Modern Virtual

I specialize in delivering expert B2B sales consulting services. 

Brands supported: 

-Salesloft
-Predictable Revenue
-Avoma
-Immersa
-TIDAL Consulting
-Regie.ai

...and many more

Principal Consultant

Pitchfire

Member

Immersa

At Immersa, I led pivotal sales initiatives and played a key role in optimizing sales strategies and processes. My responsibilities and achievements included:

Sales Strategy and Execution: Directed sales efforts focusing on leveraging product usage data to benefit various departments, especially Go-To-Market (GTM) teams. This strategy enhanced cross-departmental collaboration and understanding, driving more informed and effective sales approaches.

Innovative Email System Implementation: Designed and implemented a multi-inbox rotation system for outbound sales emails across 10 domains. This system significantly increased email volume and markedly improved open rates, reply rates, and the number of meetings booked from email campaigns.

SDR Training and Mentorship: Took on the responsibility of training and mentoring two Sales Development Representatives (SDRs) in advanced prospecting techniques. Emphasized multichannel outreach, with a focus on personalization skills and developing compelling use cases, enhancing their effectiveness and performance.

Deal Management and Collaboration: Worked closely with Immersa's founder to identify, close, and manage specific key deals, overseeing the entire sales funnel. This collaboration ensured a strategic approach to sales and contributed to the company's overall growth and success.

This role at Immersa allowed me to leverage my expertise in sales strategy and mentorship to drive significant improvements in sales operations and team performance.

Head of Inside Sales

Ekata, a Mastercard company

At Ekata, I played a pivotal role in transforming the outbound sales strategy, delivering significant results and establishing foundational sales processes. My key contributions included:

Outbound Sales Playbook Creation: Innovated Ekata's first outbound sales playbook, a cornerstone achievement that generated an impressive $6M pipeline across 10 strategic accounts, marking a new era in sales strategy and execution.

High-Value Opportunity Sourcing: Demonstrated exceptional skill in sourcing multifaceted opportunities through targeted cold outbound efforts. Successfully engaged major organizations including JP Morgan Chase, Capital One, Western Union, IBM, and Google, expanding Ekata's business horizons and revenue potential.

Strategic Account Expansion: Effectively expanded our strategic influence to encompass approximately 600 additional enterprise accounts, significantly broadening our market reach and impact.

Messaging Framework and Prospecting Playbook: Established a robust messaging framework and a comprehensive prospecting playbook. These resources became key tools for future sales efforts, laying the groundwork for sustained success and consistency in sales approaches.

Onboarding Strategy Development: Revolutionized the onboarding process for new Business Development Representatives (BDRs). Developed a new strategy that cut ramp time by 86%, markedly enhancing the efficiency and effectiveness of the onboarding process.

In this role, I leveraged my expertise in outbound sales to drive substantial business growth, develop strategic sales tools, and enhance team capabilities, positioning Ekata for continued success in the sales domain.

Enterprise Business Development Manager - Global Strategic Accounts

fullcast.io

At Fullcast, I was instrumental in shaping and executing a comprehensive outbound sales strategy that significantly propelled the company's growth. My achievements and responsibilities included:

Outbound Sales Strategy Development: Pioneered the initial outbound sales strategy, which was a major success, leading to an impressive 260% increase in revenue. This strategy was pivotal in scaling Fullcast's market presence and financial performance.

High-Impact Prospecting Campaigns: Orchestrated and executed targeted prospecting campaigns that generated over $4M in pipeline. These campaigns focused on high-growth enterprise SaaS companies, contributing substantially to Fullcast's business expansion.

Social Media Campaign Management: Successfully managed and revitalized social media campaigns, achieving a 302% increase in follower engagement. This enhanced online presence played a crucial role in brand visibility and audience growth.

Webinar and Workshop Execution: Designed and conducted engaging webinars and workshops, consistently driving 10-30 leads each month. This initiative complemented our outbound prospecting efforts and established Fullcast as a thought leader in the industry.

Through these initiatives, I significantly contributed to Fullcast's market positioning and revenue growth, showcasing my ability to drive successful sales strategies and engage effectively with the target audience.

Director of Business Development

Zipwhip

SDR Team Lead

Excel Academy Charter Schools

High School Mathematics Teacher

Everett High School

Imagine if there was an easy way to see all of the exact customer information you needed in one place. That's what Immersa does.

With a focus on B2B sales consulting, my expertise lies in driving sales initiatives and optimizing strategies. At Modern Virtual, I've honed skills in outbound sales and new business development, complementing them with robust customer relationship management. Our team's efforts have been pivotal in enhancing product usage data to inform Go-To-Market teams, fostering cross-functional collaboration and strategic sales approaches.

During my tenure as Head of Inside Sales at Immersa, we implemented innovative systems that significantly boosted communication metrics and contributed to comprehensive growth. This experience underscores my commitment to sales process innovation and team leadership. I am dedicated to leveraging these competencies to further organizational success and operational excellence.

I was handed 10 enterprise accounts. That’s it. No mobile numbers. No intros. No excuses. Six weeks later, I had $6M in pipeline. Here’s how I cracked it.

I was the first biz dev hire at Ekata.

Crack 10 Fortune 100 accounts without a brand to lean (they've since been acquired by Mastercard) on and barely any mobile data to work with.

So I went surgical:
Mapped 30+ contacts per account - treated each org like a system to decode.

Five contacts per account, sequenced. If I got no reply after three emails, I swapped in a fresh contact.

Wrote tight, frictionless messages

Here’s one that got replies:

"Hey [Name], noticed your time at Acme. They're a customer of ours — we help them with ID resolution across name, address, phone, email, and IP in geos where the data is hard to obtain. Hoping to go over some similar ideas with you?"

Stayed disciplined with outreach No spamming. Lots of guesswork. Structured follow-up and methodical targeting.

Minimal cold calls. I called the president of the retail bank at a major US bank at 7pm EST by mistake and he chewed me out. I still got the meeting with someone else.

No fancy tools. I was doing this from gmail, notepad, and google sheets.

Clarity, process, and persistence.

If you want the PDF with the exact method I used to break into these accounts, like/comment/follow and I’ll send it over.

Patrick William Joyce

Outsourced Cold Calling for B2B That Actually Works | Strategy + Execution @ LevelUp Leads

Building lists for 70 clients isn’t just a volume game. It’s a precision game.

In theory, building outbound lists should be easy:

Define your ICP → Pull a list → Sequence and go.

But in practice, ICP definitions evolve.

Client feedback reroutes strategy halfway through.

The one constant is... nothing stays constant. When that happens, having the right tools in your kit matters.

Ocean.io has been a lifesaver.

Especially when the ICP isn’t clean-cut and we need to pivot quickly.

We use it for:

-Narrowing in on second- and third-tier segments when the obvious list is tapped
-Spotting lookalike companies we wouldn’t have found otherwise
-Syncing it with Clay to run creative enrichment workflows

It’s not just a data source. It’s a way to stay on task when list building becomes a puzzle.

If you run an outbound agency -- or just want another tool to break out of list building ruts -- check it out.

Not a paid plug. We’ve got a content partnership with them, but we were users first.

Let me know if you want a peek at how we’re integrating it. Happy to share.

Outsourcing sales isn’t inherently wrong. But it’s dangerous if used to avoid the painful process of learning, testing, and failing. 

You have to build internal competence before you can accurately judge external help. Otherwise, you're just paying someone to help you stay confused.

LinkedIn has gone way downhill. It’s been months since I’ve had anyone actually talk to. AI has taken over, guilty of it myself. I am not into reading your chatgpt prompt. Can we throw it back to 2019?

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