Down To Earth Landscape & Irrigation

- Senior Revenue growth leader capacity, in charge of company wide top line revenue growth
- Municipality and Government contract development through local, state and federal business channels 
- Building, testing, implementing new sales processes and procedures across the org that have led to triple digit growth YOY
- Leading a state wide team of full cycle business developers with quota carrying capacities of $2M-$5M revenue growth 
- Working cross functionally with marketing departments to execute GTM strategies for both inbound and outbound sales teams 
- Coaching on all stages of the sales cycle within a complex, multi touch point, stage sales funnel
- Recruiting, training and scaling the sales team through repeatable play book and process implementation

VP of Sales

Orum

-Attracting, building, empowering and scaling a team of B2B SaaS sales professionals in a remote first environment with focus on tripling total revenue 
- Implementing and improving a robust sales tech stack and building an entire outbound sales motion focused on pipeline development 
- Facilitating and developing business strategy implementation and sales execution 
- Constantly identifying and working cross collaboratively to define TAM and create actionable measures to expand business footprint and ARR/NRR
- Developing and managing key sales infrastructure, including implementing efficient processes, sales forecasting, pipeline management, opportunity qualification, close rate, and support revenue growth
- Coaching sales team through complex multi-tiered accounts through multi-threading techniques and building inside champions 
- Increasing top line growth through focus on top of funnel metrics, data analysis and critical decision making
- Defining and implementing operational metrics and KPIs that measure, optimize, and continually improve efficiency and effectiveness of sales programs, tactics, and strategy

Sales Director

SPI Energy

•  Built and expanded an entire inside/outside sales function for a new AI driven renewable energy SaaS product launch with a 90% increase in revenue for 2022 
•	Completely revamped the outbound sales strategies by implementing new prospecting flows including cadences, touch points, sequencing and follow up measures that netted a 50% increase in sales 
         Established a client facing sales team and scaled the team Account Executives by 100% 
•	Executed new sales team strategy with a focus on both vertical specific service deployment, and market segmentation resulting in team quota obtainment in less than 3 months 
•	Championing cross-functional collaboration efforts between teams leading to highly effective client experiences and increased client spend
•	Leader in CRM/Salesforce deployment company wide, communicating and presenting results with executive team while simultaneously assisting developers  
•	Engaging at a senior level with potential industry partners, creating and organizing actionable product deployment roadmap and negotiating contract terms on complex enterprise sales cycles
•	Grew sales team from 5 outbound business developers to a highly successful team of 15 inbound/outbound sales professionals producing 25% of all company revenue-$20M+
•	Inspired my team to adapt and grow through inspirational leadership and constant sales coaching with an emphasis on daily activity and pipeline development
- Established a company wide initiative of governmental contracts with focus on DOD and state level relationships

Vice President of Sales

BrightView Landscapes

•	Constantly outpaced revenue targets with YOY growth in a $200 Million Dollar market segment (Southeastern US) 
- Headed the pre sale and launch of a National SaaS product that added additional revenue to the top line 
•	Hired, Developed and Led a top performing outbound enterprise sales team to year over year success through motivation, education, and market execution. 
•	Deployed an action based, creativity driven sales strategy to combat/adapt during the COVID pandemic (Increased enterprise sales during pandemic)
•	Created metrics to drive measurable results and sales effectiveness across multiple channel sales teams which increased visibility and consistency   
•	Directed long-term customer satisfaction growth and maintenance strategies
•	Overcame implementation roadblock through risk management strategies and data interpretation
•	Held teams accountable for ensuring engagements yielded high volume sales and consumption targets in alignment with plans, budgets, and forecasts. 
•	Owned and executed all sales team talent acquisitions, recruiting, succession planning and change management
•	Orchestrated data collection and analysis across sales teams and created solutions to complex problems increasing overall sales team effectiveness

Regional Sales Director

50 Floor

•	Lead and developed a team of 20+ Sales professionals across 4 markets/4 states
•	Established highly effective KPI’s, interpreted data and spearheaded sales executive professional development program
•	Grew local branch's 20-30% year over year, Streamlined profit through supply chain process improvements and supplier contract negotiations 
•	Created marketing collateral aimed at new client acquisition and lead generation
•	Headed SWOT analysis on product positions which led to 25% increase in quarterly sales
•	Coached national sales team on reducing sales cycle time through prospecting & qualifying strategies, and the science of influence

Director Of Sales

Transformational sales and business operations leader with a 21st century "people oriented" empowerment approach. Proven track record of attracting, building and scaling world class sales teams that focus on outbound strategies and build long term, profitable relationships. Skilled at driving elevated team culture that boasts positive reinforcement and engagement through proactive sales team leadership and team building. Highly effective at navigating enterprise level $1M+ deal size, complex B2B sales cycles and coaching a team to the ultimate win while remaining true to company values and ethical sales practice.

Additional Skills include 
- Widescale Communication 
- Sales Process, Sales operations, Sales enablement 
- Change Management 
- Revenue leadership 
- Accountability 
- Data analysis 
- Critical Thinking 
- Creative Thinking 
- Process improvement 
- Coaching 
- Sales Methodology 
- Strategic Planning & Alignment 
- Budget Adoption & Creation 
- Sales Team Motivation

Paramount Studios drop new movie trailers....
Tech companies drop new features....
Fortune 500 companies drop CEO's...

TODAY.....I drop the news that I've joined the world class team at PTR Premier Truck Rental as the Eastern US Sales Director. 
 
It's rare to find a home that embodies everything you stand for. For me as most know, my "never lose" mentality, vision for B2B services in America, and passion for scaling high performing sales teams runs deep. At PTR each of these items are encouraged and exemplified every single day by all team members, this was very clear from day 1 of the interview process. 

My family and I are stoked for this new journey and a huge shoutout to Neko Sombrio for bringing this opportunity to me (And putting up with me for a second time in our professional careers 😁 ) 

Huge thanks to Brandie Cotton Adriene Horn Rob Troxel Jason Gold, MBA for the trust and buy in. 

Lets go get this WIN!!!!!!!! 
#LFG

Adam Taft, M.S

I'm hearing Q1 sucked for A LOT of sales teams. 😱😱😱😱😱

Pipeline management is atop of every leaders mind right now moving into Q2 after what was seemingly a slow Q1. 🤒🤒🤒🤒

The two pieces of the puzzle that make "pipeline management" easier for your team: 
1. Top of Funnel  
2. Qualification 

You NEED to spend as much time as possible on these two items with your team.

Pipeline Generation (Top of Funnel): 🧠🧠🧠🧠🧠🎖🎖🎖

Your sales team needs to stay motivated in pipe gen efforts and activities. Even when they saw decisions in Q1 push, a lower close rate and everything that could have gone wrong..........did. 

In Q2 run spiffs, create an internal competition that rewards the highest performers for strategic activity counts and send a weekly recognition email blast about those who rose to the top. 

Qualification: 🤑🤑🤑🤑

 Letting everything into your pipeline doubles your workload and kills your teams close rate. Stop letting everything cross go and collect $200. Your team needs to become challenger type sellers and ask the hard questions. 

Timeline, budget and decision makers are a MUST in Q2. If those 3 pieces aren't in place then there needs to be a damn good reason as to why that deal should move to the later stages. 

Set up a bi weekly call for 1 hour that only focuses on deals that are in qualifying and have each rep give you the run down. Help them where you can. 


#Q2 #b2bsales #salesleadership #pipelinemanagement 

Ancient sales philosophies that are killing your scale: 📜

Sales, pipeline generation and pipeline management is the perfect combination of mathematics 🧮 and science 🧬 🧪 🧫 

I am not insinuating that there are no emotions, however I am saying that it has always been and will always be a numbers and testing game. 

I’ve heard it all- 👀 

“My pipeline lives and dies through relationship selling” 

“I believe in a good ole fashion handshake”

“It’s a good ole boys network” 

“I don’t need salesforce…… I have my pen and pad” 


I’m not saying that these methods don't still work in some capacity but in order to achieve higher levels you need to increase your efficiencies and understand the numbers behind your sales game. 

The more you know about your personal numbers the easier they will be in achieving. 

Try this equation for starters: 

Total count of account touches last year ➗Total count of sales last year

Example: 

4,000 touches / 30 sales = 133 touches 

This tells me that no matter how I view my network or prospects that on average it’s going to take me 133 calls, emails, texts, LI messages to close one deal. 

Then you can dive in and increase the quality of your touches and watch that gap close a bit. 


This is a great baseline for you to understand how your outbound efforts translate to your success. 

The more you know 🧠 🧠 

#b2bselling #b2bsales #pipelinemanagement #pipelinegen #pipegen

Real talk. 🫢🫢🫢

Your CEO is missing this. 👀 

Selling a product or service that isn’t proprietary and has been duplicated in the marketplace for a cheaper price tag isnt easy. 

This typically becomes the biggest driver behind sales rep burn out, churn and pipeline deficiencies. 

Legacy top down approach typically sounds something like this (AKA out of touch reasoning): 🙄 

“We are the highest priced becuase we stand behind our product/service and we offer the best customer service” 🤢 🤢 🤢 

Every single competitor of yours is also saying “We offer the best customer service”.

 Here’s the truth: 💥💥💥

There is no silver bullet word track that you can say that your competitors aren’t also saying. 


You have to “PROVE IT” prior to a decision being made. 

Anyone can talk about it, very few orgs/reps will “be about it” during the sales process. 

Few tips to help you “be about it” and help your prospect see the vision with your team is brighter. 

It’s all about the customer journey from start to finish. They need to feel that you stood out.

Tip 1. Answer quick and Act fast ⏩⏩

You don’t have 24 hours to answer any questions they may have. You need to act fast, and provide solutions/answers immediately. 

Tip 2. Prove it 🧾🧾

Proactively offer references- don’t wait. 

Tip 3. Price condition 💸💸💸

In the beginning let your prospect know that you aren’t the dollar store version of your product or service. Tell them it’s your job to show them why during the process. 



 #salescoaching #pipelinegeneration #b2bsales

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