The authors' primary intention in writing The Dictionary of Selling Terminology is
to provide a definitive and comprehensive reference list of the terminology and
definitions used by sellers and buyers on a global basis to address the necessity for
a standardized and universal sales language to mitigate the confusion and ambiguity
inherent in the selling and buying language due to definitional differences.
The Dictionary is written for sales professionals, including Chief Sales Officers,
Chief Revenue Officers, field and inside salespeople, Frontline Sales Managers, Chief
Learning Officers, sales enablement and operations directors, Key Account Managers,
business development directors, as well as marketing professionals.
However, professionals who serve in supporting functional roles such as finance,
legal, operations, and all of the internal and external stakeholders will gain a deeper
understanding and appreciation of what it is like to walk in the shoes of the sales
professional and the buyer.
The Dictionary is also a valuable resource for those professionals who have
accountability for the Supply Chain and Procurement functions and is also an essential
resource for Sales, Supply Chain Management, and Marketing professors and their
students.
Kubie, Kent: - "Kent Kubie has over 30 years of experience in technology sales, consulting, and management.His diverse industry experience and expertise ranges from healthcare, manufacturing, financial services, transportation, and telecommunications.His product expertise includes SaaS, Cyber Security, Enterprise software and hardware, Cloud, AI/ML Cognitive (IBM Watson Health), Hyper-converged Infrastructure, Virtualization, and Salesforce.Kent is a proven leader who can organize and implement sales strategies leveraginginternal and external resources to accomplish sustainable revenue growth and clientsuccess.He excels at understanding client challenges from an analysis of financial statementsas well as industry and market trends, then using that information to formulatesolutions that map to his buyers' financial goals. Kent works closely with his clientsto establish ROI/TCO models to validate the solution value - increase efficiency, reduce complexity and cost enabled by technology.Kent is highly recognized for his ability to build and maintain long-term clientrelationships, to generate incremental low-touch and no-touch revenue opportunities, establishingbusiness partner relationships, and owing the go-to-market (GTM)strategy with those partners.Kent has spent the majority of his career working for IBM in numerous roles. From2010 to 2018 Kent served as the Software Client Leader where he was responsible forleading the strategic account planning, channel partnerships, and sales execution forFortune 500 clients.He led the relationship effort for large academic medical centers and largegovernment accounts for IBM's Public Sector Healthcare division from 2004 to 2010.As the Senior Location Executive and registered Lobbyist, he was responsible forpositioning IBM's stance on financial derivatives, healthcare policies, and healthinsurance to U.S. Senators and Representatives and other elected officials at the stateand national level.From 2001 to 2003, Kent led IBM's U.S. Software Reseller Channel Sales team.His responsibilities included building global channel partnerships, strategic accountAbout the Authors xiiiplanning, and two-tier distribution sales and marketing programs as well as salescompensation and incentives, growing revenue 42% year over year.Kent holds Bachelor of Business Administration degrees in Accounting andMarketing. He also achieved IBM Client Executive Certification - The Harvard Club, Harvard University, Accelerated MBA Track, 2009."
Peterson, Pamela: - Pamela Peterson has more than 30 years of diversified experience in sales, strategy, key account management, and marketing at the national and global level with a proven track record of driving long-term sustainable growth. Her industry expertise includes professional service firms and industrial and durable goods manufacturers ranging in size from start-ups to Fortune 100 corporations. She has significant experience in managing complex initiatives across highly matrixed organizations with multiple stakeholders. Equally conversant in the sales and marketing disciplines, she specializes in defining and executing go-to-market strategy, linking sales to strategy, identifying, and capitalizing on new product and market opportunities, building brand equity, and creating viable sales enablement tools. Pamela is recognized for her ability to grow sales, market share, and margins in both the core markets and adjacent markets.The Dictionary of Selling Terminology, 2021, Wessex Press, Inc. was the result of her ongoing observations of the financial and reputational risk inherent due to the ambiguity in the language used by buyers and sellers. She is coauthoring a new book with Professor Noel Capon Selling by the Numbers; Financial Investigation and Analysis(c). In addition, she is coauthoring the Buyer and Seller Processes: A Stakeholder Perspective(c) (October 2021) Pamela joined The Malcolm McDonald Academy (MMA) and Market2Win in 2019. She is tasked with curriculum development and as well as teaching and research. In addition, she is serving as the Managing Director, Americas.From 2008 through 2018, Pamela taught in the College of Business Administration at the University of Nebraska Omaha (UNO). In that position, she taught upper-division and graduate courses in sales, key account management, and marketing. During her tenure at UNO, she developed several new sales courses, including Global Strategic Account Management, Fundamentals of Selling, Consultative Selling Principles, Selling in an Entrepreneurial Context, Selling Financial Services, and Predictive Analytics for the Sales Function. Her research interests include sales ethics and ethical decision -making, buyer and seller pipeline processes, finance competencies requisite to the selling function, and non-cognitive sales competencies underlying superior sales performance. Professor Malcolm McDonald, Emeritus, Cranfield University, and Dr. Noel Capon, Columbia University, are her primary research partners.Prior to this she served as the Global Marketing Lead for Accenture's Security Practice from 2006 to 2007. Her responsibilities included managing all the marketing and business development initiatives as well as serving as the liaison for the Practice's joint ventures and strategic alliances. She drove new business opportunities with Global Fortune 500 corporations and large government and healthcare organizations, which led to significant increases in revenue and margin year over year. Ms. Peterson received her MBA from The University of Chicago Booth School of Business.
