Tuesday, August 27, 2013

Do You Have a Killer Communication Strategy?

By Paul McCord

So many prospects and clients to kill, so little time. But don’t worry; salespeople all over the world are doing their damnedest to kill as many prospects and clients as possible every day. Their weapon of choice? Communication—or more specifically, communication fraud. I suspect you are like me, getting dozens of emails, phone calls, snail mail letters, and even face-to-face meetings with sellers who seem to have only one goal—waste as much of my time as possible.

They email and call wanting to know if I’m doing OK, or if I need anything, or if they can show me a new product or service without having the slightest idea if I need it or could actually use it. Some call to simply let me know they’re still around and want my business. Many of these intrepid sellers have bombarded me with so much time wasting junk communication that they’ve taught me to completely ignore them. When I see an email or letter from them or if I get a voice mail message from them I know that I need pay absolutely no attention to them.

 Their time wasting communications have completely killed me off as a prospect—and, worse, I’ve even had some sellers kill me off as a client because of their insistence on trying to waste my time.

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Contact me at Tduggan@Cogentco.com at Cogent for more Info or to Network. Cogent delivers customers with Highly Reliable, Secure and Scalable Networks with over 190 markets throughout 38 countries in North America, Europe and Asia, with over 57,900 route miles of long-haul fiber and over 27,400 miles of metropolitan fiber.

Monday, August 12, 2013

Denver Colorado Top Sales Enterprise Account Executive Telecom & Technology Specialist Selling System Integration Solutions


* Email: milehighsolar(at)hotmail.com

Offering Verifiable Expertise and Extraordinary Record of Success in Implementing Network-Based Technology Solutions, Client Account Management,Team Building, Business Development, Cloud-Software Product Management Dynamic performer with 15 years of experience in domestic and global business markets identifying, creating and cultivating profitable business to meet customers' strategic/tactical business challenges. In-depth knowledge of Technology, Telecommunications and Managed Service areas. Results oriented focused on successfully increasing revenues and achieving business goals targeting SMB, Enterprise and institutional clients building long-term profitable sales relationships.

Business Intelligence Selling  ERP & CRM Software    Prospecting & Closing Negotiations  Salesforce & ACT Software Experience   Prospecting & Closing Negotiations  Account Development & Retention      Technical Marketing / Product Management  Cloud Computing/10 Gig Networks             GIS Solutions/System Integration  SEO Specialist/Blog Creator/CM/MIS  Successful Vertical Market Techniques  VOIP/Voice/LAN/WAN/VPN/SIP/PBX  MPLS/VPLS/BGP/IP/DIA/Ethernet/T1  Web Hosting/E Commerce/Google Adsense  Fiber/Data Hosting/Firewall  IT Security Technology/Layer 1,2,3  Experienced C-Level Selling

3/13-Present Confidential, Denver, CO
Enterprise Account Executive

Achieved sales goals through excellent sales presentations and ability to influence "C", EVP, and Director-level manager. Super Starter Award Winner for Sales Achievements. Consultative Business to Business telecom sales, featuring technologies to include: Fiber, SIP solutions, MPLS, Cloud Firewall, managed systems, cloud technologies and collocation sales targeting a variety of companies. Multiple Integra Quota Club recipient. Generated new business in broad consumer markets and verticals. Emphasizing cold-call, Network partners, online media, agents and other prospecting methods. Developing and implementing an effective sales plan, using a consultative sales strategy to effectively communicate value proposition to prospective customers. Accessed client needs, generated sales proposals and presentations. Negotiated all contracts: Including new agreements and renewal of existing accounts.

7/11-11/12 Global Telecom & Technology, Denver, CO
Major Account Executive

Responsible for sales of $1.7 million per year on average; territory includes key accounts with $2.8 Billion in revenues with Barnes & Noble, Blockbuster, Florida State University & Eharmony. Experienced with Vendor Management, (SLA’s, MSA’s, SOWs, KPI, RFPs and RFIs). Provider of data communication services applying network integration to large enterprise and Fortune 500 companies seeking IP transit network services. Background including Data Transport Planning, Designing and/or managing WAN Wide Area Networks, LAN Local Area Networks and Technical Data Center network Sales. Quota Achiever with new customer markets sold in the U.S., India, Canada, China and Latin markets with a focus on Healthcare, Gov’t, Pharma, Energy and Enterprise. Largest re term Account base up-sell for the Denver office in Q4, Top monthly Sales with $400,000 profit and one of the Top Sales representatives over a 2 month period in new business revenue. Current areas of sales expertise include full life cycle MPLS, managed network services, DIA, VPLS gigabit ethernet, BGP, VOIP, Network Security, Web Hosting selling to Enterprise clients. Working relationships with VAR’s, Master Agents and CLEC’S.

8/05-5/11 Mile High Concierge, Denver, CO
Business Owner

Successfully started two business fields and grew to market leaders in just a few years. I was also chosen as a Preferred Concierge Vendor for the Democratic Convention Denver 2008. Provided Concierge services to Residential and Corporate clients throughout the Denver market in errand running, personal assistant and lifestyle management services. Grew Pet client base from just a few with Denverdaawg, to 300 in three years time, ranked top 10 citywide for Denver dog walkers and increased concierge revenue by 150% in just a short period of time. Also promoting Green awareness among current Pet and Concierge clients. Handled all aspects of business, including customer service, sales, marketing, as well as creating various market niches to create new business opportunities for SMB’s and Enterprise accounts.

6/03-7/05 Self Employed Contractor, Denver, CO
Sales Consultant 

Independent Contractor working with Fortune 500 companies, medium size business areas and Utility Electric cooperatives to formulate Sales objectives. Administered Energy efficiency programs with Southern Maryland Utility Electric, as well as other utility companies in CO, GA, VA, and FL.  Boreas Group experience consulting and working with principles, architects, engineers, Project/ /Program Managers and CAD managers to upgrade/migrate current OMS, GIS-Outage Network platforms. Assisted in the sale of a multi-million dollar integration system with Maryland Electric Cooperative District (SMECO), they are one of the largest cooperatives in the country.  Provided consulting services with manufacturers, distributors and technology based companies on their sales/ marketing plans which technical duties including; needs and workflow analysis.  Companies contracted through Extended Presence Technology, Brassring and Facetime Communications selling webinar, voice and various software solutions. Out-produced over 75% of new associates in first year, consistently Top performer in Region for Express1-DHL. Worked closely with Express1-DHL and the Boreas Consulting Group to generate Sales contracts up to $1.5 million. Industry focus included Renewable Energy, Healthcare, Pharmaceuticals, Government, Utility, and Technology.

2002-2003 Intervid Technologies Inc, Atlanta, GA
Business Development Manager 
Worked with a broad range of SMB’s, large enterprise, Education, Medical/Pharma markets as target markets utilizing our Turnkey electronic Security Technology, Biometrics, Unix/Linux based access control and software Solutions. Achieved Quota Buster Award as well as Top sales increase Award for two Quarters. Produced first account for this new Atlanta sales team as well as one of the largest account to date at that time for this IT Security Technology team. Selling IP network video surveillance systems Traditional, hybrid and IP-based systems on a choice of platforms, including NetBSD (UNIX), Microsoft Windows™ and embedded Linux. Assisted engineering team with Managed Network solutions including product implementation, system integration, business intelligence and PLM solutions. Turnkey electronic security systems solutions provider offering a compliment of services and valued partner of security management solutions. Experienced marketer, heavy lead generator at implemented aggressive cold-calling efforts while building relationships with office gatekeepers and office administrators. Prospected and presented to C-level execs, managing directors and CEO level positions. 12/00-6/01 Metrocall, Atlanta, GA Sales Manager (Laid Off-Company Bankrupt) Turned around an underperformed sales team by improving team work and motivation, resulting in 140% revenue increase over 6 months time. Presented to C-Level Executives, CEO’s and Directors. Developed Sales methods that were utilized by one of my National Eagle and Presidents Club award winners and oversaw the Territory responsibility for Atlanta and North Georgia. Implemented Digital Media and Wireless Technologies at multiple locations. Sold to Fortune 500 companies and large enterprise sectors. Managed a $2 million territory with Responsibilities including effective training techniques of 10 representatives in two regions to maximize top sales. Also worked on Wireless software platforms including ERP and CRM solutions. 12/98-11/00 Arch Communications, Denver, CO; Atlanta, GA Senior Account Specialist  Consistently outperformed 14 representatives in new business sales in both the Denver and Atlanta markets as well as being promoted from Account Executive to Wireless Account Specialist. Experience in selling both Direct and Indirect Channels. Increased territory revenue by 150% of annual quota in the First Quarter of 2000, managed 140 accounts, and had the highest turnaround territory from worst to first. Consultative sales in a SMB, mid level Enterprise markets involving new Wireless Networks with AT&T, Nextel, Qwest, US West, Verizon and Sprint. Achieved over 100% of overall sales quota in 1999 and held 25% of new business sales for entire sales team as well as received the highest one month commission check for the Denver office.

Professional Development:
Professional PSS Selling Skills Course Certified, The One Minute Sales Person, Guerilla Marketing Techniques, Three Telemarketing Training Programs
Volunteer Work:
Denver Trout Unlimited, Project Healing Waters, Denver Dumb Friends League for Animals, Maxfund
Network Protocols & Technologies:
 IT Security, TCP/IP, PBX, BGP, Ethernet, VOIP, Voice Technology, SEO, Firewall, Energy Solutions, Cloud, LAN, WAN, VPN, E-Commerce, VPLS, VPN, MPLS, SIP, Biometric systems, Access control, Digital Media
Software Virtualization:
 Experience with MS Office, Salesforce, ACT, MS Outlook, Adobe Suite, Content Management System, SAP, Unix, Linux, Excel, Visio, Google Adsense, SaaS, LaaS, PaaS, DaaS, BaaS, Social Network, Web server admin, Mac OSX, Apple Mac Leopard
B.S., Sport Management, Georgia Southern University, Statesboro, GA, 1997

“Successful people are simply those with successful habits.” Brian Tracy

Article Link

Contact me at Tduggan@Cogentco.com at Cogent for more Info or to Network. Cogent delivers customers with Highly Reliable, Secure and Scalable Networks with over 190 markets throughout 38 countries in North America, Europe and Asia, with over 57,900 route miles of long-haul fiber and over 27,400 miles of metropolitan fiber.