almost overwhelming number of new open source projects that build on and otherwise work with these specifications. Of course, there's Kubernetes, which orchestrates and manages collections of containers. It was one of the first and best-known examples of projects that make containers truly useful for production use. However, more recently, the container ecosystem has truly exploded. A service mesh like Istio addr...
Digital Transformation: Preparing Cloud & IoT Security for the Age of Artificial Intelligence. As automation and artificial intelligence (AI) power solution development and delivery, many businesses need to build backend cloud capabilities. Well-poised organizations, marketing smart devices with AI and BlockChain capabilities prepare to refine compliance and regulatory capabilities in 2018. Volumes of health, financial, technical and privacy data, along with tightening compliance requirements by...
Charles Araujo is an industry analyst, internationally recognized authority on the Digital Enterprise and author of The Quantum Age of IT: Why Everything You Know About IT is About to Change. As Principal Analyst with Intellyx, he writes, speaks and advises organizations on how to navigate through this time of disruption. He is also the founder of The Institute for Digital Transformation and a sought after keynote speaker. He has been a regular contributor to both InformationWeek and CIO Insight...
Andrew Keys is Co-Founder of ConsenSys Enterprise. He comes to ConsenSys Enterprise with capital markets, technology and entrepreneurial experience. Previously, he worked for UBS investment bank in equities analysis. Later, he was responsible for the creation and distribution of life settlement products to hedge funds and investment banks. After, he co-founded a revenue cycle management company where he learned about Bitcoin and eventually Ethereal. Andrew's role at ConsenSys Enterprise is a mul...
To Really Work for Enterprises, MultiCloud Adoption Requires Far Better and Inclusive Cloud Monitoring and Cost Management … But How? Overwhelmingly, even as enterprises have adopted cloud computing and are expanding to multi-cloud computing, IT leaders remain concerned about how to monitor, manage and control costs across hybrid and multi-cloud deployments. It’s clear that traditional IT monitoring and management approaches, designed after all for on-premises data centers, are falling short in ...
In his general session at 19th Cloud Expo, Manish Dixit, VP of Product and Engineering at Dice, discussed how Dice leverages data insights and tools to help both tech professionals and recruiters better understand how skills relate to each other and which skills are in high demand using interactive visualizations and salary indicator tools to maximize earning potential. Manish Dixit is VP of Product and Engineering at Dice. As the leader of the Product, Engineering and Data Sciences team at D...
Dynatrace is an application performance management software company with products for the information technology departments and digital business owners of medium and large businesses. Building the Future of Monitoring with Artificial Intelligence. Today we can collect lots and lots of performance data. We build beautiful dashboards and even have fancy query languages to access and transform the data. Still performance data is a secret language only a couple of people understand. The more busine...