Tim Sullivan

Current

Director of Development at Sales Performance International

Past

Senior Director, Product Marketing at Siebel Systems
VP Marketing at OnTarget
Vice President and General Manager at Culpepper and Associates

Sales and Marketing Analyst at Management Science America

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Education

University of Notre Dame

Recommended

7 people have recommended Tim

Connections

500+ connections

Industry

Professional Training & Coaching

Websites

Tim Sullivan’s Summary

• "A well-respected thought leader in the sales performance improvement industry" - Dave Stein, Founder, ES Research Group, Inc.
• "One of the world's foremost experts in [his] field... He impresses me daily with his deep understanding and working knowledge of sales methodologies." - Keith M. Eades, founder and CEO, Sales Performance International, from the Introduction in "The Solution Selling Fieldbook", McGraw-Hill, 2005
• An expert in sales training development and execution, sales process consulting, instructional design, skills assessment, curriculum design, program delivery and e-learning platforms
• A published author on sales best practices ("The Solution Selling Fieldbook")
• An accomplished speaker: instructor, facilitator, lecturer, new media broadcaster and "edutainer"
• A technology fanatic: blogger and podcaster about technology for sales professionals
• A successful sales professional and business development executive
• An accomplished team organizer, leader and project manager
• A solid, stable, dependable and reliable husband, father, friend, and team player
• A die-hard Notre Dame "Fightin' Irish" football fan

Tim Sullivan’s Specialties:

Sales performance improvement, sales tools and automation, sales consulting and training, marketing and sales alignment, marketing messaging, sales management best practices, professional speaking, sales methodologies including Solution Selling, Target Account Selling, Enterprise Selling Process, other sales training

Tim Sullivan’s Experience

Director of Development

Sales Performance International

(Privately Held; 51-200 employees; Professional Training & Coaching industry)

November 2002 — Present (7 years 1 month)

Manager of development for a sales performance improvement consulting and training company in Charlotte, NC.
• Managed training and related consulting products definition, development, promotion, and sales support worldwide
• Supervised internal staff and outside contractors for training and consulting product development services
• Evaluated, selected and implemented learning management systems (LMS) infrastructure
• Developed detailed department business plans and budgets
• Created sales tools: product collateral, customer success stories, value justification tools
• Delivered dozens of web conferences, speeches at academic and industry events
• Wrote over 50 white papers, articles and other thought-leadership material on the subjects of sales performance improvement, change management, and organizational effectiveness
• Co-author of "The Solution Selling Fieldbook", published by McGraw-Hill
Senior Director, Product Marketing

Siebel Systems

(Public Company; 5001-10,000 employees; SEBL; Professional Training & Coaching industry)

November 1999 — November 2002 (3 years 1 month)

Director of product marketing for sales development consulting services, a division of a major customer relationship management application software company.
• Managed professional staff of product management professionals for development of worldwide sales and marketing methodology programs
• Developed a new consulting services division focused on improving clients’ integration of multiple sales, marketing, service and e-business channels
• Recruited consulting business development and delivery talent for new division
• Directed development of a new multi-channel effectiveness improvement methodology
• Personally sold and delivered sales, marketing and channel management consulting engagements to high technology industry clients, including IBM, Siemens, AT&T Global Network Services, Nortel Networks, Ericsson, Cisco, Infinium Software, Bentley Systems, and Bayer AG
VP Marketing

OnTarget

(Privately Held; 51-200 employees; Professional Training & Coaching industry)

September 1995 — November 1999 (4 years 3 months)

Head of marketing worldwide for rapidly growing sales development consulting and training firm.
• Responsible for product promotion, lead generation, advertising, public relations, and sales support.
• Planned and supervised execution of marketing communications, business development and strategic business alliance programs
• Performed market analysis and developed strategic market segmentation strategy
• Developed and managed annual marketing budgets
• Managed professional staff ranging plus more than a dozen outsourced solution suppliers
• Formed strategic business alliances with customer relationship management and sales force automation vendors, and with compatible training and consulting firms
Vice President and General Manager

Culpepper and Associates

(Privately Held; 11-50 employees; Management Consulting industry)

August 1990 — September 1995 (5 years 2 months)

Manager for a small industry research, publishing and consulting firm for clients in the high technology industry.
• Responsible for operations, research, and customer consulting engagements.
• Conducted research on high technology industry sales, marketing and executive management best practices
• Supervised company operations; managed 24 professionals in development, consulting, production and accounting
• Wrote dozens of books, reports and articles on software industry best practices for marketing, sales, pricing, financial performance, and human resource management
• Delivered client consulting engagements, workshops and seminars
• Maintained customer database and direct marketing programs
• Supervised publication of monthly industry newsletter
• Developed annual business plan
• Over three years, doubled annual revenues, putting the company into a cash-positive and profitable condition
Sales and Marketing Analyst

Management Science America

(Public Company; 1001-5000 employees; Computer Software industry)

July 1981 — August 1990 (9 years 2 months)

Sales and marketing operations project manager for rapidly growing applications software company (acquired by Dun & Bradstreet in 1990).
• Coordinated development of sales force automation system for over 500 salespeople worldwide, using both internal resources and outside vendors
• Developed marketing information and competitive intelligence systems
• Performed product marketing and sales support responsibilities
• Developed and administered sales performance measurement and compensation plans
• Conducted industry marketing research, both primary and secondary
• Developed lead processing and tracking system
• Received and qualified all marketing inquiries
• Assisted in development of advertising and promotional programs