Jeff is the spirited leader of Selling to Zebras, Inc., a sales acceleration software company.
Passionate about changing the way organizations sell, Jeff provides sales professionals with software, processes and tools that bridge the gap between low or plateaued sales and dramatic sales improvement.
Jeff has more than 30 years’ experience in leadership roles in sales, operations and marketing. He is the award-winning co-author of Selling to Zebras HOW TO CLOSE 90% of the BUSINESS YOU PURSUE FASTER, MORE EASILY and MORE PROFITABLY. In 2010, he was recognized as one of the best sales authors of all time in the book, The Sales Gurus.
Prior to founding Selling to Zebras, Jeff was Chief Operations Officer for Baan Supply Chain Solutions. Under his leadership, revenues grew more than tenfold in five years. Earlier in his career, Jeff held management and sales positions at companies such as NCR Corporation, MAI Basic Four and Xerox Computer Services.
Many Selling To Zebra customers have achieved favorable liquidation events after significantly growing sales - Evolv Technology Group acquired by Cornerstone OnDemand, Vivisimo acquired by IBM, Taleo acquired by Oracle, StarCite acquired by Active Network, Sabrix acquired by Thomson Reuters, and HK Systems acquired by Dematic.
Experience—Pat has over 30 years of financial management experience, with the last 12 years in the software industry. Most recently, he served as CFO for Metrix LLC, a software company which designs and implements software for the field service marketplace.
Expertise—In 2006, Pat and two other partners purchased Metrix from venture funds and rebuilt the company.In 2012 Metrix was sold creating a successful exit for investors of twenty five times the original capital investment.
As vice-president of sales for Selling to Zebras, Brian manages worldwide sales.
Brian has more than thirty years of experience in executive sales management and sales consulting. He has developed large sales organizations within companies such as ADP, Contel, SSA, BAAN Supply Chain and Matrix-One. Under his leadership, these organizations achieved record sales leading to very successful IPO’s.
In the 1990’s, Brian worked at BAAN Supply Chain with Selling to Zebras CEO Jeff Koser and Vice President of Services, Christine Ullman. There they developed and used the sales methodology that underlies the Selling To Zebras software. Within five years, Baan revenues grew to over $750 million and the company had a market cap valuation of over $12 billion. At Matrix-One, as Vice-President Sales, Americas Brian helped sales grow from $8 million to $125 million in two years and helped Matrix-One have the third best IPO in 2000.
As vice president of service at Selling to Zebras, Christine brings a background in operations in support of growing early stage software organizations. Sales operations, services operations and software development as well as HR reported to Christine in several previous positions.
In the 1990’s, Christine worked at BAAN Supply Chain with Brian Gallagher, current vice president of sales for Selling to Zebras, and Jeff Koser, CEO. It was there that the three successfully developed and used the sales methodology that underlies the Selling To Zebras software.
As director of product development, Brent has a critical role in envisioning, designing and releasing the Selling To Zebras (STZ) software running on the Amazon cloud. He works daily (and nightly) as the scrum master leading our agile software development team.
Brent is a contributing author for the ZEBRAselling blog, where he writes about complex sales, corporate strategy and technology. He received a bachelor’s degree in economics from Marquette University.
Tom Bowe has over 15 years of experience in developing, marketing and selling business software applications. Tom is 100% convinced; being creative, passionate and agile both as an individual and a company, is critical for success. Prior to Selling To Zebras, Tom worked as Global Industry Director at IFS which entailed formulating and communicating future product directions and strategies with management, customers and partners around the world. At IFS, Tom spent much of his time out in the field, meeting customers and prospects, speaking at conferences, and also listening and responding to new business trends and challenges. When not working, he is a family man with seven children. He enjoys hitting the links, running on the roads or hiking in the woods. Occasionally, he also plays Clash of Clans. He has a Master’s degree in Marketing, Finance and Entrepreneurship from Northwestern University (Kellogg Graduate School).