Rich Adams

Director, Enablement Programs + Strategy 

Workiva

Helping build a culture of sales excellence & coaching at Workiva as a member of the sales enablement organization.

Lead Field Coach - Americas 

Rich Adams Sales Advisors

🌟 Freelance Sales Strategy & Enablement Expert 🚀 | 15+ Years of Success in SaaS Sales & GTM Strategy | Helping Sales Teams Excel and Delight Customers 

Are you seeking a seasoned Sales Strategy & Enablement Expert to elevate your sales team's performance and deliver exceptional customer experiences? Look no further!

🔹 About Me:
With over 15 years of experience in SaaS Sales and Go-to-Market (GTM) strategy and execution, I specialize in helping organizations define, build, and execute winning sales enablement strategies. My mission is to empower sales teams to stand out in the market and exceed customer expectations.

🔹 What I Offer:
🚀 Rich expertise in crafting and implementing effective sales & and enablement strategies
🛠️ Proven track record in GTM strategy and execution
💼 Fractional enablement leadership + execution 
💡 Modernizing sales processes and team enablement
🌐 Consulting, project-based, and fractional roles


I'm open to freelance consulting, project-based work, and fractional roles to support organizations in modernizing their sales processes and enhancing team performance. Whether you're looking to fine-tune your sales strategy, boost your sales team's effectiveness, or revamp your GTM approach, I'm here to help.

📬 Feel free to reach out for a chat! Direct message me to explore how we can work together to achieve your sales and customer experience goals. Your success is my priority!

Fractional Sales Enablement Leader | Coach | Consultant | Advisor | SME

Pavilion

Associate - Member

BombBomb

People buy from people. Humanize your sales motion using video messaging and build relationships faster, and close more business. 

Building the strategic account expansion & enablement strategy to help more BombBomb customers expand their use of video messaging to build better relationships,  drive more sales, improve productivity, and humanize their business.

Strategic Accounts, Manager 

Bravado

I fill critical enablement needs to help small businesses successfully build & onboard fractional sales teams through Bravado Flex.

- Built an end-to-end enablement strategy & sales playbook in partnership with Head of Sales to successfully onboard a flex sales team in less than 2 weeks
- Setup sales tools like Apollo and optimize for outbound sales motions + hit key sales metrics 
- Build outbound sales messaging, talk tracks, cold email templates, and end-to-end workflows 
- Facilitate live coaching + and training sessions for flex sales teams 
- Advise flex sales leaders & co-founders how to accelerate ramp time for flex sales reps

Fractional Sales Enablement Expert 

RevShoppe

Rich overhauled the enablement pillar for RevShoppe, and implemented a new enablement methodology across RevShoppe programs that will drive more value for clients and increase overall sales engagement adoption. 


‍RevShoppe is transforming sales engagement through executive strategy and tactical workflows. By optimizing operations, messaging, and enablement, our operating models empower executives to scale their go-to-market strategy and deliver an unrivaled buyer experience.

Zoom Video Communications

The front-line sales manager is the force multiplier of a sales organization. Unfortunately, most revenue teams forget about enabling their most important player. 

Following the “Zoom boom” I had the chance to build Zoom's first sales manager excellence program with the help of an amazing team that was designed to help sales managers excel in their roles, elevate their team's performance, and create a healthy and winning sales culture. 

I had the chance to train hundreds of new and existing managers on cutting-edge coaching strategies, new tools, and leadership best practices.

Sales Enablement Manager, Manager Execution 

After successfully building the training & enablement strategy across Zoom's sales tech stack that was critical for a successful IPO, I got the opportunity to build a specialized team focused on driving strategy, enablement, and innovation of the global sales technology stack. 

We built dynamic sales playbooks, influenced how and when sales tools were used through the sales and buyer journey, drove adoption strategies,  and continued to push the limits on how technology & AI can empower the revenue organization at Zoom. 

We helped the global team accelerate & build pipeline, increase win rates, add predictability to revenue, and enhance Zoom's pipeline management & forecasting process through better use of tools.

Creating the scalability of systems and tools enabled Zoom to scale ($100m - $4B ARR) at a rapid rate during the pandemic where speed and agility were critical.

Core Sales Tech Stack 

✔️ Outreach  
✔️ LinkedIn Sales Navigator 
✔️ Chorus.ai
✔️ Clari 
✔️ People.ai 
✔️ GURU 
✔️ Workramp 
✔️ Zoominfo

Manager, Sales Tools Strategy (RevOps)

I was hired to join the nimble sales enablement organization that would end up training & onboarding the core sales team that took Zoom through one of the most successful SaaS IPOs. 

My focus was to maximize ROI and adoption of the sales tech stack through creative training and mapping key sales tools to critical stages of the sales and buyer journeys. 

I created hundreds of training modules, videos, and tutorials, and led 100+ live and virtual training workshops focused on driving sales velocity through better use of sales tools. 

This function was critical in scaling Zoom through a successful IPO and setting the table for hypergrowth.

Sales Tools Trainer (enablement manager)

Conga

Conga acquired May 2020 by Apptus 

Promoted to lead and build out Major Account Sales  & Account Management Team, focused on growing strategic accounts in North America (1,000-5,000 employees), accounting for 50% total MRR bookings eventually leading to successful exit.

Manager, Major Account Sales

Launched Conga's first Global Account Management team focused maximizing customer value, and  driving upsell and cross-sell of Conga's full suite of intelligent document automation products to global customer base. Was instrumental in building the install base sales model that fueled record 200% YoY growth,

Manager, Account Management

Ambassador - Referral Marketing Software

Ambassador acquired by West Corp Oct 2018

Successfully built out Ambassador's Denver based enterprise sales office.  In first 90 days, developed a  new business acquisition & account based sales strategy that consisted of hiring and training  an outbound SDR team that drove a 40% increase in outbound sales opportunities across the global sales pipeline, fueling the rapid adoption of Ambassadors platform across B2C and B2B companies in less than 12 months.

Manager, Enterprise Sales

TapInfluence

TapInfluence acquired by IZEA July 2018

Brought in by executive team to build direct SaaS sales engine, and aggressively drive the adoption of TapInfluence platform across enterprise brands & agencies through creation of scalable outbound sales model, and overhaul of lead to cash process. 

Instrumental in closing large enterprise $100k+ ARR deals with Comcast, Boulder Brands, Demand Media, and other large PR and Advertising agencies to jumpstart SaaS model.

Enterprise Sales

I help sales professionals elevate their communication and customer experience with video messaging. With over 15 years of experience and expertise in SaaS sales and enablement, I have a deep understanding of the challenges and opportunities that sales teams face in today's competitive and dynamic market.

My passion is to modernize the sales profession and transform the way salespeople connect with their prospects and customers. I have a proven track record of building and leading high-performing sales teams and enablement functions at fast-growing SaaS companies, such as Zoom, where I helped the company grow from $100M to $4B in revenue in 3+ years. I believe that selling is not about pushing products, but about helping customers achieve their goals and challenging the status quo. 

Let's work together to lift each other up and maximize our potential.

CUMULUS MEDIA

Digital Account Executive

Kelley School of Business at IUPUI

As an adjunct faculty instructor, I have the opportunity to work with undergraduate seniors as they prepare to enter the workforce, further their education, or become entrepreneurs. Being an instructor for the school of business provides an opportunity to share my current and previous experience from a retail, B2B, business owner, and digital marketer perspective. Course cirriculum is guided by the learning objectives created by the school and organized through an academic, real-world, and personal experience lense.

Adjunct Faculty Instructor

Indiana Economic Development Corporation

Vice President of Digital & Influence

Rain Digital

Rain Digital formed as a brainchild of Rain Corporation's need for a consistent, accountable marketing agency. In addition to keeping our consistency, Rain Digital is hyper-focused on helping businesses develop a unique way to clearly communicate their value.

President

Clayton Marketing Solutions

Helping drive revenue for businesses by enhancing their brand digitally using analytics, sales development, marketing coordination, and search engine optimization. Through alignment of business objectives with current clients, we partner to create a path towards expanding digital presence while maintaining their established identity.

Marketing Consultant

Indiana Media Group

As a digital liaison, bridging the gap between the full digital product portfolio and current client adoption is the primary priority. Maintaining a great working relationship with vendors to ensure digital product quality performs to the customer's standards and drives daily activities. From strategizing about the client's targets and obtaining industry insights, continuous learning is important. Understanding the client's business and their target audience's behavior provides better client utilization. Through strategic implementation and increasing adoption rates, the client achieves their growth targets and continues to trust our organization with achieving its strategic objectives.

Digital Client Success Manager

As a media consultant partnering with the local community businesses to drive revenue targets is paramount. By leveraging industry intelligence and catering each marketing outreach, businesses can improve marketing campaign efficiency and overall return on investment. Digital marketing with print media provide a mixture that diversifies brand reach and enhances business results. Routine performance audits serve as mile markers on the dynamic marketing strategy and assess efficiency.

Print/Digital Consultant

Monster Worldwide

Conduct search engine optimization in pay-per-click campaigns and analyze client data using Google Analytics and Adobe Analytics to improve the brand management. Provide system testing to validate the compatibility of client applicant tracking system with hosting platform. Partner with agencies and direct channels to provide feedback on potential strategy enhancements. Create, process, and communicate reporting to clients for evaluation of existing product placements.

Product Optimization Analyst

Appirio

Research key accounts to build solid foundation of potential interest and create e-mail marketing campaign.  Align potential clients with field experts to assist with strategy sessions and provide opportunity to improve worker and customer experiences.  Utilize market research and analysis to ensure Appirio brand was appropriately marketed to specific industry verticals.  Leverage salesforce.com reporting and analytics for in-depth territory assessment for more accurate outreach.

Business Development Manager

Verizon Wireless

Allocate resources to improve overall store efficiency and grow month over month revenue by 30%
	Create sales reports and recommendations for strategic implementation to increase revenue
        Prepare training curriculum to improve Salesforce prospecting of solution specialists
        Collaborate with sales consultants to improve presentations and accessory revenue dollars by 23%
        Create daily meeting agenda for store employees to ensure monthly target of $96,000 is exceeded

Solutions Manager

Sprint

Accelerated store to six consecutive months as number one of 74 locations in new customer activations
Coached and trained low performing employees to improve key sales and customer satisfaction metrics
Implemented new strategies to strengthen store performance in store audit performance and sales
Translated for all Spanish speaking customers to break communication barriers

Store Manager

Executed contests to excite team and raise sales by 12%
Performed monthly audits on store to ensure compliance
Developed and examined sales reports to find improvement areas in sales conversion rates
Conducted one on one meetings with consultants monthly that resulted in management promotions for eight employees

Assistant Manager

Consistently exceeded monthly sales quota
Discovered new client base by investigating external business needs

Communications Consultant

Marketing professional committed to strategic growth and brand management. Through digital marketing, market research, and cross-functional coordination I have been able to successfully drive growth for clients. Having a background in retail, B2B, and corporate sides organizations provide a unique perspective on growth strategy. Digital marketing is a growing field with which I am familiar, learning from, and pursuing new opportunities.

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The Battle

Rich Adams

Jonathan Clayton

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