Lupe Martinez
Sales | Business Operations CEO and Founder at GMJ Consulting- Claim this Profile
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Spanish -
Topline Score
Bio
Jesse Ward
Mr. Martinez is a good and strong leader. During my time as an SDR under his leadership, he was organized, thorough, and possessed strong sales experience that any sales professional could learn and apply. Mr. Martinez was a servant of the team, leadership, and BlackBerry customers, and I’m confident he would be one for any team. What I found very valuable as a new SDR was his availability to talk about obstacles and successes, and the stories and specific phrases Mr. Martinez shared that we could apply when cold calling to better connect with people. He also brings a positive and energetic element to the team, which helps motivate reps to keep moving forward. Mr. Martinez would be an asset to any sales team!
Bart Adao
It was a pleasure to work with Lupe at Knova. As my manager, he set clear and concise objectives for which every team member was responsible. He was a team player and understood that successful teams are constructed of successful individuals. He was both my coach and a great mentor helping out whenever needed. He's a professional easily able to communicate with all levels of management to connect to the right people to execute the team's objectives. I consider Lupe a leader and would highly recommend him to anyone.
Jesse Ward
Mr. Martinez is a good and strong leader. During my time as an SDR under his leadership, he was organized, thorough, and possessed strong sales experience that any sales professional could learn and apply. Mr. Martinez was a servant of the team, leadership, and BlackBerry customers, and I’m confident he would be one for any team. What I found very valuable as a new SDR was his availability to talk about obstacles and successes, and the stories and specific phrases Mr. Martinez shared that we could apply when cold calling to better connect with people. He also brings a positive and energetic element to the team, which helps motivate reps to keep moving forward. Mr. Martinez would be an asset to any sales team!
Bart Adao
It was a pleasure to work with Lupe at Knova. As my manager, he set clear and concise objectives for which every team member was responsible. He was a team player and understood that successful teams are constructed of successful individuals. He was both my coach and a great mentor helping out whenever needed. He's a professional easily able to communicate with all levels of management to connect to the right people to execute the team's objectives. I consider Lupe a leader and would highly recommend him to anyone.
Jesse Ward
Mr. Martinez is a good and strong leader. During my time as an SDR under his leadership, he was organized, thorough, and possessed strong sales experience that any sales professional could learn and apply. Mr. Martinez was a servant of the team, leadership, and BlackBerry customers, and I’m confident he would be one for any team. What I found very valuable as a new SDR was his availability to talk about obstacles and successes, and the stories and specific phrases Mr. Martinez shared that we could apply when cold calling to better connect with people. He also brings a positive and energetic element to the team, which helps motivate reps to keep moving forward. Mr. Martinez would be an asset to any sales team!
Bart Adao
It was a pleasure to work with Lupe at Knova. As my manager, he set clear and concise objectives for which every team member was responsible. He was a team player and understood that successful teams are constructed of successful individuals. He was both my coach and a great mentor helping out whenever needed. He's a professional easily able to communicate with all levels of management to connect to the right people to execute the team's objectives. I consider Lupe a leader and would highly recommend him to anyone.
Jesse Ward
Mr. Martinez is a good and strong leader. During my time as an SDR under his leadership, he was organized, thorough, and possessed strong sales experience that any sales professional could learn and apply. Mr. Martinez was a servant of the team, leadership, and BlackBerry customers, and I’m confident he would be one for any team. What I found very valuable as a new SDR was his availability to talk about obstacles and successes, and the stories and specific phrases Mr. Martinez shared that we could apply when cold calling to better connect with people. He also brings a positive and energetic element to the team, which helps motivate reps to keep moving forward. Mr. Martinez would be an asset to any sales team!
Bart Adao
It was a pleasure to work with Lupe at Knova. As my manager, he set clear and concise objectives for which every team member was responsible. He was a team player and understood that successful teams are constructed of successful individuals. He was both my coach and a great mentor helping out whenever needed. He's a professional easily able to communicate with all levels of management to connect to the right people to execute the team's objectives. I consider Lupe a leader and would highly recommend him to anyone.
Credentials
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Preventing Discrimination & Harassment: CA Employees V4.01
TraliantApr, 2022- Oct, 2024
Experience
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GMJ Consulting
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Business Consulting and Services
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1 - 100 Employee
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Sales | Business Operations CEO and Founder
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Feb 2016 - Present
Recruited by executive management for chief of staff roles and/or other leadership roles of programs such as Sales, Inside Sales, Renewals, Sales Development, Business Development, Sales Operations, and Marketing Operations. • Advise and consult start-up and | or corporate clients on establishing (or reestablishing) sales, inside sales, renewals, sales development, business development teams, and | or refining sales development operations, sales operations, and business processes.… Show more Recruited by executive management for chief of staff roles and/or other leadership roles of programs such as Sales, Inside Sales, Renewals, Sales Development, Business Development, Sales Operations, and Marketing Operations. • Advise and consult start-up and | or corporate clients on establishing (or reestablishing) sales, inside sales, renewals, sales development, business development teams, and | or refining sales development operations, sales operations, and business processes. • Established inside sales and renewals pilot programs as well as business development | marketing lead generation | lead qualification activities into target accounts. • Driven business planning, pipeline management, measurements, and compensation design to maximize team value • Worked with executives on client focus to create, experiment, and implement new ways of engaging with prospects to increase conversion rates and execute best-in-class management processes • Recruited, hired, educated, coached, monitored, audited, mentored, developed, and managed Sales | Inside Sales | Renewals | Business Development | Sales Development management and teams. • Worked with both start-up and established company executive management on developing value propositions, standardizing the use of software tools, and preparing their Business Plans for Funding Reviews and | or Budgeting Reviews. • Worked with Executives, Sales Operations, and Human Resources to revise hiring processes and compensation standards to align to and reflect business climate and regions. • Worked closely with Sales Operations and Business Operations Teams on facilitating the creation of standardized reports within Salesforce and other tools to track performance, identify and recommend new process improvements, and tools to help monitor, improve productivity, and effectiveness of the organization. • Revamped Inside Sales teams lead qualification, opportunity development weighing | staging processes for forecast review. Show less Recruited by executive management for chief of staff roles and/or other leadership roles of programs such as Sales, Inside Sales, Renewals, Sales Development, Business Development, Sales Operations, and Marketing Operations. • Advise and consult start-up and | or corporate clients on establishing (or reestablishing) sales, inside sales, renewals, sales development, business development teams, and | or refining sales development operations, sales operations, and business processes.… Show more Recruited by executive management for chief of staff roles and/or other leadership roles of programs such as Sales, Inside Sales, Renewals, Sales Development, Business Development, Sales Operations, and Marketing Operations. • Advise and consult start-up and | or corporate clients on establishing (or reestablishing) sales, inside sales, renewals, sales development, business development teams, and | or refining sales development operations, sales operations, and business processes. • Established inside sales and renewals pilot programs as well as business development | marketing lead generation | lead qualification activities into target accounts. • Driven business planning, pipeline management, measurements, and compensation design to maximize team value • Worked with executives on client focus to create, experiment, and implement new ways of engaging with prospects to increase conversion rates and execute best-in-class management processes • Recruited, hired, educated, coached, monitored, audited, mentored, developed, and managed Sales | Inside Sales | Renewals | Business Development | Sales Development management and teams. • Worked with both start-up and established company executive management on developing value propositions, standardizing the use of software tools, and preparing their Business Plans for Funding Reviews and | or Budgeting Reviews. • Worked with Executives, Sales Operations, and Human Resources to revise hiring processes and compensation standards to align to and reflect business climate and regions. • Worked closely with Sales Operations and Business Operations Teams on facilitating the creation of standardized reports within Salesforce and other tools to track performance, identify and recommend new process improvements, and tools to help monitor, improve productivity, and effectiveness of the organization. • Revamped Inside Sales teams lead qualification, opportunity development weighing | staging processes for forecast review. Show less
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BlackBerry
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Canada
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Software Development
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700 & Above Employee
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Senior Manager, Sales Business Development (Inside Sales)
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Jun 2015 - Jan 2016
Directly recruited to build, then recruit for the Graduate Inside Sales Dev. Program • Worked directly with the VP, Global Sales Enablement, Marketing and Sales Executives on training and coaching recent college graduates on targeting accounts, qualifying prospects, developing and closing opportunities towards becoming successful inside sales team members that could meet the company’s objectives. Directly recruited to build, then recruit for the Graduate Inside Sales Dev. Program • Worked directly with the VP, Global Sales Enablement, Marketing and Sales Executives on training and coaching recent college graduates on targeting accounts, qualifying prospects, developing and closing opportunities towards becoming successful inside sales team members that could meet the company’s objectives.
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Director, Inside Lead Management (Sales Development)
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Apr 2013 - May 2015
Directly recruited to rebuild | reset, then recruit for and manage the Lead Gen Program • Worked directly with the CEO, Marketing and Sales Executives on re-establishing their program towards a successful model that would meet the company’s objectives. • Reviewed existing infrastructure, applied due diligence in scoping out needs, wants, must haves and identified the gaps. • Presented findings and recommendations to Executive Review Team, received buy-in and mandate to… Show more Directly recruited to rebuild | reset, then recruit for and manage the Lead Gen Program • Worked directly with the CEO, Marketing and Sales Executives on re-establishing their program towards a successful model that would meet the company’s objectives. • Reviewed existing infrastructure, applied due diligence in scoping out needs, wants, must haves and identified the gaps. • Presented findings and recommendations to Executive Review Team, received buy-in and mandate to execute. • Adjusted compensation plans and quota, realigned/rebuild team, and recruited expansion teams. o Achieved 115% of Plan for 2013 o Achieved 111% of Plan for 2014 • Revamped Inside Sales and Outside Sales teams’ opportunity development weighing | staging processes for forecast review. • Collaborated with sales, marketing, demand gen management, product management to facilitate new programs, messages, campaigns, ad serving offerings, email templates and sequences. Show less Directly recruited to rebuild | reset, then recruit for and manage the Lead Gen Program • Worked directly with the CEO, Marketing and Sales Executives on re-establishing their program towards a successful model that would meet the company’s objectives. • Reviewed existing infrastructure, applied due diligence in scoping out needs, wants, must haves and identified the gaps. • Presented findings and recommendations to Executive Review Team, received buy-in and mandate to… Show more Directly recruited to rebuild | reset, then recruit for and manage the Lead Gen Program • Worked directly with the CEO, Marketing and Sales Executives on re-establishing their program towards a successful model that would meet the company’s objectives. • Reviewed existing infrastructure, applied due diligence in scoping out needs, wants, must haves and identified the gaps. • Presented findings and recommendations to Executive Review Team, received buy-in and mandate to execute. • Adjusted compensation plans and quota, realigned/rebuild team, and recruited expansion teams. o Achieved 115% of Plan for 2013 o Achieved 111% of Plan for 2014 • Revamped Inside Sales and Outside Sales teams’ opportunity development weighing | staging processes for forecast review. • Collaborated with sales, marketing, demand gen management, product management to facilitate new programs, messages, campaigns, ad serving offerings, email templates and sequences. Show less
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Sales and Business Operations Consultant
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Oct 2004 - Mar 2013
Advise and consult start-up | corporate clients on establishing (or reestablishing) sales, inside sales, renewals, sales development, business development teams, and | or refining sales development operations, sales operations and business processes. • Facilitated development of the strategy | tactical approaches towards new account acquisition, increasing account footprint and reviving inactive accounts. • Collaborated with marketing, support, community management, internal systems… Show more Advise and consult start-up | corporate clients on establishing (or reestablishing) sales, inside sales, renewals, sales development, business development teams, and | or refining sales development operations, sales operations and business processes. • Facilitated development of the strategy | tactical approaches towards new account acquisition, increasing account footprint and reviving inactive accounts. • Collaborated with marketing, support, community management, internal systems, product management, and account management to facilitate new programs, messages, campaigns, offerings, email templates and sequences. • Participated in client interactions to ensure cross-training, customer focus, flexibility, customer satisfaction and management involvement regularly. • Established Best Practices for Sales Development Call Centers, Managers and Teams and tied incentive-based bonuses to those practices. • Produced Best Practices Guide for working with the Alliance Sales Teams (Partners). • Co-created and Implemented Sales Development Hiring Plan to enable phased growth into all call centers. • Co-created and Implemented Sales Development Representative Training Roadmap. • Produced Inbound & Direct Response Best Practices of Call Center Product and Sales Development Organization processes. • Established Best Practices for Sales Development Call Centers, Managers and Teams and tied incentive-based bonuses to those practices. • Produced Best Practices Guide for working with the Alliance Sales Teams (Partners). • Co-created and Implemented Sales Development Hiring Plan to enable phased growth into all call centers. • Co-created and Implemented Sales Development Representative Training Roadmap. • Produced Inbound & Direct Response Best Practices of Call Center Product and Sales Development Organization processes. Select Clients: Striiv Amdocs Serena Software Model N, Inc. Knova Software, (formerly known as Kanisa and ServiceWare) VA Software SOMAmetrics Show less Advise and consult start-up | corporate clients on establishing (or reestablishing) sales, inside sales, renewals, sales development, business development teams, and | or refining sales development operations, sales operations and business processes. • Facilitated development of the strategy | tactical approaches towards new account acquisition, increasing account footprint and reviving inactive accounts. • Collaborated with marketing, support, community management, internal systems… Show more Advise and consult start-up | corporate clients on establishing (or reestablishing) sales, inside sales, renewals, sales development, business development teams, and | or refining sales development operations, sales operations and business processes. • Facilitated development of the strategy | tactical approaches towards new account acquisition, increasing account footprint and reviving inactive accounts. • Collaborated with marketing, support, community management, internal systems, product management, and account management to facilitate new programs, messages, campaigns, offerings, email templates and sequences. • Participated in client interactions to ensure cross-training, customer focus, flexibility, customer satisfaction and management involvement regularly. • Established Best Practices for Sales Development Call Centers, Managers and Teams and tied incentive-based bonuses to those practices. • Produced Best Practices Guide for working with the Alliance Sales Teams (Partners). • Co-created and Implemented Sales Development Hiring Plan to enable phased growth into all call centers. • Co-created and Implemented Sales Development Representative Training Roadmap. • Produced Inbound & Direct Response Best Practices of Call Center Product and Sales Development Organization processes. • Established Best Practices for Sales Development Call Centers, Managers and Teams and tied incentive-based bonuses to those practices. • Produced Best Practices Guide for working with the Alliance Sales Teams (Partners). • Co-created and Implemented Sales Development Hiring Plan to enable phased growth into all call centers. • Co-created and Implemented Sales Development Representative Training Roadmap. • Produced Inbound & Direct Response Best Practices of Call Center Product and Sales Development Organization processes. Select Clients: Striiv Amdocs Serena Software Model N, Inc. Knova Software, (formerly known as Kanisa and ServiceWare) VA Software SOMAmetrics Show less
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Apple Computer
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India
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Retail Office Equipment
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Project Manager - WW Telesales
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Dec 2003 - Sep 2004
Project Manager on the Apple Store’s WW Telesales team for the WW Apple CRM Initiative and CRM Implementation. Primary role: Business liaison between WW Telesales management, sales operations and the global CRM implementation groups / teams. • Responsible for operational and tactical support for WW Telesales strategies and initiatives (programs, policies, improvement projects) around business processes and customer management touching upon the CRM project. • Assisted Telesales… Show more Project Manager on the Apple Store’s WW Telesales team for the WW Apple CRM Initiative and CRM Implementation. Primary role: Business liaison between WW Telesales management, sales operations and the global CRM implementation groups / teams. • Responsible for operational and tactical support for WW Telesales strategies and initiatives (programs, policies, improvement projects) around business processes and customer management touching upon the CRM project. • Assisted Telesales management in the development of strategies and initiative plans and coordinated project teams in the implementation of initiatives. • Facilitated the resolution of issues within the team and cross functionally. Negotiated and set expectations with team members. Managed project communication to appropriate levels. • Developed detailed written procedures and communications, which ensured consistency over multiple groups affected by the assigned project/program. • Directly supported sales management in resolution of day-to-day operations. Show less Project Manager on the Apple Store’s WW Telesales team for the WW Apple CRM Initiative and CRM Implementation. Primary role: Business liaison between WW Telesales management, sales operations and the global CRM implementation groups / teams. • Responsible for operational and tactical support for WW Telesales strategies and initiatives (programs, policies, improvement projects) around business processes and customer management touching upon the CRM project. • Assisted Telesales… Show more Project Manager on the Apple Store’s WW Telesales team for the WW Apple CRM Initiative and CRM Implementation. Primary role: Business liaison between WW Telesales management, sales operations and the global CRM implementation groups / teams. • Responsible for operational and tactical support for WW Telesales strategies and initiatives (programs, policies, improvement projects) around business processes and customer management touching upon the CRM project. • Assisted Telesales management in the development of strategies and initiative plans and coordinated project teams in the implementation of initiatives. • Facilitated the resolution of issues within the team and cross functionally. Negotiated and set expectations with team members. Managed project communication to appropriate levels. • Developed detailed written procedures and communications, which ensured consistency over multiple groups affected by the assigned project/program. • Directly supported sales management in resolution of day-to-day operations. Show less
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Siebel Systems, Inc.
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United States
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Wellness and Fitness Services
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1 - 100 Employee
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Group Manager - Global Sales Development Operations
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Mar 2000 - Feb 2003
Call Center Manager for an industry leading CRM – eBusiness organization. Focused call center teams on follow up of marketing generated contacts for lead generation for entire Siebel product line. Responsible for the Sales.com lead and sales closure to mid-market targets. • Managed Domestic Outbound / Inbound Call Center Managers and coordinated with Regional | International Directors and their direct reports. | Acting manager for LACA (Latin American - Central America) team. • Primary… Show more Call Center Manager for an industry leading CRM – eBusiness organization. Focused call center teams on follow up of marketing generated contacts for lead generation for entire Siebel product line. Responsible for the Sales.com lead and sales closure to mid-market targets. • Managed Domestic Outbound / Inbound Call Center Managers and coordinated with Regional | International Directors and their direct reports. | Acting manager for LACA (Latin American - Central America) team. • Primary liaison between internal business organizations and call centers. • Created Sales Development Operations team to work with Sales Operations and Marketing Field Operations teams to focus on process development, training and product issues and standardization of Best Practices. • Set up Opportunity Criteria Matrix for Lead Generation determination by reps, management, sales and marketing. • Managed the development of requirements and implementation of business-critical projects affecting the Sales, Field Marketing - Marketing organizations, the Sales Development teams, and the CRM product line. Show less Call Center Manager for an industry leading CRM – eBusiness organization. Focused call center teams on follow up of marketing generated contacts for lead generation for entire Siebel product line. Responsible for the Sales.com lead and sales closure to mid-market targets. • Managed Domestic Outbound / Inbound Call Center Managers and coordinated with Regional | International Directors and their direct reports. | Acting manager for LACA (Latin American - Central America) team. • Primary… Show more Call Center Manager for an industry leading CRM – eBusiness organization. Focused call center teams on follow up of marketing generated contacts for lead generation for entire Siebel product line. Responsible for the Sales.com lead and sales closure to mid-market targets. • Managed Domestic Outbound / Inbound Call Center Managers and coordinated with Regional | International Directors and their direct reports. | Acting manager for LACA (Latin American - Central America) team. • Primary liaison between internal business organizations and call centers. • Created Sales Development Operations team to work with Sales Operations and Marketing Field Operations teams to focus on process development, training and product issues and standardization of Best Practices. • Set up Opportunity Criteria Matrix for Lead Generation determination by reps, management, sales and marketing. • Managed the development of requirements and implementation of business-critical projects affecting the Sales, Field Marketing - Marketing organizations, the Sales Development teams, and the CRM product line. Show less
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PE BIOSYSTEMS
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Spain
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Manager, Inside Sales, Renewals & Sales Operations
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Feb 1997 - Sep 1999
Directed, oversaw, and coordinated, the activities of inside / outside sales and renewals to achieve sales goals in partnership with the field sales and service personnel for North America. • Defined territory(s) sales plan(s) by working with sales management, marketing, and service business units to successfully integrate inside sales and renewals activities with overall company goals. • Instrumental in developing and increasing inside sales partnership and product responsibility. •… Show more Directed, oversaw, and coordinated, the activities of inside / outside sales and renewals to achieve sales goals in partnership with the field sales and service personnel for North America. • Defined territory(s) sales plan(s) by working with sales management, marketing, and service business units to successfully integrate inside sales and renewals activities with overall company goals. • Instrumental in developing and increasing inside sales partnership and product responsibility. • Developed staff’s technical and sales skills by formal and informal training, seminars, workshops, travel, and trade shows. • Primary liaison between Inside Sales, Renewals, and internal business organizations. • Managed and developed cross-functional operations - sales operations team with members from sales, sales administration, marketing, customer service, technical support, and IT to focus on Best Practices standardizing process development aimed at improving customer satisfaction throughout the organization. Show less Directed, oversaw, and coordinated, the activities of inside / outside sales and renewals to achieve sales goals in partnership with the field sales and service personnel for North America. • Defined territory(s) sales plan(s) by working with sales management, marketing, and service business units to successfully integrate inside sales and renewals activities with overall company goals. • Instrumental in developing and increasing inside sales partnership and product responsibility. •… Show more Directed, oversaw, and coordinated, the activities of inside / outside sales and renewals to achieve sales goals in partnership with the field sales and service personnel for North America. • Defined territory(s) sales plan(s) by working with sales management, marketing, and service business units to successfully integrate inside sales and renewals activities with overall company goals. • Instrumental in developing and increasing inside sales partnership and product responsibility. • Developed staff’s technical and sales skills by formal and informal training, seminars, workshops, travel, and trade shows. • Primary liaison between Inside Sales, Renewals, and internal business organizations. • Managed and developed cross-functional operations - sales operations team with members from sales, sales administration, marketing, customer service, technical support, and IT to focus on Best Practices standardizing process development aimed at improving customer satisfaction throughout the organization. Show less
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Education
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Stanford University
B.S., Applied Sciences -
Foothill College
General Studies
Community
