Mike Messenger Email & Phone Number

San Ramon, California, United States

As a Senior Sales Executive, responsible for identifying and assessing potential prospects through inbound leads and outbound prospecting. Developed and executed effective prospecting initiatives, generating new qualified opportunities that boosted the sales pipeline. Utilized a consultative approach during qualifying conversations, enhancing successful conversions through video conferencing tools and phone calls. Followed up on leads and provided timely responses, elevating the overall conversion rate. Performed extensive research to identify key buying influencers within prospects to optimize use case, budget, and timeline determinations. ⭐ Developed persuasive proposals and RFI/RFP responses to enhance virtual sales presentations. Devised training materials for teammates and clients.⭐ Supported existing install accounts and contract renewals, collected outstanding receivables for the former company SAP totaling $450K, closed over $100K in new business, and developed a robust pipeline worth $785K despite the company challenges and team-selling environment.⭐ Spearheaded and navigated intricate executive-level negotiations, culminating in the closure of high-value deals that maximized company earnings.⭐ Conducted successful discovery calls and virtual demonstrations of the content library and platform, collaborating closely with presales and engineering teams to ensure customer satisfaction. Assisted, too, with training and onboarding new clients and newer LMS administrators. ⭐ Delivered engaging presentations to audiences primarily composed of HR and L&D professionals, boosting interest and adoption of the software.

Frisco, Texas, United States

As a Senior Sales Executive, promoted and executed effective business development strategies that resulted in a significant increase in new client accounts by prospecting leads and contracting partnerships with municipalities, public safety departments, and law enforcement agencies. Demonstrated exceptional skills in conducting software demonstrations of PoliceOne and CorrectionsOne Academies for command staff, officers, and public officials. Generated new sales opportunities by proficiently conducting phone prospecting, selling, and webinar demonstrations of the platform/ LMS and content areas. Served as a sales funnel contact for inbound leads and conducted 30-40 calls/activities daily and completed 100+ emails, quotes, and proposals for clients weekly. Additionally, consulted with clients on SaaS customization features, eLearning curriculum, and mandated training for the public sector via PoliceOne.com.⭐ Educated clients on state-of-the-art Online Learning Systems by operating GoToMeeting, Zoom, and other platforms for various POST certification needs and annual Continuing Education requirements for law enforcement and corrections.⭐ Collaborated with other teams within Lexipol (marketing, policy, accreditation, and content teams) to tailor sales and marketing initiatives within assigned channel territories, resulting in increased sales and recurring revenue.⭐ Conducted a needs analysis with local government department contacts and crafted written service proposals, showcasing excellent communication and proposal writing skills.⭐ Utilized digital and social media tools to reach new clients and contacts, using Salesforce.com to enter qualified sales leads, new contacts, and long-term opportunity prospects, resulting in an expanded client base.⭐ Achieved a $295K sales quota by selling $317,221, peaking at 107% in 2020. Demonstrated a strong ability to meet and exceed sales targets through efficient performance.

Alpharetta, Ga

As a Strategic Account Manager for Equifax, successfully managed all selling strategies for the book of business contacts, auto dealers, and auto finance clients. Through proactive monitoring and taking action on key performance measures of clients, ensured that quantity and quality of effort met company expectations. Scope of responsibilities included supporting different auto dealers, franchises, BHPHs, and finance leaders through consumer credit files, commercial credit reports, score models, risk verification software, regulatory compliance information, and API integration assistance. Through leadership and strategic initiatives, contributed to the growth and success of the company, while building and maintaining strong relationships with clients.⭐ Maintained a $4.1M book of business consisting of an average of 692 customer accounts and achieved sales metrics and KPIs by cross-selling Equifax products/services to national auto groups and independent dealers, while conducting account penetration and retention efforts.⭐ Increased accounts book from 78% to 103% through strategic monitoring of corporate accounts and attained significant market penetration by tracking sales KPIs.⭐ Maintained knowledge of Equifax Automotive products, clients, competition, and markets to successfully execute, coordinate, and build relationships with channel marketing, legal, sales, operations, finance, and HR.⭐ Advised and assisted fellow sales teammates to ensure application of best practices and performance metrics and occasionally covered open books of business for the auto vertical territories.⭐ Collaborated with channel marketing, pricing, finance, operations, sales management, and data analysts to facilitate new programs, campaigns, and product offerings that mitigated risk and leveraged opportunities to grow the business.

Kennesaw, Ga

As an Inside Sales/Account Executive, proactively sought out new business accounts within the oil/gas, hydraulics, and pneumatics sectors. Effectively responded to and followed up on client requests for information regarding products, services, and availability. Utilized expertise to prepare sales quotes for industrial gauge orders, accessories, electronics, switches/sensors, and instrumentation. Negotiated with clients to determine quantities, individual gross margins, and delivery times while establishing credit.Directed customers on logos, conformance certifications, and dial work done in-house or outsourced internationally. Closely tracked and managed customers’ orders through all stages of fulfillment, credit approval, processing, and enactment to pick-up/delivery confirmation. Consistently delivered exceptional service and fostered strong relationships with clients, resulting in a significant increase in sales and revenue for the organization.⭐ Managed and ensured on-time delivery of orders by closely monitoring incoming purchase orders and their due dates against allocated sales order ETA dates for clients.⭐ Established clear and effective communication with customers throughout the process, including order acknowledgment with promise date and total costs, notification of any delay or backorders, and regular status updates on all open orders.⭐ Collaborated with customers and operations to gather necessary information on issues such as product specifications, photo backups, and repeat product order numbers or merchandise availability to ensure timely resolution of any concerns.

Norcross, Ga

As an Outbound Sales Representative, consulted with construction, government, and commercial fleets to provide them with anti-theft and cost-saving solutions for fuel purchases. Responsible for selling FleetCor card products to customers through telephone and digital marketing inquiries, which involved contacting customers, qualifying prospects, setting appointments, and closing sales. Conducted cold-calling efforts and processed credit applications from owner-operators, fleet managers, and C-level executives to increase sales of fleet cards. Presented appropriate products and programs to potential customers in assigned territories. Additionally, established credit lines, implemented driver/card controls, and managed new charge accounts through Salesforce.com. Identified and maintained a pipeline of users for Fuelman and Husky brand fuel card programs, payment solutions, and serviced clients in both US and Canada.⭐ Achieved team targets and monitored their progress by developing and implementing pilot programs, resulting in the establishment of sales goals. ⭐ Conducted market research on new customer prospects in specific vertical markets, contributing to a better understanding of customer needs and preferences. ⭐ Exceeded a 2.4M gallon annual quota, actively training others on effective sales strategies, and achieving recognition as a three-time President's Club winner.

Atlanta, Ga

As an Inside Telesales Executive at DHL Express USA, examined new accounts and B2B/B2C sales opportunities within assigned territories. Directed cold calling and presentation efforts to senior executives and business owners, promoting DHL services and closing new business deals. Consistently achieved business targets, growth, and KPIs set by the company. Additionally, increased international express and freight shipping among a base of 2500 customers. Advised clients and businesses on import-export documentation, compliance, and prohibited and restricted items.⭐ Coordinated with cross-functional teams such as sales, marketing, billing, and operations to maximize trade relationships and increase sales revenue for DHL across multiple freight and product lines in the domestic and global logistics market.⭐ Maintained and strengthened relationships with existing customers by maximizing business potential and identifying future sales opportunities.⭐ Tracked and updated customer and business information in Siebel CRM system, ensuring smooth and efficient business activities.