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Mike Scher, President | Frontline Selling
One of the biggest issues facing sales organizations today is identifying net new sales opportunities. One of the main causes can be traced back to the fact that the sales organization is not engaging in enough meaningful business conversations with the right people at the right level in order to uncover those opportunities.
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FRONTLINE Selling helps organizations master their prospecting cycle to uncover net new sales cycles. We use a methodology based approach and proprietary technology to identify the right executive, gain access to that executive and to engage effectively in those first meaningful business conversations. We deliver our solutions either as an outsource service and/or as a skills development partner. Either way, our clients experience game changing impact on their sales pipeline.
As a skills development partner, we teach our proven methods to our clients’ inside/outside sales people, as an outsourced service we create Meaningful Interactions on behalf of our clients, and as a technology provider we assist with adoption and lead management.
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mscher@frontlineselling.com | http://www.frontlineselling.com | @frontlinemike
Tony De Feria, President | T De Feria Media
Winner of the 2012 Small Business of the Year Award
Tony De Feria is a senior media executive with extensive experience leading print and on line products. As an industry expert in “niche markets,” he led major initiatives including those targeting the growing Hispanic population. Tony’s unique 360° expertise offers business and marketing acumen in fulfillment of global expansion goals in consumer, media and rapidly growing business in all markets. Tony’s skills are further enhanced by his ability to speak, read and write Spanish fluently. He started tdeferiamedia in February 2007.
As part of a joint venture between tdeferiamedia, inc. and Appen Newspapers, Tony served as on site General Manager overseeing advertising, the newsroom, operations, technology and on line initiatives. He helped set the strategic direction for the entire company and in little over a year, re-engineered the entire operation to improve productivity, systems and conceptualized Northside Woman, a monthly publication and website, which was profitable from the start.
As Director of Consumer Marketing and Communications for The Atlanta Journal-Constitution, Tony oversaw the newspaper’s branding efforts and was concurrently charged with evaluating Hispanic opportunities for the company. He played a critical role in the acquisition of MundoHispánico, the largest Spanish-language newspaper in the Southeast by The AJC in May 2004. Post acquisition, Tony was promoted to Executive Vice President of Mundo. His leadership in creating cross-selling links to the AJC increased revenue by $700,000 per year and 65% over a twenty-four month period.
Previously Tony served as The AJC’s Creative Director and Assistant Managing Editor for Graphics and Photography where he implemented significant improvement to processes including coordination of the newspaper’s page-size reduction project yielding significant savings in newsprint costs, new advertising opportunities and vastly improved processes. He led the scripting of coding that yielded automation of datelines saving hundreds of man-hours. Under his leadership, The AJC was awarded dozens of awards and received special recognition for Olympic body of work by The Society of Newspaper Design.
Prior to coming to Atlanta, Tony served as Co-design Director-Graphics Editor of The Baltimore Sun. As The Sun’s first Graphics Editor he introduced visual journalism and computer graphics. Tony’s career began as an artist trainee and Assistant Art Director/Graphics at The Washington Times.
His graphics, illustrations and designs have been recognized by national and international design organizations such as The Society of News Design, American Cartographic Association, The Associated Press, American Institute of Graphic Arts and Time Magazine.
As a speaker, Tony has given lectures at The Poynter Institute, American Press Institute, NEXPO, Associated Press and The University of Georgia. He’s also taught courses at The Art Institute, Maryland College of Art and The Portfolio Center in Atlanta. As a consultant, he has helped publications in the U.S., Spain and Eastern Europe.
Tony is or has been an active member of the National Association of Minority Media Executives, International Newspaper Marketing Association, National Association of Hispanic Journalists, The Latin American Association and Georgia Hispanic Chamber of Commerce. He served on the Board of Directors of The Boys and Girls Clubs of Atlanta, Atlanta’s Tony-award winning Alliance Theatre and Big Brothers Big Sisters of Metro Atlanta helping coordinate Latino outreach programs.
404.630.0639 | tony@tdeferiamedia.com | http://www.tdeferiamedia.com/
Randy Goruk, President | LeadersEdge360.com
