Revenue Flywheel Group

Every day, employees across your company with varied levels of experience and tenure engage with your customers. Each of those interactions have the potential to positively or negatively impact revenue streams. 

The Revenue Flywheel Group will work with you to build an enablement strategy and programs that correlate to your revenue growth objectives and deliver impact. 

Our innovative Customer Journey Enablement™ framework encompasses all of your buyer-facing teams no matter where they are in their career and enables them to differentiate your business through offering exceptional customer experiences. We will help you develop a cross-organizational culture of aligned customer engagements—from prospecting to renewal and beyond.

We set you up for success both now and into the future.

Founder

Revenue Enablement Society

Stories From The Trenches podcast Host/Producer

President, Executive Board

Instructure

• Designed and built the first revenue-based enablement strategy and framework for all Instructure global routes to market.
•Hired, developed, and led the highly successful Revenue Enablement team of 19 that provided enablement for all revenue teams and channel partners as well as managing competitive bid and RFP processes.
•Led the team in launching the first certification programs specifically for emerging, newly promoted and senior revenue team leaders.
•Led the successful integration of all revenue teams through 5 separate acquisitions as a senior member of the Integration Management Office.
•Led a cross-departmental team in developing a company wide role based onboarding and ramping university modeled on the successful program the team and I built for the revenue organization.
•Selected, customized, and implemented Selling Through Curiosity® throughout the revenue org. This methodology was a component of driving win rates and accelerating multi-product line sales.
•Led the development of a revenue knowledge management program and the platform being created to support it.

Vice President, Global Revenue Enablement

Vonage

• Created the first revenue enablement strategy for all Vonage global routes to market. 
• Analyzed sales teams’ needs and put in place the first Vonage sales technology stack. 
• Customized and implemented CustomerCentric Selling® as the global sales methodology for Sales, SDR, CS and Channel teams. This led to an increase in ACV and customer satisfaction.
• Implemented the first channel partner enablement function and program resulting in greater partner engagement in direct/channel cross selling.
• Created the Vonage Sales University program in the U.S. and the U.K. 
• Led the successful integration of all revenue teams through 2 acquisitions.

Head of Global Sales Enablement

General Electric

• Created content for field training sessions and coached G.E. Oil & Gas, G.E. Aviation and executive sessions at Crotonville as part of the Chairman’s initiative to transition G.E.  from product based to outcome based selling.
• Developed sales readiness criteria and evaluation process to assess field sales teams in all G.E. businesses.
• Developed and delivered LinkedIn best practices training for Commercial Center of Excellence team. 
• Launched new company wide community for outcome based sellers.

Sales Enablement Director, Commercial COE, GE Corporate

NICE CXone

•	 Created the company wide sales enablement strategy and led the team that built the infrastructure and executed it.
• Competitive win rates increased from 50% to 67%-75% after implementing CustomerCentric Selling across the sales organization. Additionally, ramp time for new sales hires was cut in half.

• Hired, trained and managed a new inside sales team that covered the Eastern U.S. Directly reported to the V.P. of Sales for that region.
• All but 2 sales reps were new hires so worked with Sales Ops Director to create an on-boarding program and milestones to ensure they successfully ramped up their product knowledge and sales skills during their first few quarters at inContact.
• As part of improving the team's product knowledge and sales skills I collaborated with the VP of Sales Engineering to create a product demo certification program. Each sales rep had 6 weeks to learn to demo key product features and prepare for a role play with the VP of Sales Engineering and myself. This program was adopted by the rest of the sales leadership team and used to certify the entire direct sales organization. 
• Used analysis of sales numbers and results in SFDC to track and understand key metrics and trends to set goals with the team, help them understand the results they were getting and ensure continuous improvement.
• 2 of these reps were promoted after their first year. A third went on to become a team lead and 3 others are still with inContact and are achieving or exceeding quota.

Corporate Sales Director - East

Intuit

• Assumed leadership of the QuickBase inside sales team experiencing inconsistent sales due to a lack of sales experience and processes.
• Increased FY11 Q1 YOY revenue 124% 
• Increased FY11 Q2 YOY revenue 137%
• Successfully implemented a new sales engagement model that facilitated better customer evaluations and faster ramp time for new sales reps. Remodeled compensation plan and successfully recruited seasoned software sales professionals to join the team.

Sr. Inside Sales Manager

TigerDirect.com

• Drove software licensing sales to SMB, Enterprise, Academic and Government customers through sales teams in Miami, NYC and Toronto sales offices. Products include Microsoft, Adobe, Citrix, Symantec, CA and VMWare.
• Increased YOY Q4 of overall software licensing sales 70%.
• Increased overall software licensing sales YOY by 63% 
• Grew YOY Microsoft sales by 123%

Enterprise Software Account Manager

ContentWatch

- Recruited strategic VAR and VAD partners in North America and the UK to sell ContentWatch internet security appliance and filtering software solutions.

- Identified, recruited and managed distribution partners.

- Worked with partner sales and marketing executives to create business plans that included lead generation campaigns, sales training and other partner readiness activities.

- Fostered strong relationships with reseller sales teams by providing timely and valuable assistance with customer meetings, RFPs and quotes.

- Managed key channel relationships with LARs and distributors.

Senior Channel Account Manager

Novell, Inc.

- Created and manage sales incentives and programs for North American and Latin American VAR, VAD and Solution Provider channels. Function as interlock between channel marketing, field marketing, inside sales, field sales, and Linux Impact Team.

- Created and managed the channel launch plan for Novell Open Workgroup Suite as a member of the product launch team. The Novell Open Workgroup Suite includes GroupWise 7 and will also integrate with GroupWise Mobile Server.

- Managed MDF program along with Partner Development Directors. Consult on quarterly partner development/sales plans for the Solution Provider channel.

Global Channel Marketing Manager

My passion is leading revenue teams through transformation into truly customer-centric organizations that differentiate through how they sell rather than with price or product. I'm leveraging over 20 years in sales/sales leadership and 10 years of building and successfully executing enablement strategies.

I'm certified to customize, teach and implement ClozeLoop C.O.A.C.H.® , Triangle Selling® and CustomerCentric Selling® methodologies and available for consulting in the following areas:

- Pre-Revenue Enablement Assessment and defining enablement needs
- Creating a revenue centric enablement strategy and metrics
- Hiring the first Enablement headcount
- Mentoring Enablement leaders or teams – problem solving, expansion planning, tech stack priorities
- Building an effective, measurable and role specific onboarding and ramping program
- Sales Methodology – preparing for, customizing, workshop delivery and adoption best practices
- Sales Methodology 201 adoption workshop - for sales, ops, SDR and marketing leaders

Good morning! With so much going on in the world of #sales, #revenueenablement, and #salesexcellence, what have you been working on and curious about? Most importantly, how can I help? 

If you're looking for your next role, how's that going? Are there introductions to my network I can make?

I'm opening up some slots for another round of "Better Call Paul," and like previous sessions, I'm up for any topic you'd like to discuss!

The scheduling link is in the comments. Talk to you soon!

Paul Butterfield

My passion is leading revenue teams through transformation into truly customer-centric organizations that differentiate through how they sell rather than with price or product. I'm leveraging over 20 years in sales/sales leadership and 10 years of building and successfully executing enablement strategies.

I'm certified to customize, teach and implement Selling Through Curiosity®, ClozeLoop C.O.A.C.H.® , Triangle Selling® and CustomerCentric Selling® methodologies and available for consulting in the following areas:

- Pre-Revenue Enablement Assessment and defining enablement needs
- Creating a revenue centric enablement strategy and metrics
- Hiring the first Enablement headcount
- Mentoring Enablement leaders or teams – problem solving, expansion planning, tech stack priorities
- Building an effective, measurable and role specific onboarding and ramping program
- Sales Methodology – preparing for, customizing, workshop delivery and adoption best practices
- Sales Methodology 201 adoption workshop - for sales, ops, SDR and marketing leaders

Paul Berman

Check it out! This week, we have multiple open roles in Belgium 🇧🇪 and Germany 🇩🇪! If you know someone looking in those markets, please tag them in the comments.

A special shout out to 📢 Kym Giffin, Keith Rabkin, Celine Grey, Edwin Kuiper, and Paul Petroski for sharing new open roles this week.

My best source for these is from hiring managers or team members directly, so please help spread the word!

I'm not a recruiter or hiring manager 🚫 for any of these roles. I research and curate them for our community each week.

Not every role I find makes it into the newsletter. 🙅I take the time to review them all and only select the ones that:
🔎 Have a verified hiring contact that I can include.
🔎 Are newly posted (not reposted) in the previous 7 days
🔎 Reposted roles that have less than 100 candidates
🔎 Roles that I can verify are remote, hybrid, or onsite

Please help spread this newsletter by amplifying 🔊 and sharing it with your networks!

Paul R. Butterfield 📕

Founder, Revenue Flywheel Group || Certified Gap Selling Partner 📕 (pending)| Revenue Enablement Strategist || Investor || Podcast Host

Check it out! This week, we have multiple open roles in the UK 🇬🇧, India 🇮🇳, Belgium 🇧🇪 and Germany 🇩🇪! If you know someone looking in those m

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