Sales Productivity Experience

• Guided a $150M software company through a redesign of its sales and marketing process, including a fresh sales training approach, an in-house telemarketing unit, and new marketing messages. Sales productivity improved by 20 percent within a few months.
    
• Later worked with this same client to structure a successful strategic alliance for added distribution to small accounts.
    
• Helped a network products manufacturer evaluate and strengthen its VAR program through better technical and marketing support. Discovered that its VARs were of two types, with separate programs and expectations needed for each type.
    
• Worked with this same client to reallocate its sales force for a better mix between selling directly to accounts, servicing existing accounts, and supporting channel partners.
    
• Developed a totally new pricing system for a top-10 bank's securities processing business. System gave the bank better flexibility to deal with price-shopping major corporations without hurting margins on smaller accounts.
    
• For this same bank, developed an aggressive sales campaign which successfully raided customers from a competitor that had just been sold to a new parent.
    
• Guided this same client in a reorganization of its sales and marketing functions to streamline the process, give salespeople more time in the field, and cut costs.
    
• Analyzed causes of poor advertising sales for one of the nation's largest consumer magazines. Changes included new pricing packages, reallocating sales effort by type of advertiser, streamlining the content of a sales call, and better use of sales support staff.
   

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