MY PHOTOS
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Adding value through solution selling
sol·u·tions - One of the main things I have done in sales is to gain a thorough understanding of my client's business so that I can provide solutions that are meaningful and have a big impact in helping them realize their return on investment. Sales is much more than just selling a product to someone. For me it is about selling two things, a solution to a problem, and a partnership with myself and my company to provide continued support and value over the duration of the relationship.
- Past President's Club Winner
- Strong background in technology and subscription based products
- Over 10 years of proven success
- Exceptional levels of client support, building long-term relationships
SALES TRAINING - HELPING OTHERS TO ACHIEVE
I
was hired as a regional sales trainer for
CoStar Group and worked
in their regional Chicago office. After approximately six
months, I was promoted and transferred to the company's
headquarters in Maryland. During my time at CoStar, I
designed and implemented a sales training program for the 1,300+
employee company.
CoStar Group specializes in software solutions and research for the commercial real estate industry and has offices across the United States, United Kingdom and France. While at CoStar I helped the company increase sales performance through classroom instruction, course design, document management, testing, and coaching.
- Constructed and delivered a sales new hire training program that propelled employees into production faster, leading to increased sales and better customer satisfaction
- Taught new hires how to fully utilize CoStar’s complex suite of internal and external applications so they could provide more value to their clients, resulting in increased retention
- Maintained a sales training intranet website that allowed students to learn at their own pace and take advantage of the manuals, step-by-step guides, videos, and other job aids that assisted them to close business
- Provided ongoing outreach and support by implementing a series of training webinars
OUTSIDE SALES - BUILDING A RELATIONSHIP
I
have worked in outside sales for a small, start-up software
provider, HarBeck Software. HarBeck focused on
software solutions for residential real estate agents and brokers.
I was responsible for all sales and account management in their
new Denver office.
- Signed over 30 new clients in less than a year, leading the company in sales
- Helped clients close more deals by training end users with the technology solution
While
at Morrisey Associates, I oversaw sales activities for the western
half of the United States. Morrisey is a small technology company
that provides credentialing software for hospitals and managed
care organizations.
- Created customized product demonstrations utilizing the Morrisey software application
- Designed and implemented presentations that trained clients and prospects leading to increased product usage and overall customer satisfaction
INSIDE SALES - immediate value
I
started my career at
Careerbuilder as an inside sales representative, calling on
Hawaii and the Palm Springs area of California. I was
quickly promoted to Team Lead and managed a team of 15 inside
sales professionals in CareerBuilder's Chicago headquarters. I was
later selected to help Careerbuilder open their Canadian
operations and was the only US employee selected to move to
Canada.
- As a result of continually exceeding sales quota, selected to 2005 President’s Club
- Assisted with the hiring and training of sales new hires helping CareerBuilder to gain a foothold in the competitive Canadian market
- Helped clients attract and retain top talent by educating them how to fully utilize all of the tools available at CareerBuilder and maximize their job postings and resume database searches
PRE-SALES - DRIVING RESULTS THROUGH SUPPORT
During
my time at TRW Logistics
Execution Systems, I worked as a Pre-Sales Application Specialist.
My job responsibilities included effectively responding to request
for proposal (RFP) documents and conducting customized software
demonstrations for prospects. TRW was a leading provider of
warehouse management software. TRW has since sold of this
component of their business.
- Over 80% hit rate for short-listing on RFPs that I was responsible for answering
- Helped Account Executives to close additional business through customized product demonstrations focusing on the needs of each prospect