About The Rudow Group

We are a training and consulting company specializing in helping technology companies maximize their direct and channel sales performance.

Make the Complex Simple

The Rudow Group, Inc. is passionate about helping organizations improve their direct sales, channel sales, and sales leadership performance.  Our deep experience and ability to make the complex simple results in projects that are refreshing, effective, and highly valuable to our clients.  We deliver high quality content and services that enable our clients to improve their sales performance and simplify their businesses.

Who we are

There are no “silver bullets” to sales performance challenges. It takes hard work, an honest self-assessment of your operation, and patience to develop or refine the appropriate behavioral skills missing in so many sales people today. Many organizations have over-complicated their sales operations, making it much harder for sales people to succeed. Our projects help remove the clutter that is slowing down your success and instead focus on the core elements that maximize performance.

We are an organization looking to make a difference in the lives of our clients without creating large, complex and costly projects.  We develop deep, long-term relationships with our clients to create lasting business impact. And we know that effectively improving performance is deeply tied to both “cultural fit” and a mutually agreed approach.

We don’t advertise and we don’t cold call. We rely primarily on referrals and references to grow our business. Whether you are here because you have worked with us before, heard one of our principles speak, read one of our blog posts, or been referred directly from a colleague, we look forward to speaking with you if you are interested in our services.

We look forward to earning the right to call you a client!

Founding principles

We founded our organization on three basic principles and continue to operate with these as our guiding principles.

SIMPLE It really doesn't need to be complex! Selling is still selling. Although the solutions we sell and the environments we sell into have gotten more complicated, the art of selling remains fundamentally the same: understand what the customer needs, identify who and how the decision is being made, and then navigate the maze to communicate your value. More than 90% of our projects are about sifting through the self-inflicted complexity organizations have created and focusing back on the fundamental (but lost) items that matter most. Whether it’s about role definition, operational processes or behavioral skills, we make it simple again. FIELD READY If the field won't use it, nothing will change! We focus our efforts on providing deliverables and skills training that not only work, but that everyday sales people can understand and leverage. That means they need to be tactical and practical: role clarity needs to resonate with a sales person’s everyday efforts; operational processes need to be based on real customer engagements and challenges; and behavioral skills training must enable simple, usable techniques and methods reinforced daily by line-management. Whether it’s about role definition, operational processes or behavioral skills, we make sure it will be adopted by the field. EXPERIENCE BASED If we haven’t done it ourselves, we don’t try to tell someone else how to do it! We are experienced and successful sales people and sales leaders with more than 20+ years in-role experience and long histories of exceptional performance. Everything we do and everything we recommend is based on our own experiences and success, and proven out in client implementations. We know with pinpoint accuracy what value we bring to an organization and in exactly which projects we can add value. Whether it’s about role definition, operational processes or behavioral skills, we focus on what we know.

Executives

Leading from the Front

John Rudow

President and Founder

 

John Rudow, a 33-year veteran in high-technology management, sales, pre-sales, consulting, training and readiness, has worked with Microsoft, AWS, Informatica, Cisco, Infor and many other technology organizations to improve their business efficiency and sales effectiveness.

More

Prior to founding his own company, John worked at a premier sales training organization where he was responsible for the Strategic Accounts Business Unit managing the sales, delivery and account management for some of their largest clients. Additionally, John was instrumental in architecting training and effectiveness programs around skills assessments, channel management, sales management, and business planning.

Previously, John worked in sales and sales management positions for Onyx Software. He was responsible for helping drive company growth from 2 million in 1996 to more than 120 million in 2000. John’s personal sales achievements gained him recognition as one of the top-performers for six consecutive years. He also headed the company’s sales training and development efforts. Prior to Onyx Software, John worked for Epicor (Platinum Software) and for Dun & Bradstreet Software (Management Science America), where he held both individual contributor and management roles in account management, consulting, implementation, pre-sales, sales and marketing.

John received a Bachelor’s of Science Degree with a major in Computer Science and a minor in Business Administration from Arizona State University in 1986.

Peter Stanley

Head of EMEA

 

Peter Stanley, a 30-year veteran in high-technology company general management, is uniquely skilled in the “real world implementation” of the EQSelling programme – Peter was part of the executive management team at Infor who evaluated, advocated, licenced and rolled out EQSelling to the NA and European sales teams.

More

Prior to becoming part of EQSelling, Peter worked with Infor, Initiate Systems (IBM), BEA Systems (Oracle), Open Market, Intel, Ericsson and a number of other technology organizations to improve their direct and partner sales performance.

Laterally at Infor he was responsible for driving revenue growth in the Infor Partner Community, showing 50% growth in the first year and double-digit growth every year subsequently. Peter was brought into Infor by its then CEO as part of a major restructuring process to rebuild, refocus and grow the company’s ERP business in EMEA. He was part of the Infor Circle of Excellence – an award to the top 200 performers of the company (now 15,000+ staff) – 5 years out of the 8 that he was eligible to participate.

Prior to Infor, Peter ran various start-up businesses as well as running a sales operation for Initiate Systems in EMEA where he opened up new market segments in UK Security, Healthcare, Police and Insurance.

Peter’s largest role in terms of people and revenue was at BEA Systems where he was one of the 3 executives running BEA Systems worldwide (NA, EMEA and Asia Pacific). In EMEA, Peter had in excess of 1,000 people in his team and was responsible for $450m in revenue. In his initial year at BEA his leadership delivered growth of 22% in licence revenues.

Peter received a Bachelor’s of Science Degree with Honours in Electrical and Electronic Engineering from Glasgow University.

Consultants & Instructors

David Begin

David Begin

Instructor and Consultant

David brings more than 30 years experience in application software, sales management, and business ownership  He currently operates four small businesses as the majority owner and managing partner.

More

Prior to small business ownership, David was a Sales Director for SAS software for the telecommunications and entertainment sectors in Denver. He also served as Director of Pre-Sales and Sales Operations at Rearden Commerce and Apropos Technology. David was also at The Complex Sale, as a Principal. David consulted with several significant customers and rolled out training programs to improve message development and delivery. David also consulted with strategic marketing departments on message develop for field readiness on new product releases.

In order to help establish the Texas Region and the Dallas office, David joined SAP America in 1993 and was the number one revenue producing pre-sales person for SAP America in 1995. He helped establish SAP Public Sector, a separate company specializing in public sector sales opportunities and served in the development and training of new pre-sales individuals and the creation of marketing strategies for this organization. In addition to ERP vendors, David has also worked in the area of internet-based electronic commerce in the role of both pre-sales and market strategy.

Prior to his work with SAP, David joined MSA in 1987 as a pre-sales consultant for the materials management applications. He was the number one revenue producing product representative for Dun & Bradstreet Software (MSAs successor) in 1991. In 1992, David was promoted into management responsible for a nine state region and for the training, development and overall management of the regions pre-sales staff.

David started his career at the City of Lubbock, as a buyer where he evaluated and implemented financial and materials management software. David oversaw the implementation of the purchasing, inventory and work order applications for the warehousing and city departments.

Henry Lee

Henry Lee

Instructor and Consultant

Henry has 25 years of experience working with several multinationals in the US and Asia.  His experience in Sales Management combined with his business experience working with government, multinational, sales partners and SMB clients across Asia.

More

Henry’s seventeen-year career with Microsoft included a variety of roles ranging from Enterprise Sales, Partner Group Sales Director, Senior Director for Corporate Accounts Sales in Singapore, Business Management and Operations for Sales Business Unit for Greater China Region based in Beijing, China, Senior Director for Asia Timezone Corporate Accounts Sales (APAC, GCR, India, Japan) and Senior Director for Customer Services and Consumer Technical Support for APAC, GCR, India). During his last 10 years at Microsoft, Henry’s passion for people development drove him towards being certified as an Executive Coach by Results Coaching Institute.

Since 2012, Henry has been coaching senior/ mid-level executives and facilitating sales, management and leadership workshops across Asia Pacific. He focuses his energy and time working with clients to deliver breakthrough fiscal year results through greater accountability and working on culture transformation as a key strategy to deliver their results in three to five years.

Allison Ryan

Allison Ryan

Instructor and Consultant

Allison has 25 years of cross-functional expertise in sales, channels, marketing, services, leadership and management.

More

As a professional facilitator, and certified coach, Allison’s delivers both in person and virtual training to create a positive learning environment that facilitates learning and long-term behavioral change.   When coaching executives and managers, her focus is on leadership skills that will inspire, motivate and drive performance in their teams.   She is passionate about courageous action and change management.

Allison has developed and delivered training programs on a multitude of subjects including:

  • Sales Leadership and Sales Effectiveness
  • Channel Management and Strategy
  • Project Management
  • Managing Customer Expectations

Allison graduated with a Bachelor of Science in Industrial Engineering from California Polytechnic State University.  After graduation, while working for Anderson Consulting, Allison began travelling internationally.  That began a lifelong passion for global travel and cultural understanding.

Allison has facilitated instructor led workshops and virtual led training in over 80 countries.  She has unique exposure and knowledge of how cultural differences impact behavior and at the same time an understanding of how we can work together to achieve success.

Henry Lopez

Henry Lopez

Instructor and Consultant

Henry has over 34 years of diverse business experience, including successful careers in the information technology industry, sales, sales training and business ownership. Henry is currently a business owner and consultant.

More

His accomplishments in the sales and marketing arena include recognized achievements in various positions with Dunn & Bradstreet Software, Lawson Software, Peoplesoft and Ariba (SAP). During his 13 years in the enterprise software arena he worked with numerous companies worldwide, helping them improve their human resources, financial, manufacturing and procurement systems.

Henry also has experience in channel partnership sales and management. During his tenure at Ariba he was a member of the Ariba Channel Organization management team, responsible for IBM and other partners worldwide.

Leveraging his extensive experience and success in sales, he has delivered sales enablement and productivity workshops worldwide for multinational companies such as Microsoft, Oracle, CA and Motorola. Henry delivered his first sales enablement workshop for Microsoft in 2007. Henry’s career experience also includes various software development and leadership roles with large corporations, including Mary Kay Cosmetics and Comcast Corporation.

Bev Fleming

Bev Fleming

Instructor and Consultant

Bev Fleming, has 25 year of experience as a sales trainer, coach and facilitator with expertise in complex enterprise level, software & technology sales. 

More

Her highly successful 25 years’ experience comes directly from the firing lines of the real world, working with software publishers like SAP, Infor, Microsoft, Sage and NetSuite, where she excelled as an enterprise level sales leader in Canada, the US and globally. 

Bev’s career included a variety of roles ranging from VP Sales and Operations, Regional Sales Manager, Sales Executive, Account Manager and Manager, Corporate Sales team.  She has sold into both the large enterprise $1B+ market, as well as the mid-market successfully meeting and exceeding targets.   

A life-long learner, she continuously honed her skills in Leadership & Personal Growth, Territory & Partner Development, Sales Process and Opportunity Management, Forecast Accuracy and Earning Trust & Relationship Building.   

Bev uncovered a passion for mentoring others and since leaving the corporate world, she founded her own sales consultancy to empower businesses to improve their sales effectiveness.  Bev understands the critical elements that make the real difference between success and failure in a technology sale organization, and puts it in a language that everyone can understand.

Terri DuFore

Terri DuFore

Instructor and Consultant

Terri DuFore, a 30 year veteran in technology sales, leadership and sales enablement is focused on helping companies maximize growth through best in class sales and leadership training.

More

Prior to founding her company, Terri spent 11 years at Google where she held Sales and Sales Leadership positions. For the last three years she led the Americas effort to create, launch and optimize Sales Mastery, Google’s award winning global sales enablement program.

Prior to Google, Terri held sales and sales leadership positions with McGraw Hill’s BusinessWeek where she was their top global seller.

Her experience includes work with blue chip companies including HP, Cisco, Oracle, Adobe, Sun Microsystems, T-Mobile, Wells Fargo, ETrade and Charles Schwab helping them to drive profitable growth and acquire new customers with cutting edge, high visibility programs.

Terri received her  Bachelor’s degree in Organizational Behavior from the University of Wisconsin-Madison.

Tony Robinson

Tony Robinson

Instructor and Consultant

Tony Robinson is a highly skilled Sales Tactician and Coach, International Sales Presenter and Trainer. Specializing in new business generation and relationship building – his experience spans 28 years.

More

His ability to motivate and inspire a sales audience together with his energy and unique style of interaction has lead him to be in high demand across many industry sectors. He has a drive to make training and development practical and of real value.

Recent projects have taken him to China, USA, Spain, Italy, France and Germany and his understanding of international sales cultures has helped him build a reputation for results. As well as just completing a successful year delivering the Microsoft Ontrack Programme across the UK, he has also worked with The BBC, Thales, Cisco , AIG, Fujitsu and O2.

OUR PERSPECTIVE