Rich Adams

Director, Enablement Programs + Strategy 

Workiva

Helping build a culture of sales excellence & coaching at Workiva as a member of the sales enablement organization.

Lead Field Coach - Americas 

Rich Adams Sales Advisors

🌟 Freelance Sales Strategy & Enablement Expert 🚀 | 15+ Years of Success in SaaS Sales & GTM Strategy | Helping Sales Teams Excel and Delight Customers 

Are you seeking a seasoned Sales Strategy & Enablement Expert to elevate your sales team's performance and deliver exceptional customer experiences? Look no further!

🔹 About Me:
With over 15 years of experience in SaaS Sales and Go-to-Market (GTM) strategy and execution, I specialize in helping organizations define, build, and execute winning sales enablement strategies. My mission is to empower sales teams to stand out in the market and exceed customer expectations.

🔹 What I Offer:
🚀 Rich expertise in crafting and implementing effective sales & and enablement strategies
🛠️ Proven track record in GTM strategy and execution
💼 Fractional enablement leadership + execution 
💡 Modernizing sales processes and team enablement
🌐 Consulting, project-based, and fractional roles


I'm open to freelance consulting, project-based work, and fractional roles to support organizations in modernizing their sales processes and enhancing team performance. Whether you're looking to fine-tune your sales strategy, boost your sales team's effectiveness, or revamp your GTM approach, I'm here to help.

📬 Feel free to reach out for a chat! Direct message me to explore how we can work together to achieve your sales and customer experience goals. Your success is my priority!

Fractional Sales Enablement Leader | Coach | Consultant | Advisor | SME

Pavilion

Associate - Member

BombBomb

People buy from people. Humanize your sales motion using video messaging and build relationships faster, and close more business. 

Building the strategic account expansion & enablement strategy to help more BombBomb customers expand their use of video messaging to build better relationships,  drive more sales, improve productivity, and humanize their business.

Strategic Accounts, Manager 

Bravado

I fill critical enablement needs to help small businesses successfully build & onboard fractional sales teams through Bravado Flex.

- Built an end-to-end enablement strategy & sales playbook in partnership with Head of Sales to successfully onboard a flex sales team in less than 2 weeks
- Setup sales tools like Apollo and optimize for outbound sales motions + hit key sales metrics 
- Build outbound sales messaging, talk tracks, cold email templates, and end-to-end workflows 
- Facilitate live coaching + and training sessions for flex sales teams 
- Advise flex sales leaders & co-founders how to accelerate ramp time for flex sales reps

Fractional Sales Enablement Expert 

RevShoppe

Rich overhauled the enablement pillar for RevShoppe, and implemented a new enablement methodology across RevShoppe programs that will drive more value for clients and increase overall sales engagement adoption. 


‍RevShoppe is transforming sales engagement through executive strategy and tactical workflows. By optimizing operations, messaging, and enablement, our operating models empower executives to scale their go-to-market strategy and deliver an unrivaled buyer experience.

Zoom Video Communications

The front-line sales manager is the force multiplier of a sales organization. Unfortunately, most revenue teams forget about enabling their most important player. 

Following the “Zoom boom” I had the chance to build Zoom's first sales manager excellence program with the help of an amazing team that was designed to help sales managers excel in their roles, elevate their team's performance, and create a healthy and winning sales culture. 

I had the chance to train hundreds of new and existing managers on cutting-edge coaching strategies, new tools, and leadership best practices.

Sales Enablement Manager, Manager Execution 

After successfully building the training & enablement strategy across Zoom's sales tech stack that was critical for a successful IPO, I got the opportunity to build a specialized team focused on driving strategy, enablement, and innovation of the global sales technology stack. 

We built dynamic sales playbooks, influenced how and when sales tools were used through the sales and buyer journey, drove adoption strategies,  and continued to push the limits on how technology & AI can empower the revenue organization at Zoom. 

We helped the global team accelerate & build pipeline, increase win rates, add predictability to revenue, and enhance Zoom's pipeline management & forecasting process through better use of tools.

Creating the scalability of systems and tools enabled Zoom to scale ($100m - $4B ARR) at a rapid rate during the pandemic where speed and agility were critical.

Core Sales Tech Stack 

✔️ Outreach  
✔️ LinkedIn Sales Navigator 
✔️ Chorus.ai
✔️ Clari 
✔️ People.ai 
✔️ GURU 
✔️ Workramp 
✔️ Zoominfo

Manager, Sales Tools Strategy (RevOps)

I was hired to join the nimble sales enablement organization that would end up training & onboarding the core sales team that took Zoom through one of the most successful SaaS IPOs. 

My focus was to maximize ROI and adoption of the sales tech stack through creative training and mapping key sales tools to critical stages of the sales and buyer journeys. 

I created hundreds of training modules, videos, and tutorials, and led 100+ live and virtual training workshops focused on driving sales velocity through better use of sales tools. 

This function was critical in scaling Zoom through a successful IPO and setting the table for hypergrowth.

Sales Tools Trainer (enablement manager)

Conga

Conga acquired May 2020 by Apptus 

Promoted to lead and build out Major Account Sales  & Account Management Team, focused on growing strategic accounts in North America (1,000-5,000 employees), accounting for 50% total MRR bookings eventually leading to successful exit.

Manager, Major Account Sales

Launched Conga's first Global Account Management team focused maximizing customer value, and  driving upsell and cross-sell of Conga's full suite of intelligent document automation products to global customer base. Was instrumental in building the install base sales model that fueled record 200% YoY growth,

Manager, Account Management

Ambassador - Referral Marketing Software

Ambassador acquired by West Corp Oct 2018

Successfully built out Ambassador's Denver based enterprise sales office.  In first 90 days, developed a  new business acquisition & account based sales strategy that consisted of hiring and training  an outbound SDR team that drove a 40% increase in outbound sales opportunities across the global sales pipeline, fueling the rapid adoption of Ambassadors platform across B2C and B2B companies in less than 12 months.

Manager, Enterprise Sales

TapInfluence

TapInfluence acquired by IZEA July 2018

Brought in by executive team to build direct SaaS sales engine, and aggressively drive the adoption of TapInfluence platform across enterprise brands & agencies through creation of scalable outbound sales model, and overhaul of lead to cash process. 

Instrumental in closing large enterprise $100k+ ARR deals with Comcast, Boulder Brands, Demand Media, and other large PR and Advertising agencies to jumpstart SaaS model.

Enterprise Sales

I help sales professionals elevate their communication and customer experience with video messaging. With over 15 years of experience and expertise in SaaS sales and enablement, I have a deep understanding of the challenges and opportunities that sales teams face in today's competitive and dynamic market.

My passion is to modernize the sales profession and transform the way salespeople connect with their prospects and customers. I have a proven track record of building and leading high-performing sales teams and enablement functions at fast-growing SaaS companies, such as Zoom, where I helped the company grow from $100M to $4B in revenue in 3+ years. I believe that selling is not about pushing products, but about helping customers achieve their goals and challenging the status quo. 

Let's work together to lift each other up and maximize our potential.

Budgets are tight.  But there are free dollars if you know where to look. 
 
Here's the deal 👇 

Amazon (AWS) dominates cloud.

... chances are your company hosts on AWS.

And AWS offers customers discounts in exchange for committing to minimum annual cloud spends - they call it a "Cross Services Private Pricing Addendum" or the "Enterprise Discount Program"

It doesn't matter what it's called.

What matters is that to secure these discounts, companies often sign on for more cloud computing credits than they will actually use.

And you should care about that because you can devote these credits toward approved products in the AWS marketplace.

And these are not just hardcore Eng and DevOps products...

... we're talking Salesforce, Outreach, Dropbox Sign, Iterable, and more.

You might be thinking, "OK, but I'm still not hearing "free" dollars."

True.  They're not free.

But they are dollars your company has committed to spending ...

... and which your CFO could legitimately thank you for helping to allocate.

--

Shameless plug: I learned all this while RightBound was going through the process of getting listed on the AWS Marketplace.  Find us there now!

Before promoting your top #sales rep to a #salesmanager position, make sure they "actually" want to be a manager and possess the necessary skills and mindset. 


Assuming your top sales reps will become top sales managers is a common mistake I've seen throughout my career in both small and larger organizations. 

These two jobs require different skill sets and mindsets. 

To avoid this mistake, consider creating an "on the bench" program to groom future sales leaders. 

The program can showcase a manager's typical day-to-day tasks, highlight the necessary skills for success, and point out the challenges that are unique to management. 

This program helps build a bench of managers who understand what it takes to succeed and can decide if it's the right career path for them. 

Remember, being a top salesperson does not automatically make someone a top sales manager. Take the necessary steps to groom and develop your future sales leaders for success. 
 #salesmanagement #leadershipdevelopment

In my experience leading high-growth SaaS #sales teams, those who commit to #videomessaging as a strategy vs. a single point solution see much better results. And I mean a lot better results! 


So, what does this look like?

 Here are some best practices to get you started: 

- Set goals around how video messaging will impact revenue (and other metrics)
- Find your video champions (sellers, leaders, enablers)
- Identify high-impact milestones in your sales process where you can leverage video
- Standardize on a video messaging tool that plays nicely with your tech stack

Operationalizing video messaging requires you to integrate video into existing workflows within your tech stack. 

So, make sure to select a video messaging tool that plays nicely with the sales engagement & CRM systems your reps are already using every day. This will be key in driving adoption & measuring success. 

Want to learn more about video messaging best practices? Click here to read my latest article - https://lnkd.in/etEYDBif

10 years ago, #sales reps on my team scheduled "follow up email/call touch points" using Outlook. 

And 5 years prior to that, I was tracking follow-ups exclusively in a spreadsheet, keeping a "note pad" by my desk with call back reminders.

 Despite the lack of cadencing/sequencing tools, we still got the job done. 

It's fun to imagine what the results would have been had the tech been available to automate all the "stuff" we couldn't imagine doing today. 

Glad to see we have made some progress :)

 #ai #productivity #technology #automation

#SalesTools adoption continues to be a challenge for nearly every organization who has made big investments in #SalesTech in the last 5 years. 

Nearly every team I speak with has

- Limited (or no) effective #Enablement and #Training resources dedicated for sales tools 

- Nobody truly owning the tech stack strategy - when everyone owns it, nobody does :) 

- And a tech stack filled with point solutions with tons of overlap and underutilization. 

This impacting sales performance and efficiency. 

If you are looking to get ahead of this challenge, check out this 3-part guide on how to boost adoption of sales tools and sales engagement systems. #SalesEngagement #Adoption #SalesPerformance #Efficiency

Link to the guide: https://lnkd.in/g6rayjmR

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