UNC Kenan-Flagler Business School

Shaping Leaders, Driving Results

UNC Kenan-Flagler Business School

Alston Gardner

Lecturer (part time) of Strategy and Entrepreneurship

CB 3490
Chapel Hill, NC

 office: (919) 843-5482


Alston Gardner teaches sales courses at UNC Kenan-Flagler.

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."

He is a venture partner in Fulcrum Equity Partners, an Atlanta-based private equity firm focused on providing expansion capital to rapidly growing companies.

Mr. Gardner 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 1999.

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 also held held sales and sales management positions with Dun & Bradstreet Computing Services, Information Science and Automatic Data Processing.

Mr. Gardner's UNC activities include the Chancellor’s Innovation Circle, UNC Kenan-Flagler of Board of Visitors and the Kenan-Flagler Foundation Board. He served on the steering committee for the Carolina First Campaign, chaired the University’s Advisory Board and helped lead efforts to build the FedEx Global Education Center.

He received a BA from UNC, completed a post-baccalaureate certificate in Psychology at Columbia University and attended executive programs at Harvard Business School, Stanford University, University of Virginia and the Aspen Institute.