|Engineers. We turn your Sales Engineers from task oriented to results oriented |
so they know how to spend their time to help your business grow.
The letters BLT and their colors are a play on the sandwich and represent the
bottom-line needs of people. The sandwich covers most of the major food
groups you need to thrive: Meats (bacon). Vegetables (lettuce), Fruits (tomato
- yes it is a fruit), and Grains (bread). For the nutritionists out there, the only
missing food group is Dairy. But many people are lactose intolerant so we
selectively add the cheese. Our training will supply your Sales Engineers with
mental nourishment to thrive and will give them the knowledge they need to
take a big bite out of your competition.
Rob Garneau, Founder
Rob has over 30 years of high-tech industry sales experience with the subjects
taught in this program, over 18 years of sales skills teaching experience, and
brings a wealth of knowledge to the classroom.
Prior to starting Bottom-Line Training, Rob worked for Cadence Design
Systems for 17 years. Cadence was a small company with less than 100
employees when Rob joined. He was one of the original 4 Applications
Engineers in the Western US and helped build the company into the leader in
the Electronic Design Automation (EDA) industry with revenues in excess of
one billion dollars. He understands the EDA software industry and the issues
important to customers in detail. His hands-on experience includes working as
an Applications Engineer (AE) through Senior Sales Technical Leader, Sales AE
Manager, Business Operations Manager, and Senior Development Manager
responsible for sales and demo skills development and training of the
worldwide sales AE organization of over 400 people.
Prior to working for Cadence Rob worked for Applicon for 3 years - a leading
supplier of MCAD and EDA software products.
Rob earned a BS degree in Electrical Engineering and Computer Science from
UC Berkeley and graduated with honors.
Rob capitalized on the soft skills training offered while at Cadence and
attended 29 classes during his tenure there--10 of those classes were sales
skills focused. He developed and taught Sales Engineering skills for 7 years at
Cadence before starting Bottom-Line Training. As a result of Cadence's
investment in their employees, they grew from a small, private company to
the number one, public company in the EDA industry during Rob's tenure.
Rob has delivered Sales Skills training around the world to Sales Engineers
from all technology disciplines and has received critical acclaim.
Peter Thalmeir, Vice President Learning and Development
Peter has over 20 years of high-tech industry experience in several roles, such
as Sales Engineer, Sales Engineering Director, Training delivery, Product
Management, and Sales.
Prior to joining Bottom-Line Training, Peter worked with iBwave for 11 years.
iBwave was a start-up company with less than 20 employees when Peter
joined. He was the first Sales Engineer outside the North American market and
helped build the company to become the industry leader. At iBwave, Peter
excelled as a Sales Engineer and SE Director, built Sales Engineering Teams
all over the world, headed the Training & Certification department, and
developed and delivered numerous training and Certification sessions to
excellent reviews. Before iBwave, Peter also worked in the Wireless Software
Industry where he became an expert in the industry.
While at iBwave, Peter got the opportunity to attend and coach the training
delivered by Rob from Bottom-Line Training. He worked with Rob to customize
the workshop to meet the specific needs of iBwave, performed role play
demonstrations, participated in the workshop, and coached colleagues and
team members. Peter left thoroughly impressed as did the rest of the team
who provided rave reviews. As a result of the training, Peter saw a
substantial increase in revenue in his team, combined with reduced sales
cycles and demos, thus saving a lot of Sales Engineering time and cost
involved in selling.
To capitalize on the skills he adopted and polished in his previous careers and
to pursue his passion to help others’ excel, after Peter stopped working with
iBwave, he contacted Rob to join the Bottom-Line Training team. Peter is now
happy to excite Sales Engineers to drive business results just as he got excited
when he received the training from Bottom-Line Training.
Peter earned a Degree in Electrical and Electronics Engineering from the
University of Kempten in Germany (Fachhochschule Kempten).
Rich Brashears, Vice President Learning and Development
Richard Brashears has over twenty years experience selling, supporting, and
developing complex CAD/CAE software for use in the design of electronics. He
spent 7 years in technical sales roles working for Cadence Design Systems. In
technical sales, he started as an Application Engineer where he enabled
successful broad-scale adoption of constantly evolving software and service
solutions to leading electronics companies. While in that role, Rich was
awarded the “Most Outstanding Application Engineer” award two years in a
row. Rich also managed and directed teams of technical sales engineers and
helped drive the growth of Cadence from a small company to the leader in the
Electronic Design Automation (EDA) industry.
Most recently at Cadence, Rich served as a Corporate Vice President in
product development, building high-powered global software teams in Silicon
Valley, India, France, Russia, and Taiwan. He built and supported partnerships
with leading electronics companies including IBM, ATI, and Toshiba in order to
ensure development of software that exceeded the customers’ needs.
Brashears holds a B.S.E.E from the University of California at Berkeley.
Mark Toth, Vice President of Sales
Mark is a senior technology professional with over 18 years of broad
marketing and business development experience in the computer systems and
semiconductor software industries. Mark has extensive experience helping
companies align their business and technology objectives with their end-
customer requirements. He is passionate about enabling client-partners to
achieve their business and technology objectives and understands how to
positively impact their bottom-line.
Prior to joining Bottom-Line Training, Mark spent over 15 years helping
Cadence Design Systems grow from a small software company to the EDA
industry's leading provider of design automation tools and services, with
revenues of more than $1.5 billion. He began his EDA career in sales and later
moved on to increasing levels of responsibility in strategic alliances, operations
and corporate strategy, ultimately earning an executive staff position reporting
to then-president and CEO, Ray Bingham.
Mark earned degrees in Information Systems and Business Administration
from The University of Akron prior to moving to Silicon Valley. He now lives in
San Jose with his wife and twin boys.
Copyright © 2003 - 2017 Bottom-Line Training