Shawn Cook Email & Phone Number

Port Tobacco, Md, Us

Bethesda, Maryland, Us

At AgencyQ, we are champions of MarTech orchestration. We unify data and design low/no-code, human-centered, personalized customer experiences powered by predictive and generative AI. Our solutions operate seamlessly within complex and secure infrastructures.We help companies move from the chaos of siloed business logic, data, and content creation—where trust and ROI are unclear—to a state of clarity, where everything is efficiently consolidated, orchestrated, and optimized, delivering provable ROI. If you want to turn explore ways to realize empirical ROI and maximize your tech investments, contact me!

As the founder of SMC Sales, I am at the forefront of innovating and shaping the future of B2B sales. My mission is to blend advanced sales methodologies, psychology, and technology to create impactful strategies. My focus is on nurturing a culture of continuous learning and success, tailored to the unique dynamics of each sales team. With a commitment to excellence and a passion for empowering professionals, I drive SMC Sales towards transforming sales teams, optimizing their performance, and achieving sustainable success in the ever-evolving marketing technology landscape. At SMC Sales, I focus on empowering B2B sales teams through personalized coaching, strategic consulting, and motivational speaking. My approach is data-driven, emphasizing the development of high-performing sales behaviors and processes. I specialize in building resilient sales teams, equipped to handle challenges effectively. My services are tailored to the unique needs of each organization, ensuring a path to sustainable and repeatable sales success.For a complete understanding of my services and approach, please visit B2B Sales Superheroes.

New York, New York, Us

In today's post-pandemic world, with macroeconomic headwinds and uncertainty looming, marketing teams are actively seeking leaner strategies to navigate 2023 and beyond. CMOs and CROs must find ways to enhance technical trust, relational trust, and institutional trust. This calls for a new playbook where revenue leaders are evaluated akin to investment managers, with a daily scoreboard tracking their success.To thrive in the current market, CMOs and CROs must effectively manage, analyze, optimize, and derive actionable insights that lead to empirical and profitable returns. They need the ability to confidently answer critical questions such as:🚀 Which tactics and tools are performing right this minute?📈 Which content and vendors are delivering the best results?💰 If we had to make budget cuts, where can we minimize impact?🔍 How does our performance stack up against industry peers?🤝 What are the key takeaways to share at the upcoming board meeting?🌟 What innovative strategies are our peers implementing that we should consider? Octane11 empowers business leaders to design and build their preferred stack of partners while effortlessly extracting insights across the board. With Octane11, you can compare your results to industry benchmarks without the need for an army of data engineers and data scientists.Octane11 delivers on this vision through its easy-to-set-up and user-friendly analytics platform, customized specifically for B2B needs. This powerful platform enables marketing teams to make smarter decisions without getting overwhelmed by data management intricacies. Octane11 is the ONLY B2B Marketing & Sales analytics platform that seamlessly integrates, analyzes, enriches, and normalizes all paid, owned, and earned media with Account Level B2B Sales Data.With Octane11, CMOs, CROs, Revenue Operations, and Digital Marketing leaders gain 100% oversight of all marketing tactics.

San Francisco, California, Us

RollWorks, a division of NextRoll, offers ambitious B2B companies an account-based platform to align their marketing and sales teams and confidently grow revenue. RollWorks’ solutions address the needs of organizations large and small—from those with best-in-class ABM programs to those just beginning their exploration.● Increased new TCV sales revenue from $9.1M in FY21 to $17M in FY22 ● Grew average TCV per rep by a record 81.11% in Q4/22 & 68.06% in FY22● Increased Appointment to Qualified & Qualified to Close Win Rates by double-digit %’s● Introduced the "Choose Your Own Adventure "/ Rainmaker Sales Process rooted in Challenger/MEDDIC/Solution/GAP and Spin Selling

Ny, Ny, Us

Brightfield's solution is being utilized by top enterprises. CIOs use their AI-driven platform to reduce IT workforce spend by 5-10% annually and to link strategy to workforce mix. They address topics like digital transformation, addressing talent scarcity, and optimizing workforce mix, and talent pricing. The $350B of extended workforce spend in their platform answers questions such as, “Which talent do I need in house and which can be non-employees, i.e., Build, Buy, Borrow, Bot?” and “How can I optimize the economics of our temp and SOW workers?”

Baltimore, Md, Baltimore, Md, Us

VisibleThread is on a Mission to make business communications clearer & more transparent, leading to better business outcomes. Complexity acts as a thief in every department of every organization. It robs opportunities, eats time, and builds barriers to trust. Our solutions drive clear communications across all business functions. Reduce risk, improve efficiency, and ensure compliance* Shred RFPs & Create Compliance Matrices in Minutes* Extract Acronym Definitions & Occurrences* Identify and shred critical FARs/DFARs and flow-down clauses* Remove Ambiguity & ConfusionImprove the quality of Mission Driven Business Writing *Instant feedback for business writers*Score letters, disclosure statements, directives, blog copy, etc.*Flag complex language, overuse of passive voice, and jargon* Track your edit history & show clarity improvement

Washington , District Of Columbia, Us

Reston, Virginia, Us

I create and execute the sales strategy to manage sales operations for an account-based marketing software solution provider. I champion the adoption of Challenger Sales methodology, create Salesforce sales processes and engagement rules, and design updated sales messaging. I launched a training series for increasing sales demand and transitioning latent buyers into active customers. Selected Contributions:• Generated increase in close rate from Sales Qualified Opportunity (SQO) of 38% in 2016 to 48% in 2017 and 66% increase in close rate from proposal over same 2.5-year period.• Drove 57% increase in average order size from $16K in 2016 to $40K in 2017.• Led sales team activity increase from $200K bookings to $800K per account executive with gain in clients from 16 to 125.

Boston, Ma, Us

In this position, I led the sales turnaround for a digital-first college textbook publisher, Flat World Education, fueling sales-as-a-system (SAAS) business growth resulting in acquisition by the current owner. I increased sales activity through creation of a sales and marketing aligned pipeline. I facilitated digital textbook adoption based on 92% customer satisfaction rate within existing client base. I designed new digital copy covers and promotion materials. Selected Contributions:• Drove year-over-year (YoY) digital adoption rate increase of 15% reversing 30% decline over prior three-year period.• Generated 33% increase in lead conversions for company competency-based education software-as-a-service (SaaS).

During my tenure in this role, I partnered in the creation of business strategy and sales strategy in alignment with corporate goals for this start-up organization. I developed forecasts, allocated sales resources, and administered the budget. I designed the sales organization; defined sales position roles; and recruited, onboarded, and trained 12 account executives (AEs) and seven sales development representatives (SDRs). I implemented industry-best sales methodologies and collaborated with product and customer success teams to develop sales message. Selected Contributions:• Generated sales supporting $6.5M Series A funding in early 2014 and $14M Series B funding seven month later in late 2014.• Drove revenue increase from zero to $4.2M in annual recurring revenue (ARR) in 20 months.• Led sales team to production of 123% of quota in third quarter of 2014 and 128% of goal in fourth quarter of 2014 with 33 and 74 sales contracts, respectively.• Achieved 373% YoY revenue growth with increase in average contract value (ACV) of 65% in 2014.

San Francisco, California, Us

While in this role, I led the sales activities to strategically position the customer-experience Cloud centerpiece, Eloqua, as the Marketing Automation System of Record among enterprise clients. I designed and introduced onboarding and management-by-objectives (MBO) strategy later adopted throughout sales organization. I evangelized the use of the Challenger Sales methodology and Demo-to-Win techniques to inside sales team members. I established a corporate-sponsored charitable entity supporting community non-profit organizations. Selected Contributions:• Earned President’s Club membership in 2011 and 2012.• Drove YoY revenue growth by 230% with increase in ACV from $28K to $66K.• Drove team development resulting in 8 of 10 sales team members achieving 114% of more of production goal.• Led corporate adoption of Challenger Sales methodology and creation of corporate point-of-view (POV) message.

Beltsville, Md, Us

In this earlier career role, I led the initial expansion sales team for this provider of public relations software and business-to-business services for marketing and communications professionals. I developed the top-performing sales team among 12 in mid and enterprise markets. I created and implemented standard operating policies and procedures with sales engagement rules. I revamped the sales structure and interview process within the sales team. I championed the launch of Salesforce (SFDC) onboarding training for new hires. Selected Contributions:• Achieved President’s Club status in 2010 with record sales; two sales associates ranked in Top Five of 70, four ranked in Top 10, and 10 of 12 ranked among Top 22; and production more than 15% greater than second ranked team.• Drove client growth from 1900 with three sales teams in 2007 to more than 4500 clients with 12 sales teams in 2010.• Mentored sales associates to develop skills resulting in top ranking sales team two consecutive years and four associates now holding director and vice president positions in other sales organizations.

Boca Raton, Florida, Us

Introduced Blackboard to the K-12 Market in Georgia, Alabama, Mississippi, Arkansas and Louisiana. Deals closed with Atlanta Public, Douglas County, Clay County, Cobb County, Dekalb County, Forsyth and Fulton County in GA and Acadia, Allen, Bureagard, Monroe, Iberia, East Baton Rouge, Plaquemines and many other Parish /School Boards in Louisiana.

Herndon, Va, Us

*Successfully established K-12's initial Sales and Customer Care Departments. Established Sale *Established Sales Benchmarks, Contact Strategy, Sales Strategy and Customer Retention process.•Led team that generated 18K enrollments in Virtual Charter Schools in 3 years with annual revenue of value of 120M.•Instrumental in keeping morale and establishing initial “Work Hard / Play Hard” Culture for Enrollment Consultants & Customer Care Teams.

Washington, Dc, Us

•Doubled division revenues over 5 years without growing the size of the team.•Record Issues Product Literature and Classified Advertising Pages for Builder & Remodeling Magazines•Expanded sales to include Online Advertising •Oversaw Implementation of Goldmine SFA.

Waltham, Ma, Us

Complete Turnaround & Revitalization of an Inside Sales Team consisting of 15 inside sales reps. Increased Sales 24% in year one and Won the prestigious "Shining Star Award" given to the individual who made the greatest impact on the Electronic Media / Professional Learning Systems Division.

* 1 of 5 Instrumental Leaders Responsible for Increased Sales Revenue from 1.6M to 33.6M * Expanded Sales Team 18 to just over 50 Sales Executives.* Key component in building a department that went from 5% to 65% of corporate revenues* Personally Managed Team of 15 sales representatives while successfully developing leaders for other Sales Team within the Organization• Implemented 2 Week training course for new recruits – speeding profitability.* Oversaw Implementation of Telemagic SFA

New York, Ny, Us

• Led #2 B2C Sales Team in the Nation with 30+ Inside Sales People• Managed end-to-end Hiring, On-Boarding, Training Process • Wrote & Revised Sales Scripts, Objection Handling tools• Multiple Awards for Sales Team of the Month/Quarter/Year