Fundamentals of Effective Sales Management
June 7-8, 2006 • Hilton Garden Inn Chicago Downtown • Chicago, IL
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About the Instructors

Richard Higham

Richard is the global sector head for financial and professional services for organic growth specialists Mercuri International. He has won and led relationships with some of Europe's largest financial institutions. His deep experience of long term projects in the financial sector include the design and delivery of comprehensive sales, service and leadership programs in financial institutions across Europe.

Over the past fifteen years he has worked with over 3000 individuals from more than 30 financial institutions, ranging from banks to accountants, actuaries, insurers, fund managers and private equity and asset finance houses. He writes regularly for publications such as Financial World on business development and relationship management issues.

Richard Higham
Beyond the financial and professional services sector, Richard specializes in strategic account management. He was part of the Mercuri International/University of St Gallen team that conducted research with 560 European companies and then developed an account management model and toolkit.

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Jamie Barrette

Jamie Barrette is Vice President of Mercuri International. With a background in international business, Jamie has worked with a division of the Canadian Pacific group of companies for over 20 years holding positions that included General Manager and Director of Marketing for North America.

Jamie helped to lead in the development of the North American market over six years ago. Today, Jamie is currently the coach for the leadership team of a major Industrial Manufacturer; the sales strategist and trainer for several corporate North American sales teams; consultant to a major international transportation company; and project leader on several international projects.

Janie Barrette

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About Mercuri International

Mercuri International, the largest sales performance and training consultancy in Europe, was founded almost fifty years ago. The company is a recognized expert in helping organizations to grow organically via improved sales efficiency. Their goal is to optimize the sales processes and develop the people and managers involved in them.

Mercuri International employs over 700 people, with a presence in 40 countries around the globe. They have been chosen as a partner by more than 15,000 organizations, some of which are operating in up to 20 countries simultaneously. Relationships with clients have lasted for more than 15 years. Each year Mercuri delivers more than 18,000 events attended by over 330,000 individuals.

Mercuri's success comes from working alongside their clients with an absolute focus on the partnership to improve the organization's market position.

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