SUMMARY

Hands-on, contributing executive with sales, marketing and business development

experience. Adept at relationship selling, consultative selling, and end-to-end
sales process delivery. Delivery of the entire sales cycle. Have closed business
with small, medium and Fortune 500 businesses.? Skills include:. Sales quota a
chievement. Analysis of markets and client needs - development of go-forward sal
es steps. Manage teams to execute sales and corporate initiatives. Use of CRM to
ols to increase efficiency and to automate and measure sales process effectivene
ss. Sell Business Solutions - Technology Oriented? Core competency:. Consultati
ve selling. Successful selling at the "C" level and to decision makers. Cold cal
ling expertise and patience. New account penetration. Productive prospecting met
hodologies. Managing the timing of complex sales. Understand the synergies betwe
en marketing and sales for business building. Very focused on selling
CAREER HISTORY
Jan. 2001 - Present
Silicon Valley Startup Sales, South, North, & East Bay areas of Northern CA
CAREER HISTORY: Silicon Valley Startup Sales Experience 2001-Current (South, Nor
th, & East Bay areas of Northern CA) Have worked as VP of Sales and Business De
velopment for Silicon Valley SaaS startups specializing in: . Social Media Marke
ting . Retail Sales Analytics (Business Intelligence) . Social Commerce . eComme
rce, eSupport . ePhilanthropy Sales highlights include: . $1.4million SaaS sales
one year - Retail Sales Analytics . $100k sales in 4 months - Social Media Mark
eting . Grew sales from $500k to $4.6million in 18 months - ePhilanthropy . Gen
erated $1.23million in year one sales - eSupport, eCommerc . Delivered first yea
r sales of $1.3million plus a long-term alliance with Cap Gemini Ernst& Young -
eCommerce . Social commerce solution sales to Bushes Baked Beans, Kohl's departm
ent stores, Stanford University, NBC affiliate (First Look LA)
ADDITIONAL SALES CAREER EXPERIENCE
Vice President of Sales and Marketing - Jan. 1994 - Feb. 2001
JDA Inc, Detroit, MI
. Responsible for selling integrated advertising, marketing programs, and distri
bution partner sell through programs to the Fortune 1000 and top brands. Grew re
venues from just over $1.28 million to near $29 million in less than five years.
Used BI (Nielsen, Simmons, Market Metric, EyeQ") to gather market/sales trends
for decision support when crafting client programs. Exceeded annual revenue proj
ections by more than 300%. New business clients included both B2C and B2B, Gille
tte, Colgate, Heineken USA, Borden Foods, P&G, Unum, Novartis, May Stores, Coca-
Cola, Mervyns, Hilton Hotels, Sheraton, St. Paul Companies, and several others.
Additionally, worked directly with their retail field sales organizations and re
tailers to execute in-store and in market sales programs. Trained and managed in
side Account Executives, outside Sales Representatives, and Consultants. JDA was
acquired by the True North agency network
Sales Representative - Mar. 1987 - Jan. 1994
Hewlett-Packard Company - Computer Systems Organization, Novi, MI
. Attained Achiever's Club award consistently as a Top 10% sales producer. Elect
ed member of sales force automation task force for HP global deployment. Exceede
d annual $4 - $6 million in new business sales. Sold computer hardware, software
, consulting, and professional services, integrated business solutions, outsourc
ed data center services. Targeted large healthcare organizations (HIS, lab, phar
macy, utilization...), education (K-12 and higher education front and back offic
e), lab analytic solutions, GIS, government (local, state, federal), retail auto
mation, material requirements planning (MRP, SCM), facilities management, comple
x document imaging, legal, " in the Mid-West. HP rated as the Best sales force b
y Fortune Magazine while I was there!
Sales Representative - Apr. 1984 - Feb. 1987
Honeywell-Bull Information Systems, Southfield, MI
. Closed a single $12 million integrated technology sale - National shopping mal
l kiosk network system. Top Achievers Club award. Targeted large-scale software,
hardware and networking solutions in Michigan, Ohio, Illinois, and Indiana. Sol
d hardware, software, professional services targeting a variety if industries in
cluding government, education (K-12 and college), retail, material requirements
planning for manufacturing (MRP, SCM), utilities, test and measurements, data ce
nter services, and healthcare.
SUMMARY
ACHIEVEMENTS:? As a Sales Representative with Hewlett-Packard, earned Achievers
Club - consistent top 10% performance? As a Sales Representative for Honeywell
-Bull Information Systems, Top Performer Award - top 10%? As Executive VP Sales
& Marketing, JDA Inc. Agency of Record for several Fortune 1000 clients Sales S
pecific Education: Miller Heiman - Strategic Selling, Consultative Selling, Conc
eptual Selling, Relationship Selling Sandler - Sales Boot Camp Decker & PAR - Sa
les Presentations Second Wind - Account Management HOBBIES: TROPICAL VACATIONS C
OLLEGE FOOTBALL LEARNING BRAZILIAN PORTUGUESE BATTLING MY STAIRMASTER OTHER CRED
ENTIALS: http://www.linkedin.com/in/leonardscales - LinkedIn profile http://leon
ardscales.wordpress.com - Sales process & Social Media Marketing blog (posting
1-11 sales process) http://brilliant-selling.com/?p=579 - Guest blogger - Brilli
ant Selling
SUMMARY
Sales Specific Education:? Miller Heiman - Strategic Selling, Consultative Sell
ing, Conceptual Selling, Relationship Selling? Sandler - Sales Boot Camp? Deck
er & PAR - Sales Presentations? Second Wind - Account Management
STATEMENTS
HOBBIES:? TROPICAL VACATIONS? COLLEGE FOOTBALL