Part detective, part outcome-driven sales leader, I am passionate about solving puzzles and uncovering root causes that lead to higher returns! I transform underperforming sales teams/programs back to profitability. I've had an eclectic career path since my first role as an Inside Sales Rep., Product Marketing, Product Manager, Channel Sales, and Field Sales. I grew adept at starting conversations that lead to revenue, with over 26 years of selling to large and small end-users. I’ve learned and used many “sales” techniques that made their way to my desk. Keeping what works and dismissing what does not, like so much jetsam. During my “Kérouac-Esque” career journey, mainly as part of one ever-evolving company, I’ve learned a thing or two about myself: I achieve higher returns by delivering value upon every sales engagement.- I discover to uncover the true nature of a client’s interest. - I excel at active listening. Always on the lookout for those “unspoken” business needs.- I am adept at “peeling” the layers and getting down to the actual “why.” - I build best practices by taking calculated risks and measuring the results. I build, scale, and lead world-class sales teams. From the top of the sales funnel to revenue.- I hate to lose, but I am passionate about learning why.- I have a technical mind that translates “propeller head” speak into actual business value statements. - I create interest. Crafting sales soliloquies that deliver targeted value messaging. - I leverage constructive tension to keep a sales opportunity taught until it’s closed. I love working with passionate sales professionals, making them better than they were yesterday. My coaching style nurtures and fosters young talent's effectiveness. To me, sales is an art, but prospecting, discovery, and building actionable pipeline are all measurable sciences. Books I’ve enjoyed recently: MEDDIC, The Book, by Andy Whyte | The Painless Negotiation, by Steve Thompson | Never Split the Difference: Negotiating As If Your Life Depended On It, by Chris Voss | and a bit of fiction for the soul: The Friends of Eddie Coyle, by George V. Higgins. My software proficiencies include better-than-average Excel Spreadsheet chops, Office 365, SFDC, SalesLoft, Highspot, Seismic, Docebo, Demandbase, PowerBI, ZoomInfo w/Intent, Mintigo, Eloqua, Integrate, and Bombora, as well as the ability to quickly master new technologies with minimal training.
Listed skills include Leadership, Solution Selling, Team Building, Information Systems, and 52 others.
