ACCOMPLISHMENTS AND ABILITIES
SALES MARKETING DEVELOPMENT
UNIFIED SKILLS FOR DRIVING NEW BUSINESS
Development and Success Story
Skills & Abilities
What I bring to your
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.
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
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.
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.
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
Distilled To amalgamated monthly to determine trends,
Pain and Market
Discovery Meeting analyze data on market conditions and
expectations and create a gap analysis.
Marketing data is structured as go to market
Pain Points, Key Messaging is converted into questioning format
Analyzed Next To
that more quickly validates data, drives deeper and
Gathered shortens the selling process while building client
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
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.
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
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
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
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.
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.
• Knowledge Sharing and Evangelism
• Have given four speaking events on social
media. First to engineer the use of
participants in the explanation of Social
• 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
• Strong familiarity with Tools
• Facebook – have created groups, done
promotion and advertising on Facebook
• LinkedIn – use many of the tools LinkedIn
• Twitter – user of many third party
• 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
• Able to write clear, concise and compelling media releases
• Have the skills to produce active content releases which include rich
• Create video / animation that can be used to drive traffic to site and
• 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
“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
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.