Core to Cloud

As Head of Business Development at Core to Cloud, I lead the SDR and BDM teams, focusing on improving sales performance, refining processes, and driving sustainable growth. My role combines coaching, process optimisation, and strategic improvements to help the team exceed targets and deliver results.

Key Achievements so far:

Reducing Deal Losses:
Last financial year, deals were lost due to unmet requirements, resulting in significant lost revenue. By refining the sales process and working closely with technical teams, I reduced these losses by 42% in the first quarter of the financial year.

Shortening the Sales Cycle:
Addressed delays across sales stages by improving discovery, tightening qualification, and encouraging multi-threading into accounts. These changes reduced the average sales cycle, which resulted in a 40% improvement and enabled faster deal closures.

Increasing Close Rates:
Multi-threading into accounts has strengthened engagement with Economic Buyers and technical decision-makers, significantly improving close rates across key opportunities.

Streamlining the Sales Process:
Introduced a new discovery step to strengthen qualification alongside tailored discovery, demo, and cold-calling scripts aligned with our ICP. Implemented Gong.io to improve forecasting and deal management, enabling the team to focus on high-value opportunities.

Driving Team Performance:
Delivered 1:1 coaching, MEDPICC training, and improved SDR-to-BDM handovers to ensure collaboration and high-quality opportunities. These changes have helped the team have a better chance of hitting their targets.

I've created a scalable system that delivers results by refining processes, focusing on multi-threading and supporting the team with practical tools like Gong.io. I always focus on driving growth by reducing the sales cycle, increasing close rates, and empowering the team to succeed.

Head of Business Development

Sales Enablement Society

The Sales Enablement Society is a volunteer organization founded in January 2016, by a diverse group of like-minded sales and marketing professionals based in the Washington, D.C. area. The SES's overall mission identifies best practices for successful outcomes, clarifies the operations for the sales enablement business, and develops the criteria for sales enablement roles within successful organizations

Member

Bigtincan

- Leading a high-performing sales team to deliver Bigtincan's Sales Enablement solutions to prospective new customers.

- Under my leadership, the EMEA team significantly enhanced regional sales strategies, achieving a 2.5x higher revenue per Sales Qualified Lead (SQL) than the US over the last two fiscal years.

- My leadership approach is characterised by empathy, adaptability, and a commitment to excellence. By leading by example, understanding individual motivations, and fostering an environment of trust and support, I aim to drive high performance and cultivate a culture of success and well-being.

- By doing the above, it has helped collaborate with the AE's to optimise Discovery and Demo calls, utilising MEDDPIC Sales Methodology

- Partnering with the SDR team to create engaging messaging and set achievable goals

- Working closely with the VP of Sales and senior management to refine Go-To-Market strategies

- Recruiting and onboarding top sales talent

- Contributing to EMEA's growth by securing new business logos and renewing existing contracts

- Over £3 million in net new logos and £1.5 million in renewed business

- President's Club Winner

To explore how Sales Enablement Software can help your customer-facing teams, visit our website: www.bigtincan.com

Sales Leader EMEA

- Collaborating with AE's to optimise Discovery and Demo calls, utilising MEDDPIC Sales Methodology

- Partnering with the SDR team to create engaging messaging and set achievable goals

- Built strong relationships with key decision-makers, securing deals with industry leaders across EMEA

- Delivered high-impact presentations and product demonstrations to C-level executives

- Collaborated with Customer Success and Marketing teams to improve client satisfaction and reduce churn rate

- Attended industry conferences and events to network with potential clients and expand the Bigtincan brand

- "Most Valued Sales Rep" winner 2020/2021

Regional Sales Manager EMEA

- Contributing to EMEA's growth by securing new business logos and renewing existing contracts

- Built strong relationships with key decision-makers, securing deals with industry leaders across EMEA

- Delivered high-impact presentations and product demonstrations to C-level executives

- Collaborated with Customer Success and Marketing teams to improve client satisfaction and reduce churn rate

- Attended industry conferences and events to network with potential clients and expand the Bigtincan brand

Enterprise Account Executive

RevGenius

RevGenius is a group of revenue generating sales and marketing professionals brought together to learn, share, support, and grow with each other. You can consider us your alt work family!

Cyance

Cyance solves the biggest challenge marketing and sales teams around the world face...

Which companies do you target? When do you target them? What are they interested in?

Our buying intent technology shines a light on the companies that are actively trending around your keywords online. Our customers then use this data to fuel their campaigns from ABM to general lead generation and pipeline creation. 

As Business Development Manager I am responsible for identifying the challenge our customers face globally and solving the problem to ensure higher conversion for less cost, time and resource.

Senior Account Executive EMEA

Clearvision

The Clearvision mission is to bring about a more efficient, collaborative and cost-effective software development industry – and most importantly, to show companies how they can save time and money without having to compromise on quality. Discover better software solutions with world leading Atlassian Experts.

With offices in the UK, USA, India and Ireland, Clearvision has a global enterprise client base that includes leaders in the SaaS, banking, pharmaceutical, manufacturing, government and telecoms industries. As well as the Atlassian suite, Clearvision's expert consultants can help with Git, Subversion, Zendesk and Agile working. 

Clearvision also offers the whole range wraparound professional services, including training, managed hosting, branding, support and more. Find out more about how you can benefit from working with Clearvision by visiting: www.clearvision-cm.com

Other areas that we cover are: 

Licensing | Training | Consultancy | JIRA | BitBucket | Confluence | Hipchat

Senior Business Development Manager

Account Manager

Inbox Insight

Inbox Insight are now one of the market leaders in Digital B2B Demand Generation, offering a range of products that enable organisations to generate high quality leads through our content-driven marketing solutions.

Our B2B bulletins, digital surveys, lead nurturing solutions and content creation team enable us to execute our client’s strategic demand generation requirements across EMEA. Our approach enables our clients to supplement their inbound marketing strategies with a demand generation partner focused on results, data driven intelligence and compelling content. Our priority is hitting conversion metrics, deadlines and offering outstanding customer service.

Our growth is rapid which makes for a dynamic, fun and professional working environment as well as enabling us to provide on-going development opportunities for our talented team. We continually strive to develop and improve our business model in order to add more value for our customers, subscribers and employees alike.

Media Consultant EMEA

Lead Forensics

Lead Forensics is intelligent B2B insight software which challenges traditional lead generation techniques, enabling you to uncover new and lost sales opportunities from your website.

Lead Forensics uses IP tracking technology to identify businesses that visit your website and provides full contact details of those visitors, including company name, telephone number, industry/SIC code, number of employees, and how they found you. This is a web analytic tool that can give you a return on investment like no other.

Senior Client Manager

Matchtech

Recruiting for the Building Structures market in Matchtech's Property team. We work closely with leading consultancies including Mott Macdonald, Atkins, WSP and Waterman Group. 

Our diverse portfolio of clients ranges from blue chip, international organisations to SMEs. Likewise, the projects we support range in size and scope, from single office units to larger housing estates and developments.

We have a team of 8 dedicated consultants within this team, specialising in both contract and permanent, often very niche roles for this industry sector. Their combined experience of over 15 years means they have the industry knowledge and expertise to offer a fully consultative service to our clients. This in turn has enhanced our strong reputation as a service provider to the property industry

Recruitment Consultant

Detect Fire & Security Ltd

Detect Fire & Security has been providing Fire & Security solutions to customers across the South since 2003.

Our continued steady rise exemplifies the very best of a regional based business.

"We work hard for our customers and our people, to build a business to create enduring value that goes beyond the bottom line."

Chris Ellis, Co-founderCouncils, Health Authorities, Housing Associations, blue chip and local businesses have all benefited from our bespoke designed and fitted Fire & Security systems to afford protection to their properties and those that either live, work or visit them.

In order for Fire & Security Systems to be truly effective, we passionately believe that it is our duty to ascertain what your problems, needs and expectations are so we can we really provide the correct solution to you

Sales and Service Consultant

🚀Sales Leader EMEA | Sales Enablement | Bigtincan | Army Veteran🚀

My journey has been anything but ordinary, from the British Army to Cyber Security. 

Now, as Head of Business Development at Core to Cloud, I have come in to transform their sales processes and drive growth in the cybersecurity space.

Leading Core to Cloud’s mission to provide businesses with trusted cybersecurity solutions. By focusing on innovation, collaboration, and client success, I’m dedicated to shaping a secure digital future for organisations worldwide.

Core to Cloud is a trusted name in cybersecurity. Our mission is to provide businesses with personalised solutions to complex security challenges, ensuring every organisation feels protected and supported in today’s digital world. 

By focusing on trust, collaboration, and innovation, we empower teams to deliver exceptional client outcomes.

Feel free to reach out to me on here or visit our website: www.coretocloud.co.uk

Adam Weekes

Pointer

The traditional model for recruiting is due for a much-needed change.

No longer should you pay a recruitment fee that only serves to save you time in the hiring process.

We believe that by using a recruiter you should be getting value that translates to revenue!

That is why we have introduced an entirely "new model" for recruiting sales reps that are built for success. 

And by success, I mean this:

- Reps that ramp quicker.
- Reps that regularly make quota.
- Reps that are engaged for the long term. Low churn.

All of these translate to meaningful revenue, meaning you actually get an ROI on your recruitment fee. 

The 18% recruitment fee is charged fairly. Split into 12 monthly payments @ 1.5%. So if the rep leaves - you stop paying.

On top of that, we support your new rep with 3x weekly training sessions for 12 months post-placement. 

Why? Because our success is measured by the value the rep brings in the 12 months after placement, not the day we place them.

Meaning, our success is your success!

Head of Recruitment

- Joined Pointer during the inception of our current TTE recruitment model.
- All encompassing role, wearing many hats.
- Outbound BD, Partnerships, Sales Training, Talent Sourcing and Placement.
- Learning a lifetimes worth of skills in less than 12 months.

Sales Recruitment Manager

ASR Wealth Advisers

Build a book of Funds Under Management to $5.5mil and regularly contributed to the outbound sales team.

Client Advisor

Leader in outbound activity. Top of dial stats and top of talk time.
Regularly a top revenue contributor in my sales team. 33% close rate on all demos.
Specialised in full sales cycle, using a discovery and sales demo strategy.
Successfully ran many sales demos for myself and other reps to drive better outcomes.

Product Consultant

Civil Infrastructure Group

Plan, Prepare and Pour major concrete structures for Victoria's 'Big Build' projects. Delegate and oversee safe and effective work programs to deliver a timely and efficient product for our major builders. Main activities included, but not limited to; Concrete, Formwork, Excavation.

Concrete Finisher/Construction 

Speedpro Industries Pty Ltd

Main activities included, but not limited to; Concrete, Formwork, and Excavation. Liaise with project supervisors and engineers to deliver a timely and efficient work program, completing all work to a high standard. Timely and efficient project deliver for Victoria's "Big Build" Projects.

Self-employed subcontractor to domestic, industrial, and commercial building groups. Dedicated work ethic to deliver high-quality outcomes for all stakeholders.

Concreter/Construction 

Nunday Apparel

Successfully scaled a brand concept into a highly profitable business that generated $10,000 weekly in online sales. My duties encompassed every need for business growth, including Web design, product design, marketing, brand awareness, product deployment, and all go-to-market activities. Successfully ran an online store and worked alongside many other brick-and-mortar stores that stocked and sold the label

Business Owner

St Paul's Primary School

Plan, Prepare, and Deliver teaching programs that adhere to the Australian Curriculum standards. Adapt teaching methods and instructional materials to meet students' varying needs and interests. Establish clear objectives for all lessons, units, and projects and communicate those objectives to students

Primary School Teacher

The "New Model" of Sales Recruitment | We help companies get the best out of their reps and reps get the best out of themselves

Join Australias #1 Tech Sales Community - This is your secret weapon.

Mighty Networks (Content, Education and Events):
https://rep.pointerstrategy.com/share/_TAsOp-_gLRAYfLy

Whats App (Thriving conversation - ask the "Think Tank"):
https://nas.io/tech-sales-anz

Running a successful sales team is no easy feat. 

1 in 3 reps won't make it past the first 12 months. You get caught in the trap of recruit, train, re-hire, and repeat. This costs you time, and company dollars, and can cause you to lose deals and miss revenue targets. And ultimately, puts a dent in the company culture.

This is where Pointer wants to help. 

We have combined Sales Recruitment and Sales Enablement. For the cost of a recruiter* you get 12 months of training and mentorship for your reps. Our program is designed to relieve the pressure that is causing headaches for so many revenue leaders.

*Our payment structure will blow your mind. We have made it more attractive and more affordable than anything you've seen before

taplio

The Battle

Adam Weekes

Cameron Morgan

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