Partnerships | Demand Generation | Strategy Execution

Go-To-Market Role Definition & New Function Creation | Demand Generation & Inside Sales | Gen Z Sales Talent Strategy Development & Execution

Sales Operations | Sales Enablment | Sales Insight & Messaging Strategy

Responsible for the organization, motivation, compensation and enablement of 140 sales people globally

High-Utilization Member of a 100 practitioner practice that focuses on cost-of-sales optimization, digital transformation, sales analytics & insights, go-to-market design and talent management.

CLIENT 1
Developing a Digital Sales and Service Platform 

-Co-Lead for sales process excellence, digital enablement effectiveness and Salesforce.com application development for 2,200 salespeople at Fortune 150 Company.
-Digital Product Owner and subject matter expert on technical scrum team for new application development. Responsible for thorough sales and service process documentation and user story development. Direct contact with tech leads, developers and executives.
-Devised new process for lead qualification, scoring and distribution for all net new prospects entering the funnel. Enabled and designed this process through salesforce.com lead, task and opportunity objects. Resulted in equitable opportunity distribution, quicker lead response time, and higher conversion rates.

CLIENT 2
 E

Advise senior sales executives on strategic issues including: driving sales rep productivity, optimizing sales process, coaching and talent development, tool design and adoption, customer loyalty, key account management, indirect sales and more. I have a particular interest in effective commercial messaging and the Challenger Selling body of work.

Responsible for complete content mastery of over 110 case studies of best practices from companies including, but not limited to, FedEx, ADP, gen-i, Dupont Chemical, IBM, Baker Hughes, Schneider Electric, S&P Capital, Marketo, Qvidian, WebMD, and CDW.

Deliver insights and perspective to members through email, over the phone, and in person, managing multiple projects simultaneously with varying timelines, client expectations, terrain areas, and service needs.

Collaborate with partners and stakeholders across advisory, account management, research, and sales to provide a coordinated and high-quality customer service experience to clients.

C

In partnership with leading organizations around the globe, CEB develops innovative solutions to drive corporate performance. CEB equips leaders at more than 10,000 companies with the intelligence to effectively manage talent, customers, and operations.

As a division of CEB, Sales Effectiveness Solutions employs an analytical, research-driven strategy that leverages the proven best practices of the world's leading B2B sales organizations.

Across multiple industries, these revenue growth consulting engagements have delivered
• 8-12% Increase in top-line sales growth
• 20% Increase in return on sales investment
• 30% Improvement in Sales Forecasting Accuracy
• 25% Reduction in cost of sales

CEB research indicates:
• 78% of respondents believe that that Insight Sales skills helped close an opportunity
• 89% of respondents would recommend their Challenger training to peers
• More than half were able to deliver Insight to the customer about their business

•Evaluating and statistically assessing housing improvement programs in Albemarle County and the City of Charlottesville.
•Designed a statistical regression model and means of analysis for A.H.I.P's current and future use. Model contains over 500 data points (houses in Charlottesville & Albermarle County) and 15 variables for regression (appraised value, sq footage, number of rooms)
•In addition to program evaluation, our team completed work on the house depicted in the video below.

Keith Wilson

Exec Dir Strategy @ CSG