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Selling Power Sales Excellence Awards Gala Dinner and Awards Ceremony Thursday, December 6, 2007 Caesars Palace Florentine Ballroom Las Vegas, Nevada US$10.00 Sponsors 2 ND ANNUAL

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Page 1: US$10.00 Sales Excellence Awards 2ND ANNUALthestevies.com/SPSAE/SPSEA07Program.pdf · Sales Excellence Awards Gala Dinner and Awards ... Every company that earned Finalist recognition

Selling PowerSales Excellence Awards

Gala Dinnerand

AwardsCeremony

Thursday, December 6, 2007Caesars Palace

Florentine BallroomLas Vegas, Nevada

US$10.00

Sponsors

2ND ANNUAL

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Welcome to the 2nd annual Selling Power Sales Excellence Awards, presented by Selling Power magazine inconjunction with the Stevie® Awards.

Selling Power is the leading publication read by over 145,000 sales management decision makers in the U.S. and 67 countries worldwide. The editorial objective is to deliver practical, how-to information to help sales managers create a more effective sales force to drive up sales and profits. Learn more at www.sellingpower.com.

The Stevie Awards are recognized as “”the business world’s own Oscar® Awards.” Beginning with The American Business Awards in 2002, The International Business Awards in 2003, The Stevie Awards forWomen in Business in 2004, and the Selling Power Sales Excellence Awards in 2006, our mission is to raise theprofile of exemplary companies and individuals among the press, the business community, and the general public.Learn more at www.stevieawards.com.

This year’s competition attracted more than 400 entries from organizations around the world. All nominationsthat received an average score of 7.0 out of a possible 10 in the preliminary round of judging became Finalists,were eligible to be considered for a Stevie Award, and are acknowledged in this program.

Every company that earned Finalist recognition is a winner. Becoming a Finalist means that objective businessprofessionals concurred that your accomplishments are deserving of widespread recognition, and you are to becongratulated for that.

Thank you for participating in The 2007 Selling Power Sales Excellence Awards, and for joining us this evening.Best wishes for continued success!

Gerhard Gschwandtner Michael GallagherFounder and Publisher PresidentSelling Power The Stevie Awards

Program ContentsBoard of Distinguished Judges & Advisors 5

Preliminary Judges 7

Finalists in Order of Presentation 11

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The Board of Distinguished Judges & AdvisorsThe participation and counsel of our judges and advisors — all of whom are leaders in the sales community — have

established The Selling Power Sales Excellence Awards as the preeminent sales awards show. They and their staffs determinedthe Stevie Award-winning entries in the main categories. Professionals recruited from organizations worldwide accomplished thepreliminary judging.

Richard Barkey, CEO, Imparta Ltd.

David Berman, VP-Worldwide Sales & Services, WebEx Communications, Inc.

Jimmy Beyer, National Sales Manager, Sony Electronics Inc.

James Brodo, Senior VP-Marketing, Richardson

John Burchett, CRM Product Manager, Microsoft

David DiStefano, President & CEO, Richardson

John Doyle, VP-Marketing, Employee Continuum (formerly eContinuum)

Jeff Grill, VP-Marketing, Mimeo.com

David Hamm, Director of Global Marketing, Dow Jones Enterprise Media Group

William P. Hicks III, Divisional VP, John Hancock Financial Services

Razi Imam, President & CEO, Landslide Corporation

Thor Johnson, Senior VP-Marketing, Eloqua Corporation

Kevin G. Kirby, Senior Director of Sales, Hard Rock International

Michael Lewis, Director of Operations – Sales Solutions, Right Now Technologies

Terry Markwart, Director & Associated General Manager, Canon U.S.A. Inc.

David Mather, President, Hoover’s, Inc.

Janine Popick, CEO, VerticalResponse

Gary Rader, Executive VP-Business Development, Fusion Sales Partners

John Roberts, Chairman & CEO, SugarCRM Inc.

Jeffrey B. Seeley, CEO, Carew International Inc.

Paula Shannon, Senior VP & Chief Sales Officer, Lionbridge

Howard Stevens, CEO, The HR Chally Group

Ty Swain, CEO, Growth Dynamics

Jonathan Tany, VP of Sales Solutions, Right Now Technologies

Julie Thomas, President & CEO, ValueSelling Associates

David Thompson, CEO & Co-founder, Genius.com

Virginia Lee Williams, VP-Global Sales Operations, Broadcast Communications Division, Harris Corporation

Walt Zeglinski, President & CEO, Integrity Solutions

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2007 Preliminary JudgesThe following professionals participated in preliminary judging in October-November 2007. Their average scores determined

the Finalists. We thank them for their participation, time, and insights.

Mikael Arndt, President, Satisfactory Europe AB, Bromma, SwedenTom Bernthal, President, Kelton Research, Los Angeles, CACurtis Bragg, President, Triangle Services, Inc., Valley Stream, NYJim Brown, Executive Director, Sales Degree Associates, Mantoloking, NJPeter Callaghan, Chief Sales Officer, Maximizer Software, Vancouver, BC, CanadaCharles Cohon, President, Prime Devices Corp., Morton Grove, ILRobert Cramer, President & CEO, Career Concepts USA, Inc., Cary, ILJaki Glenn, Senior Account Manager, Learn.com, Belton, SCIrina Haydon, Regional Director, Heartland Payment Systems, Monroe Township, NJDr. William Healy, Executive in Residence & Visiting Professor, William Paterson Univ. — College of Business, Wayne, NJCarl Henson, Director of Business Development, MAU, Inc., Augusta, GARon Hubsher, CEO, Sales Optimization Group, New York, NYDevin Hughes, Regional Sales Director – West, Genzyme Corporation, Cambridge, MAFreya Hurwitz, Director of e-Commerce and Phone Sales, CardScan, Cambridge, MARobert Jeppsen, VP-Commercial Sales, Zions Bank, Salt Lake City, UTDavid Johnston, President, Sales Resource Group Inc., Oakville, ON, CanadaDavid Kahl, Managing Director, ValueSelling Associates, Glennville, ILFred Kessler, CEO, Sales Partnerships, Inc., Westminster, COMichael Kreppein, Chief Sales Officer, Inquisix, Boston, MASeleste Lunsford, Executive Consultant, Sales Performance, AchieveGlobal, Tampa, FLTim McCracken, Managing Director, Motum, LLC, Irving, TXJay Mitchell, Managing Director, Motum, LLC, Irving, TXDr. John Pliniussen, Professor of Sales, Director of Centre for Sales Excellence, Queen’s School of Business,

Kingston, ON, CanadaAndrew Reckner, Managing Director, Motum, LLC, Irving, TXSylvia Richards, Contract Investigator, OMNIPLEX INTERNATIONAL, El Paso, TXDonald Richards, Vice President, TIVA HealthCare, Inc., Sunrise, FLBruce Rosenblatt, Senior Partner, The Ehlers Group, Bonita Springs, FLJennifer Scarberry, Area Sales Director – East, Animal Health International, Dublin, OHWarren Shiver, Vice President, North Highland, Atlanta, GAClayton Shold, President, Salesopedia, Oakville, ON, CanadaReggie Smith, Division Manager, Genentech, Dallas, TXKrishna Srikrishna, VP-Marketing, SiRF Technology Inc., San Jose, CADave Stein, CEO, ES Research Group, West Tisbury, MARay Taylor, Senior VP-Sales, Signature Worldwide, Dublin, OHHarmony Tenney, Senior Marketing Consultant, CRG, Charlottesville, VAPatrick Williams, The Selling Sherpa, Gig Harbor, WATerry Wisner, Founder, Partnering To Success, LLC, Grand Blanc, MITim Young, CEO, TYCO Leads, LLC, Canton, GASean Zeringue, VP-Sales & Marketing, Compsource, Lafayette, LA

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2007 Selling Power Sales Excellence Awards FinalistsBEST INDIVIDUAL PERFORMANCE CATEGORIES

sponsored by

Global Sales Leader of the YearChevron Phillips Chemical Company, The Woodlands, TXMarc Nagele, Worldwide Sales ManagerOmniture, Orem, UTChris Harrington, President of Worldwide Sales and Client ServicesTransPerfect, New York, NYBrooke Christian, Senior VP of Global Sales

National VP of Sales of the YearAdministaff, Kingwood, TXMarty Scirratt, VP of SalesHeartland Payment Systems Princeton, NJSanford C. BrownNetPlus Marketing, Conshohocken, PADavid Larkins, National Sales VPTransPerfect, New York, NYKevin Obarski, Vice President of US SalesTransPerfect, New York, NYAngela O’Sullivan, Vice President of European Operations

National Accounts Manager of the YearHoover’s, Inc., Austin, TXBrian Higgins, National Accounts ManagerRichardson, Philadelphia, PAEllen Wilsker, Vice President of Sales, Northern RegionTransPerfect, New York, NYLisa Chan, Regional Director of Business Development

Regional Manager of the YearBonus Building Care, Chicago, ILJustin Douglas, Regional ManagerHeartland Payment Systems, Inc., Princeton, NJTrae Dunlap, Mid-Atlantic Regional DirectorPAETEC Communications, Rochester, NYJoshua (Josh) Moscov, Director, Sales and Account DevelopmentTransPerfect, New York, NYJessica Eker, Regional Director of Business DevelopmentTransPerfect, New York, NYJennifer Peters, Regional Director of Business Development

Sales Director of the YearBulldog Solutions, Inc., Austin, TXHeather Hoetger, Director of Strategic AccountsHeartland Payment Systems, Inc., Princeton, NJIrina Haydon, Executive Director of SalesIgnite Media (a division of AOL Media Networks), Atlanta, GARandy Rains, Regional Sales DirectorMcGraw-Hill Platts, Houston, TXByron Woodard, Sales DirectorTransPerfect, New York, NYMartha Ferro Geller, Director of Sales

Sales Manager of the YearGenentech’s Gateway Ranger Division, Dallas, TXReggie Smith, Division Sales ManagerHeartland Payment Systems, Inc., Princeton, NJRaynard Kim, Division Sales ManagerIgnite Media, A Division of AOL Media Networks, Atlanta, GAGary Sherwood, Sales ManagerKimball Hill Homes, Houston, TXDennis Popperwell, Sales Manager

Sales Education Leader of the YearDHL, Plantation, FLPaul Read, Director – Sales TrainingKaiser Companies, Tempe, AZJim Kaiser, FounderValpak, Largo, FLDavid Szen, Vice President Training and Development

Sales Training Manager of the YearDHL, Plantation, FLAndrew Pickens, Project Training ManagerDHL, Plantation, FLPatrick Giordano, Sr. Manager – Sales TrainingDHL, Plantation, FLCaroline Cunningham, International Sales Training Manager

Sales Representative of the YearCareerBuilder.com, Chicago, ILTracy VittoriniGenentech’s Gateway Ranger Division, Dallas, TXPatria RachelHeartland Payment Systems, Inc., Princeton, NJAyman LukataHoover’s, Inc., Austin, TXLaura McIntyre

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2007 Selling Power Sales Excellence Awards Finalists — Continued

BEST ORGANIZATION ACHIEVEMENT CATEGORIES

sponsored by

CRM Implementation & User Adoption Program of the YearCloud9 Analytics, San Mateo, CAPower Efficiency Corporation, Las Vegas, NVPrime Devices Corporation, Glenview, IL

Demand Generation Program of the YearCustomer Connect Associates, Cornelius NCEloqua, Toronto, ON, CanadaExtended Presence, Denver, COHealthMarkets Lead Marketing Group (LMG),

North Richland Hills, TXSpoke Software, San Mateo, CASuggestica, Fremont, CA

Hiring and Recruiting Program of the YearBest Buy For Business, Minneapolis, MNCareer Concepts USA, Inc., Cary, ILHealthMarkets Agency Marketing Group, Hurst, TXA.G. Edwards & Sons, St. Louis, MO

Sales Coaching Program of the YearDirect Alliance, Tempe, AZEdwards Lifesciences, Irvine, CAThe Brooks Group, Greensboro, NCZions Bank, Salt Lake City, UT

Sales Compensation Program of the YearDraeger Medical Inc., Telford, PAEmbarq, Overland Park, KSMeadWestvaco Corporation, Richmond, VAPillar Data Systems; San Jose, CATreeline, Inc., Wakefield, MA

Sales Incentive Program of the YearDirect Alliance, Tempe, AZFamily Heritage Life Insurance Company of America,

Cleveland, OHHealthMarkets Agency Marketing Group, Hurst, TX

Sales Lead Management System of the YearDow Jones, New York, NYHealthMarkets Lead Marketing Group (LMG),

North Richland Hills, TX

Sales Training Program of the YearABF Freight System, Inc., Fort Smith, ARBasho Strategies, Inc., Burlington, MABroadview Networks, Rye Brook, NYCareerBuilder.com, Chicago, ILDHL, Plantation, FLDHL Express: Consultative SellingDHL, Plantation, FLDHL Express: Sales Training ProgramEdwards Lifesciences, Irvine, CAHealthMarkets Agency Marketing Group, Hurst, TXINTERNATIONAL PAPER, Memphis, TNKimball Hill Homes, Houston, TXPAETEC Communications, Rochester, NYSherwin-Williams Company, Cleveland, OHSigma-Aldrich Corp, St Louis, MOSittig Incorporated, Seattle, WATandus, Dalton, GAThe Brookeside Group, Acton, MATheVirtualSalesCoach.com, Skyland, NCTreeline, Inc., Wakefield, MAValpak, Largo, FL

Sales Management Training Program of the YearEdwards Lifesciences, Irvine, CAPAETEC Communications, Rochester, NY

Sales Meeting of the YearCareerBuilder.com, Chicago, ILCareerBuilder.com Annual Kick-Off MeetingHealthMarkets Agency Marketing Group, Hurst, TXHeartland Payment Systems, Inc., Princeton, NJValpak, Largo, FLCoupon U – Valpak’s Annual Sales Meeting

Sales Process of the YearEdwards Lifesciences, Irvine, CAKimball Hill Homes, Houston, TX

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2007 Selling Power Sales Excellence Awards Finalists — Continued

BEST TEAM PERFORMANCE CATEGORIES

sponsored by

Global Sales Team of the YearMarriott International, Washington, DCNorthwest Airlines Minneapolis, MNOmniture, Orem, UTSalesforce.com, San Francisco, CAWebEx, Santa Clara, CA

National Sales Team of the YearAbsolute Software, Vancouver, BC, CanadaAethon, Inc., Pittsburgh, PABluegreen Resorts, Boca Raton, FLCareerBuilder.com, Chicago, ILCareerBuilder.com’s Account Management TeamCareerbuilder.com, Chicago, ILNational Accounts Sales Team, Careerbuilder.comGenentech’s Gateway Ranger Division, Dallas, TXHoover’s, Inc., Austin, TexasInfinity Info Systems, Inc., New York, NYSales Partnerships, Inc., Westminster, CO

Government Sales Team of the YearSugarCRM, Cupertino, CAWebco General Partnership, Chantilly, VA

Online Sales Team of the YearHoover’s, Inc., Austin, TXReplicon, Inc., Calgary, AB, CanadaWebEx Communications, Santa Clara, CA

Customer Service Team of the YearCardScan, Cambridge, MACareerBuilder.com, Chicago, ILPAETEC Communications, Rochester, NYRESolutionsTECH Inc., Kingston, ON, Canada

Outsourcing Sales Team of the YearMarketStar Corporation, Ogden, UTMarriott Vacation Club International, Orlando, FLLatin American and Caribbean Outsourcing Sales TeamSales Partnerships, Inc., Westminster, CO

Highest Sales Growth RateKamble Co. Transportation Services, Inc., Tempe, AZMcGraw-Hill Platts, Houston, TXRichardson, Philadelphia, PAVolusion Inc., Simi Valley, CAWorld Class Wire and Cable, Waukesha, WI

BEST RUN SALES ORGANIZATION CATEGORIES

Automotive Sales Organization of the YearAccord Leasing, Mason, OHCraig Zinn Auto Group, Hollywood, FLRouteOne LLC, Farmington, MI

Banking Sales Organization of the YearBA Merchant Services, Irving, TXJohnson Bank, Waukesha, WIZions Bank, Salt Lake City, UT

Biotech Sales Organization of the YearGenentech’s Gateway Ranger Division, Dallas, TXGenzyme, Cheshire, CT

Presentation of Heartland Payment Systems Sales Ambassador Award to Bob Martin, Regional Director

Sponsored by

Computer Hardware Sales Organization of the YearDirect Alliance, Tempe, AZInsight, Atlanta, GA

Computer Software Sales Organization of the YearFIS SoftPro, Raleigh, NCOmniture, Orem, UTRiverbed Technologies, San Francisco, CATeleTracking Technologies, Pittsburgh, PAVolusion Inc., Simi Valley, CA

Education Sales Organization of the YearAmerican Management Association, New York, NYBlue Lake Children’s Publishing, Portland, OR

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2007 Selling Power Sales Excellence Awards Finalists — Continued

BEST RUN SALES ORGANIZATION CATEGORIES —Continued

Energy Sales Organization of the YearHubbell Power Systems, Northbridge, MAPower Efficiency Corporation, Las Vegas, NVSunWize Technologies, Kingston, NY

Financial Services Sales Organization of the YearFirstData Corporation, Atlanta, GAFiserv, Cedarburg, WIHeartland Payment Systems, Inc., Princeton, NJQuicken Loans, Cleveland, OH

Insurance Sales Organization of the YearFamily Heritage Life Insurance Company of America,

Cleveland, OHGlobal Asset Protection Services, Avon, CTHealthMarkets Agency Marketing Group, Hurst, TX

Manufacturing Sales Organization of the YearDunn Paper, Port Huron, MIInterface, Katy, TXSiemens Building Technologies, Cincinnati, OH

Media Sales Organization of the YearWalt Disney World, Tampa, FLWISN-TV, Milwaukee, WIYellow Book USA, Auburn, MA

Medical Products Sales Organization of the YearBoston Scientific, Fremont, CACadwell Laboratories, Kennewick, WACooperVision, Inc., Fairport, NYXoran Technologies, Inc., Ann Arbor, MI

Sponsored by

Meeting/Convention Sales Organization of the YearFour Seasons, Chicago, ILFour Seasons, Las Vegas, NVMarriott International, Washington, DC

Pharmaceutical Sales Organization of the YearAbbott Laboratories, Flower Mound, TXAstraZeneca, Gainesville, FLCardinal Health, Orlando, FLSchering Plough, Kenilworth, NJ

Real Estate Sales Organization of the YearKeller Williams Realty International, Austin, TXKimball Hill Homes, Houston, TXRE/MAX Gateway, Chantilly, VA

Recruitment/Staffing Sales Organization of the YearAir Force Reserve, Warner Robins, GATotal Quality Logistics, Cincinnati, OHTreeline, Inc., Wakefield, MA

Service Sales Organization of the YearMarriott International, Washington, DCSales Partnerships, Inc., Westminster, COThe Brooks Group, Greensboro, NC

Telecommunications Sales Organization of the YearBroadview Networks, Rye Brook, NYPAETEC Communications, Rochester, NY

Timeshare Sales Organization of the YearBluegreen Resorts, Boca Raton, FLMarriott Vacation Club International, Orlando, FL

Transportation Sales Organization of the YearABF Freight System, Inc., Fort Smith, ARCSX Transportation, Bel Air, MDFedEx Services, Memphis, TNTotal Quality Logistics, Cincinnati, OHYellow Transportation, Overland Park, KS

Richardson Innovation in Sales Training AwardPresented toEisai

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