The
Improved Performance Group is a team of award winning professionals
whose former executive responsibilities underscore the company’s
widespread industry focus including: High Tech, .com,
internet, telecommunications, software, hardware, business
and finance, retail, entertainment, distribution, and manufacturing.
Through
precision clientization™, IPG’s key charter
is to create results-based development programs that specifically
address the critical business issues for each client.
Every training module is designed to include course content,
interactive group exercises, sample case studies based on
actual client experience, and role play scenarios to ensure
long-term application and retention of course materials.
Associates
of The Improved Performance Group are certified to facilitate
IPG course content in a traditional classroom setting or
through proven distance learning methodologies (e.g. teleconferencing,
e-learning, application sharing, etc.). In addition,
IPG associates are trained to adapt their personal facilitation
styles in response to group educational demands based on
collective background experience and individual learning
requirements.
The
Improved Performance Group continues to build upon its tradition
in excellence providing integrated programs that bring each
client’s sales, leadership, and customer service initiatives
together to drive bottom-line results.
Jonathan
London
Jonathan London, President of the Improved Performance Group, is an internationally acclaimed expert in emerging trends and training and development alternatives in the areas of sales, leadership, customer service, and organization transformation. Based upon his 23 years of executive level experience and an accomplished track record in both domestic and global sales market penetration, Jonathan’s contemporary approach to time-tested practices has well-served the interests of IPG’s Fortune 500 and upstart clients, alike.
IPG’s ability to help clients define the essential skills their people need to execute to be successful in their professional roles has had a widespread impact for clients including Cisco Systems, Lucent Technologies, Dell Computers, Lawson Software, Ricoh, Sony, VeriSign, Polycom and many others. Jonathan’s unswerving customer focus, coupled with a straightforward, authoritative teaching style provides a unique learning experience that’s both illuminating and educational.
Jonathan’s recent pioneering efforts include launching an e-learning company focusing on the CRM space.
He received a Bachelor’s degree in History and Education from American University in Washington, D.C. and is an active member of ASTD. His community service interests include the Sierra Club, Meals on Wheels, PTA and Public Television support.
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Jay Crookston
Jay Crookston is a well known Sales and Marketing Executive with a proven record of building and scaling sales organizations in diverse technology industries (telecommunications, conferencing, and software), as well as in diverse settings (Fortune 500 divisions, mid-sized pre-IPOs, and early stage firms).
Jay has particular strengths in Business Strategy and Sales Operations, where he has a unique ability to reduce complex business problems and product delivery challenges to simple and scalable terms. Jay enjoys "figuring out the trick" to a given business, and then working at the tactical level with the front line organization to develop and implement repeatable sales processes.
Crookston's previous experience includes 21 years at MCI where he last served as Vice President of Worldwide Sales for the Conferencing Division. During his tenure at MCI Conferencing, he successfully integrated an acquisition's sales and support organization, scaling the sales organization from 22 salespeople to over 475 salespeople on a global basis. Notably, his team increased revenues from a $30 million acquisition to nearly $540 million, and Crookston also built a $30 million video hardware business from scratch.
After MCI, Crookston joined PlaceWare, a software ASP, and led its field, inside and channel sales organization prior to the sale of the company to Microsoft. Most recently, he has consulted several early stage technology companies on sales strategy and organizational design.
Crookston also served as Director for MCI State Government and University Sales. In the late 1980s, Jay participated in the formation of the Advanced Network and Systems (ANS), a nonprofit enterprise that helped commercialize the federally-funded NSFNET - the precursor backbone network of today's Internet. Earlier, he held the position of senior sales manager at MCI, covering New York City's financial district.
Jay began his career as a sales representative for Xerox Corporation in New York City.
Jay holds a Bachelors of Science degree in General Management from Purdue University and earned his MBA from the Kellogg School of Management at Northwestern University. Jay is married with three children, currently lives in Glen Ellyn, IL, and serves in leadership roles in a number of civic organizations.
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Tanya Chernova is a former skincare industry executive, accomplished public speaker, author and frequent guest on radio and television who has worked with organizations in over 22 countries.
A commerce graduate and accomplished entrepreneur, she is business savvy and street smart. She understands how to help people be their best and what it takes to make business work. Her engaging presentations on strategic selling, channel management, leadership and powerful negotiation are timely, pertinent – and proven to have a direct impact on bottom line results.
Since 1989 Tanya has moved through the ranks as an award winning aesthetician, sales rep and national educator where she hired and trained staff, secured new clients, established product lines and drove sales.
In 1999, she joined an international manufacturer and distributor of skin care line in France and spent the next four years overseeing an international distribution network.
Most recently, Tanya was Vice-President of sales and marketing for an inventor, manufacturer and distributor of anti-aging skin care located in Canada – an organization she co-founded and built from the ground up. She created a winning product line and branding strategy to bring in $1 million in sales the first year.
While in this role, she was a live presenter on more than 50 shows on shopping channels in the United States, Canada, Australia, UK and Russia. She holds a consistent record of prime-time positioning and sold-out shows.
More than a dynamic leader, top producing sales executive and highly successful product innovator, Tanya is a people motivator. She’s built a reputation for consistently delivering down-to-earth content with a sense of urgency and – most importantly a focus on bottom line results. You’ll like her warm and engaging style. And you’ll get excited about the lessons she shares – lessons everyone can easily apply and quickly benefit from.
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Cynthia
Taylor
For
over 25 years, Cynthia “Cindy” Taylor’s
distinguished career milestones have included senior executive
positions with IBM, Oracle, Ingres, and various Silicon
Valley start-up ventures where she’s masterfully built
successful sales organizations. From direct
to indirect sales, channel, OEM, and telesales, Cindy’s
accomplished track record speaks for itself. Without
exception, Cindy delivers a finely crafted message in the
classroom where her repertoire of real world experience
is best showcased. She’s well versed in the
challenges of established companies and start-up businesses
and provides mind-opening insights to address both.
Cindy's a graduate of Georgia Southern University where she earned
both her Bachelor’s and Master’s Degree in Mathematics.
In addition to her IPG interests, Cindy’s an active
force in her community and serves on the Board of Directors
for the Burns Telecommunications Center at Montana State
University, is a member Gallatin Valley Development Corporation
and Technology Alliance, and acting Conference Chair for
TechConnect.
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Kevin
McNichol
Kevin
McNichol’s broad business background spans 25 years
and boasts several noteworthy highlights. Following
a brief professional baseball stint with The New York Yankee
organization, Kevin spent the majority of his pre-IPG career
on Wall Street cultivating the money market sales group
for Lehman Brothers. Throughout his employ in multiple
senior executive positions, Kevin was able to expand revenue
production beyond the US Money Market successfully leading
the venture into undeveloped Scandinavian commercial entities.
With
notable objectivity in the interests of his clients, Kevin
draws upon his analytic skills throughout the clientization
process particularly in the research and program development
phases. IPG Students benefit from Kevin’s ability
to translate practical, real-world experiences into applicable
business lessons. Kevin’s illustrious
educational accomplishments include a Bachelor’s degree
in Economics and a Masters in Education from New York University.
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Lisel
Perselay
Prior
to her affiliation with IPG, Lisel Perselay was employed
by AT&T for over 25 years. During her tenure,
she held a number of leadership positions within the Business
division of the company including both the retail and wholesale
segments. The scope of Lisel’s preeminent sales
experience encompasses account representation and
senior management roles across multi-regional, national,
and international markets.
As
an instructor and course developer for both the Customer
Education Center and the Sales and Marketing Academy, Lisel
facilitated corporate wide programs with an emphasis on
Executive Leadership and Selling Skills. In addition
to those responsibilities, Lisel lent her expertise to the
Global Product Management team overseeing product line-specific
development and sales support while spearheading the use
of computer-based education and alternative distance learning
initiatives to support the national sales force. Lisel’s
influential presence in the classroom reflects her veteran
status in the high-tech communications industry. Her
academic credentials include a Bachelor’s degree in
Psychology and an MBA from Farleigh Dickenson University
and she’s an active member of the National Association
of Female Executives.
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Cindy Kanegis
For over 20 years, Cindy Kanegis has been a consistent leader in Sales, Global Account Management and Training & Development. Throughout her career at IBM, ROLM and SIEMENS, Cindy received the highest honors for her in-depth knowledge of selling and her tremendous sales achievements. Year after year, she received IBM’s prestigious Golden Circle Award.
Cindy has also acted as an Executive Recruiter in the Technology Industry, specializing in Sales and Sales Leadership. She put her own expertise in sales to work with her Fortune 500 clients, skillfully helping them to find and hire outstanding talent, from executive sales leadership positions down through the sales ranks. As a result, Cindy has helped to build many highly successful sales organizations.
At IPG, Cindy translates her experience into dynamic, targeted workshops. She designs and facilitates a process that is rigorous, perceptive and is finely tuned to her client’s core issues. The results of Cindy’s workshops translate into more qualified pipeline activity, increased sales revenue, improved account penetration and exceptional long-term customer relationships. Cindy’s engaging, highly energetic, and motivational style, brings fresh energy, which inspires the participants to reach their greatest sales potential. She leads individuals and organizations from vision to action, and from action to success.
Cindy received a Bachelor’s degree in Business from Northeastern University in Boston MA is an active member of ASTD.
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John Cabri
John Cabri is a seasoned executive with more than 20 years of exceeding aggressive goals in the financial services and high tech industries. During his career, John has successfully applied his sales skills to direct sales, channel sales and business development for such notable companies as Wells Fargo Bank, Banque Nationale de Paris, Silicon Graphics, and WebEx. He has had the good fortune of having been able to work with “C-Level” executives from an array of top-tier businesses on five continents, including; Microsoft, Disney, Apple, Coca Cola, Oracle, Intel, Morgan Stanley, Sony and China Telecom.
A keen strategist, John adheres to the principle of, “successful selling is the outcome of diligent planning and effective execution.” With this enduring foundation, he has consistently made his mark in sales by thoroughly understanding his prospect’s point-of-view, building relationships based on integrity, and delivering results to both his customers and his employers. He has carried quotas up to $25 million, and has been recognized for growing top line revenue more than 700%, while delivering bottom line growth of nearly 300% in a one-year period.
Now at IPG, John focuses his effort on the creation of a lasting source of competitive advantage through a skilled, confident, and professional sales team who have the tools, knowledge and experience to consistently add value and develop long-term, profitable customer relationships. His affable personality and interesting presentations will make it easy for your sales team to assimilate the material, so it can be implemented the next day.
In addition to his IPG efforts, John works with companies on innovative solutions to strategic issues facing sales and marketing organizations. In his spare time, he gives back to his community through several non-profit endeavors, including feeding the less fortunate, youth baseball and scouting.
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Dennis Chambers
Dennis Chambers brings a dynamic interactive style to
the teaching of business and technical writing. Building
on a two-decade career in advertising agencies, from
copywriter to creative director to partner, he involves
participants in professional writing techniques that
enhance a response from readers.
Keen on turning theory into practice for immediate implementation,
Dennis provides a set of hard-working tools that guide
participants into valuing the needs and interests of
readers. This focus helps writers turn ideas into insights
that drive contemporary business realities.
Dennis has applied his writing skills directly for such
diverse clients as Procter & Gamble, AT&T, Michelin,
Texize, and Homelite, for whom he has created national
advertising campaigns. Organizations that have profited
from his business and technical writing training include
Ford, General Motors, the FBI, the National Guard, Xerox,
EDS, and Computer Associates.
He is the author of Writing to Get Action, Thomson Publishing,
and How to Write Business Plans and Proposals, Greenwood
Publishing.
Dennis earned a Bachelor’s degree in English Literature
from the University of Memphis and a Master’s degree
from Boston University. He is published in the field
of 18th Century English Literature.
Consistent with all the professional trainers at IPG,
he leavens an intensity of focus with gentle humor that
opens people up to learning faster and more effectively.
He maintains an interest in local community theater and
is working on a campaign to raise funds to refurbish
Old South Church (the oldest church in continuous use
in America), in his hometown of Newburyport, Massachusetts.
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