Exceptional at delivering results
Sales professional with 15+ years of B2B experience winning new business. 10+ years as a high-achieving individual contributor, 5+ years managing top-performing teams.
Experienced selling complex tech solutions into Fortune 500 companies including SaaS-based applications, Cloud, Mobile, and Big Data.
Strong Executive presence with proven ability to deliver “trusted partner” status at the C-Level within client companies.
Worked extensively in both established global companies and startup environments selling into many different verticals including Financial Services, Pharma, and Telecoms.
Skilled at recruiting, training, coaching, and managing salespeople to exceed targets. Track record of devising and executing sales strategies for product launch and market penetration.
The decisions we make every day are a reflection of our values.
Great Sales People always thinking about winning business: We are fanatical about prospecting. We source our own new leads regularly. We are always networking and building new relationships. Great Sales People are constantly searching for new opportunities. We communicate with prospects via a variety of platforms and channels and we embrace automation as a part of our strategy.
Great Sales People are experts at qualifying: This is our primary goal for an initial conversation. We always qualify first before we ask for an appointment. Our aim is always to fill up our pipeline with well-qualified quality leads. To qualify we must listen and we value this skill above all else. Great Sales People listen to understand, never to reply.
Great Sales People are great storytellers: We are master communicators. We care about the words we use and when we use them. We know our narrative. We understand how to tailor and communicate that narrative to the different stakeholders within the business. We don’t focus on calling we focus on meaningful conversations. Call numbers aren’t the most important thing, interactions are. We strive not to make “calls” but to open dialogue. We understand the importance of role-playing and are always ready to practice our pitches.
Great Sales People teach the customer during the sales interaction: They share new ideas for making money or saving money that customers themselves hadn't even realized existed. Great Sales People educate, guide, and advise and lead.
Great Sales People take control of the sale. We’re assertive-around everything from the insights share to the way we negotiate. This is critical when dealing with highly risk-averse customers who are content with the status quo.
Great Sales People know their 20-mile march: We know what we have to achieve every day, every week, and every month to reach our goal. We agree on targets and strategize how we are going to achieve them before we start. Once we have committed to our daily rigor we stick to it. We don’t make excuses. We are mindful of our ceilings and we stick to these with fanatic discipline.
Great Sales People keep it simple: We are here to source, win, embed, and grow new business. We don’t over complicate what we do. We don’t get distracted by too many new processes, ideas, and spreadsheets, and metrics. If something new is worth exploring we will. We are open-minded and we are always adaptable but any addition to our daily routine must add value and not just increase workload and distract from our goal.
Great Sales People maintain their reputation and standards at all times: We genuinely care about our clients and our co-workers. We value our word as Sales People. We never over-promise. We are honest. We have integrity. We know our values and this makes us authentic. We are proud of our company. We are proud of our product. We are proud of who we are and what we stand for.
Great Salespeople make Great Leaders: We are empathetic and sympathetic. We’re open, fair, honest, and transparent. We clearly and frequently communicate our expectations. We are approachable and we value listening above all else. We always strive to inspire greatness and lead by example. We don’t give orders, instead, we help those around us attain their goals, Great Sales People are leaders before they are leaders. Social/emotional intelligence
People: Leadership is about the people around you. Recognize their concerns and understand their challenges. Take an interest in their lives and remember what’s they think is important. Make your focus on them rather than on yourself. Great Sales People always surround themselves with the right people.
Onboarding & Learning: We create Great Sales People. We develop Sales People that want to stay with the company and be successful. We invest time in educating and developing them. We improve the competence and confidence of our Sales People, using personalized, data-driven, and purposeful mentorship. We make every conversation a coaching opportunity. We execute flawless onboarding and reduce time to ramp and then to the first deal.
Coaching: We conduct regular deal reviews which are thoughtful revenue-generating conversations. During these open dialogues, we build better sales strategies, add client value, remove roadblocks, and increase deal velocity. We close more deals faster. We also help our Sales People think bigger about their career paths and life goals. We always are working together with our Sales People towards a brightness of future.
One Best Way: Great Sales People exceed quota by committing time every week for best practices and knowledge sharing. We make sure our Sales People know and execute what our best Sales People are doing. We commit to hosting a weekly team meeting and one on one’s.
Measure everything and make results visible: We employ process and cadence to improve judgment and forecast accuracy. We base our decisions on data. Where data doesn’t exist we use tried and tested theory. We do not guess. Results are always the primary measure of progress, however, we are always cold with the numbers and warm with the behaviors. We realize that sometimes there’s a story behind the 0. All wins are celebrated.
Culture: We nurture a culture of celebrating wins and successes. Gratitude and appreciation are a big part of our team culture. We empower our Sales People versus negatively policing activity. We work in an environment where we are open about our mistakes and we are only concerned with finding a solution as opposed to punishing the person who made the error. As a team, we give back to our community.
Winners and losers: Our common goal is not a debate. The team wins collectively or fails together.
Mutual respect: We operate with a code of conduct and rules of engagement are in place. Respectful listening and discussion are much more productive. Don’t interrupt. We don’t attack each other under any circumstances. Be courteous at all times.
Accountability: There must be accountability at three levels. First, each individual must hold him or herself accountable at all times. Second, there must be accountability between individuals. We must all hold each other accountable. Third, each individual must hold the team accountable as a whole. The only way to ensure the team wins is if the members hold the team accountable.
Process: We meet, communicate, decide. An efficient process is iterative. The chances that a team will come up with the right solution at its first attempt are minimal. Patience is needed. We learn from our previous attempts and are always open to trying new ideas. We never implement anything until we have tried the model and are happy that it works.
Over-communicate: We communicate consistently because we realize the value of information flow. By communicating openly and consistently with other members we mitigate individual bias and interpretation.