Robert Kear, CMO, Sales Performance International Will Join Panel and Share Solutions on How to Align Process with Technology

CHARLOTTE, N.C.--Robert Kear, a leading authority of marketing and CRM strategy, will join the expert CRM panel at the June 21 Selling Power Sales Leadership Conference. The panel discussion titled “Keys to Successful CRM User Adoption,” will share solutions on how to align process with technology and how to drive up user adoption.

Kear, who is chief marketing officer and partner of Sales Performance International, Inc., a global sales performance improvement firm, will explore with the panel why CRM has failed to improve sales productivity and why a successful technology implementation doesn’t mean successful use of the application. Selling Power’s publisher Gerhard Gschwandtner will moderate the lively discussion. Other panelists include: Eric Berridge, CEO, Bluewolf Group, Joe Gustafson, CEO, Brainshark, Inc., and Jason Jordan, Principal, Mercer Sales Effectiveness Consulting.

“After nearly two decades of evolution, the question remains for CRM – how does it actually enable sales professionals to better understand and address their customers’ problems? As companies move from products to solutions, the technology imperative is to enhance the business acumen and insight of the front line, which has not been the traditional goal of CRM. So we need to challenge what “technology enablement” means for effective selling, and consider CRM in that context,” said Kear.

The Sales Leadership Conference will be held Philadelphia, PA at The Ritz-Carlton Hotel on June 21, 2007. The Sales Leadership Conference series is reserved for sales leaders from companies with $30 million in annual revenues and a minimum of 25 salespeople employed. The conference will provide solutions, motivation, and sales management skills in the business-to-business environment. Invitations can be requested online or contact Kim Ulrich at 540-752-7000 x26.

About Robert Kear

Robert Kear has more than 20 years of extensive, hands-on experience in all facets of technology industry management, including marketing, sales methodology, software engineering, professional services delivery, and P&L accountability. Kear recently coauthored The Solution-Centric Organization (McGraw-Hill, 2006). Before joining SPI, Kear was VP, marketing strategy and CRM strategy, for JD Edwards & Company. From 1994 through 2001, Kear was cofounder and chief strategy officer of YOUcentric, an enterprise CRM software company, where he was responsible for all aspects of corporate strategy, market planning and execution, and product direction. In 2001, Kear was the recipient of Ernst & Young’s eBusiness Entrepreneur of the Year for the Carolinas. He holds advanced and undergraduate degrees in mathematics from East Carolina University.

About Sales Performance International

Sales Performance International (SPI) is a global sales performance improvement firm dedicated to helping the world’s leading corporations drive measurable and sustainable revenue growth and operational sales performance improvement.

Founded in 1988, SPI has been the leader in helping global companies successfully transition from selling products to marketing and selling high-value solutions. With extensive sales performance expertise, deep industry knowledge, global resources and a proven track record, SPI collaborates with clients to deliver strategic, operational and tactical solutions.

SPI is the exclusive owner of the Solution Selling® Suite, an integrated, end-to-end training and professional development platform for sales professionals, managers, and marketers. SPI has assisted more than 600,000 sales and management professionals in more than 50 countries and 14 languages achieve higher levels of performance. Today, SPI focuses on five industry segments: hardware/software, professional services, financial services, information/communication and manufacturing.

SPI clients include Microsoft, Heineken, Hitachi Data Systems, Manpower, IBM, WIX and Verizon. For more information, visit www.spisales.com.