Introduction: I create and implement successful marketing and business development strategies and programs. The initiatives I manage increase awareness in your target market, drive demand, and add sales. My expert marketing and proven solution selling talents drove >$475 million in sales for dozens of clients and companies. I consistently deliver superb client experiences and revenue-generating results.
Sample Projects:
MERIDIAN BUILDERS & DEVELOPERS
Green builder needed new marketing/sales strategies and social media programs. Spearheaded creative ideation, branding programs and uncovered strategic partnerships - e.g. met and partnered with CEO of New Resource Bank. In less than 10 weeks secured $2 million joint venture with Sunset Magazine for client to build the San Francisco Idea House, one of world’s 12 greenest homes. Uncovered and obtained >$750K in material / service contributions from global product and service providers. Increased brand awareness 100% through online, broadcast and print coverage. Achieved 2400% marketing ROI.
DESIGN AVENUES
Hired by net zero energy architectural firm to secure speaking opportunities and digital / print media coverage. Created marketing strategies and outreach calendar. Developed content for presentations, case studies, project distinctions, qualifications packages, media kit, brand story, media placements, and web site. Increased speaking engagements 35%. Expanded radio coverage >50%. Increased digital media placements >25%.
EBSUITE
Cloud CRM solution startup needed channel marketing communications and sales leadership. Developed market positioning strategies and content. Sourced and closed deals targeting F100 C-Suite executives. Created digital media, corporate communications, and solution selling programs, including presentations, case studies and product marketing collateral. In less than 8 months, accelerated sales growth 20% tp Alcatel, Coldwell Banker, Franklin Covey, other market leaders. In under 6 months, increased SEM/SEO clickthroughs >4% and reduced service delivery turnaround by 12%.
LAUTZE & LAUTZE
Financial services firm needed help expanding their San Francisco Bay area footprint. Developed market penetration strategies and training programs. Created new sales proposal template, led RFP responses, and conducted lost-bid analysis. Reduced sales cycle by 15%. In under 6 wks uncovered >$250K in add-on services. Secured >$550K in new client and add-on engagements. Expanded legal and business referral networks >15% and >25%.
BRANDON HALL RESEARCH
Global talent management research and publications firm needed help launching new sales and services operating model. Developed and launched global telesales campaigns, including program content, sales scripts, and deal sourcing strategies. In under 4 mo. global email & telesales campaigns achieved 537% in sales ROI to IKEA, Johnson & Johnson, Hitachi Data Systems, others. Increased brand visibility >15%.
SPENCER STUART
Global executive search firm needed help jumpstarting marketing and strategic communications for Technology practice. Created new brand messaging and productized service lines. Developed and managed dozens of sales programs targeting emerging tech companies and F100 C-Suite (e.g., sales presentations, RFP responses, demos, thought leadership studies, web marketing, social media surveys, case studies, practice / regional collateral). Established relationships with national press; tracked and reported marketing, social media and sales metrics. In under 30 months, added >$3 million in sales to Adobe, Cisco, Logilent, MindSpring, Palm, Pinnacle Systems, Siebel, Symantec, others. Increased referral network >20% and brand visibility >35%. Achieved ~300% ROI for marketing and PR investment.
ORACLE CORP.
Hired into new role to launch SaaS applications, Consumer Packaged Goods and Retail. Spearheaded global product marketing and sales campaigns promoting partner-enabled solutions. Orchestrated cross-channel marketing and sales activities, including face-to-face deal sourcing, presentations, international expos, demos, and trade events. Developed and managed sales training initiatives, cross-functional product launches, customer advocacy program, and led account management activities. In under 22 months added >$58 million in sales to Frito Lay, Dannon, Ann Taylor, Hallmark, other F500 companies. In less than 10 months, increased brand recognition >6% and press/analyst coverage >15%.
ERNST & YOUNG, Global Client Consulting Practice
Hired into new role to create account planning and sales infrastructure for 19-state region. Served as marketing operations/sales account leader for Telecomm, Consumer Products, and Financial Services Revenue Teams. Developed and managed cross-channel marketing activities, sales presentations, RFP responses and pursuit teams 10-50+ in size. In less than 12 months, closed engagements worth >$150 million. Over 4 years, added >$275 million in sales to Sprint, Avco Financial Services, other global F1000 organizations.
Consistently deliver stellar experiences and positive business outcomes for clients.
