In sales management roles at the leading real time software applications development company during the 1980’s and 1990’s, Greg partnered in strategic selling engagements with many of the major computer and database software companies, including: DEC, HP, IBM, SUN, Informix, Oracle and Sybase. In the course of managing many successful strategic multi-million selling engagements he observed various policy constraints at these major companies which visibly cost them millions of dollars in lost opportunities.

Greg was introduced to Eli Goldratt’s Theory of Constraints in 1990, via ”The Goal,” by one of Goldratt’s research staff members who was then employed at Cadre Technologies; and he subsequently studied the theory as a key part of the USC EMBA management curriculum in 1993. Through the following decade Greg applied its themes in designing sales policy and executing strategic selling engagements – enhancing sales effectiveness in major deals, unseating major competitors and growing strategic market share.

Having experienced the advantages of Goldratt’s perspective as generally applied to sales organization design and selling, upon learning of Delta-Institute’s methodology, it was very evident Dieter Legat and Bill Woehr had made significant specific and practical contributions. Greg now heads a sales management consultancy headquartered in California , its strategic consulting focus is on client adoption of the Delta-Institute SSM methodology.

In the course of his career Greg has been trained in, coached others and successfully applied, most of the popular major-account sales methodologies; with this experience he is confident that the Delta-Institute SSM Methodology can overlay and greatly leverage these foundational selling techniques.

Greg has held Vice President of Sales positions at Cayenne Software (previously Cadre Technologies and Bachman Information), and Cenquest, Inc., and was Global Account Manager at Bearing Point for Microsoft (engagements included CRM and Major Account Sales advisement.) He also has held sales management and sales positions, especially for new markets launch responsibilities, at Hewlett Packard and Hoffman La Roche Kontron Division. Greg has degrees in Biology, Phi Beta Kappa, Electrical Engineering and Executive MBA, Beta Gama Sigma, all from the University of Southern California . He resides in Ojai , California , otherwise known as America ’s Shangri La.

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