Jurgen Heyman, Chief Executive Officer

Jurgen joined Sales Performance International in January 2011 to head our European Operations in Brussels. His passion for process and client success led to his promotion into his current role of overseeing SPI’s global operations.

Jurgen is an expert in buyer-aligned sales process development and value-based customer conversations. He has led client relationships and served as a lead consultant to numerous large global clients. He is a regularly invited guest speaker in business school programs and a coach for technology startups.


Doug Handy, Chief Financial Officer

Doug is SPI’s Chief Financial Officer. Since 1999, he has been responsible for the overall financial management of the company. Doug manages day-to-day activities including financial reporting, treasury management, accounting, IT, forecasting, planning, and investor relations.



Robert Kear, Chief Technology Officer

Robert leads product development and innovation at SPI. He has more than 20 years of extensive, hands-on experience in all facets of technology management, including marketing, sales, software engineering, professional services deliver and P&L accountability.

Robert is a published author of distinguished thought leadership white papers, and articles in leading industry trade periodicals. Additionally, he teamed with SPI founder, Keith Eades, in the co-authorship of The Solution-Centric Organization.


Tim Sullivan, Corporate Vice President of Business Development

Tim brings over 25 years of sales, marketing, and management consulting experience to his role as Director of Business Development at Sales Performance International. He brings a wealth of knowledge in the areas of sales process, account management, and sales management effectiveness.

Tim is especially gifted working with clients in the early stages of a project to identify the root cause of their sales performance issues and crafting solutions that make sense in their unique situation. Tim is a sought-after speaker and author on advanced sales and marketing topics, and is co-author of The Solution Selling Fieldbook and The Collaborative Sale.


Lawrence Lee, Vice President, GM of Greater China

Lawrence is SPI’s General Manager in Greater China. He was born in Hong Kong and has over 30 years of international experience in senior management positions.

Lawrence has had extensive involvement in environmental, telecommunication, consumer electronics, and training industries. He also has experience in selling, sales force management, strategic partnerships, market operations, and organization alignment.


Steven Vantongelen, Corporate VP of SPI Europe

Steven is the Corporate VP of SPI Europe. He has worked with senior management teams of leading edge organizations including Dell, Dimension Data, Business Objects, Exxon, Versatel, and Siemens Business Services. Steven has held several sales and management roles and has personally coached sales executives, sales management, and general management on the principles of personal success, sales, sales management, and Solution Selling®.

Dorthy Wood, Director, Customer Success Group, North America

Dorthy has been with SPI since 2006 and has been in various roles from Marketing to Program Management. She is currently the Director of our Customer Success Group in North America. Dorthy provides our teams and clients with best practices in change management, measurement, and the use of technology to drive adoption. She is dedicated to working with our systems and teams to deliver measurable results to our clients.


Julia Hienzsch, Operations Manager, SPI Europe

Julia joined SPI in March 2012 and is responsible for running the operations as Deputy Managing Director & Operations Manager at the European Office. She is part of the Customer Success Group at SPI and her background has been built around managing customers and ensuring their success.

Julia manages the day-to-day activities within the office, supporting the sales transformation projects of customers and guiding, developing and supporting the team of employees, contractors and partners of SPI Europe.


Koen Abbeel, Director, Customer Success Group, SPI Europe

Koen joined SPI in January 2016 as director of SPI Europe’s Customer Success Group. His expertise revolves around change management and strategic transformation of international sales organizations. He has managed sales transformation programs within different sales models (B2B, B2C, Direct, Indirect) and industries including Technology, Logistics, Industrial, Facility services, Healthcare and Financial services.

Koen has a Bachelor’s Degree in Political and Social Sciences and a Master’s Degree in Communication Sciences from Ghent University.


Free Reference Chart

Download this useful infographic that illustrates the different personae used by effective sellers.