History

Applied Principles, headquartered in Longboat Key, Florida, builds upon 28 years of experience in B2B sales and marketing.   Whether it’s diagnosing sales gaps, developing new sales channels or implementing sales and marketing programs, Applied Principles will utilize proven “principles” to help drive productivity and reduce selling costs for your organization.  President Mary P. Donato utilizes her previous experience from the following areas:

• As VP TeleWeb for Xerox Corporation, she grew the Inside Sales Channel from 200 people worldwide to over 1000+ associates generating $1.3B in revenue.

• As District Sales Manager, she led a field sales organization of 200 associates who were last in the country in profit to #1 within 2 years.

• As VP Worldwide Marketing for the fastest growing division at Xerox, she helped Xerox Business Services win the prestigious Malcolm Baldrige National Quality Award.

• As VP Sales Channels at Dun & Bradstreet, she implemented changes that delivered a 40% productivity gain within 6 months and drove double digit revenue growth earning her the Chairman’s Award. 

• For a Financial Services client, she designed and helped implement their TeleSales strategy that within two years has grown to 600 TeleSales reps delivering $81M in net new revenue to the company.


• For an Education and Training Services firm, she helped them increase the size of their new business client base by 33% over a 12 month period through tighter pipeline management, market segmentation and management processes.


• For the Institute for the Study of Business Markets, she developed and implemented a monthly webinar series providing additional benefits to member firms.

Mary is Associate Director of the Institute for the Study of Business Markets (ISBM) at SMEAL College, Penn State.  ISBM is a business-to-business “think tank” and center of excellence that is networked with researchers, educators and practitioners throughout the world. http://www.ISBM.org