ICIS

"We saved $5 million negotiating a contract with a $36 billion supplier we work with" - ICIS is a global source of Independent Commodity Intelligence Services. We connect data, markets and customers to create a comprehensive, trusted view of global commodities markets, enabling smarter business decisions that optimize the world’s resources.

Regional Account Manager

Kiva.org

I invest in women-owned businesses (55) worldwide, including Kenya, Vietnam, Guatemala, Lebanon, Uganda, Sierra Leon, and Jordan. $25 can change someone's life. If everyone helped one person with economic change, what ripple effect would that have? Make a loan, change a life!

Micro Lender

Elite Tech Sales Training

Free Training for anyone! - Having closed $10 Million in ARR in Enterprise Sales(In one role in a fiscal year) I think I can say I have some credibility driving sales cycles from opening to close, now Im putting that knowledge to use helping people for free break into tech sales, get hired after a layoff, or get a better paying role with a $15,000-$40,000 base pay raise! 

"Hey Scott, wanted to thank you for your tips on getting hired. Just got an offer letter for 15k more than my prior base salary due to your ideas regarding ICP list building and 30-60-90 plans for the hiring process. Thanks again for making a big difference with your presentation of various ideas, as well as the mindset shift I had after."

"Within 30 minutes the head trash I had from being laid off was mostly gone. I went to work that day and had 3 offers by Christmas Eve. I got a 35K bump in base salary with a larger more organized company! without Scott My search might have taken longer! Super thankful."

"Scott, thank you for your program. I joined your info session during the first week of recruiting and leveraged that knowledge in my interview process. I interviewed for BDR/SDR and AE at many high quality sales orgs. Ended up with 5 competitor offers and picked one, am now a sales manager at a company working with a really cool location based data product. I want to thank you. You inspired me and the frameworks you presented helped me."

Helping People

SORACOM

Sr. Business Development Manager

Lucidworks

Lucidworks is shaping the future of digital experiences, AI, and machine learning by offering the Connect Cloud Experience (CXC). We help companies combine the power of search and machine learning to personalize experiences that meet employees' and customers' unique intent. With technology built on Solr, the global search standard used by 90 percent of Fortune 500 companies, our team includes leading search and discovery contributors and committers as well as many of the world's foremost search and machine learning innovators. Teams at Lenovo, Morgan Stanley, Goop, Reddit, Red Hat, and Commvault rely on Lucidworks every day to power product discovery, customer service, and knowledge management applications. Lucidworks’ investors include Francisco Partners, Sixth Street Partners, Top Tier Capital Partners, Shasta Ventures, Granite Ventures, and Walden International.

Enterprise Customer Success Manager

InMobi

"InMobi has been highly efficient in delivering user acquisition and retargeting campaigns while meeting our performance expectations – consistently driving quality users across the funnel to engage in the app and drive in-app purchases for us."
PLAYRIX

InMobi platforms help brands, performance marketers and app publishers engage mobile users across different stages of their lifecycle, converting each mobile moment into an opportunity to drive engagement and revenue. Recognized by Fast Company as one of The Most Innovative Companies in 2016, InMobi reaches over 1.5 billion unique mobile devices worldwide, and is redefining business models for the mobile ecosystem. For more information, visit www.inmobi.com

Business Development Manager - Gaming, North America

Boostinsider

Saved largest churned VIP client for large five figures a month, worked on six figure deal to secure long term relationship 

Custom Social Influencer - IGG Lords Mobile with SSSniper Wolf (6 Million Subscribers, 250K views on one video )
CPC campaigns via Social - Tumblr  - Low CPI with high LTV and ARPU > ROI
Snowball SDK for tracking - Think Appsflyer, Adjust, Tune etc 
SaaS - Gift attribution and tracking - no more custom dev for promo codes - build once, change for different promotions and cohorts

Combined our Team has run over 1500 custom influencer campaigns, CPC, CPA, and CPI campaigns with companies like IGG, Machine Zone, Match.com, Good&Co etc

Testing budgets start at $15,000 and generally scale to $50,000 to 100,000 monthly IO or total campaign spend.

Head of Sales

Adways Inc.

Closed $30,000-$50,000 per month for duration. Worked closely with CEO to transition from Founder led sales. 

My commitment to my clients was to generate ROI from our campaigns or refund their money. Proud to say my team never had to write that check. For every user acquisition dollar invested they could count on a 2x, 5x, 10x return. Of the 500 plus campaigns run had a 95% success and review from our clients. Generated below industry standard CPI($3) with unheard of ARPU and LTV > $50-$400. Drove over 500,000 installs from community of over 1 million users and generated over $1,000,000 in app spend. Ran 7-15 monthly insertion orders. mobile gaming UA campaigns ranging from $5,000-$100,000.

Responsible for developing and owning working relationships with global gaming companies and running: CPM, CPC, CPA, CPI and social influencer mobile marketing campaigns. 

Worked with world class developers and publishers like:
EA, Bandai Namco (Montreal, US, And Europe)Machine Zone, WebZen, Square Enix, Sega, Kabam, Turbine,NetEase, Gree, Glu, IGG, Colopl, Scopely, Pocket Gems, and Disney.

Worked on world class titles Like: 
Justice Monster 5, Walking Dead: Road to Survival, Summoners War, Mobile Strike, Eternal Arena, MUOrgins, Lords Mobile, Batman: Arkham Underworld etc

Personally ran over 100 plus campaigns on Midcore, RPG, JRPG, Strategy, Action, Casual and Social Games including Global Pre-registrations, Soft Launches, Beta Tests, Updates and Major Updates. 

Did Icon, Screen Shot, description, video, and gift optimization via Adways Prelaunch platform to boost conversions for campaigns from top of funnel to CPI, on boarding through tutorial to significant spend. 

Work closely to align campaigns with appropriate game launches. Launch and support the success of our clients mobile game campaigns and ensure a happy user community. Balance sales, operations, and account management. 

Attend Conferences GDC, E3, and Casual Connect 2016,2017

Head of Sales and Business Development

Plan B 4 Sales

Datanyze (acquired by ZoomInfo) - Helped close over 50 plus accounts for $250,000 in ARR and helped record breaking growth from $1 million ARR to $10 Million ARR. 

Worked with companies using technology data to track competitors and find pre-qualified opportunities where sales cycles can be driven from 20% qualified opportunity stage to close. Think a Marketo Account Executive knows when someone adds or drops Act-On(Direct Competitor) to their website.

Success Stories: 
Evident.io - 20x revenue growth (ARR)-7x increase paying customers
Fullcircle CRM - Increased SDR team’s qualified opportunity output by 22% in one month. 
Clearbit
Bedrock Data
MessageGears 

We provide outsourced sales capabilities to initiate your sales process or supplement and support existing efforts. Technology companies that have benefited from Plan B for Sales affiliates include HP, IBM, Oracle and a slew of technology start-ups.

The need for Plan B is evidenced by the failure rate of new technology companies and the annual turnover rate for experienced technology sales people.
There are two groups PlanB4Sales.com is designed to service:
    ► Companies with an existing sales organization
    ► Start-ups with current sales efforts limited to principals
    
Used expertise to help companies set up meetings, generate qualified opportunities, advance sales cycles, grow massive pipeline, close deals, and add revenue. 

● Enterprise Business Development, Marketing,and Sales
● Email automation platforms(Vocus now Outmarket, Act-On, SalesGenius, Leadformix, PersistIQ)
● CRM(Salesforce.com) integration, data cleansing , reporting, and dashboards
● Ideal Customer Profile database development with verified/cleansed information including email, phone, and social(Data.com, InsideView, Clearbit, and Rapportive)
● Social selling tactics including Twitter, LinkedIn, and content marketing
● Power Dialers (Connect&Sell and Callfire)

Director of Sales and Business Development

Arrayent, Inc.

Worked with executive team to build out, deploy, and execute on aggressive sales and marketing plan. Cleaned up CRM, deployed email marketing automation, built significant lead database, cleansed data to ensure low bounce rates, targeted named accounts through account based marketing while working with CMO. Set up and managed vertical campaigns. Built multi-million dollar pipeline in support of Enterprise Sales Reps and VP of Sales. Penetrated 90% of top named accounts. Managed results in CRM with reporting and dashboards. Worked with vendors to vet, acquire, and deploy key software essential to pipeline and revenue growth. Managed outsourced BDR resources. 

Arrayent’s application platform frees you from the cost and complexity of buying, engineering, and maintaining a communications infrastructure for your connected products.You gain the peace of mind that market leaders including Whirlpool and Chamberlain Group are driving new, product-differentiating features, proving the reliability and scale of the Arrayent application platform.Our connected product deployment know-how will get your products to market faster, with much lower cost and complexity.

Director of Business Development and Sales - Consultant

$10 million Closed Won in One Fiscal Year with Companies like Regeneron, Kellogg's, and Fitch Solutions.

Helping anyone break into tech sales for free - sign up- https://bit.ly/FBITSCT

> 50 people I coached for free have gotten offers within weeks of working together
> 200 students coached free 
"Scott, thank you for your tips on getting hired. Just got an offer letter for 15k more than my prior base salary due to your ideas regarding ICP list building and 30-60-90 plans for the hiring process. Thanks again for making a difference with your various ideas, as well as the mindset shift I had after."

> $3,000,000 in positive economic change through free coaching (combined base salary of coached candidates).



Sign Up for Elite Tech Sales Tips  Delivered to Your Inbox: http://bit.ly/3YSvUB0

One role closed > $9 million in ARR allowing me to work with the brightest tech teams from the Fortune 500 (Regeneron etc) on cutting-edge search #machinelearning #ai deployments at scale that resulted in $100s of millions of net new revenue and or productivity gained for our clients. Expert at managing legacy on-premise Enterprise Search deployments as well as migrations to accelerate #digitaltransformations to #kubernetes cloud-native infrastructures. 

Technology Certifications : 
Salesforce Trailhead: Mountaineer (Level 3), 93 Badges, 18,050 Points
Outreach: Prospecting, Closing, Manager, and Admin Specialist Certification
ZoomInfo SalesOS Certification
Drift: Conversational Sales Certificate
Salesloft Admin Level 1
Force Management MEDDIC Sales Training: 4.7 star reviews on G2 Crowd 

With 5 successful exits I understand how to take product to market from 0 > $10-$150 million in ARR as an individual contributor, consultant, and trusted advisor. 

Learned from some of the best Sales Leadership in the Silicon Valley ie ex Marketo and Gainsight
Exits: Genius.com acquired by CallidusCloud (First Sales Engagement Platform) 
Kony Solutions acquired by Temenos (Enterprise Mobile Dev Platform)
July Systems acquired by Cisco (Enterprise Mobile Marketing Platform) 
Arrayent acquired by Prodea (Enterprise IoT) 
Datanyze acquired by ZoomInfo

Early-stage start-up hunter for finding and closing new business. Building sales territories from scratch and bring on important early or 1st clients to prove product market fit and scale from there. Met or exceeded quota in numerous roles, SMB, Mid-Market, and Enterprise. Responsible for taking international products to market in the US x4.

Scott Ward

● $5M+ in career pipeline influenced - consistently exceeds quota
● $1.5M + Portfolio
● $400k in net-new closed revenue
● Full cycle sales professional selling into C level Sales, Marketing, HR/Talent & Education, Technology and AI personas
● Average deal size: 20k-100k - Largest deal size: $200k+ Sales Cycle Length: 1-6 months 
● Sales Training: Sandler Sales, MEDDICC, Solution Selling, Challenger Selling, Value Selling, GAP
● Track recording of setting meetings, closing deals and driving revenue
● GTM/ Startup process nerd - designing, testing & perfecting outbound approach 

A unique, creative, persistent, coachable salesperson with experience in Full-Cycle Sales, closing new business, SDR leadership, SMB and Mid-Market closing and selling, and sales operations.

With a career spanning from the age of 13, without the luxury of free time, had to learn to incorporate life into work, rather than the other way around.

10 years of experience in customer service, 5 years of leadership experience, fine dining kitchens, and restaurant management, teaches you valuable skills. If you’ve worked 70 hour weeks for three years straight without a vacation, the grind becomes a way of life that you can’t let go of. I have implemented what I learned in customer service into an extremely successful sales career.

How did I break into tech? I got a job as a facilities manager at Google. Not because I wanted to work in facilities management, but because I wanted to be in close vicinity to tech sales professionals. I approached dozens on Googlers in the hallways with one goal in mind: Learn how to convince sales managers that some line cook could do the job successfully. One of those people became a mentor. I built my network from 4 to over 2000 connections on Linkedin within a few months

After 3 years in sales, I have developed a unique and successful approach to SMB+MM full-cycle selling, strategic account management, SDR leadership, and sales/GTM operations.

taplio

The Battle

Scott Ward

Simon Patanjo

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