"You have to bring a deep passion to everything you do or you are just existing."
Created global strategy and managed execution of the digital publication and delivery of role-based sales enablement for 60 consulting services offerings across all IBM.
Designed marketing and sales enablement plan and content to drive Blockchain for Supply Chain and Digital Customer Engagement specific for retail industry across the United States.
Managed and led team of marketing managers to drive pipeline of IBM solutions by executing local marketing tactics, and creating / delivering sales enablement to support 240 sales representatives.
Created strategy and governance to overcome enablement overload to sellers. Established "Only What You Need to Know" content and digital delivery. Managed content creation and delivery based on seller requirements and the buyer's journey.
Developed and executed strategy to enter new market (Business with less than 1,000 employees). Established affinity relationships with the U.S. Chamber of Commerce, State & City Chambers, national trade associations and American Express.
Recruited, enabled sales and developed co-marketing with value added resellers across 11 states in the mid-west United States. Developed new territory compensation plan based on shared profit.
I have worked with and reported to so many people with varying styles, knowledge, and personalities that I have learned from all of them... some what to emulate and from others, what not to emulate.
My father gave me a few words of wisdom that continue to resonate...
- A background in both marketing and sales.
Marketing: the seller is your customer in Sales
Enablement and you use the same marketing principles,
tools and passion you use to drive your message to
Sales: you need to...fully understand what motivates and
drives a seller to succeed, story tell in their language and
establish credibility by having walked in their shoes.
- Avoid at all costs... Information overload.
Design a program that provides the information needed in
line with the buyer journey. At each step of the way, the
seller needs to know "what time it is, not how to build a