Any organization is only as strong as its leadership. Sales Excellence, Inc. is guided by founder and president Bill Stinnett and a team of recognized experts in the field of sales and sales management. Our team, located throughout the world, is committed to providing high quality, custom tailored solutions that improve sales organizations.
President and Founder
Bill Stinnett is president and founder of Sales Excellence, Inc, a global training and consulting organization helping companies of all sizes grow their client bases, increase revenues, and keep more profits.
Bill began his career in retail sales, spent several years in direct sales to private consumers, and ultimately moved into corporate sales to Fortune 1000 customers. For over 20 years Bill has specialized in the sale of high-technology solutions and complex sales. He has held sales and sales management positions with some of the world’s largest technology solutions companies including Computer Associates, Pilot Software, and J.D. Edwards Company.
Throughout his career, Bill has sold to a wide variety of vertical industries including Technology, Consumer Packaged Goods, Financial Services, Professional Services, as well as both Process and Discrete Manufacturing. This experience has resulted in a breadth of knowledge, business acumen, and domain expertise which enables him to custom tailor his material to a wide variety of corporate and association audiences. Since leaving the sales ranks to found Sales Excellence, Bill has been in great demand for both keynote presentations and sales training workshops by a broad range of corporate clients including General Electric, IBM, Microsoft, Verizon, Hitachi, EDS, SAP, Boise Cascade, and American Express.
Bill’s writings and ideas on the subjects of sales excellence, business acumen, and business ethics have been published in many venues ranging from The New York Times, to Investor’s Business Daily, to the Washington Business Journal. He is frequently quoted as an expert in a variety of publications such as Selling Power, Sales and Marketing Management, and Entrepreneur magazines. Bill was also recently featured on the “Best Speakers in America” radio program by Sky Radio airing on over 20,000 American Airlines flights world-wide.
Bill’s first book, Think Like Your Customer, is the compass for sales leaders around the world, helping sales organizations chart a new course for maximizing revenue and profitability. It has been translated in print to nine different languages and recorded as an audiobook. His latest book, Selling Results!, represents the culmination of his life’s work and his complete sales methodology. His books have been praised by sales executives and business leaders from companies such as HP, IBM, SAP, and Sun Microsystems, as well as business educators for top business schools including Harvard, Stanford, Duke, Dartmouth, and Columbia University.
Bill completed graduate studies in psychology at Harvard University and holds a Bachelor of Arts in Management from Eastern Nazarene College. He also serves as a faculty lecturer at Babson College in Wellesley, MA. Bill lives in the foothills above Denver, Colorado, with his wife and four children.
Paul R. Sullivan
Partner, Sales Excellence, Inc.
Paul R. Sullivan has over 35 years of experience in business development consulting and education having developed and presented programs on sales, marketing, and global leadership in over 50 countries on six continents. Paul has earned an international reputation as an authority on developing global business and has helped companies build “capture teams” to win multi-million-dollar infrastructure projects throughout the world. He specializes in creating global account programs, coaching global account teams, and winning global contracts.
Mr. Sullivan has worked with companies in a wide range of industries, including aerospace, computers, defense, electronics, energy, healthcare, high technology, and transportation. His clients include ABB, AT&T, General Electric, Johnson & Johnson, McDonald’s, LG, NASA, Raytheon, United Technologies, Xerox, and many others.
Prior to joining Sales Excellence, Paul was the founder and managing director of Global Partners, Inc., an international management consulting firm, where he traveled extensively throughout Europe, Asia, and Latin America coaching, teaching, and consulting with thousands of sales leaders and senior executives. Before starting Global Partners, Paul was a senior vice president of Harbridge House, Inc., a Boston based consulting firm.
Mr. Sullivan is co-author of a book and author of numerous articles, including: Aligning the Matrix to Customers, Are You Developing Global Leaders?, Charting Your Career as a Sales Executive, and Six Traits of Global Managers. He is frequently invited to speak on topics such as sales excellence, international sales, sales leadership, and winning major contracts.
Paul received Engineering and Master of Business Administration degrees from the University of Michigan where he is currently an Adjunct Professor in the Executive Education program at the Stephen M. Ross School of Business in Ann Arbor, Michigan and Hong Kong, China. Paul and his wife reside outside Boston, Massachusetts, USA.
Jeff has spent 20 years helping companies generate revenue and leading teams to achieve sales excellence, particularly in the field of information technology products. A strategic thinker, results-driven, and growth-focused senior sales leader with proven success in driving and maintaining business relationships.
Jeff has succeeded in various sales and business development roles for companies such as TERACAI Corporation and CXtec. He sits on the board of The Samaritan Center, a nonprofit organization dedicated to feeding the homeless in Central New York at which he has been a volunteer for over five years. He is an active member of the Central New York Sales and Marketing Executives (CNYSME) and previously served on the board for three years. Taft has helped organize the Big Swing Golf Tournament for eight years, an event that benefits the CNYSME Scholarship Fund and Hillside Work-Scholarship Connection.
Jeff holds a degree in Engineering and Business Communications from State University of New York at Buffalo. He currently resides in upstate New York with his wife and children.
Maria specializes in the development and successful launch of sales strategies in complex selling environments. Effectively promoting sales of multi-million dollar software platforms, she drove high-volume sales campaigns through the caller script development, call training, lead generation, data mining, and establishing goals. She is also recognized as a specialist in state, federal, and municipal purchasing and contracting, consulting with clients regarding agency intelligence, government relations, and federal sales lead development.
She builds strategies in Fortune 500 companies and the Federal Government that capture buyer’s attention and moves them to action. Maria was educated and trained in accounting and, as a result, has a comprehensive understanding of how to align personal buying decisions and organizational business decisions.
Maria worked with IBM, Sun Microsystems, Thomson Micromedex, and Microsoft, and has consulting with a variety of businesses across multiple industries. She represented an array of products/services including business intelligence solutions, collaboration software, medical databases, financial services, learning and development firms, IT security devices, manufacturers, food products, nano-technology and start-ups.
She holds a B.A. in Business with a major in accounting from The George Washington University. She is a Certified Coach and holds an Associate Certified Coach (ACC) credential with the International Coaching Federation (ICF) and is a Certified Facilitator with the Facilitators Studio.
Marco Wunderlich has over 15 years of experience in the B2B sales of high stakes financial services and was a highly successful sales manager for a large investment company. Today, he continues to move millions in asset management products and provides consult for institutional investors. With a career that started in banking and moved to fund management he ultimately peaked in sales. Marco possesses an extraordinary combination of profound numerical (statistical and financial) knowledge as well as communication skills. After completing his business administration degree, he earned his MBA at the Chicago Booth School of Business, where he is an active alumnus and contributes articles and case study data for on-going research projects.
Managing Director, Sales Excellence China
Michael Song is the Managing Director of Sales Excellence China and is a highly-accomplished sales and business management professional specializing in international business development. Michael is an expert in sales and marketing, business planning, and management as well as negotiations between Western and Asian companies. Originally from China, he has worked and lived in China, Japan, Malaysia, and Australia. Michael is fluent in Chinese, Japanese, and English and has won awards for his mastery of the Japanese language.
Mr. Song has worked with an impressive array of global companies including Sharp, Mitsubishi, Hitachi, Canon, Bosch, Honda, Apple, Walmart, Bank of China(HK), and HP helping them to establish and expand their businesses throughout Asia. Most recently, Michael founded FYSCO Consulting Ltd., a sales and management consulting firm. Prior to that he held leadership positions with Dell Corporation and SONY.
Mr. Song holds a Business Administration degree from University of Tsukuba and an MBA from Victoria University. He currently serves as a guest professor at The Open University of China, where he teaches Business English and Japanese. He lives with his wife and daughter in Shenzhen, China.
Managing Director, Sales Excellence Nordic Ltd.
With nearly 30 years experience in sales and sales management, Jarkko Oksa has led and managed sales organizations in senior management positions for several major European companies. He is the Managing Director of Sales Excellence Nordic Ltd., which provides sales training, consulting, and personnel development services for clientele throughout Scandinavia and the Baltics with offices in Espoo, Finland and Tallinn, Estonia.
Prior to forming Sales Excellence Nordic in 2007 with a group of other leading trainers and consultants from the region, Mr. Oksa was the founder and CEO of People Performance Ltd., established in 1993, to offer custom-designed training programs and consulting services for sales professionals, marketing professionals, sales and marketing managers, and business executives. He has lead more than 500 training courses for a host of European and global companies including Philips Medical Systems, Hewlett Packard, Thermo Electron, AFGA, Freudenberg Simrit, Digia, Visma Software, and Ajasto Diary Group . . . just to name a few.
Jarkko specializes in basic and advanced selling skills for a wide variety of sales environments ranging from high-volume telesales to complex multi-million-dollar transactions. His particular areas of focus are time management, sales planning, sales qualification, selling to executives, managing sales people, and negotiation skills.
Mr. Oksa earned his bachelor’s degree in marketing from the International Management Centre, Buckinghamshire, UK and is also the co-author (with Bill Stinnett) of the new book Manage Your Time and Your Customer Relationships just released to the Finnish market. He resides outside Helsinki, Finland.
Alistair De beer
Managing Director, Sales Excellence South Africa
Alistair De beer has over 20 years of experience in sales and strategic marketing primarily in the financial services and technology sectors. He is the Managing Director of Sales Excellence South Africa and has managed and led sales teams at variety of levels in organisations including One Stone Capital, Trac Technologies, and the BreakThru Group. Alistair has worked as a training consultant for many companies and government agencies including Old Mutual, Hollard Life, Rand Water, Woolworths, the Department of Water Affairs, the Department of Land Affairs, and the Department of Communications.
Mr. De beer holds a Management Advancement Programme diploma from the University of the Witwatersrand Business School and a diploma in Project Management from Cape Town University of Technology. He is presently studying a Post Graduate Degree in Marketing Management at the Institute of Marketing Management. He resides with his wife in Johannesburg, South Africa
Michael Gay-Duchosal, Chemist and Biochemist, is a pharmaceutical professional with more than 14 years of experience in sales, marketing and team development. Over the years he has been heavily involved in global projects including business development and growth within European, Asian, Arabian and Brazilian pharmaceutical markets for companies such as MSD, SERVIER, United Medical-Celgene, Hypermarcas, Farmoquimica and Pharlab. His roles have included negotiation with domestic and international clients and suppliers, redefining commercial, corporate and tactical promotional strategies, as well as development and the implementation of new procedures for sales, marketing and training teams.
Michael’s international experiences spans Switzerland, France, Egypt, India, China, Korea, Thailand and Brazil. He is skilled in managing teams and projects as well as conducting negotiations in multicultural environments and is fluent in French, English and Portuguese and conversational in Spanish and German.
Michael holds Master’s degree in Chemistry and Biochemistry from the Lausanne University-Swiss Federal Institute of Technology and has studied with the National High Magnetic Field Laboratory at Florida State University as well as Advanced Biosciences Program at University of California, Berkeley. Michael resides in São Paulo, Brazil.
Cesar Dulong is a veteran of the IT industry, selling applications for financial planning and budgeting. He is known for his fluency in C-Level business conversations related specifically to solving business challenges using Enterprise Performance Management technologies.
Cesar has worked with companies such as CIS Corporate (now Intellego), SAP Mexico and Oracle Mexico and sold to some of the largest companies in Latin America in Telcos, CPG, Financial services. He has been recognized for his sales performance several times throughout his career.
Cesar holds a degree in Economics from the University of Lima-Peru and a degree in Finance from TEC Monterrey- Ciudad de Mexico. He currently resides in Mexico City.