Specright

Enterprise Account Executive

String

As String's sales advisor, I have refined and executed on String's new GTM strategy, messaging and sales process. 

In the first two months of our engagement, we've overhauled String's messaging, email cadences and sales process which had led to $50,000 in new ARR. I'm not only responsible for creating the strategy but also executing on it.

Advisor

Wildland Coffee

Founder

NICE

As an overlay account executive, I was responsible for creating, growing and executing on an internal partner sales model.

- 98% quota attainment in 2020 ($1.9M in revenue) and 105% quota attainment in 2021 ($2.1M in revenue); resulting in being 2020 Salesman of the Year and the #1 rep on my team. 

- Grew the second largest GTM InContact by growing the number of deals by 4x from the previous year and increasing pipeline generation by 50%. 

-Researched prospect accounts, ran demos, created content, conducted trainings for internal partners, and worked with executive leadership to improve sales, implementation and account management processes. 

-Acted as a Lead AE by mentoring two junior AEs on the platform, how to strategize their deals, and how VOC (Voice of Customer) fit into NICE Satmetrix’s overall solution.

Account Executive

Qlik

As employee #25 at Big Squid (acquired by Qlik), I was integral in creating, refining and executing on our go-to-market strategy, messaging and sales playbook. Big Squid was a pioneer in the Auto-ML movement and our platform was primarily sold  to mid-market organizations that wanted to create a data science function without hiring data scientists.

-Consistently met and exceeded sales quotas, resulting in qualifying for President’s Club in 2019 (110%), Top Sales Rep in 2018 (93%), and top rep in company history by number of logos.

-Successfully helped and sold to mid to large sized companies (ecommerce, technology, and financial services) with no budget and no previous AI/ML experience.

-Collaborated with executive leadership on our ICP, messaging, sales decks, and go-to-market strategy leading to an 89% reduction in CAC.

-Mentored junior reps and BDR team on prospecting and selling Big Squid’s value proposition. 
Sold to all levels of organization from data analyst up to C-Suite.

-Created email campaigns to drive demand, attended trade shows, spoke at conferences and developed a ML podcast/blog (The Zach Frantz Show) with monthly episodes. 

-Used “The Zach Frantz Show” podcast and blog to develop a personal brand as a thought leader in the SaaS space and as marketing collateral for Big Squid.

NUVI (Acquired by Reputation)

-Founding Account Executive and employee #11, helping grow the sales team from 2 to over 40 members and grew the client base from 60 to over 1300 (signing clients like Adidas, KFC and Televisa - 2nd largest TV network in Mexico). 

-Met and exceeded quota: 109% in 2014, 130% in 2015, and 120% in 2016.

-Managed a sales team of 5 and coached new reps through listening and shadowing calls while providing feedback in real time on how to improve and strategized on how to close deals through questions and providing our value proposition. 

-Assisted in developing sales processes, go-to-market strategy, culture and messaging.

Account Executive/Team Lead

On the way to Moab for 3 days of off-roading ⛺️

Zach F.

The ultimate compliment in sales has got to be:

"Thanks for cold calling me. I know it's tough."

Not a bad way to get my call block started. 

I learned a great lesson from an Apple commercial yesterday. 

Apple has so many things they could talk about.... cool features, great technology, security, the list goes on. 

They don't talk about any of that though.

"More storage for your photos with the new iPhone 15"

That's what they discovered sells more phones and I'm sure it works.

As sales people, I think we often overcomplicate why people buy. 

I have very few hard and fast rules but this one I follow....

If a client or prospect reschedules twice, I get it, things come up. A third reschedule and I send them a note asking something to the effect of 

"is this project is a top priority for you? If it is, let's reschedule. If not, that's totally okay let's reengage when the timing is right."

I do this for a couple of reasons:

1) Focusing my time on the right clients is critical 
2) It will immediately indicate whether or not and how much they care about the project
3) I want to make it easy for the client to disengage from the conversation vs continuing to reschedule 

What do you do when clients reschedule multiple times?

The harder the trail, the better the view. 

There’s probably some deep life analogy there too.

Taplio

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Zach F.

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