I help founders and revenue leader’s breakthrough the revenue plateau.

* Tripled yearly growth – reversing several years of flat growth – and earned President’s Club each year . . . while maintaining the same operational budget YOY. * Consistently won large, complex enterprise deals, e.g. Southwest Airlines, Siemens, University of California, BB&T, Luxottica, and others.* Grew YOY bookings by 100%...Grew overall close rate to 44%...More than doubled average deal size to $700,000.BRIDGEWAY CHALLENGES and how my sales expertise and coaching transformed the sales organization:==> Underperforming, inconsistent sales team was selling maintenance services instead of developing net new business:* Re-engineered and refocused compensation plan incenting the closing of net new business,* Created an opportunity management system with key milestones to effectively manage deals,* Weeded out underperforming reps who could not upgrade and replaced with “A” players,* Within one year, 80% of team was over-performing and setting company records.==> Sales team was selling on product features and not able to differentiate from the competition, low win rate and an unreliable pipeline with inaccurate forecasting:* Implemented, trained and coached the team on Sandler Selling System and Solution Selling,* Developed a new pipeline management system which accurately forecasted revenue with early identification of sales rep’s failure points used for to successfully turnaround reps,* Taught the team to think like, act like an executive and to effectively access executive decision makers,* Within 6 months, forecast was 90% accurate, close rate was growing, cost of sales was going down and discounts were rarely used to close sales,* Grew RFP win from 4% to 27%.

Transforming under-performing sales teams using innovative Sandler Selling System, metrics, sales coaching and training methodologies. I purchased the rights (and was certified) to use and resell the Sandler Selling System, the Sales Talent Acquisition Routine (STAR - how to consistently hire “A” sales players), and the Baseline Pipeline System (pipeline metrics). I was also trained by one of the founders of Solution Selling. ==> My sales coaching strategies resulted in immediate and measurable results for my $10 - $50 million technology client companies, all of whom were in varying degrees of chronic sales underachievement.I rapidly built the business training myself to close lucrative business within large, complex sales environments that couldn’t succeed without qualifying opportunities, quantifying pain and clearly differentiating themselves from the competition.Major clients (many were long-term) included ANI Direct - Security Software, Electronic Evidence Discovery - Legal eDiscovery, Telvista - Call Center Services, Bridgeway Software, Legal Matter Management Software.

Progressed within 6 months from seller to Director of Sales, responsible U.S., selling 7-figure enterprise deals to $2 billion plus health insurance companies, e.g. Humana, Blue Cross Blue Shield.Opened doors to sales opportunities where others failed by concentrating on accessing and influencing the c-suite.==> Contributed to growth from $30 million to the $89 million sale of company to Standard Register in 2004.* Delivered results quickly – a $750,000 deal within 6 months, leading to promotion into sales management.* Made President’s Club each year it was available.

Held key sales leadership positions at Clark Boardman Callaghan, Bancroft-Whitney and West Publishing. ==> Doubled new subscription revenue each year, building a larger team and delivering more revenue than any other area.* Quickly learned and coached team to master key legal diagnostic skills to qualify and close business.* Built sales team from scratch with no management or hiring experience, from 3 to 100 in 5 years. This is where I learned the art, science and strategic importance of identifying, hiring and ramping “A” sales players.* Earned President’s Club each year by consistently bringing team in over assigned revenue targets.