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.

Shannon Selis

Sales Enablement Specialist

Chicago Sales Enablement Society

- Research enablement industry trends for relevant topics
- Organize and lead events, including brainstorming topics, creating & editing content, research venues for in-person events:
    -o- In-person Enablement Charter workshop with 8 attendees (organized & co-hosted with WiSE)
    -o- Local chapter mixer with 20 attendees (Organized event)
    -o- Virtual Competitive Intel Roundtable with 30 attendees (co-created, organized, and co-hosted)
    -o- Freelance Enablement Panel Discussion with 140+ registrants & 55+ attendees (Organized & Moderated)
- Manage social media (LinkedIn & Youtube): create event pages, invite enablement professionals to drive attendance, create relevant posts & engage with viewers, edit & post recordings to improve viewership
- Volunteer at National SES Summit

Board Member

WiSE - Women in Sales Enablement

Member

RevGenius

Restaurant365

SalesHood

-o- Identify revenue problems, strategize and build out enablement programs that improve ramp time, pipeline generation, and closed win rates 
-o- Design and implement programs for role-specific onboarding, skill up-leveling, pitch certifications, messaging alignment, methodology and playbook launches, and kick-off events through collaboration with enablement leaders across 30 accounts
-o- Use creative problem-solving skills to engage GTM teams in virtual learning environments, drive tool adoption, and reinforce lessons from training programs
-o- Correlate enablement activity data with sales performance data to prove the impact of enablement programs through dashboards
-o- Improve GTM team productivity by reducing time spent searching for content by implementing best practices for asset organization & library maintenance
-o- Developed loyalty-based relationships with customers that led to higher retention rates, multi-year agreements, and upsell & cross-sell opportunities

Customer Success Manager (Enablement Consultant)

Mediafly

-o- Qualified opportunities by exploring complex customer challenges and business pains while educating prospects on the value of sales enablement and content management solutions; consistently achieving >100% of goal quarter over quarter 
-o- Created and prioritized strategic target account lists, identified and generated new business opportunities to fuel up-market growth
-o- Analyzed tech stack engagement and performance data to optimize effectiveness and improve tech adoption rates 
-o- Developed and implemented highest performing sales outreach sequences and sales processes through engagement platforms leveraged by all customer facing teams (up to 50% open rates and 23% reply rates)
-o- Identified gaps throughout sales cycle and communicated actionable feedback cross-departmentally to close gaps

Sales Operations

Example replies from executive leadership on my cold outbound sequences:

"I get a lot of these kinds of emails, but yours is by far the most creative. I don't typically respond to any of these..." 

"You caught my attention several times with the context and personalization you weaved into that first email so kudos to you on that. ...I'm also copying my entire global SDR team so they can see what a completely cold outreach looks like that gets my attention and gets me to respond."

"Your emails were the best sales emails I've ever received, and I've told my team that they need to aspire to be as effective as you!"

"Jesus Christ this is the funniest cold outreach email I've ever received."

Sales Development Representative

#GirlsClub

#GirlsClub is committed to changing the face of sales by empowering more women to earn roles in leadership, helping reverse the zero growth trend of women leaders in sales. We address this by providing a cross-company community + a six-month, exclusive training program including:

- Tactical Sales Management Job Training
- 1:1 Female & Male Mentors
- Confidence-Building Curriculum
- A Community That Empowers Risk-Taking

Generation 3 Protege

Loews Hotels & Co

-o- Processed inbound leads, assembled, reviewed, and delivered contracts, conducted site visits for 10 sales directors
-o- Increased efficiency of sales teams by creating standards of practices and developing procedures that improved productivity by ~25%. 
-o- Responsible for assisting with the conception, coordination and implementation of the sales and profit initiatives to meet and exceed the goals of the hotel

Sales Coordinator

🏆 2018 Loews Sapphire Resorts Employee of the Year 🏆
-o- Improved productivity & efficiency by over 40% for administrative duties by creating streamlined onboarding processes and organized content to be easily accessed cross-departmentally 
-o- Gathered data to create dashboards of analytic reports on company wide metrics and benchmarks; conducted competitive market and product research 
-o- Designed and executed brand standard collateral and presentations for internal and external use throughout Universal Orlando properties, including monthly newsletters, weekly updates, and reports 
-o- Oversaw Loews Good Neighbor & Wellness Committees including ran meetings, organized events, created themes & topics

Executive Assistant

Shannon from Scratch

-o- Founded an end-to-end personalized meal prep service, including client profile set up, intake 

-o- Managed and organized social media content and events; retained and expanded clientele by assessing customer feedback 

-o- Managed volunteer expat markets nationally: recruited, evaluated, organized 15 vendors, secured venues, oversaw marketing and promotions 

-o- Oversaw production and distribution as a vendor; increased sales by 500% in first 6 months; expanded product variety to maximize revenue based on customer demand 
(I had the best dips in the country)

Founder & Ulsan Market Manager

English Academies 

Created and oversaw a resource library that improved teacher experience by enhancing accessibility to just in time content and approved materials 

Identified and tailored teaching style to accommodate individuals’ learning styles

Promoted teamwork and assessed comprehension through gamification, role playing, teach the teacher, and singing

Designed and implemented reading programs and curriculums, conducted evaluations and assessments of language proficiency, provided feedback and developed individual improvement plans

Oversaw 5 English-speaking staff, including their professional development and relationships with native-speaking co-teachers

ESL Teacher

Creative & Enthusiastic Enablement Professional | Innovative problem-solver | Jill of all trades, Master of puns

"When I grow up I want to help people and give them food" - 1st Grade Shannon

And I'm proud to say I've followed through with that. Yes, I do love to give people food, but more importantly I make a point to help and support those around me. 

Revenue enablement has allowed me to achieve this goal by lifting up sales teams and helping them achieve their goals. I take my time to get to know the people around me, which allows me to recognize their strengths and skills so I can help them improve in a way that speaks to them. 

I'm a creative problem-solver and like to take a step back to see the bigger picture so I can come in and refine the details to get us closer to the desired outcome.

In any role I've been in, I've exceeded goals and expectations. As I learn new skills & develop the existing ones, I find a way to apply my unique experience everywhere I go.

taplio

The Battle

Rich Adams

Shannon Selis

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