Vorsight Leadership Team
David Stillman | Co-Founder and President
“The most important part of the sales cycle is the part that happens before the first appointment”
– David Stillman
It is David’s passion for building successful businesses, his critical thinking skills and methodological approach to overcoming challenges that has made him highly sought after by C-level executives who want to build highly effective, top revenue-generating sales teams. David works closely with Vorsight clients to build partnerships and establish success metrics to drive measurable and lasting sales change. Whether this means restructuring the sales team or streamlining the entire presales process, David takes an active lead in guiding all Vorsight accounts so that they reach their goals in terms of quality and quantity of sales leads.
Since founding Vorsight in 2005, David estimates that the company has scheduled more than 4000 meetings for their clients, resulting in well over $30 million in revenue for these firms.
Along with co-founder Steve Richard, David personally conducts Vorsight training classes and development workshops, teaching sales teams how to “get through the right doors, faster” than they could on their own.
Before founding Vorsight, David was Vice President of Business Development for Fortegis, where he led the outbound sales effort from lead generation to negotiations and contract.
Prior to Fortegis, David was Director of Sales for Corporate Executive Board, a best-practices research firm in Washington, DC, where he managed all aspects of the sales process and served as the primary point of contact to Fortune 1000 company executives. This close interaction helped David to build a solid understanding of the challenges faced by senior sales executives, which he would later apply to Vorsight’s over-arching sales ideology. David was instrumental in establishing a new team of elite cold callers responsible for penetrating companies and identifying decision makers. Under David’s direction, this team converted 35% meetings to closed sales, resulting in recognized revenue in excess of $2 million.
David received his BS in Economics from the University of Michigan. His expertise in statistical modeling has been the backbone for his professional development.
David loves the outdoors and traveling. In the winter, you can find him on the slopes, and in the summer, on the beaches. Each year David travels to New Zealand to visit his brother, and makes at least one or two other yearly international trips. Newly married, David lives in Arlington, VA with his wife Neha.
Steve Richard | Co-Founder & Managing Director
“I enjoy taking the trepidation out of cold-calling. It’s a joy to see people who were petrified pick up the phone and break through the fear and anxiety that was stopping them from being successful.”
– Steve Richard
Known to clients as “The Meeting Scheduling Guru”, Steve is responsible for on-site training and development workshops for all Vorsight clients, as well as managing our team of inside sales professionals. Steve works closely with Vorsight sales managers to structure their cold calling teams, and then trains these sales teams how to set up more, better qualified appointments. Steve works with our clients to establish goals, evaluate metrics and analyze results.
Prior to co-founding Vorsight with David Stillman in 2005, Steve was Associate Director of Business Development for Growth Strategy Partners, where he was responsible for identifying new opportunities and fostering relationships with new clients through consistent and innovative sales and marketing activities. Steve also supervised the entire lead generation and sales processes including the design and management of the company’s CRM.
Before Growth Strategy Partners, Steve worked with Corporate Executive Board, a best practices research firm in Washington, DC where he focused on business process improvement, portfolio prioritization, and information technology and business alignment. He also scheduled meetings with 89% of his prospect account list, which generated $3.5 million in sales for the company.
As an undergraduate business student at Georgetown University, Steve excelled at the case approach, preferring to work hands-on with real business problems than hypothetical scenarios. By formulating formal case presentations he began to cultivate his expertise in succinct verbal communication, which he has applied to finely honed cold calling techniques.
Before embarking on his Sales career, Steve spent several months working on Capitol Hill in the office of Senator Joe Lieberman.
Steve volunteers at the Columbia Lighthouse for the Blind as a sighted person for visually impaired people. He has also volunteered for the DC schools as a tutor to elementary school students. He lives in Arlington, VA with his wife Ellen, a 5th grade teacher, to whom he attributes his success as a trainer. Together they take advantage of all the nation's capital has to offer, from miles of running trails to museums and area dining. They also enjoy the outdoors, scuba diving and camping.
