Track 15
Lean Sales & Marketing
Brent Wahba, President of Strategy Science Inc.
and Rob Perrilleon, Director Sales Development
Element K.
Abstract: Most sales and marketing processes are burdened with waste: large funnels of leads that don’t turn into bookings, a portfolio of products and services that don’t excite customers, extensive travel, the inability to deliver on time, salespeople inundated with too many non-selling activities, and endless finger-pointing meetings. This talk provides an overview and examples of how to apply proven lean methodologies to identify and eliminate waste in a sales and marketing organization while simultaneously driving the entire enterprise to deliver higher value products and services. The results are lower costs, higher margins, and a more motivated, productive sales and marketing workforce.
Bios: Brent Wahba is the president of Strategy Science Inc., a New York-based product development and strategy consulting / training firm. He founded this company to serve the needs of his clients for more scientific business improvement techniques and more business-focused product development methods that reduce cost and lead-time, improve quality, and increase customer satisfaction. Brent began his career 20 years ago in research and development at General Motors and has gained a very broad range of managerial and technical experience. He now uses his expertise to train, consult, and give
talks in many industries including automotive, information technology, pharmaceutical, and consumer goods. Brent has earned an MBA from the
University of Rochester , an MS in Materials Science & Engineering from the Rochester Institute of Technology, and a BS in Electrical Engineering from the University of Rochester . Brent is also a board member of the Rochester IIE.
Rob Perrilleon has 15 years sales, sales management, and marketing experience and is currently Director, Sales Development for Element K, a leading e-Learning company. In this role, Rob is responsible for creating and implementing the corporate value proposition, as well as product positioning and new product commercialization through marketing communications, a 50 person direct sales organization, and an extended enterprise of over 1,000 salespeople worldwide. During his tenure, Element K's sales increased over 20%, and sales productivity tripled. Prior to this role, Rob held a variety of sales, sales management, and strategic account positions, both at Element K and its predecessor Ziff-Davis, and several other technology companies. Rob holds a BA from Dickinson College , and an MBA in Competitive and Organizational Strategy from the University of Rochester 's Simon School of Business.
Quick-jump to sessions: opening-keynote-closing-1-2-3-4-5-6-7-8-9-10-11-12-13-14-15-16-17-18-19-20