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During her years in computer manufacturing, Ellen distinguished herself as a pioneer in the development, launch and execution of new sales programs, market introductions, and team concepts. At Sperry Univac (now Unisys), she managed the introduction of that firm’s first integrated office system solution in the Northeast Region, and developed a team of sales support resources who exceeded performance expectations in the sale and implementation of their product set. At Digital Equipment Corporation, (now Hewlett-Packard), she managed major accounts, and developed industry expertise in the fields of financial services and wholesale/retail distribution, ramping up market share in each industry while developing model programs and marketing approaches used throughout her geography. She also participated in channel management and support programs, facilitating product introductions as well as entrepreneurial improvements among her channel partners. Bristol’s original, innovative approach enables organizations of all sizes to stay ahead of the competition, simplifies the creation of performance metrics and benchmarks for use by the sales force, improves customer retention and optimization, and enhances employee engagement. She is the developer of the innovative sales-process methodology Selling the SMART Way®, a strategic, process-driven approach to deploying the sales force that produces consistent, predictable sales growth. The SMART Way methodology is now available in several application areas including prospecting, planning and customer service, as well as versions specialized for the nonprofit sector and the legal industry. In addition to her position as president of BSG, Ellen is a consultant member of the Strategic Account Management Association. She serves as chair of the program committee for the South Florida Technology Alliance, and is a member of the consulting faculty for the Center on Non-Profit Effectiveness of Greater Miami. Ellen received her BA from Columbia University. She is a certified administrator of the Myers-Briggs Type Indicator, and is trained in the Policy Governance® model developed by John Carver. Carol Mofford, Vice President, Strategic Marketing Carol’s role at BSG is to look at the business strategically, and develop branding and marketing strategies to support our vision and goals. Carol specializes in marketing and branding for professional services startup companies, and has provided such services as president of Initial Stage Consulting for the past fifteen years. Before launching Initial Stage Consulting, she headed up the entrepreneurial practice area for Drake Beam Morin, working with clients interested in starting up or buying businesses across many industry segments including high tech, business services, healthcare, retail, manufacturing, consumer products as well as not for profits. As Managing Director of one of Drake Beam Morin’s New England offices, she grew that start-up operation to the company's second largest in the United States. As Vice President of Operations for TerraLogics, Inc., a start-up software company, Carol was part of the senior management team that developed the company’s business plan infrastructure, acquired private investor financing and completed an exit strategy that resulted in procurement of the company by Strategic Mapping, Inc., a Santa Clara, California software services company. As Human Resources Manager for Digital Equipment Corporation she managed an organization that delivered service to 12,000 employees in 23 facilities across New England. She developed the industry’s first internal Career Center to help employees upgrade career knowledge and skills amidst rapid organizational change. Before joining Digital, Carol was Manager of Labor Relations for RCA in Pittsburgh. She began her career at McDonnell Douglas Corporation in St. Louis, where, as Manager of Operations, she guided the Corporate Research Laboratories through transition from a DOD-funded operation to a revenue producing organization. Carol was the founder and Director of Marketing for Inda Arts, an Import business of fine arts and decorative products from Indonesia. She is on the Board of Advisors of Asian Marketing, Inc., based in Antioch, CA., CenterBridge, Inc. and Estate Legacy Vaults, Inc., both in Boston, MA. Carol graduated from the University of Missouri with a Bachelor of Science degree in Business Administration majoring in Industrial Management and Labor Relations. Carol has guest lectured on career management and entrepreneurship at the college level. Her entrepreneurial insights have been reported in the business press.
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COMPANY
OVERVIEW
Ellen
Bristol is the founder and driving force behind Bristol Strategy
Group, a company she launched in 1995, after a 27-year career in
sales and marketing for major mainframe computer manufacturers Sperry
Univac and Digital Equipment Corporation. Ellen had a personal mission
to create effective sales organizations by adopting the benefits
of formal process management and continuous improvement, fields
of management science that had largely bypassed the sales function.
She has become a thought leader in this area, innovating ways to
make the sales process more effective through the use of customer
intelligence and process disciplines to drive global strategy and
improve organizational outcomes. Her role at BSG now includes product
development, facilitation, major-account management, and team recruitment
and development.