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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.

About NETSEA

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.

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