Areas I thrive in are designing and setting up revenue generating organizations, evaluating gaps in the companies current process/organization, definition of the target market and buyer personas, different areas of revenue operations, revenue enablement and SDR/BDR/Inside Sales/ Call Centre for Outbound Prospecting / Inbound engine creation, valuation and optimization. At the moment I am learning a lot about using AI and automation to scale business development efforts.
Even though most of my experience is in top of the funnel, I am educated and have set up systems that are optimizing the whole customer journey (from the moment prospects first hear about the company, through ongoing engagements, to the point of churn that hopefully does not happen). This involves the whole sales process, onboarding, implementation and customer success, along with goal setting and compensation systems for employees throughout the process.
Some of my favorite projects are the ones where there is an existing organization, ideally one where the company has outgrown the initial setup, and I am needed to help diagnose what is happening, review the tools and all other elements of the go to market strategy and suggest improvements by stage and the tools and setup that need to be following the transformation. I also like to coach the leaders of the partnering organization in implementing the plan we agree on, and follow them as they thrive.
Key element in combining all of the above is continuous education and growth.
At the start of my IT career, as a part of a fast growing scale up, I was trained on sales process design, playbook writing and making the whole thing scalable and appropriate to the size of the target organizations by TOPO (now a part of Gartner). This was what really sparked my interest in the areas of revenue operations and revenue enablement. I realized that this was a field where I can learn and grow, and I was in a unique position to learn a lot and immediately use that knowledge to create revenue.
As a very active Pavilion member, I have completed or am currently attending the following courses: Customer Success School, Cold Calling, Sales Development School, Strategic Leadership, Sales Engagement, The Art of Listening, Enterprise GTM School, Role of a Leader, Demand Generation, Basics and Advanced RevOps, Role of a Leader, Social Selling, Frontline Sales Manager, MEDDIC for Sellers, Chief Customer Officer School... As a Pavilion member, I have taken the opportunity to finish the Revenue Architecture School by Winning by Design.
I am also very interested in how to better understand what makes people behave the way they do, and how to deal with different situations that come up in team leadership, so I have used the lockdowns to explore the areas of positive psychology, NLP and life coaching. I am using this knowledge to become a better leader and to be more helpful in career coaching.
Softwares I have worked in are: CRM Dynamics, Salesforce, HubSpot, Pipedrive, Salesloft, Eloqua, LinkedIn Sales Navigator, Monday.com, Datanyze, D&B Hoovers, Google suite, Office 365 (including Word, Excel and Powerpoint mostly), Qlik Sense, Metatrader, Datanyze, Rhythm, Jira, Hatchbuck (BenchmarkOne), Apollo, Gong, various in house developed softwares in both creation and usage.
International Sales
Sales Operations
AI Model Integration
Employee Onboarding
Learning Management System
Business Consulting
Business Planning & Strategy
Growth Strategy
Sales Funnel
Pricing Strategy Consulting
Revenue Management
KPI Metric Development
Management Consulting
Process Improvement
Go-to-Market Strategy
Automation
