Lisa Wagner

I specialize in the 'bottom of the funnel' conversion. Specifically following up on leads that have been qualified. This could be training BDR/SDRs on how best to follow up on leads. Or creating processes to ensure leads are properly passed from marketing to BDR to sales. Every campaign should have a simple framework that ensures sales knows: 3 questions to ask and 3 things to say.

I have created frameworks to identify new market segments with the best opportunities for sales. I have done this through market and competitive analysis plus a clear focus on use cases that best match the product capabilities. Once identified, I develop a tactical plan on how to enter and grow. This can include customer success stories, email campaigns, membership of industry associations to build credibility and sponsoring hackathons.

Sales are generally interested in one thing: Commission. Any sales initiatives or programs need to focus on how it will benefit salespeople. Will it shorten the sales cycle? Make their lives easier? Deliver bigger deals? I have created sales processes that reduce complexity but introduce discipline and rigor in order to drive better outcomes. I have created sales enablement assets (e.g. new product launches; new use cases; cross selling training, etc) that are simple and to-the-point.

Forecasting, reports, and creating a new sales process to run through SFDC. Using Sales Methodology (Force Management) to qualify and manage opportunities.