Principals and Partners
Dan Petrossi - CEO
Since 1998, Dan has consulted with SRI's clients to improve selling chain effectiveness throughout North America, Europe, Asia and the Middle East in a variety of industries including high-tech, financial services, publishing, construction, education, and professional services.
Leveraging his background in technology, Dan led the creation of SRI's online learning programs. He also created the Selling Chain Portal. The Portal helps organizations enable and measure the tools and processes in SRI's suite of selling chain solutions.
Dan graduated from the University of Florida with a degree in economics, and is currently in the MBA program at Babson College. He is also trained as a black belt in Six Sigma through Motorola University.
Bob Petrossi - Founder and Chief Sales Effectiveness Researcher
Bob is the creator of the Science of Selling® as well as innovator of the Integrate™ Selling Chain System.
During his early sales career, Bob uniquely distinguished himself by becoming the leading Salesperson in four different industries.
- Health Care - Johnson & Johnson
- Biotechnology - Millipore Corporation
- Computers and Software - HBO & Company
- Professional Services - Keane Inc.
Bob's management positions prior to founding SRI include:
- Regional Sales Manager
- National Accounts Manager
- Executive VP of Sales and Marketing
- Director of Workforce Development
Bob has consulted for emerging growth companies and leading Fortune 50 companies. Since founding Sales Research Institute in 1991, Bob has personally trained over 50,000 business professionals throughout Europe, Asia, and North America.
Laurie Hayes - Partner
Laurie Hayes spent over 20 years with General Electric. Her career started with GE Plastics where she held a wide range of marketing and field sales management positions.
Appointed by GE CEO Jack Welch, she led a consultative change management effort with some of GE's largest customers. Her focus was to help organizations define cultural shifts required to meet financial expectations.
She is the former President of GE Capital Computer Leasing and spent 2 years leading a sales and marketing re-engineering effort for 7 GE Capital's operating businesses both in North America and Europe.
After GE she joined a group of partners that address strategic direction and tactical execution challenges. She focuses on helping companies define their product/service value propositions and tactics required to execute strategies.
She is a speaker for CRM venues, Woman Success Network and guest host with Al Haig's World Business Review.
Robyn West - Partner
Robyn was first introduced to Sales Research Institute in her role as Country Manager for Digital Equipment Corporation in New Zealand. Tasked with reversing a critical revenue situation, she implemented Science of Selling to dramatically increase her team's revenue and profits in a very short period of time. Robyn went on to work with SRI on Science of Selling, Sales Guide Development System and Integrate System implementations in her senior management role at Travelex's Commercial Foreign Exchange division.
The combination of Robyn's results-driven leadership style and her incredible ability to align and motivate cross-functional teams puts her in demand for leading large-scale implementations. Her implementation plans have encompassed the concurrent development of Sales Guides for more than 20 market segments and verticals, and the global rollout of the Integrate System.
Robyn is an expert at helping companies use Sales Guide content for lead-generation programs, write prospecting scripts, integrate business partners and new acquisitions into an organization, and get new Sales hires up to speed—fast.
>>Contact us for more information.