Led worldwide sales team of 25 to 242% revenue increase in just 12 months — while slamming the door on competitor/
Problem: Shrinking revenue and unhappy customer. No global account programs or support. Start from scratch.
Solution: Recruit global team and lead them.
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Find all representatives that had a GE location in their territory.
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Make selling to GE easier than any other account, regardless of location.
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Find a showcase that will be a lighthouse for the rest of GE.
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Leverage word of mouth across the company.
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Support your global team. E.g. conference calls with CIOs at 3am.
Management: “We Need This Deal!”
Win largest deal in company history — over $3 million, at The Home Shopping Network for a very small, young firm. Up to you alone. And win it at a small discount (8%) Jeff did.
Worst to First
Despite a proof of concept in which you finished last, win the deal. Jeff did. With the highest price product — in which our competitor had already forecasted a “done deal.”
