I leverage a career spent delivering success with fresh, unorthodox strategies. I set out to bolster businesses with tailored transformation and change management, business process alignment, and strategic planning. Here are some results:$—I spearheaded the development of a $1.2M business pipeline.$—I assisted a retail company in evaluating its business processes, which resulted in a $2.5MM monthly cost reduction.$—Helped a managed service provider streamline their processes and decreased costs by 32%$—Forged lasting partnerships with executive management which decreased overhead by 17%Do you want these results? Call me!

I bring over two decades of experience in formal and informal settings. My areas of expertise are sales, leadership, business strategy, and life coaching.My credentials speak for themselves. I hold a Doctorate in Organizational Leadership from Regent University in Virginia Beach, VA, and a Master of Science in Organizational Leadership and Management from Regis University in Denver, CO. My Bachelor of Science from Excelsior College in Albany, NY, also included a concentration in Organizational Behavior. I am a strategic advisor in research for RISE: Research & Insight Based Strategic Enablement, a nonprofit think tank and business organization. In addition, I am a Certified Master Practitioner in Neuro Linguistic Programming and a Certified NLP Coaching from the Worldwide Institutes of Neurol Linguistic Programming.Interested? Book time specifically with me to talk about coaching. http://coachingwithdrtom.com/

Collect and analyze qualitative and quantitative data from sales, revenue and enablement leaders to provide insights to elevate the sales profession and drive revenue with quality enablement practices.

At The Sales Enablement Collective, I serve as an expert and mentor to individuals and organizations in sales enablement. Join our Slack community and never miss out again!

In this role, I presented thought-provoking sessions nationwide on learning, performance development, and leadership strategies, serving as a lightning rod to Cornerstone’s learning/talent management products suite. I provided operational strategies and tactical tools that helped people carry aspirational themes through to action, sharing step-by-step instructions such as prescriptions for asking great questions and building trust.* Presented more than 150 times, serving as an industry conference keynote speaker and earning high marks and a returning audience for being informational, educational, and entertaining. * Melded unique research and content in crafting presentations for Cornerstone executives, writing white papers, and blogging. * Promoted a culture of curiosity, inviting new questions and ideas, a culture that accepted “not knowing” but never ceased looking for answers. * Focused on talent management professionals in healthcare and higher education, with efforts helping fuel two-fold growth in the Healthcare vertical in 24 months.

I capped a varied and valuable tenure at Oracle in a role responsible for adding a new layer of training and measurement. My time here saw the company grow from a $2.5B organization to a $50B+ multinational tech company. At this time, I was tasked with countering strong competition, taking away our existing customers, and staying laser-focused on behavioral change and charting results. * Created and deployed a rigorous enablement program that served 1,000 new reps in one year, successfully negotiating a commitment to being able to work with new team members for their first eight weeks with Oracle. * Used and trademarked Progression of Performance, which targeted leading the indicators to selling and took Oracle from a raw to refined sales approach. * Followed 746 reps – many with a skill set outside tech – and logged results that included exceeding quota by $50M, which paid for the program. Achieved a quota average of 62% in year one, with programs designed/delivered by the team attaining quota attainment greater than 90% overall.* Realized a decreased time to quota from 14 months to 9 months. * Charted a doubling of average sales employee retention, from 1.8 to 3.6 years. With normal annualized attrition in sales hovering at 22%, attained an annualized attrition rate of 7.65% for those in the program. * Led a group of senior learning specialists who managed all phases of developing the learning process and enabled precise measurement of learning and development through sales performance, revenue, and retention.

Here I made a move up the enablement ladder to coach senior directors and above on how to be effective executive sponsors within the sales force. We were heeding growing corporate recognition that leaders needed to model the behaviors of the sales team. I trained somewhat reticent groups in multiple cities on being a trusted, customer-centric advisor – with rising customer sat scores bolstering the willingness to listen and learn. * Supervised a team of 10 senior professionals, executing targeted enablement programs that allowed both Sales and more than 300 in the executive community to grow from knowledge processing to deeper evaluation, which ultimately resulted in growing sales, revenue, and customer satisfaction.* Increased job satisfaction, organizational commitment, revenue, and productivity with the creation of a full lifecycle methodology for targeted enablement programs. The model has instructed the rollout of several programs since 2011.

Tasked with bringing new products into the steady diet of Oracle customers amid a proliferation of acquisitions, I managed a consulting organization with a team of 60 and a $20M+ P&L built from the ground up in a previous position. I was entrusted regularly with hefty challenges and turned a losing product into a 36% margin, stopping leakage and creating a new way of selling contracts that prevented friction and saved time. I directed all business development, proposal development, and final negotiations for professional services.

In this role, I piloted the transition from a product-centric to a solution-centric selling model, facilitating a far-reaching sales and implementation methodology for Oracle’s Collaboration Suite. With a $10M expectation for the product’s first year, the company closed $21M, directly impacted by the methodology and personal input to sales, including a $3M deal with Allstate.