Top 25 B2B Sales Influencers for 2014

In the rapidly evolving world of B2B sales, having a reliable go-to resource for the latest sales tools, tactics, and solutions can be a crucial leg-up. Whether you’re looking for help with hiring, training, and managing a hyper-productive sales team, or boosting your own performance by closing more deals faster and working smarter, not harder, these industry experts represent the best of the best.

OpenView’s Top B2B Sales Influencers for 2014

Greg Alexander, Sales Benchmark Index

Greg started Sales Benchmark Index to provide sales consulting services to leading organizations across both private and public sectors. He is an active speaker and writer, co-authoring books such as Topgrading for Sales: World Class Methods to Interview, Hire, and Coach Top Sales Representatives. Connect with him on Twitter @GregAlexander.

Congratulate Greg with a tweet.

Miles Austin,  Fill the Funnel

As “The Web Tools Guy,” Miles combines a long career in technology sales with a long love affair with technology. He has been recognized as one of the leading authorities on Web Tools for sales and helps companies develop the strategies, implement the tactics, and choose the tools necessary to maximize sales productivity. Connect with him on Twitter @milesaustin.

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John Barrows, J.Barrows LLC

John is a sales trainer to some of the world’s leading tech companies. As Owner of J.Barrows LLC, he provides sales training and consulting for clients like Salesforce.com and Box. He is also the Founder of SalesFromTheStreets, an online video library of insights from successful sales professionals. Connect with him on Twitter @johnmbarrows.

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Trish Bertuzzi, The Bridge Group

Trish founded The Bridge Group in 1998 with the goal of helping technology companies build better and more successful inside sales teams. She’s a frequent contributor to the company’s Inside Sales Experts Blog, and was named Consulting Provider of the Year by the AA-ISP two years in a row.Connect with her on Twitter @bridgegroupinc.

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Dave Brock, Partners in EXCELLENCE

Dave helps sales and business professionals achieve extraordinary goals through his consulting and services company Partners In EXCELLENCE. A global consulting practice, Partners In EXCELLENCE supports clients worldwide and provides coaching and mentoring to individuals ranging from CEO through individual contributors. Connect with him on Twitter @davidabrock.

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Elay Cohen, SalesHood

Elay is the author of SalesHood: How Winning Sales Managers Inspire Sales Teams to Succeed and the co-founder of SalesHood a “software as a service” platform and community for sales professionals. Prior to SalesHood, he was Senior Vice President of Sales Productivity at SalesForce.com. Connect with him on Twitter @elaycohen.

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Jonathan Farrington, JFA and Top Sales World

Jonathan is a globally recognized business coach, mentor, author and consultant. The Managing Partner of Jonathan Farrington & Associates and CEO of Top Sales World, he also contributes sales tips regularly to award-winning blog. Connect with him on Twitter @TopSalesWorld.

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Colleen Francis,  Engage Selling Solutions

A successful sales leader for over 20 years, Colleen has become renowned for her practical strategies and use of measurement and accountability to inspire sales team results. She has been distinguished as a Certified Sales Professional (C.S.P.) and Sales and Marketing Magazine has called Colleen and Engage Selling one of the top 5 most effective sales training organizations in the market today. She is the author of Honesty Sells and Nonstop Sales Boom. Connect with her on Twitter @EngageColleen.

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Jeff Hoffman, MJHoffman

Jeff is a renowned sales executive, educator, and entrepreneur with 25+ years experience. He has consulted with industry leaders throughout the world on the topics of sales, sales management, and sales operations and is the author of the award-winning Your SalesMBA™ and “Why You? Why You Now?”™ sales programs. Connect with him on Twitter @mjhoffman.

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Mark Hunter, The Sales Hunter

As “The Sales Hunter,” Mark helps individuals and companies protect their profits and build better long-term customer relationships. Since 1998, Mark has conducted thousands of customized training programs and keynotes on sales. He is best known for his ability to motivate and move an organization through his high-energy presentations, and he is the author of High-Profit Selling. Connect with him on Twitter @TheSalesHunter.

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S. Anthony Iannarino,  The Sales Blog

Anthony is an author, speaker, and entrepreneur. He is the President and Chief Sales Officer of SOLUTIONS Staffing, the Managing Director of B2B Sales Coach & Consultancy, an Adjunct Faculty Member of Capital University’s School of Leadership and Management. He writes for ThinkSales, SUCCESS Magazine, and daily at thesalesblog.com. Connect with him on Twitter @iannarino.

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Jim Keenan,  A Sales Guy

Keenan has been selling as well as running, building, tweaking, disrupting, fixing, and flat-out reconstructing sales organizations for almost 20 years. Senior Partner and Founder of A Sales Guy Consulting, and author of blog A Sales Guy, he has been named one of Sales and Marketing’s most influential people by Top Sales World Magazine and listed on Guy Kawasaki’s AllTop Blogs. Keenan is also creator of A Sales Guy U, the Web’s fastest growing site for sales resources, videos, eBooks and more. Connect with him on Twitter @keenan.

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Jill Konrath, JillKonrath.com

Jill’s fresh strategies help salespeople acquire new clients, minimize losses to “no decision,” and slash months of their sales cycle. She is the bestselling author of SNAP Selling, Selling to Big Companies, and the new Agile Selling. She is a popular blogger, and frequent speaker/trainer at sales meetings. Connect with her on Twitter @jillkonrath.

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Ken Krogue, InsideSales.com

Ken is the President and co-founder of InsideSales.com, the pioneer of Lead Response Management. A sought-after speaker and contributor to Forbes, Ken also writes about best practices, new research, and tips concerning the Inside Sales industry at his blog. He was named Top 25 Most Influential Inside Sales Professionals in 2010 and 2012 by the American Association of Inside Sales Professionals (AA-ISP). Connect with him on Twitter @kenkrogue.

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Kendra Lee, KLA Group

As founder and President of KLA Group, Kendra helps small and midsize technology companies implement and enhance their prospect attraction strategies to get more customers. She is a frequent contributor to the company’s blog and author of The Sales Magnet: How to Get More Customers Without Cold Calling and Selling Against the Goal. Connect with her on Twitter @KendraLeeKLA.

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Nancy Nardin, Smart Selling Tools

Nancy is the foremost expert on increasing sales productivity through the use of smart tools. She is the founder of Smart Selling Tools and Hushly. See her Top 40 Sales Tools of 2014 eBook and discover great tools for your organization. Learn more about Nancy on her Sales Productivity blog, and connect with her on Twitter @sellingtools.

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Steve Richard, Vorsight

Steve is Co-Founder of Vorsight, the Sales Training Provider of the Year four years in a row by the AA-ISP. He has been featured in the Harvard Business Review, the Washington Business Journal, theWashington Post, and CNN/Money. He is also a CNBC guest contributor. Connect with him on Twitter @srichardv.

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Lori Richardson, Score More Sales

Lori is the founder and CEO of Score More Sales, LLC, a Boston-based firm that partners with mid-market technology companies to improve prospecting through working directly with sales leaders and in coaching sales reps. Lori splits her time between consulting, training, and as a mid-market sales blogger for technology brands. Her upcoming book, How to Score More Sales will be available late 2014. Connect with her on Twitter @scoremoresales.

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Mark Roberge, HubSpot

Mark is Chief Revenue Officer of the HubSpot Inbound Sales Division. Prior to his role, he was HubSpot’s SVP of Worldwide Sales and Servicers, during which he increased revenue over 6,000% and expanded the team from 1 to 450 employees. He has also been featured in the Wall Street Journal, Forbes Magazine, Inc Magazine, BostonGlobe, TechCrunch, and Harvard Business Review. Connect with him on Twitter @markroberge.

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Craig Rosenberg, TOPO

Craig co-founded TOPO, a research and advisory firm that helps companies grow faster by shopping, benchmarking, and improving the experiences that sales and marketing organizations deliver to buyers. He is also the author of popular sales and marketing blog The FunnelHolic. Connect with him on Twitter @funnelholic.

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Aaron Ross, Predictable Revenue

Aaron is co-author of the best-selling book Predictable Revenue: Turn Your Business into a Sales Machine with the $100 Million Best Practices of Salesforce.com and Predictable Revenue Guide To Tripling Your Sales, based on his experiences building Salesforce.com’s outbound prospecting team.  Connect with him on Twitter @motoceo.

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Jill Rowley, #SocialSelling

Jill is a social selling evangelist, speaker, and trainer passionate about helping B2B companies use social selling to drive revenue growth. She is currently an advisor for Accompani. Connect with her on Twitter @jill_rowley.

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Lee B. Salz, Sales Architects

Lee is the best-selling author of Hire Right Higher Profits, the #1 rated sales/sales management book on Amazon. He is a leading sales management strategist, CEO of Sales Architects and The Revenue Accelerator, and a featured Business Journal columnist. Connect with him on Twitter @SalesArchitects.

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Tibor Shanto, Renbor Sales Solutions

Tibor has been a sales leader for over 25 years, helping companies achieve and improve their revenue goals. He has been called a brilliant sales tactician, helping sales teams and organizations to better execute their sales process. As a principal with Renbor Sales Solutions, he works with leading B2B sales organizations to deliver sales growth through the right combination of strategic and tactical execution supported by metrics and his Follow-Through Action Plan. Connect with him on Twitter @TiborShanto.

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Mike Weinberg, The New Sales Coach

Mike is the founder of The New Sales Coach. He consults senior executives and coaches sales leaders and teams offering blunt, practical sales management and new business development help. Mike’s first book, New Sales. Simplified: The Essential Handbook for Prospecting and New Business Development became a #1 Amazon Bestseller and spent 12 months as the #1 Top-Rated book in its category. Prior to launching his own firm, Mike had been the top-producing salesperson in three organizations. Connect with him on Twitter @mike_weinberg.

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Rising Sales Stars

This year we also wanted to call attention to five influencers who represent where sales is going. Not only are they utilizing (and in some cases building) the latest emerging sales technologies, they’re also sharing invaluable insights into their experiences and research, helping everyone move forward as a result.

Max Altschuler, Sales Hacker Media

Max is the founder and CEO of Sales Hacker Media, the company that produces Saleshacker.com and the Sales Hacker Conference, which bring together proven sales execs and emerging startup founders to share their lessons and experiences in sales automation and tech sales. He is also the co-founder and CRO of CMX Media, the umbrella company for CMX Hub, an online publication for community builders, and CMX Summit. Connect with him on Twitter @MaxAlts.

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Matt Bertuzzi, The Bridge Group

Matt represents the marketing and operations side of The Bridge Group, working with clients to make inside sales teams more successful by helping them develop and adopt playbooks, targeted messaging, Salesforce.com process and reporting, and win/loss analysis. He blogs and regularly shares results of research on metrics, compensation, and outbound prospecting at the Inside Sales Experts Blog. Connect with Matt on Twitter @mattbertuzzi.

Congratulate Matt with a tweet.

Tawheed Kader, ToutApp

TK is the founder and CEO of ToutApp, a sales communications platform that helps teams close more deals faster with industry-leading tracking, templates, and real-time analytics for emails and presentations. You can read his thoughts on sales, entrepreneurship, and his experiences as a tech founder on his blog. Connect with him on Twitter @Tawheed.

Congratulate TK with a tweet.

Kyle Porter, SalesLoft

Kyle is the CEO and co-founder of sales development software company SalesLoft. An entrepreneur and sales professional for over a decade, Kyle is also the co-founder of B2BCamp, a conference focused on teaching technology and process to B2B revenue generating professionals. Connect with him on Twitter @kyleporter.

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Emmanuelle Skala, Influitive

Emmanuelle is VP Sales at B2B advocate marketing software company Influitive. A sales management and sales/field operations exec with 18+ years of enterprise software experience, Emmanuelle has expertise in a variety of areas, from lead generation to inside sales to go-to-market strategy. Connect with her on Twitter @elleskala.

Congratulate Emmanuelle with a tweet.

Congrats to everyone on this year’s list. If there is someone you would like to see added to next year’s list please nominate them in the comments below!

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Photo by: Thangaraj Kumaravel

Sales Strategist

  • Thank you so much. I have looked at enviously at your previous lists…I am honored to be listed with this crew.

  • davebrock

    Thanks so much! I’m flattered to be included with this group!

  • Jill Rowley

    It’s such an exciting time to be in the Sales industry. We’re living in the Age of the Customer (buyer); no longer in the Age of the Seller. Sales professionals need to adapt and evolve or they will become invisible and irrelevant and therefore be replaced. #SocialSelling is a MUST acquire methodology, process, skill. I’m honored to be part of the movement and appreciate the recognition from OpenView. Keep creating amazingly useful content. http://www.jillrowley.com

  • Chris Snell

    Great list full of folks who deserve the superlative! nnI would add folks like Bob Terson, Gary Hart, Paul Castain, Pete Gracey, Mike Damphousse, Bob Perkins, Dan McDade; there are so many! Maybe I missed it, but do you share what criteria you use to determine who makes the list?nnAlso, thanks for adding the link to tweet out a congratulation message! Way to think ahead!

  • Honored to be included among these prestigious thought-leaders.

  • Amanda L. Nelson

    Great list! I’ve enjoyed working with a lot of these folks. They create great content and truly help salespeople do their job better.

  • Solid list, OpenView. Some fairly regular influencers; no surprise there. And fun to see so many friends. There are a ton of other people you could have included and everyone will have their favorite omissions, but it’s also nice to see some others who aren’t as frequently listed getting the recognition they deserve, too. Stay the course and congrats to the thought leaders you’ve included.

  • Mike Weinberg

    Thrilled, honored and humbled to be included again. Love this list! Great new additions. Thanks to OpenView for all your valuable content and what you contribute to the sales community.

  • TK

    Thank you so much. I am really honored to be included as a “rising star” on this list of my personal mentors, idols and people I deeply respect.

  • Thank you, Openview Labs, for this wonderful honor. But mostnimportantly, for your own contribution to the sales profession and to yourncommitment to helping companies grow through smarter selling strategies andnprocesses.

  • Thanks so much for including me in this all-star lineup! I appreciate it, and I appreciate all you do for the sales community!

  • Ken Krogue

    Thanks for thinking of me and the team at InsideSales.com. I’m humbled to part part of this great group of people!

  • M. Jeffrey Hoffman

    Thank you to all my friends @OpenViewLabs for the honor – particularly within such a terrific group!

  • Sales4StartUps

    Steli Efti @steli would be a great addition to this list!

  • Jonathan Farrington

    Thank you very much guys, as ever, I am very grateful and flattered.

  • Amazing list of people! Congrats to all!n- The Spiderbook Team

  • Excellent group of people! You guys are making magic happen out there and helping to educate the world about b2b selling. nAfter my team has made over 7 million cold calls at my last company, I know now that it is time to get rid of the cold efforts and focus on just warm intros. QuotaDeck.com has the platform for B2B salespeople to get introduced directly to their target buyers with warm introductions.