Contributors
Alexandra Chiou
Alex is a research analyst on the SEC team. Her most recent projects have focused on next-gen sales tools, account planning and team-based selling. In her spare time, Alex enjoys exploring DC, traveling, and oil painting.
Brent Adamson
Brent facilitates a wide range of executive-level discussions around the world for Fortune 500 and Global 1000 executives in Sales, Marketing, and Customer Service, including multi-company retreats, single-company working sessions, global sales meetings, keynote presentations, and hands-on best practice workshops.
David Anderson
As a Member Advisor, Dave’s primary role is to work with members to understand their world and help them apply the Council’s insight/research/diagnostics/best practices/tools/templates/blog postings against their most important initiatives or most pressing challenges. When he’s not spending time in planes, trains, and automobiles en route to members’ offices, Dave’s on the phone in his office in the Windy City.
Tom Disantis
Tom leads the Advisory Services team for the Sales Executive Council and Customer Contact Council. In this role, Tom manages a team of advisors who provide support to member executives in identifying and applying insight and analysis to improve the effectiveness of their organizations. In addition, Tom works closely with member executives of the Sales Executive Council around the world helping them to apply the Council's research to solve their most pressing and important challenges. Since joining the Corporate Executive Board (CEB) in 2004, Tom has met with and led meetings for senior sales leaders at hundreds of member companies in North America, Europe, Asia, and Australia.
Matt Dixon
Matt Dixon is Managing Director of the Sales & Service Practice of the Corporate Executive Board (CEB) in Arlington, VA. In this capacity, he has management responsibility for the Customer Contact Council and its sister program, the Sales Executive Council, which together serve more than 1,000 customer service and sales organizations globally. As Managing Director, Matt has overseen dozens of original quantitative and qualitative research studies of customer service and sales and has presented to hundreds of senior executives and management teams around the world, including those of many Fortune 500 companies, on issues ranging from customer service strategy to sales productivity.
Charlie Dorrier
Charlie is a Senior Engagement Manager with SEC Solutions, part of CEB’s professional services practice and a sister program to SEC. SEC Solutions works one-on-one with members to build customized solutions focused on sales process, manager coaching, and training programs based on identified best practices across SEC . Charlie has been with the Solutions team since 2003, and has worked with members in manufacturing, healthcare, energy, high tech, and CPG. Charlie enjoys fly fishing and cycling in his spare time, and is based out of CEB’s DC office.
Eric Braun
Eric Braun is a Managing Director at the Corporate Executive Board, responsible for guiding research and content development in the areas of Sales, Marketing and Communications. He has published numerous studies on topics ranging from customer-orientation to reputation management and has counseled executives at Fortune 500 and FTSE 100 companies. Prior, Eric led the Communications Executive Council from its inception. He has also led research for CIOs and Heads of Corporate Strategy.
Karen Freeman
Karen Freeman is Practice Manager for MLC, and oversees the program’s original quantitative and qualitative research studies. Before joining the marketing world, Karen headed research for two other Corporate Executive Board programs: SEC for heads of sales and CCC for heads of customer service. Long before that, she even spent some time at a high tech PR firm where she learned the art of the press release, and did internal communications for Panasonic in Osaka, Japan, where she enthusiastically sang the company song every morning.
Timur Hicyilmaz
Timur and his quantitative research team build and deliver survey and data-based research products aimed at understanding exactly how different companies and executives successfully address critical Marketing and Sales challenges in a B2B environment. He has authored several studies on sales coaching, the attributes of star performance, the power of market differentiation and commercial strategy.
Jessica Williams
As an Advisory Specialist for the Sales Leadership Roundtable, Jessica spends her time helping sales executives from Middle Market organizations apply insights from Sales Practice strategic research to their most critical business challenges. When she is not talking to members about driving sales rep productivity or increasing customer loyalty, Jessica enjoys running, discovering new DC restaurants, and finding new places to travel.
Jamie Kleinerman
Jamie joined the Sales Executive Council research team in 2005.
In her role, Jamie conducts original best-practice research and advises member executives on a number of sales-related topics ranging from sales messaging to sales training. When not hypothesizing about channel partner management and Challenger sales reps, Jamie can be found traveling, or watching her beloved Duke Blue Devils win basketball games.
Josh Setzer
Josh is an analyst with the SLR and has researched left-brainy topics including sales force engagement, pipeline forecasting, social media metrics, and sales manager effectiveness. To keep that right side of the brain engaged, he also climbs rocks, rides waves, plays the banjo, and dances salsa.
Liam Kelly
Liam is an Advisory Specialist with the Sales Executive Council, serving members across Europe and South Africa from our London office. In his role, Liam advises cross-industry sales organizations on the insights derived from SEC's quantitative and best-practice research. Outside of work he is a keen sports person, playing football, golf & tennis — he’s also an avid Tottenham Hotspur FC fan.
Latika Raman
As a digital content analyst for the Sales, Marketing and Communications practice, Latika specializes in helping research teams communicate their insights in the digital space. She holds a degree in Literature and a diploma in Journalism. She loves learning new words and Dictionary.com is at the top of her favorites’ list. She loves buying gifts for her family and watching romantic comedies.
Mashhood Beg
Mashhood works as an Analyst in the India office and is SEC’s eyes and ears in the Asia-Pacific region. His most recent work has been around sales coaching, account planning, performance management, and prediction markets. Away from research, you can catch him travelling to remote destinations and photographing random objects.
Matt Kiel
Matt serves as Director of the Sales Leadership Roundtable, SEC’s sister program focused on bringing best-practice solutions and guidance to sales leaders at midsized organizations. In this capacity, Matt leads the research team in developing new resources and advising members. Prior to working on the Roundtable launch in 2006, Matt first cut his teeth in CEB’s sales organization. When not bouncing from call to call around the office, Matt enjoys all things music, from falling in love with new tunes to singing at the top of his lungs in the car.
Ted McKenna
Ted’s a Member Advisor with the Sales Executive Council, with experience speaking, researching, and writing on all aspects of sales and sales ops. Work consumes everything he does. Except he kinda like movies (not really horror, though). And watching sports (see appendix). And playing golf (two small kids severely limit opportunities to play). And reading (Gladwell, Steven Johnson, James Patterson, Dan Brown, to name a few). Oh, and traveling (still lots of places to go).
Appendix: Go White Sox, Hawkeyes, Bulls, and Bears.
Neha Ahuja
Neha is an Analyst with the Sales, Marketing and Communications practice in our India office. She works across topics in sales and marketing and has explored issues around sales metrics and global marketing campaigns.
Rick Karlton
Rick Karlton is a Director with the Sales, Marketing and Communications Practice of the Corporate Executive Board.
In his current role as a Member Advisor, Rick handles executive education and discussion facilitation. Rick has provided advice for executives across the Sales & Marketing terrain including: customer experience/loyalty, new product development, CRM, sales training/coaching, sales support, voice of the customer, segmentation, social media, brand management, metrics and planning.
Rick joined the Corporate Executive Board in 2002. He has delivered insight and managed discussions at several hundred member events across North America and Europe.
Scott Collins
Scott is an Executive Advisor with the Sales Executive Council, working with member executives to help them apply the Council's research to solve their most pressing and important challenges. He resides in Wadsworth, Illinois.
Taylor Mitchell
Taylor serves as an Analyst on the Sales Executive Council research team. When he’s not researching and creating insight on all things Sales, he’s probably out enjoying the great outdoors or looking for a new place to travel.
Nick Toman
Nick serves as the SEC’s Research Director, leading an incredible team of researchers and consultants in the pursuit of the right approaches to managing the sales function, contrary or dissonant as those truths may be. Prior to leading the SEC’s research team, Nick spent several years leading the Customer Contact Council, which works with heads of customer service. Can’t find Nick at work? He’s probably gone fishing, no joke.
Victoria Koval
As a researcher with SEC, Victoria devotes most of her time to creating original research and making sure that members have clear guidance for implementing it. Besides talking to members about account planning, pipeline management, and sales manager effectiveness, her next favorite thing is crunching data and creating visuals to communicate interesting insights. In her spare time, Victoria enjoys training for bi-annual 10-milers, scouting D.C.'s restaurant scene, and decorating her new house.
