About the Authors
Bob Chapin
Bob Chapin was the number one salesperson for IBM office products in New England. He was also the number one salesperson in New England for many years for Diebold, Inc. where he sold bank equipment.
Bob sold the first ATM Machines in New England in 1975 beating out strong rivals NCR and IBM. After consistently achieving the highest annual sales award, Masters Circle, Bob was asked to serve on its committee. Bob also did several sales presentations at National and International annual meetings.
While with IBM, Bob was the first salesperson in New England to receive a National “Best Sales Performance” Award. From 1964 to 1968 Bob led the office each year in sales production. Each time he greatly exceeded his annual quota and generated monthly, quarterly, and annual sales awards. Due to his success, Bob participated in training and at the request of Senior Management he served as a guest instructor at IBM Headquarters.
Bob began his sales career in 1959 selling professional furniture to the Medical and Dental and Industries. From 1959 to 1963 Bob expanded business in New England and New York by over 450%.
Other highlights:
45 years of highly successful selling experience including many sales records and industry firsts
41 years of experience in sales management and training
Bachelors degree in Psychology from the University of Wisconsin
John Chapin
With over 21 years of sales experience, John has sold in three industries where he was the #1 sales rep in two and in the top 1% in the third.
Prior to starting Complete Selling Inc., John sold bank equipment for Diebold, Inc. where he became the top salesperson in New England during his first year. John also spoke about his sales success at both semi-annual and annual sales meetings.
Prior to Diebold, John worked for Micro Arc Welding Company where he took a three year-old, non-profitable branch of the business, which was only in two States at the time, and made it profitable within four months. He expanded the business to 48 States and five continents within two years and through expansion of the one branch, doubled total company revenues by using simple sales tools such as telemarketing and print ads.
John started his sales career as a stock broker at age of 21, and one month later the stock market fell 22% in one day. John thrived in this tough market and went on to become the youngest branch manager for a national brokerage firm. And while still managing his own accounts, he brought the branch from a ranking of 46th out of 52 to 11th.
While at Micro Arc, John secured accounts with companies such as Levis, Lee Jeans, and Fruit of the Loom.
John is also an award winning public speaker, among his accomplishments, he was voted the 2nd best speaker out of 127 Toastmasters Clubs in Massachusetts.
John has a BA from UMASS Amherst.
Jean Marie Reheuser
If there ever was a natural born salesperson, Jean Marie is it. Customers describe her as an extremely dedicated and very hard working individual with a magnetic personality and a “heart the size of the world.” Jean Marie Reheuser has spent 19 years in the Dental Industry. The past 9 years have been spent selling Dental Equipment for Patterson Dental, the largest dental supply company in the world.
Jean Marie can talk to and relate to anyone as she brings depth of knowledge from both the blue-collar and white-collar worlds.
Jean Marie holds a Bachelors Degree from Westfield State College.
Keith Mooradian
Keith Mooradian, President of Universal Business Forms, Inc., was the top salesperson in the Eastern United States for several years while selling printing and printing supplies for Moore Business Forms. Keith has a total of 31 years of successful selling experience.
In his current business Keith has secured accounts with several major companies including Holiday Inn and Crown Plaza Hotels.
Keith also sold radio advertising and office products during his college years. Keith holds a Bachelors Degree in Marketing from Southern New Hampshire University. While studying for his degree, he also took many courses in sales.
Kyle Andrews
After graduating from The Ohio State University, Kyle was a U.S. Marine Corps Officer, AV-8B Harrier pilot and flight instructor. As the Harrier analyst at the Naval Safety Center, he was responsible for highlighting aircraft and training deficiencies and spearheading changes required for accident rate reduction.
Kyle’s sales expertise was forged in technology and services sales, and helping companies develop and institute business recovery plans. For the past 14 years he has been devoted to developing, selling and facilitating solution selling and return-on-investment workshops that have increased sales effectiveness in a broad array of technology and service companies in over a dozen countries.
Kyle is the co-chair of the Sales and Marketing Chapter of The International Association of Outsourcing Professionals (IOAP), and has spoken on the subject of selling at numerous IAOP Outsourcing World Summits, Association for Services Management International (AFSMI) World Conferences, The Outsourcing Institute’s Vendor Summit, Technology Professional Services Association Summits, the Information Technology Council, Federal Sourcing Partnering and Privatization Conference and other events.
Kyle resides in Upper Arlington Ohio, is a volunteer high school lacrosse coach, serves on various charities, and enjoys cycling, skiing, backpacking, flying and golf.
Bill Hall
After graduating from the University of Virginia, Bill has 25 years experience in sales and marketing. His expertise was developed in technology sales, worldwide services marketing and services management. For the past 15 years he focused on developing methodologies for improved sales performance.
He has authored articles on the subject of value selling and “Value Assessment in Outsourcing, A Study of Outsourcing Justification Practices” a study conducted by Pretium and The Fisher College of Business at The Ohio State University.
Bill chairs the Member Services Committee of The International Association of Outsourcing Professionals (IAOP) and Co-Chairs the Sales & Marketing Chapter of IAOP. His speaking engagements include: The Ohio State University’s Building Professional Services Executive Education Program, the Outsourcing World Summit, Technology Professional Services Association Summit, AFSM International World Conferences, North American Materials Handling Conference, Information Systems Security Association, and other events.
Bill resides in Upper Arlington, Ohio, is married and has 3 very active sons and has served on the boards of local organizations and volunteers with various charities in the community.
