ABOUT OUR FOUNDER

Brian Casto is a senior sales executive and leader recognized for his ability to build adaptive high performance, motivated sales organizations and teams. His unique talents in leading field and inside sales teams across all customer industries are supported by his strong business acumen, pioneering spirit, competitive drive, and enterprising approach to strategic customer focused selling. Brian’s employees have recognized his confident inclusive leadership style and his superiors have always acknowledged Brian for his adaptive, resourceful, collaboration and direction. All have recognized Brian as a strong and motivating communicator.

Brian’s sales leadership and creative execution of a long term strategic vision, stem from 27 years of experience. In his most recent corporate position as Sales Director with SAS in Cary NC, he and the SAS Mid Market sales team he built closed 743 sales transactions in the first year, 268 (36%) were brand new customers to SAS. These 268 new customers will be customers for life and will drive hundreds of millions of dollars to SAS over time. His approach to combine efforts of Inside Sales, Field Sales and Business Partners produced those transactions efficiently, setting high productivity records at SAS. Brian has consistently met his vision of improving an organization’s longevity by economically fueling long term growth with satisfied and totally new customers.

Prior to building the SAS Mid Market, Brian built the vision and the organization for SAS Sales to Strategic Multi-National Large Accounts, for which he was recruited to SAS. He utilized all available resources and processes and invented new ones as needed, to drive higher customer satisfaction, retention, and revenue contribution. Aggressive hiring put Brian in a position to staff this venture with experienced large account skilled sales professionals that could effectively lead large complex sales opportunities.

Additionally, Brian as a Sales VP led the Strategic Accounts Sales organization in the US for Baan, an ERP software provider. ERP is an application critical to business operations. Brian and his team sold large complex ERP solutions to some of the world’s largest companies using large account selling methodologies, strong executive selling skills and complete account leadership.

At IBM he held many positions over a 20 year career. Starting as a Systems Engineer in Charleston WV, Brian built a strong understanding of the industry, technology, processes and products. During the growth period of the 80s, Brian taught new IBM Sales Reps and SEs, advanced selling techniques at IBM’s Entry Marketing Training Center in Dallas TX. His first management position was leading a field technical team responsible for IBM’s 9th largest customer in Seattle WA. Leveraging his strong leadership skills Brian followed this assignment with several sales management positions in Branch and Regional Sales Offices in Albuquerque NM and San Francisco CA. In the early 90s, Brian began his focus on Software Sales, leading teams responsible for IT and Client Server Solutions. In his last position at IBM, Brian built and led a large team of sales people responsible for the 50 largest software accounts in the Western half of the US. In that role, he and his team pioneered large account strategic software selling techniques, creative deal structures, and customer retention programs.

The foundation for Brian’s high integrity and strong work ethic were built when he was a police officer and the youngest Police Chief in the United States.

________________________________________________________________________

Areas of Specialization and Recognition

• Strategic Customer Focused Selling
• Team development and leadership
• Process Optimization
• Vision Realization
• Change Integration