Bolton GTM & Salesforce Consulting

Partnering with early-stage SaaS startups and SMBs to design Salesforce-powered GTM playbooks, build outbound engines, and optimize pipeline execution. Delivering consulting services and projects that accelerate ARR growth, improve forecasting, and scale repeatable sales processes.

Key Achievements

• Enabled SaaS client SDR/AE teams to increase productivity by 40%  within 60 days by implementing KPI-based coaching frameworks, Salesforce dashboards, and structured onboarding programs.

• Reduced client sales cycles by 18%  in under two quarters by designing GTM playbooks that combined Salesforce CRM insights with executive multi-threading strategies.

• Improved lead-to-meeting conversion by 26% within six months by piloting a Salesforce  & Outreach cadence program, integrating automated sequences with LinkedIn Sales Navigator targeting.

• Strengthened outbound activity by 30% in the first quarter, by launching a Salesforce-driven outbound engine for an SMB client, optimizing workflows, AI, and cadence execution.

• Guided SDRs and AEs on consultative SaaS selling techniques, driving consistent quota attainment across client accounts within their first 90 days of enablement.

Sales Director -  Salesforce CRM

INAMAX Powered by Ultra

INAMAX Powered by Ultra is a retail-tech SaaS company behind Titan, a proprietary, compliance-driven platform designed to integrate seamlessly with Salesforce CRM and Tableau analytics, helping clients operating in regulated markets gain real-time insights, automate compliance, and scale with confidence. 

As a Sales Director and player-coach, I carried an individual quota while leading and scaling a 10-person SMB & Mid-Market sales team focused on new logo acquisition, retention, and revenue growth. 

Key Achievements:

• Delivered $8.2M ARR (146% of $5.6M quota) in FY23 by introducing and implementing modern sales-enablement tools (Salesforce Maps, Tableau, Outreach, Gong, and LinkedIn Sales Navigator) to establish data-driven GTM execution, improve pipeline visibility, and increase forecast accuracy.

• Closed and co-sold 28 SMB & Mid-Market new logos totaling $1.46M ARR (121% of $1.2M quota) in FY23, including 8 self-sourced and closed deals worth $416K ARR, leveraging outbound prospecting, consultative selling, and multi-threaded stakeholder engagement in highly regulated SaaS market.

• Drove 105% Net Revenue Retention in FY23 by implementing a data-driven approach to territory management and fostering cross-functional collaboration with Customer Success, Operations, and Marketing, achieving a 94% contract renewal rate and 2.3% YoY account expansion.

• Scaled SaaS B2B sales team from 4 to 10 in 15 months, boosting rep productivity by 60% by building structured hiring, training, onboarding, and KPI-driven coaching using Salesforce playbooks.

• Spearheaded Salesforce CRM implementation in 2023, improving forecasting accuracy by 28% within the first 6 months and completing the project on time and $25K under budget.

• Executed event-driven GTM campaigns and field-marketing initiatives, expanding top-of-funnel pipeline by 25% across regulated SMB & Mid-Market segments.

Sales Director (Player-Coach) - SMB & Mid-Market

Invited

Operated as a full-cycle SaaS Account Executive in the hospitality sector, managing subscription-based sales to B2B and B2C clients. Owned the AE process from outbound prospecting and consultative discovery to pricing, negotiation, onboarding, and renewals. Leveraged Salesforce CRM, Outreach, and Power BI to drive TAM expansion, account growth, and measurable revenue acceleration.

Key Achievements:

• Exceeded quota for all FQs in 2022 (Q1: 105%, Q2: 125%, Q3: 113%) through full-cycle sales execution and targeted outbound strategies.

• Closed 60+ recurring revenue contracts in FY22, generating $428K in ARR and $320K in onboarding revenue, increasing year-over-year bookings by 16% through consultative, multi-threaded sales cycles.

• Drove $190K in expansion revenue in first 9 months, through renewals, upsells, and cross-sells, using CRM insights and lifecycle touchpoints to optimize timing, segmentation, and outreach precision..

• Improved CSAT by 25% and conversion rates by 18% within 6 months through value-based discovery, BANT qualification, and consultative sales presentations tailored to client use cases.

• Partnered with marketing over two quarters to refine GTM campaigns, increasing MQL-to-SQL conversion by 19% through Power BI-driven audience targeting and cross-functional collaboration.

SaaS Account Executive  - Subscription Sales 

Life Time Inc.

Led an 8-person inside sales team driving recurring revenue growth in the B2B and B2C wellness markets. Owned end-to-end sales strategy, pipeline execution, and team enablement while operating as a player-coach. Trained AEs on outbound prospecting, value-based selling, and Salesforce CRM workflows. Partnered cross-functionally on GTM campaigns, retention programs, and sales operations initiatives.

Key Achievements:

• Spearheaded team performance turnaround in first 30 days, from 22 straight missed quotas to 35 consecutive months of 100%+ attainment, through CRM-driven coaching, outbound prospecting, and KPI-based accountability.

• Boosted rep productivity by 30% in the first year through Salesforce CRM automation, KPI dashboards, and improved pipeline visibility and accountability.

• Improved lead-to-close conversion by 22% in first 90 days by implementing structured playbooks, inbound/outbound cadence testing, and refining sales processes.

• Increased B2B lead generation by 40% within the first two quarters through multi-channel prospecting (cold calls, email sequences, LinkedIn engagement, and event outreach).

Senior Inside Sales Manager

Served as a full-cycle Business Development Manager driving recurring-revenue B2B partnerships across SMB and Mid-Market segments in the wellness sector. Owned the full-cycle sales process, from outbound prospecting and consultative discovery to business-case development, negotiation, and lifecycle management. Leveraged CRM insights to expand TAM visibility, improve forecasting accuracy, and accelerate sales cycles.

Key Achievements:

• Closed 45+ net-new logos, achieving 300% of quota FY16 by engaging (C-suite, HR, and Finance) stakeholders through multithreaded outreach, consultative sales presentations, and ROI-based business cases.

• Generated $806K in ARR in the first year, delivering 250% YoY subscription growth by aligning lifecycle playbooks with customer-success goals.

• Accelerated deal velocity by 20% in under six months and improved forecasting accuracy through CRM-driven pipeline management and Salesforce reporting.

• Strengthened upsell and cross-sell performance by 25% within the first two quarters by executing lifecycle engagement campaigns and personalized follow-up sequences.

• Scaled repeatable outbound sales motion within first 90 days, increasing TAM visibility and improving lead quality and qualification efficiency.

Business Development Manager - SMB & Mid-Market

Promoted to lead a multi-state turnaround across 7 Sales Managers and 50+ inside reps. Directed full-cycle subscription sales and multi-region GTM execution while optimizing CRM processes, KPI-based coaching, hiring, training, and onboarding systems. Partnered cross-functionally with marketing to improve lead quality, align campaigns, and increase funnel conversion rates.

Key Achievements: 

• Grew regional revenue by 35% and ARR by 25% YoY in 18 months through CRM-driven GTM strategy, retention-focused selling, and optimized lead pathing.

• Increased regional sales team quota attainment by 25% and reduced sales cycle times by 15% in the first 9 months by redesigning Salesforce workflows, prospecting strategy, and implementing KPI-based coaching.

• Boosted rep productivity by 30% and reduced operational costs by $302K in the first year by overhauling onboarding, training, and accountability systems.

•Built and launched a digital sales playbook that unified multi-channel selling and onboarding across seven states, driving $3.4M in ARR and a 14% lift in conversion within nine months.

• Recognized as #1 Regional Sales Manager (FY15) for exceeding quota and leading high-performing sales teams and strong territory management.

Regional Sales Manager, Southeast 

Led an 8-person full-cycle inside sales team driving recurring subscription revenue, customer retention, and performance coaching. Managed end-to-end sales cycles from prospecting through close, leveraging Salesforce CRM automation, KPI dashboards, and structured enablement frameworks to scale team performance and client outcomes.

Key Achievements: 

• Achieved 132% of quota in FY13, driving a 19% ARR increase and reducing churn by 8% within the first year through CRM-driven outreach and retention-focused selling.

• Boosted NPS to 60+ in under nine months by launching proactive engagement workflows and personalized retention campaigns.

• Improved lead-to-customer conversion by 18% within 12 months through Salesforce CRM automation, pipeline segmentation, and targeted cadences.

• Increased team productivity by 20% in the first year through KPI dashboards, onboarding tools, and coaching frameworks.

• Delivered 15% premium contract upsell growth in FY13 through value-based discovery and tailored pricing strategies.

Inside Sales Manager

Sales Director and Business Development Manager | Leadership and Team Development | Sales Management | Data Analytics and Sales Metrics | Driving Revenue Growth | Salesforce.com

Sales Director & SaaS Account Executive with 15+ years in recurring-revenue subscription sales, focused on driving B2B SMB and Mid-Market growth. I specialize in Salesforce CRM optimization, pipeline management, quota attainment, and GTM strategy, with proven results including $8.2M ARR at 146% quota attainment, delivering consistent double-digit YoY revenue gains across my career.

Throughout my career, I’ve built repeatable sales processes, accelerated pipeline velocity, improved forecasting accuracy, and expanded accounts through renewals and upsells. I’ve operated as both an individual contributor and a player-coach, running the full sales cycle from outbound prospecting and executive multi-threading to negotiation, deal closing, ensuring customer success, and strategic account management. 

Backed by my Salesforce Certified Associate and Salesforce Certified Sales Representative credentials, I combine hands-on selling expertise with formal CRM training to deliver predictable, scalable revenue growth.

Key Achievements

• Scaled a B2B SaaS sales team from 4 to 10 reps in 15 months, fueling $8.2M ARR and 146% quota attainment in FY23 through data-driven territory management and disciplined GTM execution.

• Closed 45+ SMB & Mid-Market net-new logos in first fiscal year, generating $800K ARR and 300% quota attainment through multi-threaded executive outreach and outbound prospecting.

• Led Salesforce CRM implementation in 2023, improving forecasting accuracy by 28% within six months and completing the rollout $25K under budget.

I’m focused on bringing this proven playbook to SaaS and Tech companies with strong product-market fit in the SMB and Mid-Market segments, especially within SalesTech, RevOps, HR Tech, and Salesforce ISVs on the AppExchange, while remaining open to other fast-growing SaaS verticals. Based on company’s GTM growth stage, I can drive new business as an Account Executive, serve as a player-coach, or scale teams and sales processes as a Sales Director.

If you’re hiring for a Sales Director, SaaS Account Executive, or sales leadership role (Atlanta or remote), let’s connect here on LinkedIn or at jboltonatlanta@outlook.com.

I also enjoy connecting with peers and leaders to share insights on SaaS growth, GTM strategy, and CRM best practices. Outside of work, you’ll usually find me on the golf course, watching baseball, or traveling. 


Skills: B2B Sales | SaaS | Full-Cycle Sales | New Business Development & Sales Strategies |  GTM Strategy | Pipeline Management | Account Management & Account Expansion | Networking | Salesforce CRM 

Last week, I left a short comment on a post by Matt Green about fair sales compensation.

12 words. That’s it.

Two days later, it passed 11,000+ impressions.

It reminded me how tools like RepVue are helping sales professionals find roles with transparent and fair compensation structures.

It was also a reminder that visibility doesn’t always come from posting more.

Sometimes it comes from showing up where the right conversations are happening.

That single comment led to new profile views, messages, and a few connections in SaaS sales leadership.

Networking isn’t just outbound.

It’s about consistently adding value in public, authentically, and without expecting anything back.

𝗪𝗵𝗮𝘁’𝘀 𝗼𝗻𝗲 𝗰𝗼𝗻𝘃𝗲𝗿𝘀𝗮𝘁𝗶𝗼𝗻 𝘆𝗼𝘂’𝘃𝗲 𝗷𝘂𝗺𝗽𝗲𝗱 𝗶𝗻𝘁𝗼 𝗿𝗲𝗰𝗲𝗻𝘁𝗹𝘆 𝘁𝗵𝗮𝘁 𝗼𝗽𝗲𝗻𝗲𝗱 𝗮 𝗻𝗲𝘄 𝗱𝗼𝗼𝗿 𝗳𝗼𝗿 𝘆𝗼𝘂?

#SaaSSales #SalesLeadership #CareerGrowth #Networking #TechSales

Jeffrey Bolton

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CRO of Sales Assembly | Investor | Portfolio Advisor | Decent Husband, Better Father

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Sales Director | SaaS Account Executive | Driving SMB & Mid-Market Sales | Salesforce CRM | $8.2M ARR at 146% Quota Attainment | GTM Strategy & Pipeline Management

Ever had a deal that looked perfect on paper but still stalled?

That’s when I realized I was focused on selling value rather than understanding how buyers buy.

Early in my career, I thought sales was about presenting value.
Over time, I realized it’s about aligning with how the buyer defines it.

I once worked a deal where every demo hit the mark, but momentum stalled.

After a deeper conversation, I found the issue wasn’t product fit.
It was timing, risk, and internal politics, things that didn’t show up in Salesforce.

That’s when it clicked.
Top sellers don’t just sell solutions.
They help buyers navigate their decision process.

Buyer-centric selling means asking questions like:

What’s changed inside your business that makes this a priority now?
Who else needs to feel confident before this moves forward?
What would success look like three months after implementation?

When you understand what matters most to the buyer, you stop pitching and start partnering.

How do you uncover what the buyer really needs before they tell you?

#SalesLeadership #B2BSales #SaaSSales #TechSales #GoToMarket

I’ll never forget the Monday I started the week 32% behind target, and somehow finished ahead.

At first, I did what most of us do when we see red numbers.

I pushed harder. More calls. More meetings. More urgency.

But halfway through the day, I realized activity wasn’t the issue. Clarity was.

So instead of sprinting, I paused and asked three questions:

Where are deals stalling?

Which conversations still have momentum?

And what’s one blocker I can remove before noon?

That small reset changed everything.

By Friday, two dormant deals closed, and the pipeline looked completely different.

The lesson stuck with me.

Momentum doesn’t come from doing more.

It comes from knowing what matters most and acting on it early.

How do you create clarity at the start of your week?


#SalesLeadership #B2BSales #SaaSSales #GoToMarket #SalesStrategy

The best leaders I’ve worked with don’t react quickly. They respond with clarity, especially when the pressure’s on.

In sales, markets shift. Tech evolves. Roles change.
But the ability to learn fast and stay grounded in what drives results never loses value.

There was a time I walked into every challenge thinking I needed to have all the answers.

Eventually, I learned that the best leaders don’t know everything. They figure it out faster because they listen, test, and stay open to feedback.

Adaptability isn’t about chasing every new trend.
It’s about learning how to move forward when things don’t go as planned.

Whether it’s a new product, a new process, or a new opportunity, the ones who thrive are the ones who stay curious.

💡What’s one change you’ve made recently that pushed you to grow?

#SalesLeadership #B2BSales #SaaSSales #CareerGrowth #ProfessionalDevelopment

The real test isn’t how consistent you are when you’re motivated.

It’s how structured you are when you’re not.

That’s where most people stall. They rely on energy instead of structure.

Early in my career, I thought success came down to who worked the hardest.

Now I know it’s about who builds the clearest system.

Over the years, I’ve seen the same thing across every sales environment.

The teams that win don’t just set goals.
They create repeatable processes around them.

✅ Reviewing pipeline regularly

✅ Tracking every follow-up

✅ Measuring what’s working and what’s not

Those rhythms create consistency long after the “push” of a good week fades.

Systems aren’t just about staying organized.
They create stability.

They make effort measurable, not just motivational.

And in sales, that’s the difference between chasing momentum and engineering it.

𝗔𝘀 𝘆𝗼𝘂 𝘄𝗿𝗮𝗽 𝘂𝗽 𝘁𝗵𝗲 𝘄𝗲𝗲𝗸, 𝘄𝗵𝗮𝘁’𝘀 𝗼𝗻𝗲 𝗿𝗵𝘆𝘁𝗵𝗺 𝗼𝗿 𝘀𝘆𝘀𝘁𝗲𝗺 𝘁𝗵𝗮𝘁 𝗵𝗲𝗹𝗽𝘀 𝘆𝗼𝘂 𝘀𝘁𝗮𝘆 𝗰𝗼𝗻𝘀𝗶𝘀𝘁𝗲𝗻𝘁 𝘄𝗵𝗲𝗻 𝘁𝗵𝗲 𝗺𝗼𝘁𝗶𝘃𝗮𝘁𝗶𝗼𝗻 𝗱𝗶𝗽𝘀?

#SaaSSales #SalesLeadership #SalesStrategy #TechSales #CareerGrowth

𝗔𝘁 𝘀𝗼𝗺𝗲 𝗽𝗼𝗶𝗻𝘁, 𝗵𝗮𝗯𝗶𝘁𝘀 𝘁𝘂𝗿𝗻 𝗶𝗻𝘁𝗼 𝘀𝘁𝗮𝗻𝗱𝗮𝗿𝗱𝘀.

That’s when consistency becomes identity.

Every Friday, I used to review deals just to close loops.

But one week, I noticed the same follow-up pattern popping up in every pipeline review.

That single observation changed how I coach and how I sell.

Because real growth doesn’t come from big wins.

It comes from the small standards that become nonnegotiable.

💡 Here are three that changed everything for me:

✅ Logging every conversation in Salesforce, no matter how small.
✅ Blocking time to review deals even when the calendar’s full.
✅ Following up with curiosity, not convenience.

Those rhythms compound over time.

They stop being reminders and start being reflexes.

💬 As you wrap up the week:

What’s one habit you’ve practiced long enough that it’s now part of your professional identity?

#SalesLeadership #SaaSSales #SalesStrategy #Leadership #Salesforce

How to Turn Small Signals into Big Opportunities


Last week, I shared how small habits build momentum.

This week, I want to share how those signals of momentum start turning into real opportunities.

It’s easy to overlook the little things: a comment on a post, a recruiter message, a quiet “Hey, saw your update.”

But in sales and in your career, those moments are often the start of something bigger.

Here’s how I nurture them:

✅ Log every interaction in my CRM, even the quick ones, so no potential connection slips through.

✅ Follow up with authentic curiosity, not just “checking in.” I want to know what’s changed or where I can add value.

✅ Treat every conversation like a seed, not a transaction. Some bloom next week, others months later.

One example:

A recruiter I spoke with earlier in the year reached out last week about a leadership opening that hadn’t even been posted yet.

That opportunity came from a simple follow-up I’d logged months ago.

The real growth doesn’t come from chasing opportunity. It comes from building a system that attracts it.

Momentum compounds when you stay intentional.

In sales and in career building, that’s the difference between waiting for luck and creating leverage.

𝗪𝗵𝗮𝘁’𝘀 𝗼𝗻𝗲 𝘀𝗺𝗮𝗹𝗹 𝘀𝗶𝗴𝗻𝗮𝗹 𝘆𝗼𝘂 𝗽𝗹𝗮𝗻 𝘁𝗼 𝗳𝗼𝗹𝗹𝗼𝘄 𝘂𝗽 𝗼𝗻 𝗻𝗲𝘅𝘁 𝘄𝗲𝗲𝗸 𝘁𝗵𝗮𝘁 𝗰𝗼𝘂𝗹𝗱 𝘁𝘂𝗿𝗻 𝗶𝗻𝘁𝗼 𝘆𝗼𝘂𝗿 𝗻𝗲𝘅𝘁 𝗯𝗶𝗴 𝗼𝗽𝗽𝗼𝗿𝘁𝘂𝗻𝗶𝘁𝘆?


#SaaSSales #SalesLeadership #CareerGrowth #TechSales #SalesStrategy

I once walked into a 1:1 focused on performance and walked out rethinking how I lead.

“Do you want me to get better, or do you just want this fixed?”

That question reshaped how I think about feedback.

Early in my career, I treated coaching like problem-solving — step in, fix it, move on.
But that approach doesn’t build confidence or capability. It builds dependency.

Over time, I found that the best coaching conversations start with curiosity, not correction.

Questions like:

What led you to that decision?
What outcome were you expecting?
What did you notice from the buyer’s response?

It’s slower in the moment, but it develops faster thinkers.

When people understand the “why” behind their actions, they take ownership of the next step, and that’s where growth occurs.

Coaching isn’t about fixing people.
It’s about helping them see what they couldn’t see before.

How do you approach feedback so it builds confidence, not compliance?

#SalesCoaching #SalesLeadership #B2BSales #SaaSSales #TechSales

Solid advice on focusing on discovery over pitching. Top sellers dig into pain points and align solutions.

⚡ 𝗦𝗮𝗹𝗲𝘀 ≠ “𝘁𝗵𝗲 𝗽𝗲𝗿𝗳𝗲𝗰𝘁 𝗽𝗶𝘁𝗰𝗵.”

Too many reps think sales is about crafting the slickest message and pushing it hard. Dion Travagliante, Director of Sales at Macabacus Inc., sees it differently.

The truth?

“If you do proper discovery, the rest falls into place.”

What top sellers actually do:
 ✅ Ask sharper questions
 ✅ Uncover real pain points
 ✅ Listen more than they talk
 ✅ Align solutions to what matters

It’s not about a flawless pitch — it’s about finding the problem worth solving.

The Goals.com Podcast is available on Multiple Platforms

Spotify https://lnkd.in/gpYfRhvV
Apple https://lnkd.in/gScY642p
YouTube https://lnkd.in/gp6eWv_c
Amazon https://lnkd.in/g-i8VK3t
Goals.com: https://lnkd.in/gX_GkSxH

#SalesLeadership #ConsultativeSelling #Discovery #SalesStrategy #DionTravagliante

𝗧𝗵𝗲 𝗯𝗲𝘀𝘁 𝘀𝗮𝗹𝗲𝘀 𝘀𝘆𝘀𝘁𝗲𝗺𝘀 𝗱𝗼𝗻’𝘁 𝘀𝘁𝗮𝗿𝘁 𝘄𝗶𝘁𝗵 𝗮 𝗖𝗥𝗠. 𝗧𝗵𝗲𝘆 𝘀𝘁𝗮𝗿𝘁 𝘄𝗶𝘁𝗵 𝗰𝗹𝗮𝗿𝗶𝘁𝘆. 💡

I used to think progress came from adding more calls, more meetings, more tools.

But consistency doesn’t start with effort. It starts with clarity.

Every Thursday, I take 15 minutes to ask three questions

✅ What’s actually moving the needle?

✅ What’s noise?

✅ What deserves my focus for the rest of this week and what needs my attention next week?

That short reset has yielded more significant results than any new process or platform.

Because clarity creates momentum, not activity.

✨ As you head into the weekend

How do you create space to find clarity before the week ends? 

#SalesLeadership #SaaSSales #SalesStrategy #CareerGrowth #TechSales

𝗠𝗼𝘀𝘁 𝗠𝗼𝗻𝗱𝗮𝘆𝘀 𝗽𝗲𝗼𝗽𝗹𝗲 𝘀𝘁𝗮𝗿𝘁 𝗳𝗮𝘀𝘁.

Few start aligned. 🚀

I used to kick off every week chasing momentum with new calls, new meetings, and new noise.

But the weeks that actually moved the needle started differently.
They started with direction. 🎯

Before diving into the pipeline, I would take ten minutes to map the three conversations that could actually change the month or quarter.

That small reset turned motion into momentum.

You don’t need more motion to make progress.

You need better direction. 💡

What is one thing you do at the start of the week to stay aligned, not just active 💭

#MindsetMonday #SalesLeadership #SaaSSales #SalesStrategy #Focus

👻 Ghosting doesn’t just happen in dating or on Halloween. It happens in hiring, and it’s everywhere.

I’ve been in a few interview loops recently where the updates just stopped. No, yes, no, no, just silence.

And I get it. People get busy. Priorities shift.

But as a candidate, you’re left wondering if the door’s still open or if it quietly closed.

🤐 Silence might feel neutral, but it leaves the other person carrying uncertainty.
✅ A direct no is always better than no reply at all.
🗣 Feedback is clarity. And clarity is respect.

✨What’s one way you’ve seen feedback handled well in the hiring process?

Big thanks to Megan Juliano for continuing to champion this conversation, and what you and Devon Archer  are building at JobGhost is long overdue.

#HiringTips #RecruiterLife #TechSales #SaaSSales #SalesCommunity

On a mission to eliminate ghosting during the interview process

Do this before putting on your Halloween costume..


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