Greg Holsen Accomplishments And Abilities
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Accomplishments and abilities of Greg Holsen

Accomplishments and abilities of Greg Holsen

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Greg Holsen Accomplishments And Abilities Greg Holsen Accomplishments And Abilities Presentation Transcript

  • ACCOMPLISHMENTS AND ABILITIES BUSINESS SALES MARKETING DEVELOPMENT UNIFIED SKILLS FOR DRIVING NEW BUSINESS
  • Introduction Section One Development and Success Story Cases Section Two Skills & Abilities
  • What I bring to your organization Creativity Creativity is really not about pretty brochures, logo’s or Always the kind of individual to look at a situation and identify new opportunity or see where the current path has websites, it is about looking holistically at the organization, become overgrown, I am a n organizational contributor. A determining where added improvements and undeveloped self starter and self manager I have been a strong asset to my organization and an efficient addition to corporate opportunity creates the fastest road to revenue. management. Entrepreneurial Drive This characteristic is about being money oriented. Driving for Starting again at an early age, I experienced a high level of profit in each thing we do and continuously looking where success in starting my own business at age seven. Since then, I have started more than 15 businesses, some of margin might be underdeveloped or leaking. Thinking like which enjoyed greater success than others. In all someone who has skin in the game and is looking for the most businesses, I pushed the market and found new niches. My experience at both business success and failure have effective way to drive revenue opportunity. provided me an experienced base to succeed. Customer Experience Focused Great organizations are lasting organizations. In today’s social As profiled by leading authors Ken Blanchard and Seth Godin, no fact is more sustainable than great customer media world driving optimal customer perception is key. This experiences create the greatest companies. In a feature- perception starts in the messaging and is delivered in how the driven world of Silicon Valley, customer experience and perception are key to gaining critical praise by word of company responds to it customers. mouth. I am a tireless advocate for outstanding customer experience and am familiar on delivery of that experience on budget.
  • marketing sales business development Holistic background of sales, marketing and business development produces richer revenue development landscape for creating more opportunity and closing more business. Action –oriented marketing. With a sales and business development background, I am adept at writing marketing messages that drive action aimed at increasing sales.
  • Section One Development and Success Story Cases
  • DEVELOPMENT CASE ONE U N I F Y I N G M A R K E T I N G & S A L E S T H R O U G H D E E P D ATA COLLECTED IN THE SALES PROCESS
  • Two Islands that needed bridging Sales was working at the front end of the clients problem but was not often driving deep enough into their business to gain deep marketing knowledge. Deep marketing knowledge is that data that resides above surface challenges that companies often find “work-arounds” to accomplish. Often Market Challenge both sales and marketing so little to no real value in the sales data collected and often it remained on the sales island, where it died. Sales force was not being used to drive frontline marketing. Buyer and Meanwhile, marketing, on it’s own island was getting some feedback from sales, but often it was distilled in to pain data was not being effectively generalities that didn’t new good tactical marketing data. gathered and moved to marketing. Marketing was forced to buy expensive marketing data or simply follow competitors or guess on what the marketing Resulting in missing or poorly was really demanding. Marketing messaging was limited to a perceived marketing data and sales push style methodology where it became high level and less focused on specific certain challenges and more on overall development processes to drive market perception. marketing message. Meanwhile, the relationship between the two islands became antagonistic. With sales throwing volleys of ineffective marketing toward that island and marketing suggesting that messaging was not being reinforced in the sales process, thus making the messaging ineffective. The result was the development of Deep Impact
  • Designated Sales force is educated in a systematic Up Front Prospect process to driving deep into customer pain, Qualification challenges and intentions. Data is collected weekly from all team assets and Marketing Data Distilled To amalgamated monthly to determine trends, Potential Client Pain and Market Positioning to Discovery Meeting analyze data on market conditions and Insure Accurate Messaging expectations and create a gap analysis. Marketing data is structured as go to market messaging. Marketing Provided Pain Points, Key Messaging is converted into questioning format Clients Challenges, Information & Analyzed Next To Business Specific Information that more quickly validates data, drives deeper and Prior Data Gathered shortens the selling process while building client trust. New data is fed back continuously and questioning is revised to drive deeper with each engagement.
  • SUCCESS CASE TWO T R A N S L AT I N G C H A N G E T O A N E W L I N E O F B U S I N E S S
  • Market Challenge Sales force has delivered two quarters in a row of zero sales. The market the company was approaching was suffering after the September 11th attacks. The company had a product for airliner electronic flight bags (EFB’s) . Airlines had the option of installing EFB’s but stopped orders or trimmed back leaving the company minimal market opportunity.
  • Solution As the director of business development, I worked closely with a seasoned product manager in the company to determine what else our software might be capable of doing in an industry we could immediately approach. It was determined there was some initial, incomplete work on a localization product. Immediately assessing Market change delivered the the ability to complete development and launch a product, we repackaged the product as the perfect product for localization. Creating specific marketing and getting into trade shows with the company from two zero sales new messaging and innovative approaches, we had very rapid adoption by all the industries' top providers in under three months – a monumental feat. quarters to doing business Result with the top three global The rapid market adoption of the software for localization and he resulting press and PR helped us position the company in front of a large merger partner. The merger partner was specifically providers of localization in interested in the company because of the rapid growth and prestige we had gained through the corporate repositioning in localization. Dissolution of a major partnership in the airline market would have less than three months. left the company highly exposed, however, the rapid positioning of the company toward localization allowed the company to grow and thrive through a very turbulent time.
  • SUCCESS CASE THREE TA K I N G C O N T R O L A N D M A N A G I N G T H E A S S E T S O F T H E R E V E N U E P O R TA L
  • Market Challenge Company leaders are tasked with managing more with less. Sales teams often report to the company President of CEO who has very little time to manage these assets and assure sales team health and productivity, even though the sales team is the revenue “portal” of every company. The officer of the company was often unaware of individual sales challenges, close percentages, sales methodology or trends. This left the company open to catastrophic sales results or personnel changes.
  • The Solution Solved an Internal Growth Problem For Achievex Beyond the challenge we solves for clients, we were also solving a challenge we had at the time. Because of bad economic conditions, more corporations saw our core offering of sales training as a non- essential spend, opting to hold onto cash for slowing revenue. The problem of low producing sales teams that had little to no oversight was a concern. The loss of sales managers due to down sizing had caused the sales team to become unmanaged and unmotivated resulting in losses of sales team talent and salespeople that were becoming less effective when sales needed to increase. Developing this product helped us access more revenue from a different perspective than our core business alone would have delivered.
  • Solution Result I interviewed senior sales managers and corporate officers Our conversations netted far greater to understand their challenges, expectations and interest and our engagement quality deliverables for their sales assets. We then crafted a and quantity increased significantly . solution that assessed the skills inventory of every sales We closed our first client under the asset, we then analyzed and reported the results. After new program which netted us our determining if the salesperson asset has the characteristics largest customer in over 12 months. of top performers we wrote a prescription plan for the salesperson and provide management with plan we would The solution solved a problem that use to fill the undesirable gaps. concerned them for some time, allowed the CEO to focus less on sales We then entered each salesperson into a system developed and more on strategic oversight of the to manage their activity behavior and assess their attitudes company. weekly. Additionally, we entered the salesperson and their teammates into an advanced level selling system course to get all team assets selling on the same system. Managing the team closely and giving management and the board an insightful view of their sales team weekly provided a much better platform to predict results.
  • SUCCESS CASE Four The Whale the size of a Minnow
  • Market Challenge A new company in a fast growing space with only one employee, eShipServices needed to look like a high-powered fulfillment operation in a world of big warehouses and even bigger expectations. The perception of the company needed to be that we were moving a lot of product and were skilled artisans at what we provided in the ecommerce space.
  • Solution Results Worked immediately to start building brand and We discovered the industry perception was that messaging. Went to key industry trade shows, got eShipServices was large and capable. This helped us on panels and got trade press, including two cover gain quick credibility and allowed us to focus less on stories on the state of the ecommerce fulfillment proving our ability to service their needs – and focus industry, As the only employee engaged in building more on whether their product was the right for us. the brand from marketing to sales and strategic Through well placed branding, strategic visibility and development, it was critical to constantly resonate a placing ourselves in front of hundreds of buyers as an bigger feel. We immediately developed new expert, we became the whale in the eyes of our branding for the services of our sister company and marketplace. created a sense through all communications, activities, seminars and other outward development, that our organization was well positioned to handle any sized customer operation.
  • Section Two Skills & Abilities
  • SOCIAL MEDIA EXPERTISE • Knowledge Sharing and Evangelism • Have given four speaking events on social media. First to engineer the use of participants in the explanation of Social Media. • Early adopter • One of the first to advertise employment services on MySpace. • Early days of blogging. Had one of the first blogs on sales and marketing integration. • First Sandler Group on LinkedIn • Creation and current manager of San Jose Silicon Valley Chamber of Commerce Group on LinkedIn • Strong familiarity with Tools • Facebook – have created groups, done promotion and advertising on Facebook • LinkedIn – use many of the tools LinkedIn has offered. • Twitter – user of many third party optimization applications.
  • Early Adopter • Very first wave of users on Google – early advertiser during PPV advertising. Days Expert at Google AdWords system, Overture etc. Very familiar with PPC model that most search engines operate on currently. • Used keywords, active media and links very effectively early on to drive traffic. • Gained top positions on Google, MSN and Yahoo • Over 92% First page categorization Expert Level user • Deep understanding of inputs/outputs of system • Aware of providers and vendors who can assist in the process.
  • Capabilities • Able to write clear, concise and compelling media releases • Have the skills to produce active content releases which include rich media • Create video / animation that can be used to drive traffic to site and pre-sell. • Built good relationships with editors and created content from an angle that was interesting to them to pick up and disperse, including national wire releases to major media.
  • Trade Show Capabilities • Booked, produced and attended over 45 trade shows • Experience in design producing and setting- up booth • Created engaging booth messaging and attraction • Obtain optimum location for booth • Obtain speaker positions • Staff booth • Drive booth staff to book appointments on the floor • Quick and effective follow-up contact and marketing of attendees
  • Sales & Business Development I have personally created over half a billion dollars in sales volume in my sales career. I have been professionally trained by top programs including expert level training in Sandler Sales Institute, Integrity Selling, Dale Carnegie, Ken Blanchard and various other programs. Over 500 hours of completed courseware in the concept, theory and practice of sales and management. “Selling is a key element in successful marketing. Getting to the root of why clients buy, the pain they are trying to cure and the validation of what that will do to their career by solving the problem has helped me to look at marketing differently from many marketers. “
  • B U S I N E S S E S I H A V E S U C C E S S F U L LY F O U N D E D • Transportation for Entertainment • Third Party Logistics Industry and High Profile Clients • B2B Networking Groups • College Campus Transportation • Executive Best Practices Groups Company • Employment and HR Service • College Campus Consumer Goods Company • Executive Consulting • Sales and Marketing Consulting
  • S TA R T U P B U S I N E S S E S I H A V E D E V E L O P E D , O W N E D A N D M A R K E T E D I N T H E E N T E R TA I N M E N T I N D U S T R Y Gaucho Sports Promotions Company • C h a n n e l I s l a n d s Te l e v i s i o n • AerialCam Arial Motion Picture Systems • Wate r Tro lley Syste m s • Blue Flash Arial Lighting & Rigging
  • Looking at what others are doing and focusing on doing something that is often 180° from what the competition is doing and in the process creating a thriving market is where I have continuously found success developing strong revenue. In a world of marketing noise, increasing at an exponential rate through social media, the challenge is “how do I sound different and how do I become trusted”. Crowd sourcing and building a community of buyers is a skill a creativity. Having been a business owner with a startup budget I appreciate doing a lot with a little which has made me valuable to companies large and small who have less resources and have more demands to deliver more revenue on budget. I look forward to discussing further your specific needs and goals with your business and how my skills can fulfill those quickly and effectively.
  • Thank you for reviewing my successes and abilities and considering me for your team. Greg Holsen 408-685-1008 Greg.Holsen@gmail.com