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Leading Sales Coach & Sales Strategy, Enablement & Operations Consulting.​With a focus on personal development, self-awareness, and personal accountability, I've been helping people since 2005. Whether you are just starting out in B2B sales or you're a seasoned veteran and find yourself struggling to grow or really breakout big, I can help you build the plan to do it!Success in sales requires tons of knowledge, that is continually changing and a variety of unique skills. Many companies try to enable all sales people on all things and overlook one simple fact... relevancy. I can help your company deliver more effective enablement.Learn more at www.FYBY.pro

Advise executives on strategic initiatives and priorities relevant to my domain expertise.

Led a team of highly talented enablement people who designed and delivered the company’s first ever virtual sales kickoff serving all regions with live sessions around the globe including 18 zoom workshops with over 200 breakout sessions for 800 sales, SE’s and a large number of partners- Drove an effort to redefined sales competencies to include strategic talent acquisition; Hire for character, enable for skill- Promoted changes to the use of Salesforce CRM to improve visibility into run rate business and increase forecasting accuracy- Drove increased adoption of both communication and collaboration platforms to improve seller efficiencies

Presented and received approval from the COO of Enterprise Business to establish and launch the first ever Salesforce Enterprise Sales Coaching Program. Tasked with accelerating and amplifying the training and development of enterprise sellers through 1:1 and small group coaching sessions.Select Achievements:- Was a key enablement executive on the SFonSF team responsible for meeting with customers to lead best practices discussions on the design, delivery and adoption of Salesforce solutions- Defined the criteria for the Enterprise Sales Coaching program in order to deliver an estimated 91% greater revenue impact to the company. Identified the middle 60% of our sales force to determine program participants.- Engaged 23 sellers and 6 sales leaders in the Enterprise Sales Coaching program within the first 120-days in order to help them with maximizing their investment in sales technology.- Subsequent to the completion of the Enterprise Sales Coaching program, surveyed 12 participants—all 12 gave a score of 100% (5 out of 5) for value, 92% said they “Absolutely Would” recommend the coaching program to others.- Produced training videos on critical topics such as Account Planning and Extended Team Engagement. Initial training videos had 9,800+ views and drove over 685 hours of video training consumed.

Leading multiple teams of professionals from strategy, product marketing and executive programs supporting a $500M+ business and equipping our enterprise field sales teams across North America with the assets, plays, and training needed to confidently achieve their fiscal year targets and long-term growth goals. Working closely with senior sales leadership to support their strategic goals while bringing a level of personalization to each region. In short; My job is to make sure those who I support are challenging themselves to do the best work THEY THINK they can do.- Was a key enablement executive on the SFonSF team responsible for meeting with customers to lead best practices discussions on the design, delivery and adoption of Salesforce solutions - Co-Developed our enterprise Pipeline and Forecasting framework and standards- Designed our Account Plan Assessment framework- Designed and curated Salesforce's Enterprise Sales Guidebook for Sellers (*now in use globally by thousands of sellers)- Designed, built and delivered a greenfield account/prospect training program with supporting tools to help guide senior sales people in breaking into new and cold accounts- Was part of a small team that designed and delivered our newest enterprise account planning tools- Led a team to delivery a new global enablement tool that helped field sales reduce the time it took to find critical product packaging and pricing information- Designed and built a new hire program that would augment current on-boarding programs with segment specific enablement to accelerate the time to productivity for new Account Executives.- Currently support the enablement needs of ~180 enterprise sellers, 16 front line managers and 5 Area Vice Presidents- Achieved Trailhead Ranger status in July 2017

Senior team lead responsible for global relationships with Lenovo and Red Hat. I coordinate the efforts of almost 30 pre-sales, strategy, business value and solution specialist, engagement and customer success resources. Also integral to our success is managing the extensive partner relationships with Accenture, Deloitte, IBM and smaller boutique delivery partners.Key successes:- significantly broadened our engagement across the board year-over-year- >35% YoY growth in revenue five years in a row; closed $77M in total contract value during that period.- hosted Cxx roundtables and strategic sessions globally- met or exceeded MBO's for the past four years and managed >$17M of annual spend- attended president's club 4 years in a row- exceeded targets 5 years in a row- developed strategic relationships with my peer teams at IBM and DeloitteI have also worked closely with our product development and innovation teams on the tools and processes that support our organization. As an early adopter of mobile and social technologies, I've had the opportunity to provide input and guidance on how tools might be received and used by our enterprise field sales teams and help identify where gaps exist.

Responsible for our overall relationship and selling to the top 14 global defense contractors and federal system integrators which include CSC, BAE, and SAIC.- Closed 3 net-new customers within my first year including into a competitor's install-base- Built and executed on a national account plan with a Fortune 150 company; have met with and validated said plan with 9 of the top presidents, the CMO, CIO, CTO and Chief Innovation Officer. - Have been an on-boarding mentor to assist those joining Salesforce to learn how to get things done quickly and be effective at their new roles.

Marketing, business development and customer retention for government accounts in North and South Carolina and public Healthcare for the Southeast region. My responsibilities include Oracle EBS, Peoplesoft, JD Edwards, and other specialty application solutions for business rules calculation, policy automation and risk & compliance.- Renegotiated an enterprise contract with a customer which resulted in $3.37M in additional revenue to Oracle.- Successfully outsold competition for an Enterprise License solution (totaling $3.67M in revenue) at a NC State agency.- Successfully outsold SAP and Lawson for an enterprise ERP license (totaling $3.17M software/support; $17M in services) at the City of Raleigh.- Successfully outsold SAP and Microsoft for an enterprise ERP license (totaling $600k) at the SC State Ports Authority within my first six months.

I have overall responsibility for all sales and marketing within the southeast district; which includes direct and channel sales. We prospect, sell and deliver end-to-end records compliance solutions for Tier 1 clients. NASD, SEC, HIPAA are just a few areas where we can help organizations minimize and contain risk regarding information across an enterprise.

Global account responsibility across multiple verticals including Travel & Transportation (air, rail, cargo & cruise), Hospitality (hotel, rental apartments, business office leasing, etc.) and Media & Entertainment (broadcast networks).While at Manugistics, I lead a team to complete a business case justifying a $3M expenditure with a major airline client (who went on to purchase the entire solution), while successfully starting a relationship with one of the top five hospitality companies in the world.

Client Relationship Director – Air Transportation SectorResponsible to create and substantially grow the business with a long-term focus for existing and new accounts. Provide professional leadership and coordination of the sales/support teams on key accounts. Grow account penetration and customer satisfaction by maintaining strategic relationships at executive levels.· Successfully led a team of 8 portfolio sales executives positioning Unisys as a global technology and services company to the transportation vertical resulting in sales of $20M in the past three years. Managed over $32M of revenues over the same period.· Initiated several strategy and client business planning sessions between Delta Air Lines’ and Unisys’ executive teams including Unisys’ Chairman, president and chief executive officer, resulting in more than doubling the client’s CVI (customer value index) score from the low 300’s to over 700.- Was on the Siebel Sales Force Automation Beta/Pilot/Production teams and assisted with testing new functionality at the field level, provided feedback on user adoption and helped build training content for field users.

Responsible for building and promoting the partner’s (VARs and Systems Integrators) channel. Provide training and on-going support to the partners including internal inside and telesales people. Develop, deploy and manage marketing campaigns to generate leads for all partners.· Achieved a 50% growth in the partner channel, while more than tripling the revenue.· Exceeded financial targets resulting in a net profit margin of 40%.· Developed a new training curriculum.· Coordinated corporate account sales team with local area partners to penetrate new accounts, which included Unocal, USAA, Columbian Chemical (a division of Phelps/Dodge) and Citicorp.

Managed the inside sales and telesales groups. Preparing, training and supporting the telesales groups to respond to marketing campaigns and tradeshows the company attended. Responsibilities also included supported the corporate account sales executives in large projects.· Managed a team of four telesales and two inside sale people supporting both Canada and the Unites States regions.· Trained our distribution partner’s (Ingram Micro, Merisel, etc…) sales and technical support teams on installing, using, selling and supporting the product lines.· Supported many large account proposals including the AAFES (Army and Air Force Exchange System) Desktop-Five contract.· Appointed as the main speaker/presented at most major tradeshows speaking to thousands of people at each event (i.e. AIIM, Imaging Expo, Comdex Fall/Spring, etc…)