Jim AllenJim Allen

Founder/Principal

Jim Allen is a writer, speaker and coach to marketing and sales professionals located throughout the world. Prior to forming Value Based, Inc., Jim was co-founder and CEO of Certified Software, the developer of the first PC accounting software to be certified by a national accounting firm and selected for distribution through over 7,000 retail computer stores.

Jim’s rich background as the CEO/President and VP of Sales/Marketing of five technology & services companies is complimented with several years of field, middle and executive level sales and marketing management positions for several multi-national companies. He is considered an expert in the design and deployment of predictable and measurable sales and marketing processes and has extensive experience recruiting, training and managing high performance sales and marketing teams.

Throughout his career Jim has set many sales records and earned prestigious awards for his personal sales performance. Jim is the author of Value Based Selling – A Consultive Sales Methodology, Value(s) Based Leadership and is a co-author, with Mels Carbonell, PhD., of Personalize – A Buying & Selling Profile Guide.

Jim, his wife Ann and their three adult children live just outside Portland, OR.

Vance PascuaVance Pascua

Consultant, U.S.

Vance has been serving Higher Education since 1987.   His range of expertise covers a vast array of service areas including, Admissions & Enrollment, Financial Aid Info & Strategies, Athletic Recruitment & Retention, Academic & Career Planning, Strategic Planning & Marketing and Public Speaking.

Vance’s leadership ability positioned him to service on the Board for the North American Coalition for Christian Admissions Professionals (NACCAP) and on the Intersegmental Coordinating Committee (ICC) of the California Education Round Table, as well as earned him outstanding service awards both at Westmont College and for service to NACCAP.

Vance has been successful in leading admission teams to reaching and surpassing enrollment goals, while also benefiting from professional growth and preparation for career advancement.  He has also led athletic recruitment efforts, from the admission side, by partnering with the Athletic Director and the coaches, developing scholarship strategies and assisting in the training of coaches, particularly those new to coaching, in the art of communicating the value and benefits of being a student-athlete at the higher levels of intercollegiate athletics.  Vance has also passionately served prospective students, parents, and high school counselors with the college search process, coupled with the academic and career planning that goes along with discovering the “right fit” college or university.  He has a heart for serving students and families “in the margins”, and is dedicated to greater awareness of and attention given to multiethnic, multicultural and gender diversity.

Vance and his wife, Diane, live in Roseville, CA, a suburb 25 miles northeast of Sacramento.  Vance earned his Bachelor of Arts degree in Interdisciplinary Studies, with an emphasis in Public Administration, from the University of California @ Santa Barbara, where he was also a three-year starter and PCAA All-Conference outfielder for the baseball team.

Melissa ChimentoMelissa Chimento

Consultant, U.S.

Melissa is a successful healthcare sales professional having worked for American Medical Electronics, Intraocular Lens Implants and Allergan, Inc. having called on neurosurgeons, orthopedic surgeons, and ophthalmologists. She has been recognized as the top sales performer for each company she’s worked for having consistently exceeded 100% of her assigned sales target while finding and developing new accounts.

In addition to revenue generation she’s served as a liaison between sales and engineering and marketing departments, assisted in new product launches, the salesperson recruitment process, and technical product and sales training. She’s also designed and represented lectures for doctors, pharmacists, and other hospital staff. Melissa has also started a direct sales organization of over 40 independent business owners in the Northwest. In 13 months her team brought in over $500,000 in revenues building a customer base of 400 active customers.

She holds a Bachelor of Science Degree in Marketing and Business Administration from Oral Roberts University. She, her husband and 3 young adult and high school age children live in Sherwood, a suburb of Portland, OR. Melissa is involved with her church on the worship team and prison ministry.

Mark OronzioMark Oronzio

Consultant, U.S.

Mark has held executive level P & L responsible sales and marketing positions for over 20 years with companies in the technology, retail and distribution industries. Most recently he served as the Senior Vice President of Inspiration Software. While at Inspiration he developed and led the US sales organization including the channel team, strategic relations, training resources, and operational staff. Mark simultaneously led the international business development team, including channel, sales, marketing and product management personnel. During his tenure he and his teams produced double digit growth year-over-year helping Inspiration become a household name in global education markets, while qualifying them for the INC 500 fastest growing companies 2 years in a row.

Mark’s success at Inspiration has positioned him as an expert in the education technology industry. He’s especially strong at conceiving and conveying the value of educational solutions and developing sales and marketing strategies that lead to profitable and sustained revenue generation. Before joining Inspiration Software, Mark held senior sales positions in computer retail, VAR, and distribution companies. Mark was part of the original team at Computer Business Systems, one of the pioneers in personal computing retail stores in Northern California. Mark has his own consultancy, Oronzio Consulting, LLC headquartered in Lake Oswego, OR.

Jerry BrocklehurstJerry Brocklehurst

Consultant, U.S.

Jerry has over 27 years experience in sales, marketing, engineering, and executive management, ranging from Manufacturing Management to Vice President of Sales & Marketing to General Manager with firms such as Wiltron-Anritsu, Compact Software, EEsof, Cadence Design Systems, Harris EDA, Phoenix Technologies, and others. In his sales and sales management roles, he has led both direct and indirect channel sales teams of 5 to over 100 members on a local, regional, national, and worldwide level to identify and close multi-million dollar opportunities with Fortune 500 companies through the techniques of Value Based Selling, consistently beating quota.

While at Cadence Design Systems, as the Global Strategic Accounts Manager covering Motorola, Siemens, and Alcatel, he traveled worldwide (North America, Europe, Asia/Pac, and Israel) meeting with engineering teams and C-Level executive decision-makers. He managed a team of more than 25 sales executives and application engineers and was successful at growing the Motorola account from $15M to more than $28M in annual revenue for Cadence.

Jerry’s channel experience includes training, coaching, supporting, and motivating channel partners and outside sales representatives to exceed quotas. He is an enthusiastic and energetic public speaker and coach who has led sales training and worldwide industry conferences. In his VP of Marketing roles, he has led Executive teams to establish successful corporate and product branding initiatives and has led the creation of all necessary supporting materials – sales training, marketing collateral, white papers, product documentation, lead generation/content, and website design and content.

Jerry has a Bachelor of Science degree in Electrical Engineering with honors from Purdue University.

 

Greg WilkGreg Wilk

Consultant, U.S.

Greg has over 25 years of sales and sales leadership experience serving in Executive and VP of Sales positions for EDS, GE, Boart Longyear, Innerworkings (formerly DFMS) and other Fortune 500 companies. He has led 10 to 100 member sales and consulting services teams throughout the Middle East, Europe, Africa, Asia Pacific, and the Americas, to exceed sales quotas.

As the Principle of his own consulting firm, Greg has provided interim sales and project management services to over 15 companies representing multiple industries. Services have included sales strategy workshops, organizational assessment, messaging, compensation, process mapping, recruitment, acclimation & development, value proposition development, and coaching to sales managers and contributors.

Greg holds a Master’s of Science degree from the University of Oregon and a Bachelor’s of Science degree from West Chester University. His executive education includes the American Graduate School of International Management – Thunderbird School; Southern Methodist University, Edwin L. Cox School of Business – Maguire Oil & Gas Institute and the University of Pennsylvania, The Wharton School.