Seasoned Sales Hunter & Rainmaker
Posted on: 2013-04-26
SALES PROFILE OF LESLIE SHERIDAN
Rainmaker & Trailblazer
P.O. Box 726, Clearlake, CA 95(phone hidden) * (phone hidden)
(email hidden) * www.TheAddedEdge.com
Business Profile: http://www.linkedin.com/in/lesliemsheridan
SUMMARY:
● Seasoned, street-smart and savvy sales and business development executive with many years in national B2B sales and marketing, covering all industries across 50 states – specializing in large, complex deals over $250k
● At the top of any sales team of which she has been a member
● Proven track record of taking start-ups and/or underdogs and “putting them on the map”
● Innovative, entrepreneurial, out-of-the-box maven, and fearless cold calling queen with a penchant for doing the impossible” and love of the sales hunt!
● Demonstrated ability to sell services/products, specializing in consulting/professional services, including BPO/managed, human capital, financial, ecommerce, call/contact center services, and solutions/services with an IT/SaaS component
● Received a Special Achievement Award for exemplary commitment to the development of a new business at IBM
SALES EXPERIENCE:
● Achieved top sales rank in every sales position ever held – regardless of service/product knowledge or industry expertise
● Executed \"big-ticket\" relationship sales of human capital consulting products/services at IBM, earning coverage of 50-state territory of Fortune 500 companies and securing $800,000 in revenue in the first year, (during which time orchestrated total marketing overhaul,) while generating deals worth $14 million in year two
● Brokered the human capital and financial services of The Alexander & Alexander Consulting Group to corporate executives nationally, improving their positioning in the Fortune 1500 market and garnering sales in excess of $2.5 million in the first year
● Sold the human capital and financial services of Clark Consulting to corporate executives nationally, improving their positioning in the Fortune 1500 market, while garnering sales of project-based, fee-for-service, and performance-based deals
● Prospected, cold-called, and conducted personal meetings with senior executives in targeted Fortune 1500 companies, expanding prospect database by 1000% at national consulting firm
● Secured business and fostered relationships with key accounts, including: Abbott Labs, Allied Van Lines, Ameritech, Allstate, American National Can Company, Budget Rent A Car, Cargill, Carlson Companies, Caterpillar, Inc.,Cendant Corporation, City of St. Paul, Deluxe Corporation, Ford Motor Company, Northwest Airlines, Norwest Corporation, NRG Energy, Safeway, Inc., U.S. Bank, U.S. West Communications, and Zenith Electronics Corporation
● Proactively pursued and landed alliance with Proskauer Rose, LLP for IBM
● Pioneered sales efforts for several national consulting firms, significantly enhancing their name recognition and reputation across numerous industries
● Achieved front-page \"Marketplace\" placement in The Wall Street Journal, promoting product author at NCS
● Established relationship with new business, resulting in the creation of new product line for NCS
● Overhauled and streamlined the sales proposals in collaboration with Proposal Center at IBM
● Presented products and services at numerous international and national trade shows
● Conducted sales outreach campaign to enterprise and mid-market companies for SaaS company, securing meetings with Adobe Systems, Boeing, Compass Group USA, Robert Half International, Xerox, and others
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LESLIE SHERIDAN
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SALES TRAINING EXPERIENCE:
● Created and conducted “SPIN Selling,” \"Big-Ticket Relationship Sales,\" and “Thinking Big,” training programs at IBM, The Alexander & Alexander Consulting Group, and Watson Wyatt Worldwide for sales and non-sales executives and consultants/subject-matter experts
● Coached sales executives, consultants, and subject-matter experts on consultative, relationship-based sales in every sales position held, both as an employee and outside consultant
● Developed and presented sales motivation and strategic visioning sessions for Robert Half International and the March of Dimes Foundation
● Organized and conducted seminar series in key cities nationwide at Stanard & Associates, yielding double the amount of seminars and attendees than an industry sales veteran
● Trained telemarketing and customer service personnel on products
STRATEGIC SALES PLANNING EXPERIENCE:
● Led the overhaul and re-launch of a failed start-up for IBM, from a marketing and sales standpoint
● Received a Special Achievement Award for exemplary commitment to the development of a new business
● Overhauled and redirected annual sales plans for a new business at IBM, positioning the services for success in the marketplace, effectively re-launching the business
● Planned and conducted extensive interviews with service unit executives at IBM, focusing sales direction and strategizing execution of tactical plans
● Executed the successful re-launching of the sales effort for a new business at IBM
● Restructured service and product pricing, and forecasted revenue for nine service units at IBM
● Advised advertising and public relations firms on market requirements for a new business for IBM
● Conducted market research and restructured service offerings and pricing for nine business units at IBM
● Forecasted revenue for nine service units at IBM and three product lines at NCS
● Created, developed and implemented annual sales plans at NCS, tripling sales in a one-year period
● Initiated and managed the launching of two new product lines for NCS
● Implemented the resource plan for the creation of the electronic banking division at Chase Manhattan Bank
● Defined strategy and tactics, including market segmentation, competitive analyses and pricing analyses at numerous companies
● Redirected sales strategies at numerous companies, increasing sales revenue and market share
● Initiated and conducted market research, including planning and monitoring focus groups
WORK HISTORY:
The Added Edge 9/1995 - Present
Rainmaker, Trailblazer & Coach
● A national consulting practice serving SMB and enterprise organizations - specializing in sales, marketing, human resources, and coaching
● A provider of independent contract national sales services to Alexander & Alexander Consulting and Clark Consulting
● Primary focus: sales and marketing. Secondary focus: human resources and coaching
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LESLIE SHERIDAN
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WORK HISTORY (Continued)
IBM – WFS Workforce Solutions 6/1993 - 6/1995
Senior Business Development Consultant
● A national human capital consulting practice serving Fortune 1500 and high mid-market companies
● Initially hired to turn-around the failed launch of this 1000-person, start-up endeavor
● Primary focus after redirecting and reinventing marketing of the company: sales of large deals typically over $250k and into the millions of dollars
Stanard & Associates, Inc. 11/1990 - 12/1992
VP, Client Relations
● A small national consulting firm specializing in psychological assessment, testing and measurement tools for the human capital and market research markets
● Primary focus: Hired to land large deals typically over $250k and propel the firm into being recognized in the Fortune 1500 and high mid-market
● Created the first Marketing and Sales department for the company
National Computer Systems, Inc. 11/1988 - 11/1990
Product Marketing Manager
● A start-up unit within a national company, specializing in psychological assessment, testing and measurement tools for the human capital market (Unit was disbanded two years later.)
● Primary focus: marketing. Secondary focus: sales
Prior Career in Human Resources* 7/1982 - 11/1988
EDUCATION:
University of WI-Madison
Bachelor of Arts: Spanish & Sociology
● Years of extensive personal development/transformation experience and coaching of others in same
● SPIN Selling and training others in same
SKILLS:
Language: Spanish
Technology: Internet, PC, CRM software (including Salesforce.com and ACT,) word processing, Excel
OTHER:
● Awarded prize by Working Woman magazine for essay on time-management strategies
● Published poet, lyricist, and article author
● Co-created and acted in program for Akaku, Maui Community Television
● Conceived, authored, and published an international e-newsletter
*A Marketing & Sales Profile including marketing accomplishments, or a full chronological Human Resources Profile including prior human resources career, are available upon request.
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