IT & Telecom Sales = Social Business Sales: Adapting to today's buyer driven sales environment
Driven Sales By Gary Churchey
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Transcript of Driven Sales By Gary Churchey
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Gary Churchey
Driven Technology Sales Leader
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Gary’s Major Skill Set
Strategic Selling Solution Sales Team Building Team Leader Business
Development Relationship
Management
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Gary’s Sales Strengths
Consultant Selling Approach
Problem Solver New Account
Penetration Key Account
Management Great Communicator Good Negotiator Market Development
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Gary’s Results
5 X President Club 130%+over Quota
2 x Regional Manager of Year
2 X District Manager of Year
3 X Employee of the Year
Many, Many Sales Awards
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Some of Gary’s Favorite Sales
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Gary’s Favorite Sales
Sold Network to TOP GUN SCHOOL in Fallon Nevada that wired large portion of the desert with Voice, Data and Video
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Gary’s Favorite Sales
Triangulated SF Bay Area with switching technology that did CDMA hand offs
First production network to handoff CDMA between switching centers.
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Gary’s Favorite Sales
Provided the internal Data Network for then Pac Bell now ATT via TDM and ATM Switching
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Gary’s Favorite Sales
Provided Voice and Data Network to connect store throughout California and Nevada
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Gary’s Favorite Sales
Provided the internal Network to B of A for Voice and Data to 52 countries circling the globe
The Sun never set on this network
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Gary’s Favorite Sales
Provided Voice, Data and Video Networks to the cities of Kent and Renton in Washington State
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Gary’s Favorite Sales
Sold National Network for Chevron’s Voice and Data Network. Partnered with EDS to close sale.
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Gary’s Favorite Sales
First IP Video Transport of Mauna Key Observatory to Universities and the World
Fiber and Switching combined for images of galaxies far far away
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Gary’s Favorite Sales
First to bring IP Medical Images to connect Hawaiian Islands with U of H
Allowed outer islands to view Medical Images from main center in Honolulu
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Gary’s Favorite Sales
Signed OEM agreement with Proxim Wireless for Wireless Ethernet Bridges
Networks deployed in US, Canada and Europe
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Gary’s Favorite Sales
Signed ClearData Communications to a US$300 Million Contract With Nortel Networks
Buildout to Include Internet Data Centers, Nationwide Optical Network
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Gary’s Favorite Sales
Provided DSL and Switched Services to Lincoln Telephone for Residents and Business
This very remote area, also called Area 51 by the Air Force also enjoys DSL service
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Gary’s Favorite Sales
Distance Learning Network that connected rural schools in Washington State
Allowed students to get Best Of Class Teachers at all locations in very rural area’
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Gary’s Favorite Sales
Voice and Data to US Forest Service in very remote locations
From far outposts of Alaska to the Rockies and Sierra’s
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Gary’s Favorite Sales
Complex Switching Network for Caltrans using IP Video Surveillance, Data for Signs and Traffic Flow monitoring
Worked with Network Integrator to put together this extreme network
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Gary’s Favorite Sales
Sold 10M of High Speed Modem Banks to one of the first packet networks
As a Start-up Company we beat every major competitor for the business