Sold and delivered marketing workshops to VP and C-level executives in Fortune 1000 companies or larger. Led “Science of Selling” marketing initiatives throughout the US, UK, Germany and Switzerland. Products I consulted on included services, technology products (hardware, networks, software), and covered multiple industries (high tech, publishing, graphic arts, and more).
Detailed Description
Key Sales Accomplishments: • Grew corporate relationship with GE from $36K to annual bookings of $150K in consulting services. • Cultivated an excellent relationship with Compaq Computer Corporation, beginning with local services at $80K. and expanding contract to national locations with bookings of $250K annually. • Increased new services revenue $4M within 24 months by co-leading development of 2 new products. • Generated +$400K in new sales through new contracts with accounts such as Agfa-Geveart, Reed Elsevier, Iron Mountain, Telcordia Communications, Cable & Wireless, SITA, and RSA Security • Aided partners in closing key accounts with McGraw Hill Companies, NetG, and Thomson Learning leading to $200K in revenue. • Achieved an average $300K-$400K in annual sales during entire tenure. World leader in the integration of skills, content and process for improved sales effectiveness.
Key Accomplishments for Clients: • Increased critical product pipeline 300% in 6 months in a 20% industry downturn • Used one widely implemented tool to decrease European product demonstrations by 50%, while increasing the demo close ratio from 1:10 to 4:10. • Instrumental in achieving a 3.5% productivity increase in first 9 months resulting in $63,000 in incremental revenue per sales representative, and increased Strategic Account revenues by $2.6m • Developed useful selling content for sales teams in very short periods of time which followed a common format.
Negotiated and closed high yielding contracts with top tier industry leaders. Collaborated with company President and other partners to develop new offerings and upgrade existing workshop materials. Worked with upper management of client business to exceed their continuous improvement objectives. Initiated a web-based qualification tool to generate online leads resulting in 8 new projects within 12 months. Authored proposals detailing customer issues, potential solutions and the ROI for moving forward.
