Tom Martin is President of Strategy 2 Revenue, Inc. a management consulting firm focused entirely on supporting sales training firms.
Tom is a 20 year veteran of the sales methodology and training industry, with a diverse set of global experience crossing sales (direct, indirect and inside), channel management, marketing, SFA/CRM, consulting, finance, legal, training, systems and operations.
Tom has served as an executive for a number of sales training organizations on a full or part-time basis:
• Force Management LLC – GM Channels: sales messaging, talent management, sales process & operations training
• Channel Enablers Pty Ltd. – COO: indirect channels training
• Think! Inc. – EVP & COO: negotiation training
• OnTarget Inc./Siebel Sales Methodology Experts – Managing Partner, Worldwide Operations: opportunity/account/territory/channel management and skills training
• Miller Heiman, Inc. – President, North America: opportunity/account management and skills training
Tom has providing executive coaching, strategic advice and operational consulting to a number of other training and consulting organizations on projects ranging from 2 days to 2 years in length and has experience in both buyer and seller sides of M&A of sales training firms.
As Managing Partner with Siebel Systems SME (Sales Methodology Experts), Tom managed worldwide operations. His responsibilities included sales forecasting, pipeline management, competitive intelligence, process improvement, and technology-driven business analytics.
Tom was initially hired into Siebel via their OnTarget acquisition to manage the customer service and field operations teams. At various times in his 5 years in the organization Tom managed the sales force in the Eastern US, as well as worldwide sales, finance and legal operations.
Prior to OnTarget, Tom held an 8-year career at Miller Heiman (MHI), departing as the President, North America. In his time at Miller Heiman Tom led sales, telesales and customer service in North America as well as worldwide marketing.
Tom also led the development and launch of revised versions of MHIs flagship products – Strategic Selling and LAMP (the Large Account Management Process), in addition to developing and managing MHIs information technology infrastructure and their first commercial software development.
Tom is a sales methodology expert in account and opportunity management and was a certified facilitator and/or master certifier for Strategic Selling, Conceptual Selling, LAMP, Tactical Telesales, and Opportunity Optimizer. He is also experienced in Insightful Questioning, Strategic Negotiation, Value Messaging, Command of the Plan, and Command of the People.