who we are
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We are a group of sales executives, each with a minimum of 20 years experience in consultative sales and sales management coaching and training. We coach and train salespeople in the specific areas that will enable each of them to be successful. These areas could include self-starting, time management, networking, prospecting, cold calling, call reluctance, building and maintaining relationships, developing and delivering proposals, consultative communication skills, personal style and working with others. Tel: 860.778.9944 Mailing Address:
nkeller@precisionsalescoaching.com Nadine Keller is a founding partner at Precision. She has over 20 years experience in sales and sales management training, coaching and consulting. Throughout the 1990’s, as the Director of Sales Training for The Chase Manhattan Bank, she developed an in-depth understanding of best in class sales and marketing behaviors, processes and procedures. She developed, designed and delivered numerous strategic programs that combined “learning while doing” and worked with very senior and demanding clients and audiences from investment banking, capital markets, operating services, asset management and private banking. She has worked closely with Asian, European and South American audiences. After the merger of The Chase Manhattan Bank and Chemical Bank, Ms. Keller served as the personal communications consultant to the Vice Chairman for two years and was later appointed a Director of Marketing for the Global Bank. In 1998, Ms. Keller left Chase to start her own consulting practice. She has worked with numerous companies in and outside of financial services in designing, sourcing and delivering sales training curriculums. Her constant focus is on helping companies increase their sales effectiveness. Frustrated with the limitations of traditional classroom training, she looked for more effective and efficient ways to develop sales effectiveness. This work culminated in the creation of Precision Sales Coaching and Training. Prior to her career in sales and marketing, Ms. Keller worked for the National Accrediting Commission for Trade and Technical Schools in Washington, DC. She now lives in Goshen Connecticut with her husband Peter, and her two sons, P.K. and Christopher.
vbaxter@precisionsalescoaching.com Virginia T. Baxter has over 20 years experience in the areas of sales training, media presence and public speaking instruction. Ms. Baxter has delivered a wide curriculum of sales related training programs which include: consultative selling skills, effective presentations, negotiation skills, prospecting, telephone selling, sales management skills, effective sales meetings, trade show selling as well as training internal corporate trainers. She also has experience as a one-on-one public speaking coach for senior executives. Ms. Baxter’s media experience includes managing multiple television studios, coaching state wide political leaders on their media presence, as well as writing, designing and producing commercials. Ms. Baxter also consults with start-up entrepreneurial businesses in formulating their sales and marketing strategies. Ms. Baxter taught Public Speaking Skills at the University of Dayton and St. John’s University.
dbuchhorn@precisionsalescoaching.com Don Buchhorn has over 25 years of progressive business experience in sales, management, training, change management, career development, and organizational development. His career began with SCM Corp. where he worked with diverse industries in sales roles and leading sales teams. Don moved from line positions to develop sales professionals, managers and leaders in disparate businesses. The line experience shaped his ability to partner with senior management, build productive client relationships and collaborate with individuals and teams to impact bottom line performance. The US subsidiary of L’Oreal Paris was Don’s next stop where he built and directed the learning and development group. In this position, he created an array of programs and processes that ranged from skill development to collaborating with leaders on successfully launching major brands. Don was also an early adopter of competencies on which to base selection decisions, manage performance and focus development. Ingersoll-Rand engaged Don as Director, Strategic Competencies to help build a corporate university that would concentrate on the top 5 percent of leaders and emerging talent. During his tenure, he also led the development of a custom MBA program, the e-learning curriculum and the implementation of a global cross-selling initiative for 2700 customer facing employees. In addition, he instituted a process for assessing and coaching senior leader successors and influenced operational excellence strategy through Lean Six Sigma implementation. Consulting has led Don to work with industry sector leaders including private banking, financial services, consumer products, electronics distribution and a major wine producer. His contributions include leadership development, leadership assessment, management development, competency research, sales training and coaching. Don devotes his spare time to leading an organization that sparks the imagination of children through providing fun, hands-on science education.
ccleland@precisionsalescoaching.com Candace Cleland is a learning and leadership development consultant who has spent the last 20 years of her professional life assisting individuals and organizations improve their performance and effectiveness. She began her career as a Sales Representative then transitioned to Sales Training, then Leadership and Organizational development. Her background includes broad consulting and corporate experience with a record of success in addressing visible, high impact issues for the organizations she supports. Ms. Cleland has managed Sales Training and Leadership Development and Learning functions for a number of Fortune 100 companies. She has proven adept at identifying and developing the human capacity necessary to support key business initiatives and deliver required results. As a consultant to Fortune 200 clients she has designed, delivered and lead programs and initiatives in the broad topic areas of Sales, Sales Management, Leadership, Interpersonal Communications, Customer Service, Career and Team Development. Ms. Cleland also provides Executive Coaching to a number of leaders in a wide variety of industries. Ms. Cleland received her bachelor’s degree from University of Tennessee and has completed more than fifty education and skill development programs. She has been certified to train seven different advanced programs as well as to deliver SkillScope and The Big Five feedback.
mcook@precisionsalescoaching.com Megan Cook has over 25 years experience in sales and sales management training delivery, coaching and consulting. Prior to her career in corporate education, Ms. Cook held a variety of sales, service and client relationship management roles in both consumer and corporate banking. Clients included business leaders of Fortune 500 financial institutions across the US and overseas. As a senior corporate officer responsible for training in several Fortune 50 companies, Ms. Cook managed Sales, Product and Leadership Training & Development Teams to support senior leaders. She has built a reputation as a strong manager and inspirational leader. Ms. Cook developed an expertise in business-oriented professional development. The businesses Ms. Cook has worked with include: Consumer, Commercial Lending, Foreign Exchange, Equity and Fixed Income Sales and Research, International, Cash Management, Private Clients and Mortgage Banking. As an external consultant, Ms. Cook customized and delivered sales, negotiations and sales management training. In addition, she has had sales, client management and business development responsibilities. Ms. Cook studied in Italy, lived in France, lived/worked in Germany as well as worked extensively in Europe, Asia and South America. After a year in Southeast Michigan, Ms. Cook is in the process of relocating to New York.
ldaley@precisionsalescoaching.com Laura has 20 years of experience in the design, delivery and facilitation of skill development training programs and 7 years practical management experience in the Financial Services Industry. Laura’s expertise in experiential learning includes sales skills, presentation skills, team building, facilitation skills, communication skills, coaching skills, meeting management, problem solving, selling skills, sales management, negotiation skills, and trainer training skills. Laura’s Financial clients include American Express, Bank of NY, CIBC, Credit Suisse, Goldman Sachs, Liberty Bank, Mony, Marsh, NYSE, Prudential, and TIAA-CREF. She has worked in numerous other industries with emphasis on media and pharmaceuticals. Prior to consulting, Laura spent seven years with Citibank in sales, sales management and operations management positions. There she was responsible for selling, managing, hiring, coaching, and tracking performance. She also designed incentive programs for improving productivity levels of her sales and operational staff. Additionally, Laura spent two years with Communispond Inc., working with executives on their stand up presentation skills. Laura’s graduate and undergraduate work are in the fields of education, psychology, marketing and business administration. She is the co-author of the book, “Talk your way to the Top”, published by Laura’s interests outside work include her husband and two college age children, running, skiing, gardening, reading, and writing poetry.
kdean@precisionsalescoaching.com Ms. Dean has worked for almost 22 years as a line marketing and sales executive and as a sales effectiveness consultant. She spent much of her career organizing and managing major sales organizations, ultimately being named as the Vice President of International Sales for Champion International, the most senior woman executive in the company. More recently, she has used her extensive experience as a base for consulting with customers in a variety of industries. She offers extensive expertise in such areas as:
kdonohue@precisionsalescoaching.com Kathleen Donohue is a Senior Executive Coach and Advisor with global experience selling solutions within Financial Services and large consulting firms. Ms. Donohue has business development experience and has directed the creation, development and delivery of training for solutions-selling processes. These include customer segmentation, solutions implementation, evaluating team competencies and coaching managers in the skills and techniques required for effective team appraisals. Her value results from applying systems thinking with best practices and strong relationship management. Ms. Donohue has led collaboration across lines of business and has a proven track record in online transfer of industry knowledge, learning and best practices required to build, price and service solutions. Her experience includes creating a sales approach and training for packaging solutions that integrate market insights, treasury portfolio guidance, tax and derivatives strategies and advisory services. 90% of learning time occurs not in a classroom setting but during revenue producing activity. Ms. Donohue led a program of strategic leadership development which caused Global clients to evaluate The Chase Manhattan Bank as number one in Account Management and Customer Service. She established sales management coaching programs including implementation of 360-degree feedback process. Ms. Donohue directed a competency based product certification and sales system for client teams in five geographies. Ms Donohue led cross business collaboration to win the competition for talent through a buy, grow and rent strategy. She used a team approach at Chase to institutionalize a client needs model and establish a unified sales, product and service culture across five businesses, enhancing capabilities and developing a 3-year talent plan. Results included a revenue gain of 15 % per year for eight years. Ms. Donohue is a seasoned trainer, coach and facilitator with expertise in sales team effectiveness and the use of feedback technology as an organization development tool. She has consulted with a range of global customers and consultants to lead large-scale business processes, change management and organizational development projects, working closely with cross-function teams and human resource generalists. Ms. Donohue is a global traveler who knows how to develop and execute profitable solutions, which preserve and enhance the knowledge, wisdom and traditions of diverse cultures. She resides in Manhattan.
kdonohue@precisionsalescoaching.com Janet E. Hatton has over 20 years of experience in both the financial services industry and in the field of education and development. She began her career as a junior foreign exchange trader at Prudential-Bache Securities, and then went on to work at the Chase Manhattan Bank for 13 years. In her career at Chase, she worked on the trading floor in foreign exchange sales, advising Fortune 500 companies for 7 years. Following this assignment, she worked in the field of education and development at Chase, first as the manager of the MBA Training Program for the Trading Floor, then as manager and instructor of sales-based programs for one of Chase’s global businesses. Within this role, she also consulted with business managers on their employees’ development needs given their business strategies. In addition to training in the US, she has also instructed individuals from all over the world at programs based in London and Hong Kong. Her ability to relate to the professionals in the classroom based on her own line and managerial experience is highly valued by her participants. In the last few years, Janet has worked as an independent training consultant with a variety of companies. Janet holds a Bachelor of Arts in German and Economics from the University of Wisconsin in Madison. In her spare time, she plays ice hockey, skis, sails, plays the piano and loves to travel.
ahollander@precisionsalescoaching.com Allen Hollander is an executive coach, organizational consultant, facilitator and skills trainer to leaders, teams and organizations. For over twenty-five years he has worked with companies focusing on sales skills development, leadership development, strategic planning, change management, team building, communication planning, presentation skills, influence effectiveness, succession planning, selection, action-learning and performance management. Since 1985 and continuing for over twenty years, Allen worked at General Electric’s Leadership Development Institute (Crotonville). He served as a consultant, course designer, and trainer in it’s New Manager Development Course. In addition to this work, he has worked in a number of GE businesses with business leaders in the execution of their business strategies. Through the use of Work-Out sessions, change acceleration (CAP) teams, customer-supplier conferences, leadership development programs and executive coaching, Allen was able to assist these businesses in achieving aggressive goals while maintaining (or building) morale, motivation and the engagement of employees. A particular area of focus for Allen has been his coaching work with leaders at different levels, from different companies in different industries. His range has included senior vice-presidents of sales in bio-tech; branch managers of financial service regional offices; plant managers in manufacturing organizations; and front-line personnel in sales, service and research. Allen also facilitates the assimilation of new leaders and managers, conducts team building workshops with cross functional groups, trains other coaches and trainers and facilitates action-learning programs. He is often called upon to help executives develop their ability to deliver effective business presentations.
kdonohue@precisionsalescoaching.com Kathleen Johnson has over 20 years experience in sales and marketing learning and development, curriculum planning, coaching and consulting. Prior to her career in corporate education, Ms. Johnson was a successful sales professional in the financial services industry. Her client base included high net worth individuals, small companies, corporate executives and fortune 500 companies. As a manager and leader with several major financial institutions, Ms. Johnson has been influential in developing, designing and implementing ground breaking and innovative training programs that have positively impacted revenue. As a master facilitator, she has a reputation for inspiring people and shaping skills that results in lasting behavior change for increased performance. As a Vice President with Bank of America, Ms. Johnson held a variety of leadership positions in The Private Bank, Retail Brokerage, Capital Markets, Corporate Real Estate and the Brand Team. With the merger of The Bank of America and NationsBank, Ms. Johnson served as the leader for the brand engagement of 180,000 employees worldwide. Following 10 years at Bank of America in Charlotte, North Carolina, Ms. Johnson became a Senior Facilitation Consultant with American International Group (AIG). She conducted programs including financial products, sales, leadership, culture change and 360-degree feedback. Subsequently, The Bank of New York recruited her as their Director of Sales Training where she implemented a direct coaching model that continues to support new business generation today. Now back in Charlotte, Ms. Johnson works with a variety of industries implementing an individual and team based sales coaching strategy. She also conducts Presentation Mastery courses for all levels of professionals from the C-suite to individual sales and service professionals. jmartin@precisionsalescoaching.com Coming soon.
pnieroth@precisionsalescoaching.com Penny Nieroth’s consulting spans the design, implementation and facilitation of successful action learning and training programs, the facilitation of intact work groups and cross-functional teams in problem-solving, team-building, process mapping and change efforts, and an executive coaching process which provides 360° feedback. At General Electric's Management Development Institute campus in Crotonville, N.Y., she worked from 1985 to 1998 with the New Manager Development Course as a course designer, faculty liaison and workshop facilitator. She has coached senior executives in the Change Acceleration Process, designed and facilitated the Corporate Entry Leadership Conference for new hires, and was involved in the early stages of GE's well-known Work-Out © effort. Within GE Capital she has developed programs based on "CAP," introducing large numbers of people to the change model and tools, and a supplier management program focused on influence and analysis skills. She also worked extensively with the Office of the Controller. One project focused on the reengineering of the year-end external reporting process and planned its implementation in the U.S. and Canada, an 18-month assignment. She has completed executive coaching assignments in several GE Capital businesses, as well. A particular area of focus has been developing new managers. She designed a course for new managers across the Altria (Philip Morris) Companies, which included training line managers in the U.S. and human resource professionals in Central and Eastern Europe to facilitate the program. She has, for the last ten years, taught the program in Vienna for Central and Eastern European managers. She was instrumental in designing an action learning program for new managers in Ford Motor Company, including training line managers from across the United States and Western Europe to deliver the content, coach participants and evaluate action learning projects. Penny was previously Manager of Training Programs at Pepsi-Cola Company. She also directed the Career Development and Off-Campus Education Program at the College at Purchase, State University of New York. Penny received a B.S. from Georgetown University and a Master's degree in Higher and Adult Education from Columbia University. She speaks French, has studied Italian, Russian, Spanish and is currently attempting to teach herself German.
dpolansky@precisionsalescoaching.com David Polansky brings almost 20 years of experience to Precision Sales Coaching. Prior to consulting, David held a wide variety of positions in the financial services industry. David was formerly a Managing Director and Head of the JP Morgan (JPM) Private Bank’s effort to develop and target owners and key executives of middle market businesses in New York City and Westchester County, New York. Before this role, David was the Head of the Multi-Manager Investment Advisory Group at the JPM Private Bank. In this capacity, he was charged with the merging of the three heritage firms’ (JPM, Chase, H&Q) “open architecture” teams into a cohesive operating unit. He was also responsible for the oversight and management of all the marketing/client advisory, investment, and infrastructure functions. While at JP Morgan, David worked very closely with the Private Bank’s training program, mentored newly hired employees and served on the MBA hiring decision committee. He also served as recruiting captain for the Private Bank’s efforts at Wharton. Before joining JPM, David worked in Morgan Stanley Dean Witter's Private Wealth Management Group where he led a team responsible for the marketing strategy of the firm's asset management services. Prior to that position, he worked with the mutual fund group at Morgan Stanley Asset Management where he helped develop and implement the group's business strategy. David was integral to Morgan Stanley’s initial foray into the retail mutual fund business. Before joining Morgan Stanley, Mr. Polansky worked at Bankers Trust and at the consulting group of Arthur Andersen & Co. David has recently been appointed as adjunct faculty at The Pennsylvania State University and is developing a seminar to help prepare second year MBA students on the unwritten skills that are not part of the standard curriculum, but are necessary to be successful in the corporate world. David serves as Chairman of The Pennsylvania State University’s Smeal College of Business MBA Alumni Advisory Board. In this role, David has led the Board in developing and implementing a mentoring and coaching program for MBA students. David mentors 6-10 students annually. He has been invited to speak each year during MBA orientation on directing students to strategically sell themselves and prepare for life after business school. Mr. Polansky earned his B.S. from the University of Connecticut and an M.B.A. from the Pennsylvania State University. David is an avid fly fisherman, and real estate investor. He resides in Connecticut with his wife, Elena, and two dogs -- Mannix, a German Shepherd, and Nittany, a Bichon Frise.
cpollard@precisionsalescoaching.com Charlotte Pollard has over 25 years experience as a learning and organization development consultant specializing in creating customized solutions for organizations. Her goal is to increase the individual’s and the organization’s capacity for achieving business results. Her approach is client-centered, customizing services to the specific needs of each client. She has worked with clients to outline learning and development strategies, build and implement custom-designed management and business programs, build effective management teams, and facilitate business meetings on a variety of issues including strategy development, operational design, product enhancement, and customer relations. She has traveled internationally consulting and conducting workshops and has facilitated events with multinational, multicultural organizations in Europe, Asia, and South America. She has consulted with organizations experiencing major change, creating new ways of doing business and launching new products or projects. Charlotte has designed and delivered programs in the areas of Leadership and Management Development, Sales and Marketing Skills, Sales Presentations, Facilitating Agreements, Negotiation, Communication Skills, Customer Service, Team Effectiveness, and Innovation Whether Charlotte is brought in to consult, train executives, or facilitate meetings, she begins the work with research and preliminary client interviews that help assure her approach is targeted to the real-life issues and needs of the client. Clients can expect high energy, creativity, and a desire to be a value-added member of their team. Charlotte has previously managed the corporate training and internal consulting functions at several Fortune 100 financial corporations and has a reputation for building strong, effective teams. She holds a Bachelor of Arts degree from the University of Kentucky and a Masters of Business Administration from New York University. She currently lives in the middle of old ranchland near Santa Fe, New Mexico.
granney@precisionsalescoaching.com Greg Ranney is an Executive Mentor and Success Coach who inspires and empowers professionals and executives to attain the success they desire and leave the legacy they intend. As a senior finance executive at General Electric, Pfizer, and Reader’s Digest, Greg gained first-hand experience with the issues and challenges that management faces, as well as the solutions needed to attain and sustain a competitive edge. After 25 years of coaching, training, and mentoring executives in a corporate environment, he transitioned his career into private practice. He has coached Sales Executives and Professionals in a variety of industries including financial services, healthcare, publishing, technology, durable goods, electrical products, and plumbing. Greg has developed and led courses for GE’s leadership development institute, Crotonville and for GE’s financial Management Training Program (FMP). Topics include Strategic Planning, Finance for Non- Finance Managers, Cash Flow Management, Performance Measurements, Effective Presentation, and Creating Shareholder Value. In addition, he has developed Board of Directors’ presentations for GE’s CFO and a Security Analyst presentation for GE’s Chairman. Greg combines leadership training from GE with a passion for coaching training and mentoring. He has worked with clients in a variety of industries, including financial services, media & entertainment, hi-tech, energy, services, software, technology services, healthcare, pharmaceuticals, publishing, durable goods, plumbing and electrical products. Greg has addressed businesses at their global and national meetings on topics from planning to profitability, customer service to cash flow, and career development to personal growth. In addition, he has presented to dozens of professional organizations. He received a Bachelor of Arts degree from Illinois Wesleyan University and graduated from General Electric’s Financial Management Program.
kreilly@precisionsalescoaching.com Kent started his career in Cambridge, MA at Synectics, Inc. – a creative problem-solving process consultancy for business, government and military applications. In 1982, he joined the Consultative Resources Corporation in Darien, Connecticut and began his 25 years in sales & new business development. Kent left CRC in 1990 and joined forces with the Cohen-Brown Management Group in Beverly Hills, CA. His consulting work has taken him around the world facilitating training sessions and strategic planning meetings, working with such financial clients as: American Express Private Bank, Citibank, Goldman Sachs, J.P. Morgan/Chase, Key Bank, Kuwait Finance House, Mass Mutual, Prudential Financial Services and Standard Chartered Bank (London/Dubai/Hong Kong). He is a former member of the core-curriculum faculty of the New England School of Banking at Williams College, where he taught sales and marketing for both the Retail and Trust Programs. Kent is behavioral psychologist, holding a bachelor’s degree in English Literature and advanced degrees in both Psychology and Philosophy. He resides in Norwalk, Connecticut with his son Connor. |
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