Sales Leadership, Sales Effectiveness
- Twenty-five years of exceptional B2B sales and marketing experience
- IBM and GE Capital sales, management and training
- Sold over $100 million of computer systems annually to City of New York, Merrill Lynch
- Sold over $140 million of lease financing annually to Fortune 500 companies
Sales Process Management
- Designed and implemented Bid Control system for GE Capital
- Increased transaction volume capacity by over 600% with no additional headcount
- Reduced bid pricing time by 60%
- Improved contract turnaround time by 70%
- Built inside sales organization to sell high-ticket financing
- Generated $500,000 of revenue within 6 months
- Created portfolio remarketing organization
- Maximized revenue from $700 million lease portfolio
- Wrote sales commission plan to focus on corporate goals
- Worked with business partners to optimize value from $300 million vendor lease program
Marketing Programs
- Channel incentive program (spiff) for McData Corporation
- Over 200 resellers registered for program
- 1000 claims representing 13,000 sold units
- Nearly $900K in approved claim payments
- IBM database marketing and collateral distribution
- Database clean up saved client $3.4 million annual postage and printing
- Moved client to electronic distribution realizing over $1 million of additional savings annually
- Reduced time to notify 25,000 worldwide sales reps of market news from 5 days to 2 hours
- Youth Smoking Prevention (YSP)
- Developed strategy and system to share YSP best practices across worldwide geographies and across three major competitors – Philip Morris, British American Tobacco, Japan Tobacco Inc.
- Incorporated leading-edge tools and security
Customer Care
- Designed and implemented online surveys to measure customer satisfaction with clients’ email interactions
- Six-week survey periods
- 18%-28% response rate to nearly 10,000 invitations
- Comprehensive analyses with recommendations to improve customer satisfaction
- Follow-up surveys measured effectiveness of recommendations
- Clients included NYTimes.com, SunTrust Bank, insurance industry
- Designed and implemented system to manage flow of customer service email requests from IBM’s preferred personal customer computer users
- Reduced email backlog from 3,000 to zero within one month
- Increased customer satisfaction with program from 38% to 85% within nine months
- Measured customer satisfaction with every interaction
- Online survey of executives and managers across all lines of business for FedEx IT services
- Measured IT performance and user satisfaction across five dimensions
- Delivered comprehensive analyses identifying strengths, weaknesses and recommendations for improvement
Operational Discipline
- Developed and implemented logistics to distribute 200,000 personalized direct mail packages per month
- Redesigned sales opportunity reporting and territory management system for MeadWestvaco
- Redesigned lead tracking and management system for MeadWestvaco
- Designed, developed and implemented system to track the accessibility characteristics of IBM’s products
- Addresses $1 billion opportunity exposure with Federal bids
- Integrates accessibility requirements with product development cycle
- Provides management tool to ensure accessibility compliance
