Terence Walsh
Acorn Growth Partners, Inc.
Chicago, IL, UNITED STATES
Expert, Speaker, Consultant focused on Sales: Management, Operations/Best Practices & CRM
Biography
Terry Walsh is a nationally known consultant and thought leader focused on how businesses can improve sales effectiveness. He specializes in sales strategy, sales team reorganization, modernizing sales operations, CRM implementation, and accelerating sales team performance. Terry's prior career experience included leading Sales organizations at Culligan International, Cendant Corporation, Whitman-Hart/marchFIRST, Digital Equipment Corporation, and others. He has the personal and business experience to understand the nuances of sales in ways that most people simply do not.
Terry works with clients to increase their top line and truly help client customers to accomplish their business goals through the client’s product and/or service. He is nationally recognized for his expertise in CustomerCentric Selling®, and is the author of the sales book, “99 Questions to Achieve Your Sales Goals”. (Amazon) Terry is an outstanding speaker known for providing high-value, pragmatic advice and tools to help businesses improve sales team performance.
Industry Expertise (3)
Writing and Editing
Corporate Training
Management Consulting
Areas of Expertise (3)
Sales & Sales Management
Sales & Business Strategy
Sales & Marketing Technology - Crm
Accomplishments (4)
Principal, Acorn Growth Partners (professional)
2013-08-01
As Sales Operations & Effectiveness practice leader, I work with clients to address revenue objectives and opportunities to transform their sales process and selling practices. I work closely with sale leaders and their teams to learn and implement sales methodologies. Extensive expertise in utilizing CRM systems, including Salesforce.com, Oracle On-Demand, SugarCRM, and Microsoft CRM 2011. Regularly speak on sales best practices, operations, CRM adoption, etc.
COO - Information Assurance Corporation (professional)
I have extensive experience in electronic notary public after developing cloud-based apps for notary commissioning and electronic notarization. I can speak on information assurance, digital identity, electronic credentialing, electronic notary transaction processing and electronic signatures.
VP of Sales, Culligan International - Culigan-owned Dealers (professional)
I ran the sales organization for a $200m division of Culligan at a time when the marketing funds for sales were eliminated, leaving 300+ 100% commission sales people without leads. I organized a lead generation program that entirely made up the difference. I teach businesses about prospecting and lead generation techniques, and have spoken on this topic numerous times.
Director of Sales Operations - Cendant Corporate Travel (professional)
I was responsible for the transition of two sales teams into a single sales unit, working with four sales managers to train the team in CustomerCentric Selling, Salesforce.com, and in adopting a new sales process. My efforts enabled the sales team to go from $12M to $60M in annual revenue in less than 2 years. To-date, this effort was recognized as one of the most successful implementations of CustomerCentric Selling ever. I speak on the process and metrics that drove this success story.
Education (1)
University of Iowa: BBA, Business: Management & Management Information Systems
Received University's Outstanding Student Award Senior year. Member Delta Tau Delta, Member of Interfraternity Council Leadership team.
Links (2)
Testimonials (2)
Aaron Brooks, Practice Leader | Baker Tilly Search & Staffing, LLC
To say Terry teaches people to sell would not be giving Terry enough credit – Terry is a true sales professional and thought leader. He literally understands the nuances of sales in a way that most people simply do not. He is a master of the intersection of marketing and sales – and he understands the nuances of bringing these two very important functions together in an organization. Terry works with his clients to help them to not only increase top line – but to do so in a way where they are truly helping their client to accomplish their overall business goals through whatever one might be selling.
Donna Williams, Director, Field Marketing | EMC Corporation
Terry Walsh is one the best Sales Leaders I have ever worked with. He has a special talent for listening to and understanding his customers' needs. His ability to relate to customers helps him to identify and uncover emerging needs customers may not have discovered on their own. This, along with his high standard of integrity, makes him a trusted advisor with customers and prospects
Event Appearances (1)
Sales Versus Marketing: How to Stop the Battle & Start Getting More Customers
CMSExpo 2013 Evanston, IL
2013-05-15
Sample Talks (1)
Sales-In-A-Box: Build a Low Cost Sales Strategy
SMB & Middle Market firms often don't have the experience and resources to plan and execute an effective sales strategy. In this presentation, I describe how to create a low cost sales & marketing plan that can be built with widely available and (mostly) free resources. I provide background, planning steps, tools and resources that any firm can acquire to build their plan. Most plans can be built in 30-60 days using this approach. Applies to virutally any type of business.
Style
Availability
- Keynote
- Moderator
- Panelist
- Workshop Leader
- Author Appearance
- Corporate Training
Social