o Reduced sales rep ramp time by 75% (180 Days to 45 Days) o Reduced average enterprise sales cycle by 51% (100 Days to 49 Days) o Improved Pipeline conversion by 43%...more (23% to 33% Close Rate) o Increase average deal size by 38%
Tocco Dunlap Consulting
2014 - Present (about 6 years)
• Built and developed sales teams for multiple organizations in a variety of industries. • People: Hiring and employee development, commission plans, and cultural synchronicity. • Process:...more Implemented hiring process, sales rep development process, scripting, presentations, and lead generation processes. • Technology: Implemented CRM (Salesforce, Zoho, SugarCRM, and Hubspot).
• Built Inside Sales department from ground-up. • Developed training methodology modeled after Ken Blanchards’ Situational Leadership. • Created company sales manual,...more training content, and employee onboarding program. • Advised and trained channel partners including Yelp, Umbrella, HQ Group. • Reduced CAC by 70% ($3,000 to $900)
I have been working in Start-ups for over 8 years, everything from seed level to series C. At my current company we have grown from under 100k MRR and are on track to break 2 million. I have developed the sales departments at 4 different companies, 3 of which are in SaaS, the 4th was in the marketing consulting space. Most of my experience has been in the Digital Advertising space. My goal is to serve my people, I get most excited about emerging technologies.