Dan Gottlieb Email and Phone Number

Focused on sales tech market coverage and AI for sales research.

Gartner "expert" covering revenue technology strategy and innovative methods for generating sales pipeline.Coverage keywords: Revenue Operations, Sales Technology, AI for Sales, Generative AI for Sales, Revenue Technology, Sales Development, Pipeline Generation, Prospecting, Account-Based

Integrated into Gartner for Sales Leaders. Won the sales practice "Outstanding Performance in a Key Role" award for FY 2021.

-- Gartner acquired TOPO, the leading sales and marketing advisory firm focused on high-growth technology companies --Led Sales research at TOPO. Coverage areas included: sales enablement strategy, sales development strategy, account-based, revenue operations, and extreme value selling. Example research published:- Revenue Operations Framework- Sales Leadership Report 2020- Sales Enablement Framework & Leadership Report 2020- Sales Enablement Technology Market Guide 2020- Sales Development Benchmark Report- Sales Engagement Leadership Report- Extreme Value Messaging & Sales Process

I built playbooks, facilitated workshops, delivered training for high-growth sales and marketing teams.

Acted as the interim Sales Development director and content marketing strategist for Q4 2017 top of funnel activities for a pre Series-A funded SaaS business.Sales Development:- Matured Sales Development program with 1:1 coaching focusing on: activity plays, time management, and content enablement- Conducted content analysis and created a comprehensive strategy for top of funnel content activities; adopted as best practices- Facilitated 2018 revenue planning offsite and brainstorming session- Developed internal capacity around alignment between sales development and content strategyContent Strategist:- Devised a comprehensive outreach strategy for a large industry conference; associated with $350K of total ACV in pipeline- Soup to nuts design and execution of a webinar; attendees were 97% engaged and the webinar boasted an 80% attendance rate- Created 7 specific content assets to support outbound sales efforts

In addition to my client-facing responsibilities as an interactive soft-skills trainer, I served as the interim Sales Development and Enablement director. I provided ongoing business development, sales pipeline and marketing strategy coaching for a cadre of soft-skills trainers.- Directly responsible for quarter over quarter 100% increase in average deal size in Q3 and Q4 2017- Tightened sales forecasting and reporting to increase pipeline visibility and increase deal velocity; shortened sales cycle to just over 30 days- Led 1:1 deal coaching with a focus on mid-funnel best practice habit building and improving our conversion opportunities

- Facilitated sales kick-offs/ trainings, co-developed content with executive leaders for 45 client-facing colleagues; aligned to training needs as determined by executive team- Facilitated customer journey mapping activity to improve customer experience and cross-functional relations; simplified sales to accounts handoffs and improved internal teamwork-Led iterative skills trainings for SDR team focused on soft skills development- Led "Marchitecture" project to help champions educate IT internally- Created on-demand visual sales assets and pricing guides; attributed to $500K in Q1 and Q2 '17- Generated over $300K in Closed Won TCV and an additional $500K in qualified pipeline

- Advised Delaware state-level educators on change management communication strategies; impacted over 200,000 students and 10,000 educators across the state. Relationship > $1 million TCV- Guided marketing to write case-studies for MOFU and BOFU needs; linked to $2 million+ ACV- Innovated event centric demand-gen activities in focus states; attributed to over $150K ACV- Negotiated co-selling channels with 8 VARs in NY, CT; adopted as core strategy, generated $750K ACV-Designed internal"Unconference" to facilitate collaboration; attended by 200+-Co-designed blended learning onboarding program for new hires (100+) on market and product-Championed culture: hosted the talent show and edited the internal company newsletter-Co-facilitated training workshops for auditoriums full of teachers and administrators-Designed efficient 45 minute training workshops on high impact topics: challenger selling, competitive positioning, social selling, prospecting- Developed a deep, functional understanding of pedagogical themes and strategies- Spearheaded "Flipping the Demonstration" blended-learning sales presentations- Partnered with sales and product leadership to develop sales kickoff content for 50+ people- Cultivated a best practices digital feedback loop for sales (50+ people) to share insights and field stories

I wore many hats for an early stages start-up that developed a platform for small businesses to automate loyalty programs linked directly to customer credit cards, as well as provide valuable insights into customer spending patterns. Responsibilities included:Sales Operations: -Scaffolded original sales process; implemented Salesforce to support and measure activity.-Designed on-boarding content for sales reps, clients and ongoing client/ rep success. Social Media Consulting & Customer Support: Helped partner businesses build or enhance a sustainable Twitter and Facebook presence to support the growth of their loyalty plans. Sales Enablement / Training: Coordinate, engage, motivate and support an 8 person sales team in DC. Activities include onboarding, training, supporting and educating sales reps and support them from HQ while in the field. Other "hats worn:" Inside Sales, Outside Sales, Business Development, Event Planning, Creative Marketing, Human Resources & Training Development

Business Development: Consulting companies on how to grow their business by using print and online advertising, email marketing, and event sponsorships with the Washington Business Journal.Public Relations: Advising companies on best practices for getting editorial coverage and PR in the newspaper.Project Management: Working with team members on planning, implementation and completion of department projects and tasks.