Greg's experience includes positions in applications development, business planning, education, sales, and sales management, then in training, coaching, and academic research and mentoring.He is particularly passionate about management ... of work and people (staff), of sales, and of contracts and contractors. Greg has studied management in an MBA, and at a more practical level at IBM and Mercuri. He has trained and coached managers all around the world, and researched the topic as part of his doctorate then guest-lectured at Columbia University Executive Education. Greg also has experience in business-to-business sales across most industry verticals and various channels of sale across most parts of the globe, and is almost unique in combining real-world credibility through stellar sales performance with ground-breaking academic research to enhance understanding of sales and management behaviours.His many years spent consulting to both major customers and major vendors means he has seen buyer-seller relations from all angles, and many different forms of contract and relationships.His goal is to have all workers comfortable in their knowledge of their role and their work, and managers more confident in their ability to explain those things and generate engagement.Specialties: Coaching salespeople;Coaching line managers and senior executives;Coaching or facilitating initial negotiations and ongoing contract management;Coaching salespeople and sales managers;Conducting research using both quantitative and qualitative methods.