VP Sales Operations, Small Commercial Insurance, Chubb
Andy joined Chubb in May 2018 after spending 12 years with The Hartford. In his role as VP of sales enablement, Andy is responsible for building out the necessary infrastructure for Chubb’s fast growing small commercial sales organization. This includes sales management reporting, the design and implementation of a sales talent road map, and implementing sales best practices. He has more than 10 years of small commercial experience with The Hartford in positions of increasing responsibility for their product management function. In this role, Andy was responsible for building a team of product managers who designed and implemented strategies aligned with state dynamics that exploited opportunities for profitable growth. Prior to his Hartford experience, Andy worked for SwissRe in their treaty division, responsible for all business intelligence and analytics as well as global client support. Andy started his career as a management consultant at Accenture within their financial services division. He is a proud graduate of Siena College and RPI.
Corporate Director of Sales and Marketing Training, Senior Lifestyle
Cindy is the corporate director of sales and marketing training for Senior Lifestyle, based in Chicago. She has developed a mentor-style program for onboarding new sales associates, connecting the experience of current senior living sales professionals to new employees through virtual coaching practice sessions. The program has received positive feedback from participants who have found the experience greatly helpful as they navigate their individual training courses.
Cindy is also an ATD Master Trainer who believes in the power of music, physical movement, clear step-by-step instructions, and humor in her training. As an avid reader, she harnesses the power of storytelling to create engaging learning. With almost a decade of experience in L&D, Cindy has developed comprehensive orientation and training programs for corporations as large as 80,000 associates including instructor-led training (ILT), virtual ILT, e-learning, and blended learning programs. She known within her family as a “glam-me” of three energetic and curious grandchildren with whom she adores reading stories. Her home base is in central California, and she travels with her husband to destinations that feed her individual journey of discovering the beauty of the world.
Sales Enablement, Training and Talent Leader at DISYS
Before moving into learning and enablement, Ball sold inside, sold outside, and hired, developed, coached, and managed salespeople, recruiters, and sales leaders. His focus is enabling performers with what to show and what to know as well as eliminating organizational hurdles to their success and their clients' success. Ball is a founding member of the Sales Enablement Society and currently serves on its board of advisors. He was recognized in 2018 as one of Highspot’s "Sales Enablement Stars" for Process Innovation and has recently been featured on podcasts such as StorytellingSales.com and “The Purpose at Work.”
President and CEO, Richardson
John D. Elsey is president and CEO of Richardson, leading the company’s global go-to-market strategy and vision around being a mission-critical resource to executive leaders who strive to improve and sustain revenue performance via world-class selling teams.
With more than 15 years of experience in helping clients design and implement programs that drive measurable improvements to performance, he provides executive sponsorship to many of Richardson’s clients throughout their sales transformations. As a business executive, Elsey combines his experience in skill development within the sales function while helping customers connect their human talent initiatives to what matters most—improvements in their companies’ operational metrics.
Prior to joining Richardson, Elsey held a variety of senior executive positions for private sector and publicly traded companies, including several chief executive officer roles with global responsibilities across the United States, Europe, the Middle East, Africa, and the Asia-Pacific region.
As his clients’ programs span geographies, cultures, languages, and operating divisions, Elsey applies his experience of working in these complex environments to bear, advising clients on how best to avoid predictive failure points in transformational projects and on which approaches maximize return on capital and resources invested.
He resides in Chevy Chase, Maryland, with his family and enjoys cycling, sailing, and international travel.
Managing Partner, SalesGlobe
Author of the upcoming book, Quotas! Using Design Thinking to Solve Your Biggest Sales Challenge, Mark is founder and managing partner of SalesGlobe, a sales effectiveness consulting firm that works with major sales organizations on sales strategies to grow revenue. Mark is a regular conference speaker on sales compensation and is the author of numerous books and articles. Mark’s earlier books on sales effectiveness and reward include Essential Account Planning: Five Keys for Helping Your Sales Team Drive Revenue (ATD 2017), What Your CEO Needs to Know About Sales Compensation: Connecting the Corner Office to the Front Line (AMACOM 2013), and The Innovative Sale: Unleash Your Creativity for Better Customer Solutions and Extraordinary Results (AMACOM 2014).
Vice President, Instructional Design and Training Delivery, Synchrony CareCredit
Matt began his sales career at Gartner and was head of sales at U.S. Interactive during the dotcom era. As a sales training consultant from 2001 to 2017, he worked with clients including American Express, CareCredit, DIRECTV, Google, Merrill Lynch, MetLife, Microsoft, and Toyota. In 2017, he joined Synchrony’s CareCredit division as vice president of instructional design and training delivery, where the training team serves both internal learners (300 salespeople) and external learners (215,000 healthcare providers). Matt earned his doctorate from Yale University and specializes in applying the psychology of influence to sales and customer experience design.
Karl Kapp is an international speaker, scholar, writer, and expert on the convergence of learning, technology and business with a focus on game-thinking, games and gamification for learning. He serves as a professor of Instructional Technology at Bloomsburg University in Bloomsburg, PA. Karl has authored or co-authored eight books including The Gamification of Learning and Instruction and Play to Learn. Karl helps sales enablement by creating innovative and engaging sales games. He is the creator of both the Zombie Sales Apocalypse Card game and the digital immersive game teaching sales skills iSALE. He is author of a number of LinkedIn Learning courses including “Sales Gamification.” Karl’s work explores the research, theoretical foundations and application of gamification, game-thinking and game-based learning to teaching subjects like sales skills. In 2019 Karl was awarded ATD’s prestigious “Distinguished Contribution to Talent Development Award.” Follow him on Twitter @kkapp.
VP, Sales Enablement Services, SPARXiQ (formerly SPA & SPASIGMA)
Mike is a respected sales transformation architect and internationally recognized sales training and sales enablement expert. This is his 35th year in the sales profession and 25th as either a corporate department leader or sales transformation consultant, helping companies drive dramatic revenue growth through best-in-class learning strategies and his proven-effective sales transformation methodologies. Today, Mike is the vice president of sales enablement for SPARXiQ (formerly SPA & SPASIGMA), where he advises clients, writes, speaks, leads webinars, publishes sales training courses, and designs sales enablement systems that get results. You can connect with or follow Mike on LinkedIn and Twitter.
Senior Director, Global Sales Manager Enablement, Pegasystems
Liz is a sales enablement practitioner, and is currently director of sales manager enablement and methodology at Pegasystems in Cambridge, Massachusetts, where she focuses on accelerating the performance of front-line sales managers through coaching, strategy, and practical application of sales methodologies. Liz has more than 15 years of success representing the “voice of sales” to corporate leadership and partnering with sales leaders to utilize proven selling techniques and drive global sales enablement and effectiveness programs. Prior to joining Pegasystems, Liz spent nine years at Iron Mountain leading teams in sales enablement, marketing, and field effectiveness, and was a session speaker at the 2017 and 2018 Sales Enablement Society National Conferences. A Cincinnati native, Liz has lived in the Boston area for 15 years.
Sr. Director of SalesEffectiveness, Edmunds
Don Schmidt is the Sr. Director of Sales Effectiveness at the automotive research website Edmunds.com. He has a passion for taking sales training teams at tech companies and building them into full sales enablement departments. Over the past two decades, he has built enablement and learning programs at other companies such as Cars.com, Best Buy, LinkedIn, and Lynda.com.
At Edmunds.com, the Sales Effectiveness Team spearheads sales training, sales manager L&D, data-driven coaching, seller and customer onboarding, LMS, eLearning production, internal and customer-facing continuing education, company-wide sales summits, KPI identification and analysis, pipeline management, forecasting, Salesforce productivity tools, sales and retention process/ methodologies, sales manager development, and B2B events.
Chief Learning Officer, SAP Sales
Sharon Ruddock is a CLO for enterprise software giant, SAP, where she leads a team of more than 200 professionals in delivering a world-class learning experience to 15,000 employees. She also leads SAP’s Academy for Early Talent, a program designed to transform hundreds of high-potential graduates from around the world into SAP’s next generation salesforce.
Before taking on learning at SAP, Sharon served as COO for Mobile Software, growing the business from a startup in 2011 to 220M euros in software revenue by 2013. As global VP of corporate development, Sharon led sales and marketing integration for dozens of SAP acquisitions.
Prior to SAP, Sharon co-founded a private equity firm and served as a principal consultant with A.T Kearney.
Sharon is a devoted philanthropist with an inspiring record of benefitting young lives at home and abroad. She is co-founder and president of Jack Academy (a free school for girls and boys in a remote village in Ghana) and led a national campaign in the United States to change the rules governing lung transplants so that children have access to adult donor lungs.
Sharon holds a BS in civil engineering from Cornell and an MBA from Duke University’s Fuqua School of Business.
Director of Marketing, Rehearsal
As Director of Marketing at Rehearsal Andrew is responsible for thought leadership and implementation for brand, product, industry partnership, and digital strategies. From product development in orthopedic medical device early in his career, he quickly jumped into product management, marketing, and sales. Having had sales responsibility himself, he has built, trained, and supported sales teams with a solid understanding of the role and its challenges.
Executive Coach, GSK
Stephanie is an internal executive coach at GSK. She has 16 years of experience within sales and sales leadership as well as being an organization development consultant within talent management. Stephanie leverages her diverse experiences to support the transformational growth of leaders at GSK. She is known as a strategic thinker who remains grounded in practical business approaches and a solution-oriented mindset. Stephanie’s real-world experiences shape her coaching approach. She coaches women in leadership, senior research and development (R&D) executives, IT team members, and human resources professionals. What energizes Stephanie the most about coaching is seeing people become more powerful when they tap into their potential, live their purpose, and pursue their passions. She has contributed to GSK’s award-winning coaching initiatives by shaping the design of the Accelerating Differences program, training Job Plus coaches, and partnering with leaders to use new and different coaching approaches to meet their business needs.