John Lafave Email & Phone Number

Responsible for new sales within the K-12 Market for the state of Michigan. Created and provided solutions through imaginative and critical blending of vary resources. Resources include: Personalized Instruction, Response to Intervention Math, Blended Learning, Online Content & Courseware, and Complete Virtual School Programs. • Spearheaded entry into the academic market..

Responsible for new sales within the Academic Market for a nine state region in the United States. Creatively developed new selling avenues into the academic market by uncovering previously unidentified need areas. Led the development of perpetual license sales program.• Sold first perpetual license to a university language lab.• Sold first extended payment perpetual license, allowing for more affordable options within the academic market.

Southeastern Us

Garnered an annual average of $1,700,000 in new business through successful client development while field managing the 7 state southeastern United States territory.Manage a territory, with accounts consisting of academic libraries, throughout the Southeastern United States.Sold digitized film collections and primary source content to colleges and universities. Developed and executed sales plans that involved each phase of the sales process including prospecting, needs solution, negotiating and closing.Set and established my own travel, appointments, meetings, dinners, and conferences. Efficiently interacted with team members including product managers, marketing, and sales support to provide the highest quality products to clients.Established and maintain “trusted advisor” relationships with university librarians at multiple levels from liaison up through and including director level who sought resources to heighten both research and teaching at their university.Outstanding account management skills coupled with deep product knowledge and consultative sales skills.

Outstanding sales performer in the library market with superior sales results.Average over 130% of sales goal during the 4 years.Twice earned company-wide Sales Rep Year (2004 & 2005).Sold databases, digital collections, primary source, print, reference and periodicals to three different types of libraries (Academic, Public and Government) in Canada.Accurately manage pipeline reporting of sales activities through complete, timely sales forecasting, weekly/monthly reports, as required.Renewed and retained existing business by providing excellent customer relationships.Sold large digital primary source collections to nation-wide academic consortium.Sold large digital primary source collections to province-wide public library consortium single sale in excess of $1.6 million.