UNC Kenan-Flagler Business School

Shaping Leaders, Driving Results

UNC Kenan-Flagler Business School

Alston Gardner

Lecturer (part time) of Strategy and Entrepreneurship

Kenan 402
CB #3490
Chapel Hill, NC

 office: (919) 843-5482

Alston Gardner teaches “Introduction to Sales” in the MBA and BSBA programs at UNC Kenan-Flagler.

He was the founder and CEO of OnTarget, Inc. a leading sales training and consulting firm. Under his leadership, OnTarget grew from a start-up to $75 million in revenue and more than 100 professionals in 15 countries. Its clients included Hewlett Packard, Cisco, Dell, Microsoft, Siemens, Deutsche Telekom, IBM, Bell South, Cable & Wireless and many other leading technology and telecommunications companies. Siebel Systems acquired OnTarget in 2000.

Prior to founding OnTarget in 1989, Mr. Gardner held sales and sales management positions with Dun & Bradstreet Computing Services, Information Science and Automatic Data Processing.

His articles have appeared in industry publications, including, Sales and Marketing Management, Selling Power and Marketing Management. He co-authored two academic research papers: "Selling to Senior Executives" with UNC professor emeritus Jay Klompmaker and "Strategic Account Management" with Dr. Wesley Johnston of Georgia State University. He also wrote several top-selling commercial sales training programs, including "Target Account Selling," "Selling to Senior Executives" and "Managing Strategic Relationships."

Mr. Gardner is a principal in Fulcrum Ventures, LLC, an Atlanta-based private equity firm focused on providing growth capital to emerging growth companies.  He was a founding board member of Chatham Capital, an Atlanta-based mezzanine finance firm. He helped organize and served as director of North Atlanta National Bank from 1999-2003.

He serves on the boards of several start-ups including Sageworks, Bandwidth.com and BioPheresis Technologies.

Mr. Gardner received a BA from UNC and attended executive programs at Harvard Business School, Stanford University, University of Virginia and the Aspen Institute.