In keeping with what has become my personal mantra of “timing be damned,” I am announcing a new company, The Evolve Sales Group, Inc.. Evolve will provide sales and sales management training, coaching, fractional sales management and peer group facilitation. I left Keypoint Intelligence-InfoTrends in May of 2018 to spend more time with my family and help my youngest daughter return to health following a serious illness. After having spent nearly 15 years in airports and hotels and needed the time to regroup. While on hiatus, I remained close to the industry and especially to the owners and sales professionals I have worked with for more than twenty years. Many have called over the last few weeks to talk, to seek advice and to brainstorm and slowly I have formulated a vision of how the printing industry can be, what it should be. This crisis is going to reshape the way we think about the economy, our government, our businesses and the way we sell. Things will never be as they were before February 2020 again. We have two choices:1) We can hunker down, try to get by and strive to return to what we once considered normal or2) We can set a new course and emerge as stronger organizations with a new perspective on our value to our clients and the community, more effective business development strategies and more resourceful, agile and empowered teams. What choice will you make?

I was brought into what was then InfoTrends to expand our business with print service providers and help grow our business with industry OEMs. As a Director in the business development service, I supported the sales team by meeting with clients and prospects, analyzing their sales organizations and defining solutions to help them achieve their business objectives. My primary responsibility (and also my passion) was helping companies improve their sales strategies and processes. I used my expertise to build content related to sales process, sales management, sales messaging and sales skills development. I used my training and coaching abilities to help sales teams from printing companies, marketing services firms, manufacturers and software companies get excited about an insight driven sales process. I loved working with each team over an extended period of time as they worked to adopt the new approaches and make them their own. I still get excited when a rep or manager I have coached calls to share a recent sales or management success or brainstorm a tough problem. In addition, I was frequently hired to speak at industry events throughout the U.S. as a keynote speaker or as a session speaker. I loved seeing light bulbs go off over the heads of the attendees when something I said gave them a new idea, a new approach to solving a problem or just validated something they had long been thinking. My mantra in this position and every position I've ever held is to be better today than I was yesterday and better tomorrow than I am today. I loved my time at Keypoint because I learned many new things from a lot of smart people. I also challenged myself to learn more about curriculum development, training and coaching sales managers as well as reps. Working at Keypoint helped me become a better trainer, coach and public speaker. It was the perfect job...except for the zillions of plane rides!

I spent 10 years building Digital Innovations into a top-flight marketing services provider and transitioning it into an award-winning sales training firm. Developing and marketing sales training programs, building partnerships, and presenting at conferences in North America, Australia, and New Zealand I grew Digital Innovations into a nearly million-dollar annual operation while also serving as a faculty member of the University of Richmond Robins School of Business Entrepreneurial Excellence.---HIGHLIGHTS--- ▪ Served as Sales and Business Development Track Chair for the PODi (Print on Demand Initiative) App Forum. ▪ Orchestrated 23 Campaigns identified as PODi omni-channel direct marketing best practices in Digital Print Case Study Digest.

Rolling Up My SleevesI was recruited by this print and marketing services provider to grow its digital sales revenue. It was my job to define and oversee execution of our corporate marketing strategy, develop new business opportunities, and to aid the President in planning Choice Communications’ overall strategic direction. Pulling Rabbits Out of My HatThis job taught me how to make things work in the real world. I had to be both a visionary and an integrator. In a small business, I had to learn a lot of things fast, roll up my sleeves, create tools, and pivot quickly based on the talent we could recruit, opportunities in the marketplace, and the operating capital we had to execute. I got very good at pulling rabbits out of my hat and learned how to work closely with a visionary entrepreneur who was pulled in many directions.---HIGHLIGHTS--- ▪ Quadrupled annual sales by transitioning us from commercial printer to marketing services provider. ▪ Led 4 campaigns selected as PODi best practices in Digital Print Case Study Digest for Capital One, First Market Bank, Ukrops Markets, and Children’s Home Society of Richmond.

I managed Xerox’s commercial print accounts throughout the Richmond area and Central Virginia.---HIGHLIGHTS--- ▪ Named to President’s Club 3 out of 5 eligible years. ▪ #1 district representative (among 100) in 2 consecutive years. ▪ Top-5 in the country (from among 800 representatives) for percentage-to-plan.

Sold mainframe computer peripherals to businesses and state and local governments.

Identified third party software and sold turnkey computer solutions for manufacturers, associations, and equipment dealers.---HIGHLIGHTS--- ▪ #1 in revenue in both years eligible (Reseller Division). ▪ President’s Club in consecutive Years.

---HIGHLIGHTS • Named “Rookie of the Year” from among ~30 new hires. • Earned Presidents Club status in 2 out of the 3 years I was eligible for the award.