Ted McNulty

AdDaptive Intelligence

Hired to build an initial sales team for B2B audience targeting platform.

Grew revenue from zero to $20 million+ in three years utilizing 100% cold outreach techniques in a competitive marketplace.

Created effective comp plans and training strategies to motivate a team of 20 reps to achieve aggressive goals.

Worked with marketing to craft an effective GTM strategy to differentiate offerings in a crowded market.

Met regularly with the Product team to build new features to maintain a competitive advantage.

Vice President Sales

JumpTap

Recruited to build a new sales team responsible for generating revenue from Mobile Performance advertisers.

Hired, trained and motivated team of 15 that grew revenue to $70 million annually within four years.

Personally sold and managed key strategic accounts that generated over $8 million in annual revenue.

Featured presenter at numerous industry events including LeadsCon, Affiliate Summit, New England Direct Marketing Association and AppsWorld London.

Senior Director Performance Advertising Sales

NameMedia

Hired to build a new revenue stream by monetizing premium digital properties including Photo.Net, Davesgarden and Crafster.Com.

Built an initial sales team that grew revenue from zero to $4 million annually by forging partnerships with key brands including Nikon, Olympus, Off! and Brother.

Director Advertising Sales

Lycos

Hired to launch a new "Outbound" sales team to grow advertising revenue through 100% cold outreach 

Grew team to 20 reps and $10 million+ in annual revenue.

Assumed full revenue responsibility for the full suite of Search advertising products for early internet leader.

Represented Lycos as a guest speaker at local universities and trade shows.

Sales Director

Dun & Bradstreet

Hired to start an outbound telesales team to sell a CD-based lead generation tool called "MarketPlace". 

Promoted to "Seminar Sales Executive". Traveled the country presenting Dun & Bradstreet marketing tools to large groups of senior sales and marketing professionals. 

Promoted to National Account Manager. Sold Dun & Bradstreet enterprise marketing tools to Fortune 1000 companies. Successfully penetrated large corporate accounts, including closing the largest sale in company history with Coca-Cola Enterprises.

National Account Manager

Specialize in launching initial sales teams for early stage startups to make the leap from initial concept to $20 MM+ in revenue.

As the VP of Sales at AdDaptive Intelligence, a leading B2B audience targeting platform, I am responsible for building and leading a team of 20 reps that generate over $20 million in annual revenue from 100% cold outreach techniques. I have over 25 years of experience in digital media sales, with a focus on performance advertising and programmatic media.

My mission is to help emerging, high-growth, digital media companies achieve their revenue goals and gain a competitive edge in the market. I have a track record of launching and scaling successful sales teams, creating effective GTM strategies, and forging strategic partnerships with key clients. I am also an accomplished public speaker and a recognized expert in B2B programmatic media.

Here’s a guaranteed way to ruin a strong sales call.


Finish with a weak ending.

Many sales calls start great:

·     The rep builds rapport to identify communication styles.
·     Clear agendas are established.
·     Pain is uncovered through skilled discovery questions.
·     The demo is customized to highlight how the product solves the prospect’s pain.

But they finish poorly:

·     Next steps are vague.
·     Timelines are assumed.
·     The prospect’s buying process remains a mystery.

It’s like driving the length of the field and fumbling on the 1-yard line.

All the hard work and progress made during the call is squandered at the end.

Your job as a salesperson is to get a clear understanding of next steps before ending the call.

·     Is there a fit?
·     What is the prospect’s process for making decisions?
·     Who’s involved?
·     What’s the timeline?

The easiest way to uncover this information is to ask a simple question:

“Can you please walk me through the process you used the last time you purchased a service like ours?”

Whatever they did before is the same thing they’ll do the next time.

Once you fully comprehend how products are purchased in your prospect’s world you can map a clear strategy and timeline to continue the momentum you established on the call.

How well the sales cycle will go is determined before you hang up on the first call.

Finish strong.

#sales
#salesprocess
#closing

Do introverts make good salespeople?


Based on stereotypes most people would say no.

Salespeople are often viewed as:

·     Loud, talkative, extroverted.
·     People who enjoy being the center of attention.
·     Sometimes even deceitful, manipulative, and self-centered.

However, those who understand the nuances of top performers know these aren’t the traits that lead to consistent success.

Instead, the best reps apply skills typically associated with introverts.

·     They listen more than they talk.
·     They’re sensitive to other people’s feelings and good at reading emotions.
·     They intuitively know how to build and maintain meaningful relationships.

Prevailing stereotypes often deter introverts from pursuing sales careers. This is unfortunate since they have the skills to thrive but may not realize it.

By channeling introverts during the sales process client relationships will deepen, revenues will grow and over time people’s perceptions of salespeople will change.

What do you think?

#sales
#introvert
#saleskills

He’s a simple way to determine your effectiveness as a leader….


How would your team function without you?

Many “leaders” cast themselves as the hero.

·     They try solving all the problems.
·     They pretend to have all the answers
·     They don’t trust their team enough to delegate.

These “leaders” limit revenue growth, stunt their team’s development, and eventually burn out.

They’re individual contributors with a leadership title.

Real leaders understand it’s not about them.

·     They’re selfless advocates who shun the spotlight.
·     They measure success by their team’s accomplishments.
·     It’s not always obvious what they’re doing to drive success, but that’s the point.

If your team would implode without you, you’re doing it wrong.

Your goal as a leader is to build a legacy by creating a motivated, self-sufficient team with the confidence and skills to thrive long after you’re gone.

In other words, get over yourself, and get out of the way.

You’ll be shocked at what your team is capable of.

What do you think?

#leadership
#delegate
#salesleadership


Identify top performers by looking for this trait…


People with something to prove.

Many of the best sales reps I’ve led are driven by an insatiable desire to validate their self-worth.

They’ve often overcome doubts and challenges in their life, but still have an unresolved need to show others they can succeed.

·     A former boss
·     Family
·     Friends
·     Themselves

Combining this psychological urge with the proper motivation, incentives, and leadership can lead to powerful results.

To identify reps who fit this profile focus on obstacles they’ve overcome in life during the interview.

·     What is the biggest hardship they’ve faced?
·     How did they react?
·     Were they able to overcome it?
·     How did this impact their life (and others).

Don’t discount people who may have had a difficult life.

Embrace them and reframe their hardships as the secret to unleashing an internal drive that can lead to incredible results.

If you give them a chance they may reward you with the loyalty, effort, and grit that takes your revenue to the next level.

Past struggles are often a key to future success.

What do you think?

#adversity
#grit
#achievement

All top performers live by this quote…


“The biggest risk in life is not aiming too high and missing goals, it’s aiming too low and reaching them” --- Michelangelo
 
The difference between top performers and bottom feeders is their mental approach.

Top performers don’t place artificial limits on their ambitions.

·     They’re motivated to achieve things that have never been done.
·     They have an insatiable need to prove something.
·      They’re never satisfied, regardless of how successful they are.
·     They ask “Why Not” rather than “Why Me” when faced with seemingly insurmountable obstacles.

Bottom feeders handicap themselves with doubt and insecurity.

·     They’re quick to look for excuses when things go wrong.
·     They live their whole lives in the comfort zone.
·     They never push themselves and never discover what they’re capable of.

On most sales teams everyone sells the same product, receives the same training, and has the same opportunity, yet there’s a massive gap between top and bottom performers.

If you want to know why this happens, ask Michelangelo. He understood success starts (or ends) in the mind.

Those who aim high may miss their goals, but they’ll end up in a better place than those who settle.

What do you think?


All top performers live by this quote…


“The biggest risk in life is not aiming too high and missing goals, it’s aiming too low and reaching them” --- Michelangelo
 
The difference between top performers and bottom feeders is their mental approach.

Top performers don’t place artificial limits on their ambitions.

·     They’re motivated to achieve things that have never been done.
·     They have an insatiable need to prove something.
·      They’re never satisfied, regardless of how successful they are.
·     They ask “Why Not” rather than “Why Me” when faced with insurmountable obstacles.

Bottom feeders handicap themselves with doubt and insecurity.

·     They’re quick to look for excuses when things go wrong.
·     They live their whole lives in the comfort zone.
·     They never push themselves and never discover what they’re capable of.

On most sales teams everyone sells the same product, receives the same training, and has the same opportunity, yet there’s a massive gap between top and bottom performers.

If you want to know why this happens, ask Michelangelo. He understood success starts (or ends) in the mind.

Those who aim high may miss their goals, but they’ll end up in a better place than those who settle.

What do you think?


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