Skills

Two Decades of Skill Development – and Still Learning

Differentiating Business Skills

  • Deep understanding of the buyer’s journey: SEO, social media, effective content marketing/thought leadership, lead capture, automated cultivation to shorten the sales cycle via an educated prospect and inbound marketing
  • Leverage graphic design, branding and marketing experience to strengthen the company’s brand, creating customized collateral, well-written press releases, presentations, proposals, sales and marketing plan development, documentation, training and best practices guides
  • Well organized and detail-oriented database user for tracking and reporting measures of success across the entire sales pipeline or marketing campaign
  • Comfortable and confident dealing with C-level executives to assess needs and define business value of solutions
  • Sales approach based on principles adopted from The Challenger Sale: Taking Control of the Customer Conversation, (M. Dixon)
  • Set, prioritize, own and deliver goals applying “SMART” principles: specific, measurable, achievable, relevant, and timely

Consulting on and some implementation in these situations:

  • Lead engagement/capture techniques – “give/get” forms gating a value-added “give,” landing pages, content marketing, social media
  • Business development – finding the right prospects, cold-calling and upselling, staying top of mind, educating  to become a trusted advisor, webinars, presentations, demos, walk the talk (when possible), writing formal RFP responses, quoting all around how to solve their particular business problem
  • Marketing automation processes – auto-responders, drip email campaigns, live chat, retargeting ads, content syndication across multi-channels, Google Tag manager, database workflow triggers for sales pipeline, and more
  • Pipeline management – detailed sales tracking in CRM software beginning with how leads are tracked to marketing campaigns, customized reports and dashboards to fit lenses of measurement, creating and following best practices CRM use, implementing integrations for broadest workflow possible, etc.
  • Optimizing use – creating value, customizing, simplifying, coaching, evangelizing, training,  writing user guides on software for the highest ROI, closing the gap between the board room

Account / Customer Success Management

  • Outreach to prospects and customers through targeted call and email campaigns
  • Initiate, cultivate and maintain executive level relationships with stakeholders via quarterly business reviews, success metrics reports, becoming a trusted advisor and educator of industry trends and matching solutions
  • Collaborate between teams – across development, data (MLS, integrations), graphic design, support, training, overseeing the launch of new CMS/CRM platforms from start to finish – to provide top notch account management for utmost customer satisfaction & retention
  • Evangelist for business intelligence: CRM (Salesforce), marketing automation, searching prospects, competition, industry trends
  • Determine best licensing models, create complex quotes, price positioning, creative financing terms and negotiating and influencing to build consensus
  • Track details in Salesforce for reportability, accountability and transparency, with customized reports and integrations and becoming a CRM evangelist Software

Hunter Sales Skills

  • Fearless cold-caller with savvy business sense to create relevant hooks, value-added lead engagement
  • Outstanding presenter – educate with industry intelligence, product differentiation via demos & webcasts  – becoming a trusted advisor
  • Proven tactics – “The Challenger Sale” – provocative questions create new perspectives leading to solutions
  • CRM power user: pipeline management, workflow efficiencies to “inspect what is expected”
  • Develop prospecting and sales strategies, leveraging sales plays. Orchestrate company resources – solution engineers, product specialists, deal desk – to maximize sales volume and profit goals
  • Research best sales candidates using Salesforce CRM data mining and tools such as RainKing, creating target lists around a campaign message relevant to pain points and Symantec solutions
  • Perfect selling one-to-many: affiliate relationship programs, webcasts, trade shows, speaking engagements, influencers, email marketing via database mining techniques, 
  • Work strategically with the channel and third parties, teaching them how to sell for me, quarterbacking deals through the entire sales cycle
  • Leverage marketing experience to create compelling, customized sales collateral, presentations, content, social media 

Applications

Familiarity with, experience using these software tools:

  • CRMs: Salesforce.com, Insightly, ZoHo, MS Dynamics, Oasis
  • eMarketing: MailChimp, Constant Contact, Exact Target, Google Analytics, Tag Manager, YouTube, Vimeo, GoToMeeting, WebEx, ActiveRain, Rainking, PowerPoint, Video editing software
  • Social: Facebook, Instagram, LinkedIn, Snapchat, Twitter, Pinterest
  • CMS Websites: WordPress, Wix
  • Real Estate: Reliance Network, Real Pro Systems, AgencyLogic’s Powersites platforms; Zillow
  • Misc: Microsoft Office Suite, IFTTT, Zapier

Will get certified on relevant software, as needed.