Brian Long Email & Phone Number

Dayton, Ohio Area

· Managed the process of getting sales leads, requests from client attorneys for services and cultivating the data for submission to the sales force· Trained, hired, and managed a team of contractors to process client leads · Inspected lead routing quality to ensure the error rate was under 1% and reassigned leads as necessary· Refined lead qualification questions, rules and timeline to improve qualification rates· Inspected Sale’s department pipelines to ensure timely follow-up on leads

· Managed the process of driving client retention, up selling and new business for the Research and Practice Management solution lines● Administered a territory consisting of approximately 1200 small law firms in the North Carolina, South Carolina. and Georgia Region with a revenue base of approximately $2.6 million in online and print services ● Developed the business relationship with the firms by offering new products and services using a variety of unique marketing techniques and campaigns ● Renewed contracts and partnered with four field sales executives to identify new business opportunities· Exceeded 104% of the territory’s revenue goal · Escalated the territory’s goal from 85.4% to 99.4% of the plan

· Managed an account base of 20-40 customers billing $5000 to $125,000 a month · Developed detailed territory plans, including account plans for large customers, which identified customer contact strategies and customer business needs· Proposed Voice communication solutions that met the Account Executive’s revenue growth, sales, and sales activity goals

Mba, Marketing

Bs, Hr Mgt