Howard Highsmith, CMC

For most of the past forty years the technology market sector has been my domain. It has represented a span of time that has been thrilling, frustrating beyond words and extremely quick!

In my career I worked for IBM and several large size reseller organizations that taught me how to sell and manage sales activity involving business, federal agencies and the public sector. As a frontline sales executive and in marketing & sales management positions this accountability to goal achievement has earned me the nickname ‘Greyfox’ for my work within the SMB market segment focused on goal achievement and creating competitive advantage.

In July 2000 I formed SalesCue Corporation, a professional management consulting firm to provide insight to sales performance for B2B organizations to optimize their sales performance. During this period I took time out to write my thought leader book Silver Bullet for executives about deploying a strategy for sustaining revenue. Also during this time frame I created three interrelated business models designed for small, medium and large B2B sales organizations to help them effectively manage their business development process and more accurately forecast near term revenue. The brands are: MeasuringStix™, Revenue Mapping® and Forecasting On Demand®.