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ERROL L. FORKNER - BIO |
Mr. Errol
Forkner is a highly successful sales, marketing, sales management, and business
development professional. Errol has been
a Trusted Advisor sales professional serving customers in a broad spectrum of
industries. He has an extensive sales
and sales management background, but learned early on that his knowledge of how
to solve business and personal challenges is his life’s mission.
Errol worked
his way up through the sales ranks from sales professional, major relationship
manager, sales management, VP WW Sales & Marketing, and New Venture
Operations/Program Management in the high-tech industry. The products/services business he developed
include professional services and customer relationship management.
Errol has
been responsible for strategic partnerships for sales channels, distribution
partners, and sales alliances.
Errol has
assisted companies in understanding the trusted advisor selling process at all
organization levels. He has managed
integration of vendor projects, including: account planning, sales execution
and opportunity management, sales support management, sales management, and
customer relationship management best-practice systems, methodologies and
training. He has succeeded in
significantly improving the number of opportunities, size of the opportunities,
velocity through the selling cycles/phases, close rate, and the sales
professional’s value as a Trusted Advisor Customer Partner. In doing so, Errol’s client companies are
able to gain privilege in their customer’s eyes by consistently delivering the
highest value. In order to accomplish this, Errol calls upon
his extensive cross-functional team knowledge to communicate how his company’s
capabilities provide significant operational advantages that translate into
business and personal advantages for his customers in their marketplace.
The TACP
aligned organization has: sales professionals capable of perceiving customer’s
business problems that can be solved by the sales professional’s company
capabilities and capable of creating a problem/resolution vision in the
customer’s mind (sales professional privilege); stronger more lasting customer
relationships (loyalty) that span the company’s organization (company
privilege); and greater respect for the products/services (product/service
privilege). The Trusted Advisor aligned
organization is recognized as consistently delivering the highest customer
value and becomes the industry leader.
Mr. Forkner
has held sales support, sales professional, sales management, sales training,
VP of WW Sales & Marketing, Business Development/Operations Management and
Worldwide Sales Operations positions.
While at Xerox, he led sales teams through Professional Selling Skills,
SPIN Selling, Creating Major Sales and Leadership
coaching/training/management. While at
Advance Computer Communications, he led a cross functional team in the use of
Business Week’s Business Planning. At
StorageTek, he was the business development manager responsible for the Dell
and Sun Microsystems OEM partnerships.
In addition, he was in charge of WW Sales Operations where he led the
Change Management Team in adopting the StorageTek’s Integrated Sales Management
System (ISS). The ISS initiative
included: territory and account planning, sales execution and opportunity
management, sales management processes, and information collection/reporting
across multiple customer resource management platforms. The change management stakeholders included
the senior staff team, country managers, and all of the cross functional team
members.
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Errol Forkner, VP
Business Development & Thought Leader
by Becoming High Customer-Value-Driven Organizations" |
