Karen Kennedy CEO, Insights to Growth Karen is CEO of Insights to Growth – “The People Whisperer for Business™” and a Predictive Index®


Certified Partner. With a


20-year career built on business revolutions and evolutions, Karen has a proven record of designing high-functioning sales teams that deliver results for companies of all


sizes (ranging from $5 million to $110 billion), including Hewlett-Packard, Dun & Bradstreet, and BrightView. Insights to Growth helps sales VPs, CSOs, and CROs benchmark sales roles and then use behavioral and cognitive assessments to determine the best fit person for each role, each leader, each team. It’s 2019 – so let’s bring science into your people decisions!


Areas of Expertise: • Talent assessments • Science-based hiring • Personality profiles • Sales culture building • Workforce optimization


Website: http://www.insightstogrowth.com


Social Media Links: • Facebook: https://www.facebook.com/insightstogrowth/ • Twitter: https://twitter.com/Insights2Growth • LinkedIn: http://www.linkedin.com/in/mckeekennedy


Mark Sellers CEO, Breakthrough Sales Performance LLC In 2000, Mark created the BuyCycle Funnel™


Social Media Links: • LinkedIn: https://www.linkedin.com/in/funnelprinciple/ • Twitter: https://twitter.com/funnelprinciple


C. Lee Smith President and CEO, Salesfuel


C. Lee Smith is one of the country’s foremost experts on developing high-per- forming sales teams, sales coaching, as well as sales enablement, hiring, and workplace culture. His new SalesFuel HIRE is a cutting-edge digital solution enabling sales managers to “Hire Smarter.” HIRE


provides exclusive analytics measuring toxicity, empathy, and the total sales mindset, identifying tendencies under stress often undetected during interviews. Lee’s SalesFuel COACH helps sales managers coach via adaptive learning and micro-learning. He previously created AdMall® – the nation’s leading provider of consultative sales intelligence. Lee is a dynamic keynote speaker, C-suite network advisor, and co-host of the popular Manage Smarter™ podcast. Lee is also a Gitomer Certified Advisor.


Areas of Expertise • Sales coaching • Sales research


• Leadership and management • Media and marketing • Hiring and selection


Website: https://salesfuel.com/


, a game-changing sales model that aligns selling activities to the custom- er’s buying journey. Mark wrote The Funnel Principle in 2008. Selling Power magazine called it “revolutionary” and, since then, more than 120 sales teams in 19 countries have implemented The Funnel Principle Selling System™


Social Media Links: • Facebook: https://www.facebook.com/cleesmith2 • LinkedIn: https://www.linkedin.com/in/cleesmith/ • Twitter: https://twitter.com/CLeeSmith • Youtube: https://www.youtube.com/channel/UCh-kdXB- nek3hlsQqFF3sm-w


. In 2019, Mark wrote Blindspots: The Hid-


den Killer of Sales Coaching, with a mission to make sales leaders aware of their blindspots and how they negatively impact coaching and leadership. Mark sells training and coaching services through a network of agents and dealers around the world.


Areas of Expertise • Customer buying journey selling • Sales coaching and leadership • Sales funnel management


Website: https://www.breakthrough-sales.com/ SELLING POWER DECEMBER 2019 | 19 © 2019 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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Confidence isn’t optimism or pessimism, and it’s not a character attribute. It’s the expectation of a positive outcome.


ROSABETH MOSS KANTER


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