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Location: IBM, Waltham (North Entrance)
Series: (none)

Sales and Marketing Roundtable: Generating Strong Revenue Growth: Recruiting and Training a Tier One Sales Force
Thursday, November 13, 8:00 - 10:00 AM
Solution Partnership Center
IBM, 404N Wyman Street, Waltham
For directions, please visit

Registration and breakfast begin at 7:45 AM. The charge for this program is $40 for Members and $50 for Non-Members.

Join moderator and marketing veteran Mike Kinkead, CEO, TIMEblaster, for another lively discussion on recruiting and training a "Tier One" sales team. Top performing sales people consistently out produce their peers and generate a disproportionate share of company revenue. In the software and services business, having a tier one direct sales, telesales and channel sales force is one of the primary determinants of outstanding revenue growth. But with these types of sales forces many issues arise.

  • How do you determine what type of sales rep will be most successful in selling your specific product offering?
  • Are different kinds of people required for direct, telesales and channel sales positions? What skill sets are important?
  • Where do you look for tier one sales people?
  • How do you identify tier one players during the interviewing process?
  • What compensation is required to attract and retain the top performers?
  • What is the best approach for initial and ongoing training of these people?
  • And how can a tier one sales force become part of your differentiation strategy against competitors?

The Roundtable will feature two seasoned sales professionals:

Andrew Cruickshank, President, Highgate Revenue Consulting, Inc., will present his proven approach for tier one sales force recruiting and training. Andy has created multi-million dollar sales organizations at rapidly evolving companies such as Lotus Development, and Lycos. Highgate Revenue Consulting assists technology and service companies increase their revenues with a specific focus on the sales organization. This form of work typically encompasses scaling an existing sales organization to meet aggressive growth goals, expansion into new enterprises or vertical markets, or re-starting a sales organization that has gotten off track.

Annmarie Taylor, founding member and Vice President of Sales, Netspoke, will ask the Roundtable participants to help solve her recruiting and training challenges by leading a conversation about her case situation. With an emphasis on direct inside sales, and alternate distribution channels and partnerships, Annmarie has helped grow the company's revenue to more than $10 million in the four years since inception. She has guided the rapid expansion of the inside sales force and the launch of Netspoke's channel sales program, creating an international network of agents and resellers.

Please come prepared to participate in the conversation and help answer the questions posed above with proven, high impact approaches. We expect that the November Roundtable will generate innovative ideas to help you set the stage for a successful sales year in 2004!

Please Note: This event is for CEO's, Presidents, and senior sales/marketing executives from software or Internet companies only.


Cost: Members
The event is over.

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