Experience

Oakton College

• United States
• Higher Education
• 500 - 600 Employee

• Adjunct Faculty Member

  • Jun 2016 - Present



SalesLava Inc.

• United States
• Professional Training and Coaching

• CEO

  • Jan 2014 - Aug 2021

  I founded a consultancy in which four clients achieved their goals of a successful angel round and two clients had successful exit events. By leading existing sales teams in account-based marketing techniques to leverage new business development initiatives, I increased my clients’ customer engagement, and deal values increased from low four figures to five figures. I also developed winning marketing plans to secure funding. I enjoyed helping other entrepreneurs realize their dreams. I founded a consultancy in which four clients achieved their goals of a successful angel round and two clients had successful exit events. By leading existing sales teams in account-based marketing techniques to leverage new business development initiatives, I increased my clients’ customer engagement, and deal values increased from low four figures to five figures. I also developed winning marketing plans to secure funding. I enjoyed helping other entrepreneurs realize their dreams.



SellFolio LLC

• Lake Forest, IL

• Co-Founder

  • Jan 2003 - Dec 2014

  Using a bootstrapping entrance strategy, I scaled the business to 100,000 global users in 4 years, doubling revenue and tripling profit annually before my own positive exit from SellFolio. We achieved this through groundbreaking software-as-a-service (SaaS), tightly integrated content marketing, excellent customer-facing consultative selling, storytelling and onboarding designed to make our customers love SellFolio. I’m honored to have helped so many SellFolio users achieve their dream of creating their own web presence to launch or grow their business.



IBM (SPSS)

• Greater Chicago Area

• Senior Market Manager

  • 1997 - 2000

  As world brand manager, I grew core business from $50MM to $70MM in 3 years. I transitioned the product management functions from an upstream function to a downstream function, and build a team of professional product managers. I tightly integrated product launches with the award winning web presence, materials, scripts and ‘how to sell’ which the global sales force of 400 needed. I spearheaded storytelling and account-based marketing content to inspire customers who were statisticians to expand their value through Customer Relationship Managment analytics with SPSS software. I was one of 2 liaisons which established the formal marketing relationship with IBM. IBM acquired SPSS for $1.2B.



InstallShield

• Software Development

• Director of Marketing

  • 1994 - 1997

  I increased sales from $1MM to $13MM in 3 years, and InstallShield was later acquired for $76MM. I professionalized marketing and sales when the company had reached $1MM in sales, but was facing headwinds and stalled top-line growth. I established a marketing team of sales administration, marketing communications, public relations, graphics, and web specialists. I coached the salespeople “how to sell” through an account-based marketing strategy. I expanded the network of international distributors to Japan, and in Europe beyond Germany and the UK. I established comarketing relationships with Microsoft and Borland which confirmed to all InstallShield users that they were using the gold standard, making it much easier to justify the purchase vs. programming from scratch.



Enabling Technologies

• Greater Chicago Area

• Manager, International Business

  • Jan 1991 - Jan 1994

  As a result of my international sales efforts, Enabling Technologies secured its A-round of financing. As a member of the marketing team, I recognized the potential +that international sales could achieve, and asked the founders to create the international management position for me. I quickly established distribution in Japan, Switzerland, Germany, France and the UK by comarketing with much larger software companies, and building on their existing distribution networks. As a result of my international sales efforts, Enabling Technologies secured its A-round of financing. As a member of the marketing team, I recognized the potential +that international sales could achieve, and asked the founders to create the international management position for me. I quickly established distribution in Japan, Switzerland, Germany, France and the UK by comarketing with much larger software companies, and building on their existing distribution networks.