James Lawrence Email & Phone Number

Salt Lake City, Ut, Us

Sales consulting for an overseas start-up sales organization to include SDR/BDR team structure/protocol and sales team training and infrastructure. Balance of sales skills with managerial data analytics to drive effectiveness in pipeline build and close rates.

Frisco, Tx, Us

Palo Alto, California, Us

Hired to level-up and expand BDR/SDR organization for stronger pipeline creation. Intent was to support growth from -$100MM to $300MM ARR.●Scaled-up an SDR/BDR organization from 26 reps to 44 reps and 8 manager hires. Coached front-line managers in incentive programs, training, coaching, team talent improvement, pipeline and territory management, and metric-driven forecasting. ●Used data analytical tools such as regression to identify areas of deficiency which yields greatest revenue growth once repaired.●Revamped playbook, established protocols, and aligned with Marketing’s campaign schedule resulting in monthly pipeline explosion. Coaching excellence program resulted in improvement in meetings set and increases in Sales Qualified Leads (SQLs) and meetings held.●Expanded use of existing sales tools including Salesforce reporting and dashboards, SalesLoft cadence platform, call recordings, and marketing intent data scoring resulting in better lead prioritization and shortened engagement cycles.

Plano, Texas, Us

Hired to start-up and scale BDR group to drive pipeline generation in Enterprise FinTech space.●Top-graded talent on team, installed junior leaders, created and administered training regime, wrote playbook and established protocols for outbound prospecting and collaboration with sales team.●Aligned BDR team with Marketing’s campaign activity to create a true lead generation engine leveraging 6Sense, Marketo, ZoomInfo and other optimization platforms resulting in increased pipeline conversion from 39% to 55%.●Significantly minimized meeting no-show rate from 34% to below 8% by strengthening outbound messaging and prospect engagement.●Boosted average meetings booked per rep by 70%.●Achieved quota for two years straight, earning esteemed President's Club recognition.●Led diverse international teams across North America, APAC and EMEA regions.

Plano, Texas, Us

Hired to instill enterprise Challenger Sales system and to design onboarding and ever-boarding training regime for shorter sales cycles and higher win rates.●Streamlined and shortened the enterprise sales cycle, reducing duration from 9.3 months to an impressive 6.2 months in a traditionally long-cycle Fortune 1000 environment.●Trained senior sales reps in complex enterprise sales, focusing on Challenger Sales.●Constructed a comprehensive sales training program from scratch for North America, APAC, and EMEA (London Office), targeting sales representatives for both onboarding and enablement improvement.

Dallas, Tx, Us

Hired to lead new segment in the Hospitality space. I hired talent, established protocols for outbound activity, implemented a training regime, and drove efficiency through expanded tech usage.●Improved reps' average deal size from $11,000 to $49,000.●Boosted average deal size by 117%, while doubling team activity volume and achieving 110% of annual quota.

Dallas, Tx, Us

Hired to build onboarding and enablement program from ground-up and to improve consultative methodology to increase win rates and revenue growth in private equity environment.●Constructed a global sales training program using Vista Equity's model for efficiency.●Trained over 100 senior sales reps in selling SaaS solution, both mid-market and enterprise segments.

Cork, Ie

● Exceeded sales targets, earning top representative title in Dallas for sales and quota.● Recognized by leadership, strategically poised as next-in-line for management role.

San Ramon, California, Us

Managed a portfolio of commercial clients in the digital information management and commercial printing industries. Also sold in-house print facility management services.● Executed a sales strategy that grew an underdeveloped territory into three portfolios doing twenty-fold the volume through aggressive and systematic prospecting (from $1,200/month to $25,000/month● Promoted by company owner to Sales Manager and hired four sales reps who created rapid portfolio growth of the company’s three markets (growing from $25,000/month to $125,000/month)

Plano, Tx, Us

● Drove sales in an at-risk portfolio from 23% of quota to over 120% of quota through aggressive prospecting and follow-through.● Wrote sales program and trained teams in a 24-state region to penetrate the education market, coaching Major Account Managers to success.● Increased sales of newly launched digital solution by 400% in six months.● Sold and implemented 2 of the company’s top 20 cloud-based software accounts.

San Francisco, Ca, Us

Arlington, Virginia, Us

● Consistently rated in top 5% or 3% among peers in official evaluations.● Promoted to a position two grades senior to mine due to proficiency and leadership ability.● Ran a basic training unit for six years consisting of 200 soldiers and 15-20 staff.● Appointed Class Leader during Officer’s Course from 240 Lieutenants.

Master Of Business Administration - Mba, Business Analytics

Ba, Political Science