Carla Britton has over 15 years of experience in business operations, sales, and project management. She has a proven track record of optimizing resources and processes to drive revenue, facilitate change management, and exceed expectations. Her expertise lies in sales operations, analytics, and implementing solutions that support business needs and sales success.
For an updated version of this presentation: https://www.slideshare.net/clearaction/best-practices-in-marketing-operations-127189812
An overview of how to most effectively utilize marketing operations to meet your company's goals.
See https://ClearAction.com
For an updated version of this presentation: https://www.slideshare.net/clearaction/embracing-marketing-operations-what-is-it-and-why-bother-127189818
Originally presented by Gary Katz
BrightTALK Marketing Operations Channel
September 26, 2008
See https://ClearAction.com
Marketing Metrics, Technology, & Customer Experience: bringing it all together, presented by Lynn Hunsaker at the 2014 Marketing Operations & Technology Summit
Marketing Operations ROI: It`s Simpler and Way Harder Than You ThinkClearAction Continuum
For an updated version of this presentation: https://www.slideshare.net/clearaction/marketing-operations-roi-its-simpler-and-way-harder-than-you-think-127189832
How Marketing Operations can help you more effectively utilize metric data to measure ROI.
See https://ClearAction.com
For an updated version of this presentation: https://www.slideshare.net/clearaction/best-practices-in-marketing-operations-127189812
An overview of how to most effectively utilize marketing operations to meet your company's goals.
See https://ClearAction.com
For an updated version of this presentation: https://www.slideshare.net/clearaction/embracing-marketing-operations-what-is-it-and-why-bother-127189818
Originally presented by Gary Katz
BrightTALK Marketing Operations Channel
September 26, 2008
See https://ClearAction.com
Marketing Metrics, Technology, & Customer Experience: bringing it all together, presented by Lynn Hunsaker at the 2014 Marketing Operations & Technology Summit
Marketing Operations ROI: It`s Simpler and Way Harder Than You ThinkClearAction Continuum
For an updated version of this presentation: https://www.slideshare.net/clearaction/marketing-operations-roi-its-simpler-and-way-harder-than-you-think-127189832
How Marketing Operations can help you more effectively utilize metric data to measure ROI.
See https://ClearAction.com
How to create sales excellence and implement strategy - Mercuri InternationalMercuri International
The Global Sales Excellence Survey is packed with powerful and practical insight from the world’s best performing companies.
It comes with a self-assessment document that you can request from Mat at Mercuri via matthew-everitt@mercuri.co.uk
It answers 2 key questions;
1) What are the differences between higher, middle and lower performing companies?
2) What are the sales excellence factors that the better performing companies concentrate on?
Established in 1960,the survey is brought to you by Mercuri International and data from 15,000 client cases, 250,000 participants, and 60 + industry sectors, every year.
We take your sales to a higher level.
http://mercuri.co.uk/how-can-mercuri-international-help
For an updated version of this presentation: https://www.slideshare.net/clearaction/applying-marketing-operations-best-practice-framework-127189811
How to accelerate your roadmap to marketing operations excellence to optimize return on marketing investment.
See https://ClearAction.com
5 Ts Of Marketing Ops: Learning Org to Increases Marketing EffectivenessClearAction Continuum
For an updated version of this presentation: https://www.slideshare.net/clearaction/5-ts-of-marketing-ops-learning-org-to-increases-marketing-effectiveness-127189816
May 13, 2008 presentation at Henry Stewart Marketing Operations and Digital Asset Management Conference, by Gary Katz.
See https://ClearAction.com
Value is what most things in business are about. And in #Marketing Operations, best-practice companies are reaping higher value as they evolve toward a more sophisticated scope for what Marketing Ops (MO) entails.
This IDC study discusses the results of IDC's research of the sales operations function. This research provides a detailed evaluation and analysis of the best and emerging practices across sales operations teams at the technology industry's largest and best-performing companies. A framework is provided to help sales operations teams identify key weaknesses and gaps in their current structure. Also provided is IDC's guidance on the key components required to enable the transition to the next-generation sales operations team, including recommendations sales operations staffing levels.
"Sales costs are outpacing revenue growth, sales organizations are increasing in complexity, and IT buyers continue to indicate that sales reps are out of touch with their needs," says Michael Gerard, vice president of IDC's Sales Advisory Practice. "The sales operations team must be the key driver and catalyst for increased productivity across the sales organization, setting the vision for its future and maintaining the path toward this vision. However, significant organizational and structural changes are required with sales operations teams to achieve this goal. With the right strategy and individuals in place, sales operations teams have the potential to be the catalyst for establishing a best-in-class, agile sales organization."
11-minute preview of Marketing Operations 2.0: From 2010 Tactical Discipline to 20/20 Strategic Vision. Register for this self-paced course at https://www.knowledgeaccountability.com/mopartners/ -- an online course to accelerate your return on investment (ROI). MO 2.0 is an agile, customer-centric and scalable approach to Marketing Operations that enables Marketing to deliver high-value impact to corporate strategy and business results
2015 01-08-anatomy of high impact marketing ops team r6tbdenney
Baxter Denney of New Relic, and David Lewis of DemandGen go through the characteristics of the best Marketing Operations teams in this webinar presentation.
management of key accounts of an organisation. KAM portfolio. hierarchy of key relationships.pricing and negotiation.relationship management with key accounts.decision makers.
What is Your Strategy to Manage Key Accounts and Why You Need One?Travis Davis
Managing Key Accounts in Salesforce can be a daunting task, but it doesn’t have to be. It can be easy, beneficial, collaborative and most of all useful.
In this webinar we will show you how to build a strategy to manage key accounts using Strategy Mapper and why you need one, all within Salesforce. Having a strategy to manage your key account in Salesforce ensures the entire team is working in unison, collaborating and in the event of flux in the account team, there is no loss of momentum, allowing competitors to gain a beachhead.
There are four topic we will cover to build a key account strategy in Salesforce to ensure success, long term relationships, stability and revenue growth.
1. Management of the Account
2. Management and Planning of Opportunities
3. Planning and Execution of Meetings
4. Stakeholder Management
Ten Slides in Ten Minutes - Thinking about Sales OperationsBill Graham CP.APMP
Without a central (and consolidated) Sales Operations function a sales organisation is heading for disaster. This slide deck presents a few thought on the elements of the Sales Operations function
For an updated version of this presentation: https://www.slideshare.net/clearaction/marketing-operations-mobilizing-marketing-for-a-web-20-world-127189840
A sneak preview of my latest thinking, in which I parallel Web 2.0 and Marketing Operations. I have not presented this work live as of 5/11/09.
See https://ClearAction.com
Curso: Redes y comunicaciones I: 08 Administración de redes.
Fue dictado en la Universidad Tecnológica del Perú -UTP, Lima - Perú, en los ciclos 2011-2 (junio/2011), 2011-3 (octubre/2011) y 2012-1 (abril/2012).
Curso: Redes y comunicaciones I: 07 Redes.
Fue dictado en la Universidad Tecnológica del Perú -UTP, Lima - Perú, en los ciclos 2011-2 (junio/2011), 2011-3 (octubre/2011) y 2012-1 (abril/2012).
How to create sales excellence and implement strategy - Mercuri InternationalMercuri International
The Global Sales Excellence Survey is packed with powerful and practical insight from the world’s best performing companies.
It comes with a self-assessment document that you can request from Mat at Mercuri via matthew-everitt@mercuri.co.uk
It answers 2 key questions;
1) What are the differences between higher, middle and lower performing companies?
2) What are the sales excellence factors that the better performing companies concentrate on?
Established in 1960,the survey is brought to you by Mercuri International and data from 15,000 client cases, 250,000 participants, and 60 + industry sectors, every year.
We take your sales to a higher level.
http://mercuri.co.uk/how-can-mercuri-international-help
For an updated version of this presentation: https://www.slideshare.net/clearaction/applying-marketing-operations-best-practice-framework-127189811
How to accelerate your roadmap to marketing operations excellence to optimize return on marketing investment.
See https://ClearAction.com
5 Ts Of Marketing Ops: Learning Org to Increases Marketing EffectivenessClearAction Continuum
For an updated version of this presentation: https://www.slideshare.net/clearaction/5-ts-of-marketing-ops-learning-org-to-increases-marketing-effectiveness-127189816
May 13, 2008 presentation at Henry Stewart Marketing Operations and Digital Asset Management Conference, by Gary Katz.
See https://ClearAction.com
Value is what most things in business are about. And in #Marketing Operations, best-practice companies are reaping higher value as they evolve toward a more sophisticated scope for what Marketing Ops (MO) entails.
This IDC study discusses the results of IDC's research of the sales operations function. This research provides a detailed evaluation and analysis of the best and emerging practices across sales operations teams at the technology industry's largest and best-performing companies. A framework is provided to help sales operations teams identify key weaknesses and gaps in their current structure. Also provided is IDC's guidance on the key components required to enable the transition to the next-generation sales operations team, including recommendations sales operations staffing levels.
"Sales costs are outpacing revenue growth, sales organizations are increasing in complexity, and IT buyers continue to indicate that sales reps are out of touch with their needs," says Michael Gerard, vice president of IDC's Sales Advisory Practice. "The sales operations team must be the key driver and catalyst for increased productivity across the sales organization, setting the vision for its future and maintaining the path toward this vision. However, significant organizational and structural changes are required with sales operations teams to achieve this goal. With the right strategy and individuals in place, sales operations teams have the potential to be the catalyst for establishing a best-in-class, agile sales organization."
11-minute preview of Marketing Operations 2.0: From 2010 Tactical Discipline to 20/20 Strategic Vision. Register for this self-paced course at https://www.knowledgeaccountability.com/mopartners/ -- an online course to accelerate your return on investment (ROI). MO 2.0 is an agile, customer-centric and scalable approach to Marketing Operations that enables Marketing to deliver high-value impact to corporate strategy and business results
2015 01-08-anatomy of high impact marketing ops team r6tbdenney
Baxter Denney of New Relic, and David Lewis of DemandGen go through the characteristics of the best Marketing Operations teams in this webinar presentation.
management of key accounts of an organisation. KAM portfolio. hierarchy of key relationships.pricing and negotiation.relationship management with key accounts.decision makers.
What is Your Strategy to Manage Key Accounts and Why You Need One?Travis Davis
Managing Key Accounts in Salesforce can be a daunting task, but it doesn’t have to be. It can be easy, beneficial, collaborative and most of all useful.
In this webinar we will show you how to build a strategy to manage key accounts using Strategy Mapper and why you need one, all within Salesforce. Having a strategy to manage your key account in Salesforce ensures the entire team is working in unison, collaborating and in the event of flux in the account team, there is no loss of momentum, allowing competitors to gain a beachhead.
There are four topic we will cover to build a key account strategy in Salesforce to ensure success, long term relationships, stability and revenue growth.
1. Management of the Account
2. Management and Planning of Opportunities
3. Planning and Execution of Meetings
4. Stakeholder Management
Ten Slides in Ten Minutes - Thinking about Sales OperationsBill Graham CP.APMP
Without a central (and consolidated) Sales Operations function a sales organisation is heading for disaster. This slide deck presents a few thought on the elements of the Sales Operations function
For an updated version of this presentation: https://www.slideshare.net/clearaction/marketing-operations-mobilizing-marketing-for-a-web-20-world-127189840
A sneak preview of my latest thinking, in which I parallel Web 2.0 and Marketing Operations. I have not presented this work live as of 5/11/09.
See https://ClearAction.com
Curso: Redes y comunicaciones I: 08 Administración de redes.
Fue dictado en la Universidad Tecnológica del Perú -UTP, Lima - Perú, en los ciclos 2011-2 (junio/2011), 2011-3 (octubre/2011) y 2012-1 (abril/2012).
Curso: Redes y comunicaciones I: 07 Redes.
Fue dictado en la Universidad Tecnológica del Perú -UTP, Lima - Perú, en los ciclos 2011-2 (junio/2011), 2011-3 (octubre/2011) y 2012-1 (abril/2012).
Participated in Universal Postal Union Congress (UPU) held in Doha, 2012. Qatar hosted United Nations Congress for Postal Union in Doha, September 21- October 18, 2012.
Managing, developing and expanding business by providing direction and leadership to ensure profitable growth, satisfactory cash flow, enhance market leadership and be acknowledged as the provider of industry leading service standards.
Making feasibility study to expand business portfolio from small packages to cargo, freight services, logistics, supply chain & warehousing.
Creating, maintaining and developing a favourable Q-Post image with its various influential audiences such as NGOs, partners, industry bodies and governments to facilitate the company's growth and development.
Strengthening sales & marketing team through coaching, training, learning & development.
Carl Larson Resume v2 ENTERPRISE SOFTWARE AND SERVICES SALES LEADERCarl Larson
Sales, marketing, and customer success subject matter expert with hands-on B2B sales leadership experience at small, medium, and large organizations. Consistently successful and notably grows sales revenue, gross profit margins, and market share to exceed objectives. Recognized as a champion at building, re-building, and transforming best in class sales organization performance, operational process excellence, and customer outcomes. Develops new business customers, grows existing customer revenues, and introduces new product offerings to penetrate new markets. Recognized for excellence in effective sales prospecting, business-value qualification, executive relationship building, proof of value, win-win contract negotiation, and closing sales.
Our Sales Enablement Plan Playbook is a planning methodology that highlights our premium tool-kit of tools & templates to help you develop a sales enablement plan that increases your win-rate, deal-size and % reps attaining quota.
ENTERPRISE SAAS AND PROFESSIONAL SERVICES TECHNOLOGY SALES LEADERCarl Larson
Sales and marketing subject matter expert with hands-on B2B sales leadership experience at small, medium and large organizations. Consistently successful and notably grows sales revenue, gross profit margins and market share to exceed objectives. Recognized as a champion at building, re-building and transforming best in class sales organization performance, operational process excellence and customer outcomes. Develops new business customers, grows existing customer revenues and introduces new product offerings to penetrate new markets. Recognized for excellence in effective sales prospecting, business-value qualification, executive relationship building, proof of value, win-win contract negotiation and closing sales.
Carl Larson Resume v1 ENTERPRISE SOFTWARE AND SERVICES SALES LEADERCarl Larson
Sales, marketing, and customer success subject matter expert with hands-on B2B sales leadership experience at small, medium, and large organizations. Consistently successful and notably grows sales revenue, gross profit margins, and market share to exceed objectives. Recognized as a champion at building, re-building, and transforming best in class sales organization performance, operational process excellence, and customer outcomes. Develops new business customers, grows existing customer revenues, and introduces new product offerings to penetrate new markets. Recognized for excellence in effective sales prospecting, business-value qualification, executive relationship building, proof of value, win-win contract negotiation, and closing sales.
Carl Larson Resume v1 ENTERPRISE SOFTWARE AND SERVICES SALES LEADER
Carla Britton Resume LI
1. CARLA BRITTON * carla_britton@comcast.net * Linked In Profile
EXCEEDING EXPECTATIONS
Business Operations and Sales leader with expertise in managing what matters for success. Strategic,
tactical, and innovative problem-solver. Change management agent with the ability to optimize resources
and processes. Additional expertise in external and internal training.
PROFESSIONAL EXPERIENCE
LEXISNEXIS (home based): 2002–present
Business Operations Analyst – various Markets (2013-present)
Utilizing new and proprietary expertise to manage/implement projects for various Business Units across
the organization.
Senior Analyst – Variable Compensation & Incentives (2012-2013)
Provide insight and executable solutions regarding sales rep performance, goals, incentive modeling, and
territory alignment. Analyze trends to assist in making business decisions as well as identify opportunities
for business and sales growth and improvement.
Business Operations Analyst - Alliance Partners (2012)
Maximize revenue and profit via alliances and partnerships. Partner with sales operations, licensing,
legal, fulfillment, and CSM team to create and implement processes for new alliances as well as develop
models and track revenue from alliances.
Reduced ID implementation time by 85% which directly led to an early renewal of this Alliance partnership
resulting in $8.6M in revenue.
Sales Business Operations Manager (2011)
Work with VP of GPA (Government, Print, Academic) to define projects based on needs and manager
input. Collaborate with Segment Management, Finance, HQ Sales Operations, Sales Tools, and other
operational and support teams to analyze, develop, and implement initiatives that support business needs
and drive sales success including sales incentive programs, national and regional sales meetings,
territory planning, on-boarding for Account Executive Team, communication plans, and facilitating
“Opportunity Management (Schiffman)” courses.
Streamlined and solidified forecast process – used across all 3 business units.
Drove CRM adoption to 100%.
Business Operations Analyst - Corporate Markets (2010-2011)
Identify and address pertinent gaps between Sales and Sales Operations. Create surveys, progress
reports, and value statements to gauge needs and success of the position. Deliver results and
recommendations to Management at conclusion of project. Additional responsibilities include, but are not
limited to revenue generating activities such as new hire ramp up, lead generation, and account planning.
My efforts facilitated this branch, with 3 new hires, winning Circle of Excellence.
Conclusions led to the creation of 6 Sales Business Operations Manager positions.
Created a Survival Guide for new sales reps that it still used today
National Account Manager (2008–2010)
Managed $3.5M territory (primarily media and associations). Developed and executed account strategies
to promote sales of both BIS and Corporate Legal solutions in a complex, multi-faceted sales structure.
Applied consultative-based and value selling methodology to executive level contacts. Certificates in
“Selling to Senior Executives”, “Create & Win” (TAS Group); “Get Real Selling” (Hawk).
Successfully saved 80% of cancels, resulting in multi-year contracts worth in excess of $500K.
Analyst – Sales Operations (2007–2008)
Responsible for providing actionable insight to Executives, Account Managers, and Clients based on data
and trends as well as developing and testing newly implemented CRM.
Re-engineered Consultant Scorecard using advanced Excel formulas and functions – still in use today.
Developed a high level of proficiency in the use and applications of newly deployed CRM (Siebel).
First Team Member to design and build dashboards/reports in CRM (liaise with Sales Leadership Team).
Performed User Acceptance Testing for CRM to ensure ease of use and information accuracy.
Created and facilitated training sessions for CRM, including training materials.
Identified and recorded problem areas and used this information to provide input for business systems
enhancements.
Requested by management to work with other departments to develop relevant analytic tools.
2. Britton – page 2
LEXISNEXIS, continued….
Senior Administrator – Sales Operations (2002–2006)
Managed the daily activities of a $15 million branch including: client interaction, activity tracking, problem
resolution, analytical contributions, and contract administration. Worked hand-in-hand with Account
Managers to develop relationships with Clients, Account Executives, Specialists, Consultants, and other
departments to drive revenue.
Functioned as back up Account Manager for Open Territories and/or extended leave absences - certificates in
Value Selling Methodology; Miller-Heiman Sales Methodology.
Worked with other Administrators on best practices, knowledge sharing, and cross training.
Developed processes to track progress and measure success using Excel, SharePoint, and Access.
Created material and trained team on processes.
New Hire Mentor – mentees have been promoted to senior positions in the company.
Served as an authority for Front Office/Back Office update.
Asked to create and implement order procedures for new solution, Patent Optimizer.
Invited to work with several other Administrators to develop order tracking and incremental sales processes for
New Business Teams.
PRINCETON eCOM (Princeton, NJ): 1999–2001
Project Manager (2001)
Directed activities, coordinated resources, established and spearheaded cross functional initiatives, and
managed budgets to ensure the successful implementation of projects.
Devised and executed comprehensive Education & Training Curriculum for 250 employees to cultivate a
consistent understanding of products and an awareness of processes.
Assembled knowledge committees, designed delivery methods, and facilitated some sessions.
Conceived, designed, and implemented a company-wide interactive CRM to drive selling opportunities; maintain
client relationships; and provided an easily accessible snapshot of accounts to facilitate account planning.
Increased sales productivity by 30%.
Formalized and participated in a Competitive Intelligence Unit to provide crucial competitive and market
information to assist Sales and Management in key decisions.
Sales Operations Manager (1999–2001)
In charge of creating and maintaining operational excellence of a fledgling Sales Department at a
company which was awarded Best Emerging Technology Company in 2000.
Staffed, managed, and coached support personnel.
Created and implemented processes and procedures to ensure sales efficiency – including roll out
documentation.
Created Standard Operating Procedures for Sales Department.
Designed penetration and retention strategies.
Created Rules of Engagement protocols for Channel Partners.
Procured and/or developed tools to drive efficiency and revenue.
Effected Sales Methodology (Schiffman/DEI) to introduce a methodology to follow and track progress (certificate
in Steve Schiffman Sales Methodology through DEI).
Collaborated with Marketing to create brand awareness.
PREVIOUS EXPERIENCE
AGC SEDGWICK, Princeton, NJ - Product Specialist
ENSEC INTERNATIONAL, New York, NY - Office Manager
DAVIS POLK & WARDWELL, New York, NY - Senior Administrative Assistant
HEALTHCARE RECOVERY, INC., Howell, NJ - Operations Administrator
EDUCATION
BS - Marketing, University of Phoenix
AS - Business Administration, Davis & Elkins College
TECHNICAL SKILLS
Siebel / Access / Excel / Word / PowerPoint / Hummingbird-BI / SharePoint / SAVO / SQL / VBasic