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The YPS Group, Inc. | ||
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Sales Process Engineering and Sales Training |
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Todd Youngblood Todd Youngblood is obsessed with sales productivity. His 30-year career in Executive Management, Sales, Marketing and Consulting has focused on selling more, better, cheaper and faster. He spent his first fifteen years rising through the sales ranks at IBM. This included assignments as an instructor in IBM's renowned Sales School, as a Sales Manager in both the "big iron" and Networking Services divisions, as a Branch Manager and as a Regional Manager for Computer Integrated Manufacturing. He exceeded his quota in each of those years, earned the Manager of the Year designation in 1989 and was twice invited to the prestigious IBM Golden Circle. In 1991, Todd took the entrepreneurial plunge and successfully established and operated an Information Technology Outsourcing firm. In retrospect, he believes that the challenge of moving to a start-up from a firm with over 400,000 employees was his greatest learning experience. Meeting the payroll, mastering the art of recruiting, hiring, training and retaining a cadre of technical professionals and dealing with the fact that "the buck really does stop here" are lessons learned that have continuing value for him and more importantly his clients. After four years of entrepreneurial profitability, Todd was lured back to a bigger business. He joined an electronic commerce firm serving the insurance and healthcare industries as Vice President of Sales & Marketing. In addition to fulfilling the traditional role of sales leader, he also managed a vendor partnership that generated over $300 million of annual telecommunications revenue and negotiated a new five-year, $260 million technology outsourcing partnership. Todd founded The YPS Group in 1999 and currently leads this federation of specialists in sales process engineering, interpersonal communications and business planning. His broad background in working with small and medium-sized companies as well as Fortune 500 firms across the Distribution, Manufacturing, Information Technology, Telecommunications and Insurance industries gives Todd a unique perspective in enhancing his clients' productivity, performance and profits. Todd earned a Bachelor of Science degree in Biology from Brown University where he played four years of varsity football. Todd is married, has two daughters, enjoys cycling and golf, is a second degree Black Belt in Choi Kwang Do and serves on the Board of Directors of the Cobb Symphony Orchestra.
Henly Shelton Henly Shelton is obsessed with customer care tied to sales productivity. His 30-year career in Executive Management, Sales, Marketing and Consulting has focused on selling value not hype. He began his career with US Filter where his sales work gained him the attention of a Finnish company looking to establish an office in the US. He started as area manager and he exceeded his quota in each of those years. He was rapidly promoted to Vice President of sales then to the position of President for North American operations. Henly’s focus on solution selling and customer care has been the key to his success. In 1989, Henly successfully established and operated an intelligent sensor company that developed technology for the pulp and paper market. Henly met the challenges of a start up, such as cash flow management for the little guy, keeping the boat on course and learning how to stay on top when the bottom is falling out. He grew the business to over $3 million in sales, and sold it for a profit to ABB. After the success of his first start up Henly launched another, this time in the software industry. He learned many new lessons such as when to hire, when to fire and don’t chase technology for technology’s sake. He was able to repeat his success and sold to Americo holdings. Henly is profit-driven and detail-oriented, he has streamlined operations and restructured teams that were effective in producing major improvements in service/product quality. In addition, he has developed and implemented training programs focused on customer care that resulted in major improvements in customer satisfaction and company recognition. Henly earned a Bachelor of Science degree from the University of West Florida where he was active in intramural sports and a member of SAE. He earned his MBA from Georgia State and completed the AMP program at Harvard Business School. Henly is married, has two sons and one daughter, enjoys racquet ball and golf and is an active member of the Church of the Apostles. Henly served his country in the United Sates Marine Corps and is a Viet Nam veteran.
John Carroll John Carroll is a top facilitator of face-to-face and virtual team efforts, ranging from one day strategy sessions, to building and engaging online communities. He has over thirty years experience in a variety of marketing, sales, research, management, and consulting positions. John founded Dynamic Directions, Inc. in 1991 and has conducted successful planning efforts for businesses, professional firms, and organizations across industries including health care, manufacturing, logistics, financial services, real estate development, government, professional associations, education, and the social sector. He has particular expertise in implementing Internet technologies for virtual collaboration and decision making. As a pioneer in the application of these technologies, John designed the firm’s unique approach to strategy formulation called "Canyon Leaping" for strategy formulation from the vision side, Customer Advisory Boards to tap the latent value of this key corporate resource, and the "Igniter Summit" approach to engaging large groups of hundreds of participants. Recent clients range from the Material Handling Industry of America, Elekta (Swedish Manufacturer), and the Association of Public Health Laboratories, serving as the facilitator and strategist for the PHL Community's efforts to standardize vocabulary and messaging. John authored or co-authored numerous articles, including:
John has taught numerous Executive Education Seminars on these topics, and served as the lead instructor to the partners of Deloitte & Touche for their Client Service Satisfaction Process and Value Added Audit programs, the latter to assess business risks inherent in a client’s strategies. John began his career at IBM charged with bringing large system users back to IBM. This was accomplished by delivering the IBM methodology for strategy formulation and business systems planning. As a result, in the late '70s he designed some of the world's first commercial data base management systems. He then joined the team that launched a new approach to consulting for Deloitte, rising to National Director of Marketing for Deloitte's consulting practice serving the financial services industry. His teams pioneered innovations in using PC systems for applications ranging from item processing management, account profitability, and money desk management. In the late '80's, as EVP of Strategic Solutions Group, he led market planning efforts that resulted in many innovations in housing, healthcare, products, and services targeting the then emerging senior market. Market studies and positioning strategies resulted in the funding of numerous projects and start-up businesses. John Carroll received a B.A. in Economics from Lafayette College in 1976, and the MBA from Emory University in 1983.
Peter van Aartrijk Jr. Peter van Aartrijk Jr., CIC is Managing Director of The van Aartrijk Group LLC, based in Springfield, Virginia. The firm provides strategic and tactical communication services that build brands for insurers, associations and technology companies. All of his clients are dedicated to improving the competitive position of independent insurance agents and brokers. Peter has 20 years of experience in brand management and branding, including advertising, consumer research and education, marketing, public relations, publishing, and Web development. He has conducted program-development campaigns and managed conventions and trade shows. As a spokesperson for the insurance industry, Peter has appeared on CNN, CNBC, Fox, and network TV, and has been quoted in The Wall Street Journal, The Washington Post, USA Today, Kiplinger’s Personal Finance Magazine and other national media. Prior to forming The van Aartrijk Group in 1999, Peter was Vice President of Communications for the Independent Insurance Agents & Brokers of America, a major trade association of 300,000 members. There he launched and funded a consumer marketing campaign that reached a combined 250 million households each year on behalf of independent agents. That campaign and innovative research laid the groundwork for IIABA’s consumer brand, Trusted Choice®. Peter began his career as a newspaper reporter and later moved on to editorial positions with A.M. Best Co. and National Underwriter Co. He later served as Director of Media Relations for the Insurance Information Institute. He is Contributing Editor of Independent Agent magazine. He is a graduate of Rutgers University, with BA degrees in English and Journalism. He earned the Certified Insurance Counselor (CIC) designation in 1991. In 2004, Peter was named to Insurance Newscast’s list of the 100 Most Powerful People in the Insurance Industry in North America. He serves on the Executive Committee of the Insurance Media Association, and is a past president. He is a faculty member of IIABA’s Virtual University and the National Alliance for Insurance Education and Research. He is a member of the Agents Council for Technology, Insurance Marketing Communications Association, and the National Press Club. Peter is a frequent convention speaker on issues of branding, marketing, and the competitive position of the Independent Agency System. He authored Zoom: Focusing on Brand Dominance, a branding guidebook for agents and brokers.
David C. Line
David C. Line is President, CEO and co-founder of InfoSearch
International Corporation. Prior to founding InfoSearch, David was Vice
President of Marketing and a member of the senior executive management team for
Velie Circuits, Inc., a manufacturer of printed circuit boards, headquartered in
Southern California. David has over 25 years experience in marketing, research
and strategic planning, including 17 years with IBM, where he held numerous
marketing management positions.
Cornell N. Wright Cornell Wright brings a special combination of business acumen, broad thinking, professionalism and a collaborative spirit to business strategy, planning and
customer care activities. For twenty-five years he has worked closely with clients to develop new processes and methods to grow revenue and enhance profit
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