En Saque su mano de mi bolsillo los expertos de ventas Ron Lambert y Tom Parker enseÃ±an los secretos de negociar. Comparten tÃ©cnicas comprobadas para el proceso de ventas, desde establecer el poder hasta cerrar una venta.
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Ron J. Lambert is the Chairman and CEO of Yukon, a division of Alongside Management, Inc. in Richmond, Virginia-based firm that focuses on turning salespeople into businesspeople. Each Alongside Management consultant has a minimum of twenty-five years of sales experience and has served at least at a vice president level.
Prior to founding Alongside Management in 1989, Ron directed all customer relations and negotiated major contracts for the $500 million pharmaceutical division of A. H. Robins, Inc., and also served as senior vice president for Data Systems Corporation.
Ron has served on the adjunct faculty of Virginia Commonwealth University, the University of Richmond's Management Institute, and has conducted workshops for Cornell University. He has personally conducted more than five hundred customized negotiation workshops throughout the United States, Italy, France, South Africa, Germany, the Netherlands, the United Kingdom, Hong Kong, Canada, and Belgium.
He has helped a number of clients conduct real multimillion dollar negotiations, serving on the negotiation team itself or acting as a senior advisor for the negotiating team of the client. Some companies Ron has consulted with and conducted programs for include M&M MARS, Wyeth Pharmaceuticals, Nextel, Gillette, TEC International, PepsiAmericas, GlaxoSmithKline Consumer Healthcare, BP Lubricants, EDS, Allergan, General Electric, Dominion Virginia Power, Reader's Digest, Ethyl Corporation, Swedish Match, AMF, General Medical Corporation, and ABB.
Ron lives in Mathews County, Virginia, a small community located near the Chesapeake Bay, with his wife, Debbie. They have three grown children and three grandchildren.
Tom Parker is a senior vce president of Yukon, a division of Alongside Management, Inc., a Richmond, Virginia-based company specializing in customized negotiations training. Tom has over twenty-five years of sales, marketing, product development, and sales management experience with large multinational corporations.
After earning his MBA at the Darden School of Business at the University of Virginia, Parker joined Rubbermaid Commercial Products. He rose through the Sales and Marketing organizations and ultimately ran their Office Products Division. Many of the products that Tom developed while at Rubbermaid remain top sellers today.
In late 1987, Tom was recruited by Richmond businessman Bill Goodwin to help rescue AMF Bowling. Tom was brought in to restructure and refocus the sales group. During his ten years as vice president-sales with AMF, Tom was part of a very successful turnaround that led to a $1.3 billion buyout by Goldman Sachs and an IPO.
Over the course of his career, Tom has managed company salesmen, manufacturer's reps, telemarketers, and distributors. He has created compensation systems, business plans, budgets, quotas, sales contests, and incentive plans. He has negotiated large national contracts and international joint ventures. In addition to his corporate career, he owned and operated two small service businesses for several years. Since joining Alongside Management, Tom has conducted negotiation seminars and training sessions throughout the US as well as in Asia, Europe, Africa, South America, and Australia.
Tom has written articles on negotiation and speaks regularly to business and civic groups on the subject. He also coauthored a course on negotiations for women and authored a course on negotiations for realtors. He has been active on industry and trade association boards and has consulted for several years with a multinational manufacturer of vending machines.
Tom and his wife live in Richmond, Virginia, and have two grown sons.
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October 29, 2007
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