• A Professional Sales Process can (and should) be a well-defined, repeatable, written series of steps that lead from 

1. understanding the value you deliver to your customers ...to 
   1. defining your perfect prospects and targeting them ... to 
   2. who is your competitor and what makes you better ... to
   3. a pricing strategy based on value you deliver ... to 
   4. increased and repeatable revenue

Speaker Bio:

Bob Dolan CV

• MS Computer Science University of Illinois
• 5 years Sandia National Laboratory - Member of the Technical Staff
• 15 years Software Sales - Early Stage SW Companies
• 5 years - VP Sales - Documentum - from Start-uo to Sold to EMC/Dell
• 15 years - VP Global Sales - Kinaxis - from Start-Up to IPO