Hiring, promotions and partnerships announcements

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jobs_small.jpgADOTAS — NetShelter Technology Media, Adify, Hydra, Pointroll, Specific Media, Getfugu, The Social Media Advertising Consortium, 2ergo has made company announcements this past week.

Specific Media:

Leroy Holland joins Specific Media as a senior account executive within the San Francisco region. Holland brings more than 10 years of sales experience to Specific Media, including previous positions at AOL’s Platform-A and Fox Interactive Media’s IGN Entertainment.

Melissa Holder was hired as account executive within the San Francisco region. She previously spent four years as a national account executive at Yahoo! Hot Jobs.

Adify:

The vertical ad network management and media services company announced the appointments of Glenn Fishback, SVP media sales, Lee Hoffman, VP media sales, eastern region, and Jonny Byrne, commercial director, UK to build out the sales team for Adify’s new division, Adify Media.

Fishback was previously the VP of sales at Turn Inc. He also held VP of sales positions at Coupons Inc. and Claria Corporation, including management of revenue growth in the U.S., Asia-Pacific, and Latin America.

Hoffman joins Adify Media from AOL’s ad network, Platform-A, where he was a regional sales director managing over $50m in revenue. His career includes VP-level sales positions at WebMD, Ask Jeeves, MaxOnline, and MaxWorldwide (formerly L90/Doubleclick North American Media). In his new role at Adify Media, Hoffman will lead Adify’s New York office and drive media sales for the eastern and midwestern U.S.

Byrne comes to Adify from Tiscali UK Ltd, where he was head of agency sales and ran the media sales team responsible for generating in excess of £7m net sales PA. He was sales manager and key account director at Incisive Media (formally VNU Business Publications), and led the international team providing cross-media solutions for Europe’s top 20 corporate tech clients. In his new role as commercial director, Byrne will lead Adify Media’s London office, overseeing UK media sales.

Getfugu:

Former Ask Jeeves co-founder David Warthen was named Chief Technology Officer. In addition to his achievements with Ask Jeeves, Warthen has successfully led a number of smaller startup companies including: Jiles Inc., a start-up company developing natural language search products, Geomas Software, a privately held business developing Geo-Targeted search products based on their intellectual property and Eye Games Inc., a pioneering developer of next-generation man-machine interactive webcam video games.

The Social Media Advertising Consortium (SMAC):

The industry association has announced creation of its Board of Directors and the appointment of Maura Curtin as the organization’s Executive Director. Curtin brings almost 15 years experience in the digital arena at Fox Interactive Media, Fairchild Publications and iVillage.

2ergo:

The mobile tech company is furthering its global expansion plans by today announcing a significant business development partnership in China. The UK-based company has agreed the strategic partnership with telecommunications business development specialist, Intralink.

NetShelter Technology Media

Anne Marie Miller was hired as vice president, strategic accounts. She most recently served as corporate senior vice president of sales at United Business Media.

Hydra

Rachel Corcoran was hired director of compliance overseeing Hydra’s compliance team and the Hydra AdControl suite of services. Most recently, Corcoran served as the manager of corporate regulatory compliance and contracts at Experian.

Pointroll:

Ray McIntosh was hired as sales director, west coast; Chris Baughman as avp, creative strategy; Dana Summers as account executive, Pacific Northwest; and Rhiannon Ubelhor as an account executive, Auto, for the Los Angeles post.

1 COMMENT

  1. For those Super Sales Related Promotions – Congratulations

    As people who are responsible for managing or driving sales, you all may want to bring some fresh ideas to the table as you launch into your new positions. I’m willing to bet your goal is to make an immediate “splash” in your new role and I would like to contribute to making this become a reality for you. So here are a few key points as it relates to driving sales.

    The greatest hidden asset in any company is the untapped potential of its sales force. The best investment opportunity available to any company, or salesperson, is to unlock that potential.

    Today there is greater effort to maximize sales, increase revenue and protect margins. The ten calls that once generated two customers have increased to twenty. Farmers must now become hunters. Just as there are right ways and wrong ways to sell, there are right and wrong ways to teach salespeople how to sell more effectively.

    For sales managers to unlock the true potential of a sales force and optimize benefits to a company’s bottom line, three things are required. They should always be present in sales-training situations, but rarely are.

    1. Teach a sales system that is genuinely more effective than what your salespeople are doing now. This should be obvious, but it isn’t. Many courses teach selling as a collection of tips, tricks and techniques that might be helpful in various circumstances. Maybe they’ll work for a short period of time – maybe not.

    To achieve dramatic gains in performance, salespeople need to master a systematic and superior approach to selling that has proven to work consistently in virtually any circumstance. Tricks and gimmicks won’t cut it. Salespeople need a better way to sell.

    The system must be based on the way buyers actually behave and make decisions. And salespeople need to know not just what the system is but how to master and execute it – every step of the way.

    2. Teach skills that can be taught. A thousand traits and characteristics may contribute in some way to sales success: an outgoing personality, the gift of gab, etc. The trouble is, those traits can be talked about (and often are in training courses) but they can’t really be taught.

    Research proves that improvements in only five critical selling skills translate directly into greater sales performance. These skills can be taught and improvements in them can be measured. They are:

    * Managing the Buyer/Seller Relationship
    * Sales Call Planning
    * Questioning Skills
    * Presentation Skills
    * Gaining Commitment

    Google “Action Selling” if you want to know more about those five sales skills, how and when to use them, and why they are so critical to unlocking actual potential to achieve measurable gains in sales performance. They also provide the following: a free sales skills assessment that determines selling skill strengths and how to improve in using these skills, a number of great quick-read sales books describing how and when to use the above skills (http://bit.ly/vf7qE), sales training white papers and more.

    3. Train according to the realities of adult learning and behavioral reinforcement. Educational research has established a great deal about how adults actually learn and master new skills. Salespeople learn far more effectively when sales training adheres to proven adult learning principles.

    But teaching new skills is only half the battle. Sales performance can’t improve unless salespeople actually use their new skills consistently on the job. Old habits die hard.

    What to teach and how to teach it are important issues. But, “How will we reinforce the new behavior on the job?” is critical. Reinforcement must be an integral part of the training plan, right from the beginning.

    If you select the right system, based on the right skills, then get the teaching and reinforcement right, you’ll have taken a huge step towards unlocking the true potential of your sales force and reaching new heights of sales productivity.

    To Your Success

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