My mission is to develop new customers and new opportunities with assistant customers.

Primarily I retained existing customers and brought in new customers. My approach was asking open ended question to discovering what customers need and tailoring standard and custom solutions to fit the application. I built a solid book of business and maintained the best closing rate on incoming leads from new customers. Over time I ended up covering these other roles which took up 40% of my time: Applications Lab Manager, support Customer Service by troubleshooting systems, on-site laser installs, train customers and train new sales engineers (which is a double edge sword because they were always recruited).RMI Laser put me through two years of intensive Sandler Sales Training which turbo charged my career. Message me if you have questions about Sandler Training. Laser sales is not just selling hardware, it's selling software too. Laser Marking Systems are boat anchors without software. I became adept at simplifying complex hardware and software concepts to conduct demos that resonated with the customer or prospect's pain points to win business.

I prospected and closed 300 new accounts during my time at Foothills Creations. I became a fearless and resourceful cold caller. I negotiated a product licensing agreement with HBO and gained access to a big new market in Japan by closing a large Japanese based distributor. These efforts increased revenue beyond the expectations of my employer.Other roles filled at Foothills: Writing the content that Foothills used in PR, social media, web sites, videos and marketing to retailers. Managing the customer database. The owner also depended on me to troubleshoot malfunctioning manufacturing equipment after I showed an aptitude for that.

Sales (mostly cold calling in person), design and system integration of security systems . • Designed and integrated a wireless, IP-based camera system at a $25M Middle School construction site. Used to remotely verify intrusion alarms. This system was so innovative that industry magazines covered it's successful deployment and it became the signature system for the company.

Security Systems Manufacturers’ Rep firmPrincipal / Co-Owner• Formed a Manufacturer’s Rep firm to provide the highest quality products and services in Colorado, Utah and Wyoming. • Represented MDI Security, STR Security, Orion Images, TOA Electronics, Exacq Technologies, Armida Technologies, Arecont Vision, Optelecom-nkf, Critical Imaging, Optex, Inter-tel and Videolarm.We specialized in IP based solutions. Each one of these manufacturers provided technical and sales training that I always took full advantage of. Notable sales accomplishments are the IP based access control system at the Air Force Academy and the largest Megapixel IP Surveillance System installed to date. I wrote proposals to business owners and white papers.

Elform was the exclusive North American distributor of Nippon Graphite heat seal connectors for glass flat panel displays. When I started 90% of the business was with Motorola Paging. Elform did not have sales collateral and technical manuals so I took it upon my self to create those materials. Then, primarily using trade shows and networking I prospected and closed dozens of handheld electronic device manufacturers (e.g. Kodak cameras and Three-Five Systems display modules for cell phone) and increased revenue despite continually declining revenue from Motorola Paging. I’ve had formal training in Negotiation (at the University of Chicago Graduate School of Business) which came in handy negotiating yearly purchasing agreements with our customers. Like anything else daunting, negotiation is a lot less stressful if you have a solid methodology and a plan.In 2002 Elform transitioned to selling biometric fingerprint products such as sensors, embedded modules and Active Directory identity verification software. I wrote biometrics design guides, white papers on biometrics for lay people and proposals. A notable accomplishment was I collaborated with a channel partner to close Denver International Airport on biometric fingerprint systems to secure sensitive areas.