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.

Cogency Global Inc.

Account Executive

Esri

The most amazing group of people to work with, hands down. Highly recommend!

As a leading location intelligence platform provider (Forrester Wave 2020), Esri empowers leaders with innovative tools to help create sustainable prosperity. Esri's customers drive digital transformation by embracing the power of location.

Mid-Market, Account Executive

World Travel, Inc

World Travel, Inc. is a global mid-market leader in corporate travel management. As the largest organically grown travel management company in the United States, we’ve grown steadily and sustainably over the past 35 years. 

We are 100% employee-owned, and entirely focused on providing our clients with superior service, state-of-the-art technology, consulting services, and customization to meet their business needs. 

Most of all, we value the relationships we build with our clients, our partners, and within our company walls. Benefit from high-touch service, intuitive consultation, and an excited team of travel experts skilled at making travel simple.

Global Sales Manager

Universal Hospital Services

Territory manager to CO and surrounding areas, partnering with healthcare facilities to reduce their capital investment in surgical equipment, provide the newest technology, minimize inventory, and most importantly, leading a team of technicians who's training/expertise gives our healthcare partners the greatest opportunity for successful surgeries. Patients are our priority, and to be your partner is a privilege.

UHS Surgical Services is a wholly owned subsidiary of Universal Hospital Services, Inc. (UHS), a leading provider of medical equipment management and service solutions to the healthcare industry. UHS manages more than 580,000 pieces of medical equipment for over 8,600 clients in all 50 states. Working alongside nurses, doctors, and at the hospital level. Providing equipment to improve quality of patient care, reduce costs, and maximize compliance.

Specialty Sales Executive - Surgical Med Device

Xactly Corp

The core purpose of Xactly is to empower companies of all sizes to incent right. 

Xactly takes a fresh approach to sales compensation management. We are experts at what we do, and act in partnership with our customers to ensure success. 

In our 11 years working with 1000+ companies and growing, Xactly's products have been designed to improve accuracy and timeliness, put control and visibility in the hands of the finance and executive teams, and to support the changes in sales comp programs for companies of all sizes. Xactly is passionate about helping companies simplify the compensation process so they can incent right and sell more.

Mid-Market Account Executive

Account Executive at Xactly, specializing in optimizing sales incentives and driving company performance (NYSE: XTLY)

SMB Account Executive

Red Spot Interactive

Bringing transparency, integrity, and accountability to the marketing world.  Do you know the TRUE returns from your advertising investments?  

Our platform tracks every marketing effort you've made from the inception of the lead to actual revenue produced from each marketing channel.  This gives YOU the power to understand what DOES and DOES NOT work for your company.

Often times, a business owner invests into multiple marketing channels and receives reporting based on the # of phone calls they've received or the # of visitors to their website...  But did those phone calls generate actual revenue?  I can help you!

I work predominantly with Elective Healthcare Physicians: Plastic Surgeons, Orthodontists, Lasik Eye Doctors, Cosmetic Dentists, etc.  I also work with Attorneys, HVAC companies, Rehabilitation Centers, and an assortment of other industries.  I work in Colorado but am not limited to this region.  We are nationwide.

Invite me in for a first meeting of 15-20 minutes and I will show you something no other company has approached you with.  It's time to stop wasting your $$$ on things that DON'T work and allocate to the efforts that will help your business grow!

Regional Sales Manager

The largest online directory and internet media company in the United States providing digital marketing solutions to the local SMB market
Media Consultant
•	Finished 108% to 2012 annual quota
•	Recipient of 2012 Q2 travel incentive trip offered to 25 qualified reps out of 500+ candidates = Top 5%
•	Currently 3rd amongst 21 active reps in # of new sales YTD November, 2013
•	Have sold and managed an average of 65 clients in current book of business
•	Averaging 300-400 calls a week, holding a minimum 8-12 appointments a week, minimum 1 sale per week
•	Sale starts at initial call with pre-qualification of appointment via phone, 1-2 hour preparation for presentation based on pre-qual, multiple proposals designed per the consultation, close for the sale hard and often using trust-checkers, tie-downs, and holding the prospect accountable to their own word

Media Consultant

LivingSocial

An international organization providing revolutionary forms of marketing both online and in mobile devices for the local SMB market
Marketing Consultant
•	Launch team – piloted Instant Deals into Denver market
•	Established 60+ business partners to extend Instant marketing promotions
•	Recognized for meeting sales goals associated with product introduction
•	Responsible for shaping best practices in pricing, promotion, and product utilization

Marketing Consultant - Instant Deals

ACT Conferencing

Global conferencing company providing audio, web, and video conferencing solutions to businesses of all sizes.

*  A blend of inside/outside sales
*  Consultative selling based on clients' communication needs
*  Ranked #1 of 15 globally all of 2010 
*  Finished at 378% of annual revenue quota for 2010
*  Evaluated on/exceeded four different quotas each month: # of calls, appointments, and deals, overall revenue
*  Key win:  CBS' Swift Justice
*  Account management of 94 businesses signed in 2010
*  Chosen to represent ACT in the Canadian Investor Relations Institute convention in Ottawa, ON, Canada
*  Promoted to senior position within sales team.

Business Development Executive

SALES PARTNERSHIPS, INC

*  Professional outsourced sales team representing companies of all types and scale
*  Established Value Added Resellers across North America in the selling of business continuity solutions
*  Process involved establishing the business partner, helping in the creation of pricing structures and training in marketing materials provided
*  Created 62 business partners from the months of November 2008 - May 2009  
*  Participated in additional responsibilities (e.g. created weekly team activity report)

Channel Development Manager

Servant Leader first I Corporate Legal Services

Currently work within the Legal Services industry. A career-sales professional. Excel at earning business and exceeding clients' expectations. Quickly earn the respect and support of sales management and fellow professionals. Exceeding sales quota as well as teaching/enabling colleagues are strong suits.

Specialties: Building client relationships, prospecting, problem solving for clients' benefit, tracking of past/current/potential accounts, and endorsement of honest sales tactics.

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Rich Adams

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