Rafael Portella's Linkedin Analytics

Commercial manager with 16 years of sales experience. Skills in building and restructuring strategies, processes, and leading sales teams. Focus on Enterprise B2B with experience in the Technology (SaaS, Payment Solutions), Energy, and Corporate Education sectors. Competencies and knowledge: Sales Strategy: Defining ICP (Ideal Customer Profile) and buyer personas; TAM/SAM/SOM analysis; Go-to-market analysis and channel definition (Founder-led, Sales-led, ABM, Inbound, Outbound, Partnerships, CLG); Sales scaling strategy and team management; Creating commercial OKRs (Objectives and Key Results). Sales Processes: Building and analyzing sales funnels; Defining and monitoring KPIs; Conversion analysis; Designing internal SLAs (Service Level Agreements) and SLAs with other departments. Sales Techniques: SPIN Selling, Challenger Sale, Flywheel, BANT, GPCT, Predictable Revenue, Traction, Inbound Sales. Team Management: Training (Onboarding, Ongoing, Sales Enablement); Coaching; 1:1s (One-on-ones); Tour of Duty creation; Development of PDIs (Individual Development Plans). Tools: Prospecting (Apollo, Snov.io); CRM (HubSpot, Salesforce, Pipedrive, Ploomes); Productivity (Click Up, Notion, Asana, Airtable).