Steven Harper

Current

Sales Training Facilitator at The Bridge Group
CEO and Founder at Plan 2 Win Software, LLC

Past

VP Quarterly Events at NETSEA (New England Tech Sales Executives Association)
President and Founder at Sharper Performance
Interim Vice President Sales and Marketing at Plan Express

Sales Trainer and Consultant at Empirix
Principal at The Brenton Group
Principal at Ferrazzi Greenlight
Vice President Sales and Business Development at Echomail
Regional Vice President of Sales at Exodus Communications
International ISP Sales at BBN Planet /GTE Internetworking
Sales Manager, Americas at IME Systems, Inc
Regional Account Manager at Diversey Water Technologies

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Education

California State University-Fullerton
West Texas A&M University

Recommended

3 people have recommended Steven

Connections

391 connections

Industry

Computer Software

Websites

Steven Harper’s Summary

Steven is a long time Technology Sales person and Sales leader. He is an entrepreneur, sales consultant and sales trainer.

Plan 2 Win is excited to announce the Salesforce.com version of Territory Plan Pro, and Account Plan Pro! They are Salesforce.com Certified Applications for the App Exchange, that facilitates the Territory Sales Planning and Strategic Account Planning while integrating with the Native Salesforce CRM.

Steven's career has included:

- WW Vice President of Sales
- Regional Vice President of Sales
- Regional Director of Sales
- Sales Manager - Channels, The Americas
- Sales Rep at every level

He started P2W in 2006. Plan2Win was started because there is a tool gap in most CRM systems. There is also a gap in the training and skill levels of today's sales teams. Real territory strategy and key account planning were not being taught, and there were no tools to facilitate the process. These are the first tools that Plan 2 Win has created. The goal of P2W is to create sales effectiveness tools that enhance the sales person’s activities, not impede them. Territory and Account planning are the first of several tools being developed both on Salesforce, as SaaS offerings and as Mobile applications.

To be effective in today's selling environment, you have to be able to sell effectively in a 2.0 world. This takes research, information, and action. It also takes an effective business plan.

Steven Harper’s Specialties:

- Interim Sales Leadership
- Sales effectiveness Training
- Inside Sales development
- Sales Tool creation
- Sales process evaluation

His background: Echo Mail as Worldwide Vice President of Sales and Business Development, Exodus Communications, as Regional Vice President of Sales, and Vice President of Exodus Internet Canada, BBN Planet / Genuity where he was the Sr. Web Hosting Specialist, and IME Systems where he was Sales Manager for North America and Latin America.

Steven Harper’s Experience

Sales Training Facilitator

The Bridge Group

(Privately Held; Management Consulting industry)

November 2008 — Present (1 year 1 month)

Developing curriculum and delivering sales training to inside sales teams, through the Bridge Group, the inside sales experts.
http://www.bridgegroupinc.com
CEO and Founder

Plan 2 Win Software, LLC

(Computer Software industry)

November 2006 — Present (3 years 1 month)

CEO and Founder of Plan 2 Win Software, LLC. We develop sales effectiveness software programs to automate the strategy process of sales people. The Territory Strategy and Account Planning process that most sales people go through is slow, ineffective and cumbersome. The the first two applications help focus the process, asks the right questions that the sales person must answer, and standardizes the format for a sales team. We cut the sales planning process in half. Available as a free windows download for individuals, or as a Salesforce.com application available on the App Exchange.
http://www.territoryplan.com
VP Quarterly Events

NETSEA (New England Tech Sales Executives Association)

(Non-Profit Organization Management industry)

2005 — 2009 (4 years )

Planning topics, speakers, and expert panels for the Senior Executive members of NETSEA. Working with members to find out what real issues are facing Sales and Marketing Executives, then bringing content to the Quarterly meetings to help them be more successful in their roles.
http://www.netsea.org/
President and Founder

Sharper Performance

(Professional Training & Coaching industry)

December 2006 — December 2008 (2 years 1 month)

Helping to train and coach the coachable players, and identify the players with the best opportunity to succeed. Recently completed a long term (14 Month) assignment as interim VP Sales / Marketing for a technology client. Building and re-starting the sales team while introducing process and structure that was missing. Filled VP Sales roles on interim basis for several Technology and Media clients.
Interim Vice President Sales and Marketing

Plan Express

(Privately Held; Architecture & Planning industry)

January 2007 — April 2008 (1 year 4 months)

Filled role as Senior executive to rebuild sales team, create sales process and implement sales effectiveness strategies. Reported to CEO and Board of Directors to find new markets and strategies for increasing and maintaining relationships through a declining market. Increased customer growth and new customer acquisition while maintaining strict cost controls. Recruited, screen, and hired new sales players at both entry level and senior sales team levels.
Sales Trainer and Consultant

Empirix

(Computer Software industry)

2004 — 2006 (2 years )

Worked closely with VP Sales and CEO, to increase sales process, sales effectiveness, and execution across the field sales, inside sales, field marketing, and sales management teams. Included consulting on issues such as Compensation, strategy, organizational structure, and training.
Principal

The Brenton Group

(Professional Training & Coaching industry)

May 2002 — November 2006 (4 years 7 months)

Training and development for Sales people. We teach the hard skills needed to prospect, qualify, and close business, as well as build the relationships for additional business within the existing base of clients. As a Coach, Mentor, and Trainer, we work with the Sales and Executive Management team to evaluate the performance of the team, determine the gaps, and build a development plan to increase the performance of both the sales people and the sales management team. The gaps can be activities, core beliefs, compensation, or sales and management technique. Part of the Sandler Sales Institute.
Principal

Ferrazzi Greenlight

(Privately Held; Professional Training & Coaching industry)

July 2004 — September 2005 (1 year 3 months)

Working with Corporations, Law Firms, and Professional Business Schools to teach the core Networking skills needed to advance your career, drive revenue, and form lasting relationships. Utilizing the Ferrazzi Method to build more and stronger relationships. Speaking engagements include the Wharton School, The Marshall School at USC, and the Yale School of Management.
Vice President Sales and Business Development

Echomail

(Privately Held; 201-500 employees; Online Media industry)

January 2002 — August 2002 (8 months)

Successfully recruited, hired and built a sales team of 4 outside reps, 3 inside reps and 6 telemarketing reps to get a start up email software company off the ground.
Regional Vice President of Sales

Exodus Communications

(Public Company; 5001-10,000 employees; EXDS; Computer Networking industry)

January 1998 — January 2002 (4 years 1 month)

Managed the central region and the Canadian market for large Data Center and hosting firm. Managed through significant changes in the market, and the world. At the peak, before the .com crash and 9/11 we had over 300 people and $250M in revenue in our region.
International ISP Sales

BBN Planet /GTE Internetworking

(Internet industry)

1996 — 1998 (2 years )
Sales Manager, Americas

IME Systems, Inc

(Computer Software industry)

1994 — 1996 (2 years )

Managed the Americas and a reseller channel selling online database software for specialized library collections.
Regional Account Manager

Diversey Water Technologies

(Environmental Services industry)

1992 — 1994 (2 years )

Managed large upstate New York territory growing the profitability of the region by 30% over the first year.

Steven Harper’s Education

California State University-Fullerton

BA , Theater, Communications , 1985 — 1988

Worked extensively in Theater and TV Production departments as Director, Stage Manager, and technician
West Texas A&M University

Mass communications 1984 — 1985

Night time on air talent for KLSF 97 FM. #1 Arbitron rated show in the market "Pillow Talk"

Activities and Societies:

Station Manager at 91.1 FM, KWTS West Texas State Radio

Additional Information

Steven Harper’s Websites:

Steven Harper’s Interests:

Salesforce.com, sales effectiveness, non-profit organizations,non-profit Board Member, donor, fund raiser, Community Theater, musical theater, skiing, sales, sales technique, sales strategy, Social Media, Social networking, Professional Networking,SaaS, Sales 2.0

Steven Harper’s Groups:

NETSEA, Peacock Players, Children's Theater, Child Abuse Prevention Month, Children's Trust Fund of Massachusetts, Linked In, Actor Singers

Exodus Alumni
On Startups - The Community For Entrepreneurs
NETSEA
SalesForce.com Appexchange Partners Forum
Sales Lead Management Association
The Sales 2.0 Network
Cal State Fullerton Alumni Association
Inside Sales Experts
Sales/Marketing VP's & Directors - Software & Technology
BBN Alumni
Boston Speed Networkers
New Hampshire Software Professionals
Salesforce.com New Hampshire User Group
Smile & Move™
Entrepreneur Journeys by Sramana Mitra
Sales Management Executives
The Linked CXO / President, CEO, COO, CIO, CTO, MD, VP, Director 's
The President/CEO Elite
Speed Venture Summit(TM)
Bizcloud:Promote small business & local communities.Business listings blogs,news,tips,advice & video
Demand Creation Specialists
Ecommerce Expertise