Advisors
MOTOR'S focus on providing fulfilling and stimulating events and instruction is supported by a group of experienced and talented Advisors who assist in many ways. MOTOR'S advisors help create and design events, and also have a heavy hand in the construction of curriculum taught through Club MOTOR'S Management Development Program. Below is a description of those who help create the MOTOR experience for its member Managers.
Risa Goldberg
I started my career as an advertising salesperson in the media industry and quickly progressed into sales management roles. Having worked for major national media properties like Elle, I gained incredible hands-on experience in media, sales, marketing and advertising. I was also able to get a good sense of who succeeded and who didn’t, and why. I carefully observed the qualities in people who rose through the ranks and were the most successful. What makes a great salesperson or marketer? What type of sales leader is the most effective?
After almost 10 years in advertising sales, I decided to make a change and establish a recruiting firm in the business I knew best…media. Over the past 20 years, my firm Media Recruiting Group has been focused on digital media sales, marketing, account management, ad operations and related searches, and expanded beyond into the media technology, ad technology and SaaS industries. This has resulted in our becoming one of the premier executive search firms focused in digital in the U.S. My firm is committed to making the best possible matches between companies and candidates. As one of the most well-known recruiters in the media industry, I know firsthand what it takes to make it in these industries. I am thrilled to be a part of Club MOTOR. My passion is inspiring people to find work they love and to reach the greatest potential in their careers.
Besides helping develop expert Club MOTOR curriculum and assisting in the overall MOTOR mission, Risa is co-founder and owner of Media Recruiting Group, a New York area based search firm. Learn more about Risa through her LinkedIn profile.
After almost 10 years in advertising sales, I decided to make a change and establish a recruiting firm in the business I knew best…media. Over the past 20 years, my firm Media Recruiting Group has been focused on digital media sales, marketing, account management, ad operations and related searches, and expanded beyond into the media technology, ad technology and SaaS industries. This has resulted in our becoming one of the premier executive search firms focused in digital in the U.S. My firm is committed to making the best possible matches between companies and candidates. As one of the most well-known recruiters in the media industry, I know firsthand what it takes to make it in these industries. I am thrilled to be a part of Club MOTOR. My passion is inspiring people to find work they love and to reach the greatest potential in their careers.
Besides helping develop expert Club MOTOR curriculum and assisting in the overall MOTOR mission, Risa is co-founder and owner of Media Recruiting Group, a New York area based search firm. Learn more about Risa through her LinkedIn profile.
Adam Kapel
Over the last twenty years, I have been fortunate to build a career spanning senior marketing, sales and account management roles. Whether at large companies including Microsoft, Thomson or IPG or in the fast-moving adtech world with Atlas, Mixpo, Taykey and Velti, I have worked with great people on some very hard business problems.
One thing has remained constant across these experiences – my passion for developing people and their careers. I’ve taken every opportunity to introduce a new technique, share a bit of experience, offer coaching on how to accelerate their careers or just be a good listener. And in sharing the smallest bit of knowledge I received twice the value back to me because I learned something new as well. Every time.
Today’s young sales and marketing managers have all the skills and more than we did just a decade ago. They are motivated. They crave responsibility. They want to excel. That is why I am part of Club MOTOR. I want to help even more people accelerate to their goals. My greatest career accomplishments are the people that have worked for me over the years, out there in very senior roles, using even just the smallest technique I shared. I certainly can’t take credit for their success, but I take pride knowing I was helpful along the way.
I find the best learnings are simple, structured, usable instantly and resonate forever. There is no better approach for sharing this information than Club MOTOR. The combination of face-to-face sessions plus coaching, plus ongoing information, plus networking is unlike anything else I have seen. I am excited to be part of Club MOTOR and even more excited to be part of its impact on tomorrow’s senior sales and marketing leaders.
Besides helping develop expert Club MOTOR curriculum and assisting in the overall MOTOR mission, Adam is a Managing Partner at metro tribal, the story development agency. Learn more about Adam through his LinkedIn profile.
One thing has remained constant across these experiences – my passion for developing people and their careers. I’ve taken every opportunity to introduce a new technique, share a bit of experience, offer coaching on how to accelerate their careers or just be a good listener. And in sharing the smallest bit of knowledge I received twice the value back to me because I learned something new as well. Every time.
Today’s young sales and marketing managers have all the skills and more than we did just a decade ago. They are motivated. They crave responsibility. They want to excel. That is why I am part of Club MOTOR. I want to help even more people accelerate to their goals. My greatest career accomplishments are the people that have worked for me over the years, out there in very senior roles, using even just the smallest technique I shared. I certainly can’t take credit for their success, but I take pride knowing I was helpful along the way.
I find the best learnings are simple, structured, usable instantly and resonate forever. There is no better approach for sharing this information than Club MOTOR. The combination of face-to-face sessions plus coaching, plus ongoing information, plus networking is unlike anything else I have seen. I am excited to be part of Club MOTOR and even more excited to be part of its impact on tomorrow’s senior sales and marketing leaders.
Besides helping develop expert Club MOTOR curriculum and assisting in the overall MOTOR mission, Adam is a Managing Partner at metro tribal, the story development agency. Learn more about Adam through his LinkedIn profile.
Randy Kilgore
My father was in the advertising business most famously with N.W. Ayer & Sons in Philadelphia before they moved to NY and so I began getting exposure to this industry we love since I was a wee un. It's too frightening to say how long I've been in the business, but lets just say it spans from around the time MASH ended and Microsoft launched Word to now. I started in the agency world and moved over to the publishing side in a sales capacity somewhat early on. My experience ranges from print to international to digital and from large companies like Gannett where I am now to the start up Tremor Video where l lived the start up life for eight years.
Everyday I still learn new lessons about what it means to be a manager, a leader, and a person. One tries to balance the three while improving at each. Whenever I hear "so and so" is a great manager my ears perk up and I want to know more about why. It's a never ending journey, but for sure what is missing are more resources for managers learning to avoid the famous Peter Principle. This is especially true as the digital industry has spun up "success stories" so quickly over the last decade. Sellers are promoted based on selling success, the millennial mindset, and a need to retain talent. So when I learned about MOTOR, I was excited about its mission and flattered to have been asked to be involved. Managers of all levels need more tools, but especially those in the early stages of their development. I hope that I've contributed to the skill sets of folks who have matriculated under me. My efforts have been focused on listening to their needs, looking for teaching moments, bringing to bear internal and external resources, and not trying to create cookie cutter solutions. By supporting MOTOR, I hope to make a broader impact on our industry's future leaders.
Besides helping develop dynamic Club MOTOR curriculum and assisting in the overall MOTOR mission, Randy is the President of National Sales at Gannett and can be found enjoying a round of golf and the first few days of his young daughter, Mia. Learn more about Randy through his LinkedIn profile.
Everyday I still learn new lessons about what it means to be a manager, a leader, and a person. One tries to balance the three while improving at each. Whenever I hear "so and so" is a great manager my ears perk up and I want to know more about why. It's a never ending journey, but for sure what is missing are more resources for managers learning to avoid the famous Peter Principle. This is especially true as the digital industry has spun up "success stories" so quickly over the last decade. Sellers are promoted based on selling success, the millennial mindset, and a need to retain talent. So when I learned about MOTOR, I was excited about its mission and flattered to have been asked to be involved. Managers of all levels need more tools, but especially those in the early stages of their development. I hope that I've contributed to the skill sets of folks who have matriculated under me. My efforts have been focused on listening to their needs, looking for teaching moments, bringing to bear internal and external resources, and not trying to create cookie cutter solutions. By supporting MOTOR, I hope to make a broader impact on our industry's future leaders.
Besides helping develop dynamic Club MOTOR curriculum and assisting in the overall MOTOR mission, Randy is the President of National Sales at Gannett and can be found enjoying a round of golf and the first few days of his young daughter, Mia. Learn more about Randy through his LinkedIn profile.
Lee Kirkpatrick
During my career as a CFO and COO of high growth companies, it is abundantly clear that effective and strong sales management and leadership is the biggest driver of revenue growth. No kidding, right? Sales results are measurable and the independent variable is sales leadership. Many of us have experienced the situation where the same offering is sold to generally the same type of customers, yet one sales executive, team, or region performs far better than others. The reason why is simple: effective sales management and leadership is at play driving the better results.
Another clear learning is the cost of sales leadership. At a prior company for whom I served as CFO, we calculated the cost of losing a trained sales executive; against an individual quotas of $1.5 million each, our number crunching showed the cost of losing a top performing rep was $450k. It is widely understood that a strong manager understands how to retain top talent, and keep revenue performance strong. The corollary is that the ROI on training and investing to ensure you have an effective sales team is quite high.
I have also learned that investing my time to ensure sales leadership has a strong understanding of financial management principles pays dividends. We are in a data driven world and understanding the financial plans, key metrics and sales operations best practices are important for any sales leadership success. I am excited to be contributing to Club MOTOR and helping craft a strong financial management and operations curriculum; my goal is to ensure members understand the broader financial workings of their organizations and as importantly, know the questions to ask if they do not.
Besides helping develop dynamic Club MOTOR curriculum and assisting in the overall MOTOR mission, Lee is CFO at Twillo, Inc., and can be found on his mountain bike in Marin, CA on weekends. Learn more about Lee through his LinkedIn profile.
Another clear learning is the cost of sales leadership. At a prior company for whom I served as CFO, we calculated the cost of losing a trained sales executive; against an individual quotas of $1.5 million each, our number crunching showed the cost of losing a top performing rep was $450k. It is widely understood that a strong manager understands how to retain top talent, and keep revenue performance strong. The corollary is that the ROI on training and investing to ensure you have an effective sales team is quite high.
I have also learned that investing my time to ensure sales leadership has a strong understanding of financial management principles pays dividends. We are in a data driven world and understanding the financial plans, key metrics and sales operations best practices are important for any sales leadership success. I am excited to be contributing to Club MOTOR and helping craft a strong financial management and operations curriculum; my goal is to ensure members understand the broader financial workings of their organizations and as importantly, know the questions to ask if they do not.
Besides helping develop dynamic Club MOTOR curriculum and assisting in the overall MOTOR mission, Lee is CFO at Twillo, Inc., and can be found on his mountain bike in Marin, CA on weekends. Learn more about Lee through his LinkedIn profile.
Jeff Lundwall
In today's media, marketing and technology landscape, companies are not spending the time and resources of years past to uncover and develop the next generation leaders in our industry. For this reason, the role of a manager can be a lonely place in these ever flattening organizations. Further complicating the issues is a lack of guidance for aspiring managers; internal colleagues may be too competitive and their managers might perceive weakness if seeking counsel internally. Friends and family are supportive to be sure, but may not understand the dynamics of an ever shifting landscape of competitors, challenges, and opportunities.
Club MOTOR addresses these issues by bringing together self-selecting managers with the desire to be great. The environment is collaborative and collegial allowing for sharing and growth, development and discovery. I look forward to being a part of Club MOTOR, sharing what knowledge I can about professional growth, and meeting some interesting and inspiring future leaders along the way.
Besides helping develop dynamic Club MOTOR curriculum and assisting in the overall MOTOR mission, Jeff is currently a Managing Partner at Mercury Group, a retained search firm, and spends his free time sailing, kiteboarding, cycling, surfing and snowboarding. Learn more about Jeff through his LinkedIn profile.
Club MOTOR addresses these issues by bringing together self-selecting managers with the desire to be great. The environment is collaborative and collegial allowing for sharing and growth, development and discovery. I look forward to being a part of Club MOTOR, sharing what knowledge I can about professional growth, and meeting some interesting and inspiring future leaders along the way.
Besides helping develop dynamic Club MOTOR curriculum and assisting in the overall MOTOR mission, Jeff is currently a Managing Partner at Mercury Group, a retained search firm, and spends his free time sailing, kiteboarding, cycling, surfing and snowboarding. Learn more about Jeff through his LinkedIn profile.
Eric McNulty
I have a passion for helping leaders and their organizations discover their true purpose and achieve great things. Over more than 30 years, I have seen the best and worst of it. In my work, I distill this experience and the collective wisdom of executives, academics and other thought leaders into pragmatic and, at times, provocative guidance. Among the most common shortcomings I have encountered is the failure of organizations to properly prepare people for the challenges of management and leadership. This is why I am so excited about Club MOTOR.
In my early career I held various communications roles, including supporting media sales groups, in New York and Boston. For the past 18 years I have worked at Harvard University, first at Harvard Business School Publishing and then at the National Preparedness Leadership Initiative (NPLI). I have been fortunate to work directly with thought leaders such as Amy Edmondson, Gary Hamel, Michael Watkins, Marcus Buckingham, and many more. I currently teach leadership, crisis leadership, and negotiation and conflict resolution to graduate students as well as executive audiences worldwide.
I see Club MOTOR as emerging at an exciting time in professional development. The preferred models are becoming less corporately mandated and more individually driven and bespoke. Demonstrating competence at X standard competencies has given way to achieving proficiency reflected in engagement and performance. Club MOTOR’s structure and approach align perfectly with this.
Besides helping develop expert Club MOTOR curriculum and assisting in the overall MOTOR mission, Eric has written many articles and case studies for Harvard Business Review and other leading publications. Eric pens a regular on-line column at Strategy+Business. Learn more about Eric through his LinkedIn profile.
In my early career I held various communications roles, including supporting media sales groups, in New York and Boston. For the past 18 years I have worked at Harvard University, first at Harvard Business School Publishing and then at the National Preparedness Leadership Initiative (NPLI). I have been fortunate to work directly with thought leaders such as Amy Edmondson, Gary Hamel, Michael Watkins, Marcus Buckingham, and many more. I currently teach leadership, crisis leadership, and negotiation and conflict resolution to graduate students as well as executive audiences worldwide.
I see Club MOTOR as emerging at an exciting time in professional development. The preferred models are becoming less corporately mandated and more individually driven and bespoke. Demonstrating competence at X standard competencies has given way to achieving proficiency reflected in engagement and performance. Club MOTOR’s structure and approach align perfectly with this.
Besides helping develop expert Club MOTOR curriculum and assisting in the overall MOTOR mission, Eric has written many articles and case studies for Harvard Business Review and other leading publications. Eric pens a regular on-line column at Strategy+Business. Learn more about Eric through his LinkedIn profile.
David Morris
The idea behind Club MOTOR is rock solid for all kinds of managers, yet my experience reflects enthusiasm mostly for sales managers. The most valuable players in any organization are the talented individuals positioned between executive management and the individual contributors. In growing organizations this is usually a team of ambitious hard charging sales managers with tons of potential. All of whom want to move up the corporate ladder and ultimately run their own sales organization. The road to Head of Sales or CRO is not a smooth and straight freeway. There are turns, hills, bumps, tolls, exits, pile-ups, and a fair amount of traffic congestion to overcome.
The old saying "You can only go as fast as the person in front of you" need not apply to everyone. Through participation in Club MOTOR, sale managers will gain the skills and know-how needed to navigate through the tricky corporate labyrinth to come out on top. Club MOTOR provides a foundation of great managerial ideas and strategies, not to mention superb networking support along the way. Club MOTOR will be a challenging, fulfilling, and fun experience for all members.
Besides helping develop dynamic Club MOTOR curriculum and assisting in the overall MOTOR missions, Dave is dedicated to CBS Interactive as its Chief Revenue Officer. Prior, Dave has served in executive management roles at CNET Networks and Time, Inc. Learn more about Dave through his LinkedIn profile.
The old saying "You can only go as fast as the person in front of you" need not apply to everyone. Through participation in Club MOTOR, sale managers will gain the skills and know-how needed to navigate through the tricky corporate labyrinth to come out on top. Club MOTOR provides a foundation of great managerial ideas and strategies, not to mention superb networking support along the way. Club MOTOR will be a challenging, fulfilling, and fun experience for all members.
Besides helping develop dynamic Club MOTOR curriculum and assisting in the overall MOTOR missions, Dave is dedicated to CBS Interactive as its Chief Revenue Officer. Prior, Dave has served in executive management roles at CNET Networks and Time, Inc. Learn more about Dave through his LinkedIn profile.