Selling Yourself

YOUR BUSINESS PRIORITIES
It starts by understanding and aligning your priorities with the priorities of potential employers.

Your unique capabilities must be positioned in response to solving their critical business problems.

 

REQUIREMENTS TO ADDRESS THE PROBLEM
Addressing their business problems begins by recognizing and addressing a number of requirements.

 

CRITERIA FOR MEASURING SUCCESS
Containing and avoiding costs, making operational improvements, and contributing to organizational results determines success.

Here are the types of contributions I have been able to make.

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C R I T E R I A

My criteria for measuring success:
Cost Containment/Avoidance
Qualified pipeline first 90 days by >30%
(Buyer Understanding, Player Coach)
Effectiveness of Marketing materials by > 20%
(Buyer Understanding, Content Architecture)
New hire ramp time by > 20%
(Player Coach, Prescriptive Transparency)
Non-qualified sales activities by > 20%
(Buyer Understanding, Player Coach)
Travel & entertainment by > 20%
(Content Architecture, Prescriptive Transparency)
Operational Improvements
Account development and opportunity identification by > 50%
(Business Acumen, Buyer Understanding)
Executive access and presence by > 30%
(Business Acumen, Content Architecture)
Average sales cycle-times by 10-20%
(Buyer Understanding, Content Architecture)
Win rates by > 20%
(Player Coach, Prescriptive Transparency)
Customer loyalty by > 20%
(Buyer Understanding, Prescriptive Transparency)
Organizational Results
Revenue and margin per transaction by 5-10%
Sales/marketing operating expenses by > 10%
Cash flow requirements for sales/marketing operations by > 10%