Karen’s passion for sales started in elementary school when she sold Girl Scout Cookies. (The cookies were $1.25 back then, about twice the price of store-bought cookies.) The value proposition was clear; family, friends and neighbors liked the cookies and Karen raised money to go to summer camp on Catalina Island.
Karen took this love of “solutions selling” and her entrepreneurial spirit to capitalize on an unmet need in her hometown of Malibu, California. Karen and her sister were looking for revenue opportunities because they both wanted buy cars. At the age of 13 and 15, and a total investment of $400 from their savings accounts, Karen and her middle sister opened up the Rainbow Flower Cart. The cart was so well received that within a year they leased a small retail space in the same location and opened the Rainbow Flower Shop. Karen learned every aspect of business; sales, marketing, customer service, operations, finance, and human resources. Karen and her sister sold their business as they moved to Northern California to attend UC Berkeley and San Francisco State, respectively.
Four years later Karen aspired to put her Bachelor’s degree in Economics/Finance and sales experience to good use as a stockbroker. She looked for just the right firm to join but got a great offer to join several of her friends from UC Berkeley in opening a retail computer company called California Computer Options. This was in the very early days of personal computers, the computers where huge, two floppy disk drives and a neon green single color monitor. She joined the computer company and fell in love with all things technology related and had no idea that she would become a technology geek. Karen was the first female Certified Novell Network Engineer; this was a big deal in 1988. She had a terrific time building computers in the evening, after selling them to students and local businesses during the day. The business boomed during these years and continues to be a thriving technology consulting company today. Karen sold her interests in the company in 1993.
Between 1993 and 2015 Karen held senior leadership roles at Compaq Computer, Hewlett Packard, Unisys, Dun & Bradstreet and ValleyCrest Companies. Her largest personal sales quota was $58M and $6.2B as an executive leader. She has led teams from 50 to 550 in hardware sales, software sales, professional services, manufacturing, B2B services, reporting, training, software development, compensation, SaaS, and construction/property management services.
Karen has a proven track record in business transformations across multiple industries, functions and geographies.
PhD (abd) in Leadership Theories, Capella University 2006-2009
MBA with a Marketing Concentration, Pepperdine University 2000
BA; Economics & Finance, University of California at Berkeley 1986
- Predictive Index, Behavioral Assessment
- Predictive Index, Learning Assessment
- Predictive Index, Job Assessment
- Customer Focused Selling
- OnePage Business Plan
- Simmons School of Management, Strategic Leadership (Certificate)
- ASLAN, certified Coach
- Targeted Account Selling Methodology
- Sandler Sales Methodology
- Miller-Heiman Selling Methodology
- Holden Sales Training: New Power Base Selling/Fox Based