MEET OUR PRINCIPALS

Ted Laing

Ted has 30+ years of sales and operations experience in the Professional Services and Outsourcing markets, spanning several vertical industries including Manufacturing, Hi-Tech, Consumer & Retail. He also has extensive sales leadership and large deal experience, with assignments in Asia regional leadership, sales training, business strategy, market development, and operations. During this time, he has led and/or coached Teams into winning $6B+ in new sales bookings.

Most recently, Ted Laing was Vice President, Growth Transformation at Genpact. He served as a Sales Coach leading an experiential, results-driven Sales Performance program that develops and enables Growth professionals to proactively create and convert high-impact opportunities with clients.  This approach to developing and sustaining broader growth skills and behaviors combines extensive sales training, field application, certification and ongoing active opportunity creation and advancement across extended sales teams. 

 

Before his time at Genpact, he held several leadership roles with Cisco Systems which included Strategic Partner Development, Services Globalization, and Business Development in emerging markets.  These roles included complex deal qualification, coaching & structuring support on several large strategic relationships. 

 

Prior to Cisco, Ted spent 22 years at EDS Corporation where he served in a variety of strategy, sales and operational leadership roles. His positions included co-leading a global sales transformation, heading strategy & planning for two fast growing verticals that increased annual revenue from $790M to $1.3B over a 2+ year period, a 3+ year stint in Southeast Asia as the VP of Sales & Business Development during which bookings quadrupled to $600M.  Ted earned Sales Inner Circle honors 9 consecutive years, including sales leader of the year and 3 “Top Performer” awards, while leading sales teams in generating $1.2B+ in new revenue.

 

Ted earned his Bachelors of Science in Geology & Geosciences from the University of Oklahoma. 

His executive education includes Strategy & Leadership from the London Business School.

 

Phil Clark

Philip L. Clark has over 35+ years experience in sales and business development globally. He has held executive leadership positions in several Fortune 500 companies where he has led the development of High Performance sales teams. Mr. Clark has conducted sales strategy development and sales ecosystems alignment sessions worldwide. He is recognized as a strong leader, team builder and mentor to many sales organizations, leaders and sales executives. Mr. Clark is currently working with EQ2S clients to create High Performance sales culture.

 

 

 

 

Michael Corning

Michael has over 35 years of experience growing businesses as a General Manager and Global Sales Leader, including roles at Genpact, GE Capital, and in Equipment Financing.  

 

Michael believes that companies and individuals can leverage both science and art to dramatically accelerate revenue growth.  He has demonstrated this numerous times by developing and implementing strategies that have grown revenues up to 4X.  He has created a substantial amount of intellectual capital for his employers and clients related to sales effectiveness.

At Genpact Michael was their first Global Sales Leader and one of the key architects of the commercial strategy that launched it from GE as an independent company.  He implemented this strategy, diversified its customer base, and grew revenues…which facilitated its successful IPO on the NYSE.

 

Previously, at GE Capital, he started and managed a Project Finance business that became the dominant provider in the Telecommunications space.

 

Michael is currently an investor and advisor in the Venture Capital community. Michael has been active on charitable boards throughout his career..

 

Sam Thurston

Sam Thurston is a growth-oriented Sales Leader and Coach with over 30 years experience in the Business Process and Information Technology services industries.  Deeply experienced in all aspects of direct sales, large deal management and sales leadership, Sam brings a strong focus on solving client’s challenges by keying in on specific business outcomes.  

 

Before starting his current role as an Independent Consultant working with multiple clients, Sam spent 27 years with HP/EDS in various sales leadership roles.  Sam and his direct sales teams sold in excess of $13B of Total Contract Value in new business across multiple industry verticals and diverse geographies.

 

Sam started his career with Caterpillar, Inc. supporting the Latin America network of Cat dealers.  As a factory representative he assisted the dealer-based field sales teams in creating outcome based, differentiated solutions for their end customers.  

 

Sam received his B.A. in Marketing from Indiana University and an M.B.A. from the University of North Carolina at Chapel Hill.  He also completed a course in Spanish Studies at La Universidad Complutense in Madrid, Spain.

 

 

Rick Benoit

With more than 30 years of sales and consulting experience.  Rick brings a wealth of experience ranging from developing sales infrastructure, sales coaching and executing Go-to Market strategies for complex sales.

Rick’s passion for success and developing sales professionals potential allows him to create a real change in sales behaviors and improve revenue production.

Rick has assisted in coaching small, medium and large deals across these multiple client environments. In addition, he has managed and directed a large sales enablement organization in the development, delivery and deployment of sales training methodologies and skills development where he served as lead coach, developer and primary facilitator for clients whose combined revenues exceeded $30B US.

 

Rick was Director of Business Development at Intel where he led his team in successfully executing business development programs and creating high profile executive relationships with strategic accounts.  

 

Before Intel, Rick was an executive for the Rummler-Brache Group and ROLM/Siemens, most notably achieving numerous sales  awards including Sales Executive of the Year and reaching 200% of quota three years in a row.  Some of his major accounts included companies such as,  AT&T, Hewlett-Packard, Sun Microsystems  to name a few.

 

Rick holds a Bachelor’s degree from Colorado College in Economics and a certification in Curriculum Development from Vanderbilt University.