Speakers

The speaker lineup at ScanSource on the Road is second to none. You won’t find a stronger collection of consultants and business experts anywhere. With deep roots in the technology industry and proven techniques and strategies for strengthening technology businesses, this group of trainers offers you and your employees the knowledge you need to make sales and marketing an area of expertise for your company.

Bill Garcia
Bill Garcia is a contract negotiator and negotiation trainer.  Garcia’s corporate career experience includes direct sales and sales management; export sales to Latin America; national sales and account management; and vice president of sales and marketing positions. His entrepreneurial experience includes being a founder and board member of a business-to-business global sourcing company, as well as several other smaller LLP ventures. Garcia has demonstrated experience in idea generation, capital raising, business development, executive level team building and execution.

Garcia & Associates began as counsel to various Fortune 100 companies during contract negotiations in 1997.  He and his partner regularly sit at the table representing both buyers and sellers.  Additionally his organization provides customized negotiation training worldwide.

Garcia holds a Masters of International Management (MBA) from “Thunderbird”, and received his BA from the James Madison College of Michigan State University in International Relations. 

For more information visit www.negotiationtraining.com.

Janet Schijns, President and CEO, JS Group
Janet founded the JS Group based on the belief that high-growth channel technology companies wanted assistance propelling their organizations ahead of customer investment decisions; help that would enable them to become solution providers who delivered value to their clients and profited as an organization from a superior level of business development competency.  Janet spent the first decade of her career in executive sales and training management for a number of top international conglomerates which prepared her for the opportunities and challenges of assisting JS Group’s clients. Over the last decade she has been a celebrated business growth specialist serving thousands of high-tech clients worldwide, including Fortune 100 manufacturers to sole proprietor resellers - every level of the channel. She is the author of a variety of impact-based programs used industry-wide and the creator of the $marts training program.

For more information visit www.thejsgroup.com.

Rick McCutcheon
Rick has been involved with the technology industry since 1990 as a Senior Executive, Vendor, Reseller, Board Member, Educator, Consultant and Professional Speaker.

Here is a brief background of his Industry experience.

1. 1990-99 co-founded Archer Enterprise Systems, a Sales Automation and CRM Vendor. Sold to Janna System 1999 (now part of Oracle Corp.)
2. 1992-96 facilitated Sales Technology and CRM Workshops for the Canadian Professional Sales Association www.cpsa.com (28,000 members).
3. 1996- 2000 served on the Board of Directors of CPSA as the Board's Advisor on Technology and as Vice-Chairman of the Sales Institute, the governing committee for the Certified Sales Professional (CSP) designation.

Presently

• Manages a Technology Consultancy Practice based on his Full Contact Selling (FCS) Methodology. FCS is the only program that fully integrates the three key areas of sales productivity: 1) best practices technology sales processes; 2) development of people skills and 3) best practice use of CRM software.
• Facilitates Sales Process and CRM best practices workshops as part of the Technology Sales Program for the University of Waterloo Accelerator Centre in Association with Communitech.
• Contributed to the book - Sales Gurus Speak Out - with the chapter entitled "Power Up Your Sales with Technology"

For more information visit www.fullcontactselling.com.