Core to Cloud

As Head of Business Development at Core to Cloud, I lead the SDR and BDM teams, focusing on improving sales performance, refining processes, and driving sustainable growth. My role combines coaching, process optimisation, and strategic improvements to help the team exceed targets and deliver results.

Key Achievements so far:

Reducing Deal Losses:
Last financial year, deals were lost due to unmet requirements, resulting in significant lost revenue. By refining the sales process and working closely with technical teams, I reduced these losses by 42% in the first quarter of the financial year.

Shortening the Sales Cycle:
Addressed delays across sales stages by improving discovery, tightening qualification, and encouraging multi-threading into accounts. These changes reduced the average sales cycle, which resulted in a 40% improvement and enabled faster deal closures.

Increasing Close Rates:
Multi-threading into accounts has strengthened engagement with Economic Buyers and technical decision-makers, significantly improving close rates across key opportunities.

Streamlining the Sales Process:
Introduced a new discovery step to strengthen qualification alongside tailored discovery, demo, and cold-calling scripts aligned with our ICP. Implemented Gong.io to improve forecasting and deal management, enabling the team to focus on high-value opportunities.

Driving Team Performance:
Delivered 1:1 coaching, MEDPICC training, and improved SDR-to-BDM handovers to ensure collaboration and high-quality opportunities. These changes have helped the team have a better chance of hitting their targets.

I've created a scalable system that delivers results by refining processes, focusing on multi-threading and supporting the team with practical tools like Gong.io. I always focus on driving growth by reducing the sales cycle, increasing close rates, and empowering the team to succeed.

Head of Business Development

Sales Enablement Society

The Sales Enablement Society is a volunteer organization founded in January 2016, by a diverse group of like-minded sales and marketing professionals based in the Washington, D.C. area. The SES's overall mission identifies best practices for successful outcomes, clarifies the operations for the sales enablement business, and develops the criteria for sales enablement roles within successful organizations

Member

Bigtincan

- Leading a high-performing sales team to deliver Bigtincan's Sales Enablement solutions to prospective new customers.

- Under my leadership, the EMEA team significantly enhanced regional sales strategies, achieving a 2.5x higher revenue per Sales Qualified Lead (SQL) than the US over the last two fiscal years.

- My leadership approach is characterised by empathy, adaptability, and a commitment to excellence. By leading by example, understanding individual motivations, and fostering an environment of trust and support, I aim to drive high performance and cultivate a culture of success and well-being.

- By doing the above, it has helped collaborate with the AE's to optimise Discovery and Demo calls, utilising MEDDPIC Sales Methodology

- Partnering with the SDR team to create engaging messaging and set achievable goals

- Working closely with the VP of Sales and senior management to refine Go-To-Market strategies

- Recruiting and onboarding top sales talent

- Contributing to EMEA's growth by securing new business logos and renewing existing contracts

- Over £3 million in net new logos and £1.5 million in renewed business

- President's Club Winner

To explore how Sales Enablement Software can help your customer-facing teams, visit our website: www.bigtincan.com

Sales Leader EMEA

- Collaborating with AE's to optimise Discovery and Demo calls, utilising MEDDPIC Sales Methodology

- Partnering with the SDR team to create engaging messaging and set achievable goals

- Built strong relationships with key decision-makers, securing deals with industry leaders across EMEA

- Delivered high-impact presentations and product demonstrations to C-level executives

- Collaborated with Customer Success and Marketing teams to improve client satisfaction and reduce churn rate

- Attended industry conferences and events to network with potential clients and expand the Bigtincan brand

- "Most Valued Sales Rep" winner 2020/2021

Regional Sales Manager EMEA

- Contributing to EMEA's growth by securing new business logos and renewing existing contracts

- Built strong relationships with key decision-makers, securing deals with industry leaders across EMEA

- Delivered high-impact presentations and product demonstrations to C-level executives

- Collaborated with Customer Success and Marketing teams to improve client satisfaction and reduce churn rate

- Attended industry conferences and events to network with potential clients and expand the Bigtincan brand

Enterprise Account Executive

RevGenius

RevGenius is a group of revenue generating sales and marketing professionals brought together to learn, share, support, and grow with each other. You can consider us your alt work family!

Cyance

Cyance solves the biggest challenge marketing and sales teams around the world face...

Which companies do you target? When do you target them? What are they interested in?

Our buying intent technology shines a light on the companies that are actively trending around your keywords online. Our customers then use this data to fuel their campaigns from ABM to general lead generation and pipeline creation. 

As Business Development Manager I am responsible for identifying the challenge our customers face globally and solving the problem to ensure higher conversion for less cost, time and resource.

Senior Account Executive EMEA

Clearvision

The Clearvision mission is to bring about a more efficient, collaborative and cost-effective software development industry – and most importantly, to show companies how they can save time and money without having to compromise on quality. Discover better software solutions with world leading Atlassian Experts.

With offices in the UK, USA, India and Ireland, Clearvision has a global enterprise client base that includes leaders in the SaaS, banking, pharmaceutical, manufacturing, government and telecoms industries. As well as the Atlassian suite, Clearvision's expert consultants can help with Git, Subversion, Zendesk and Agile working. 

Clearvision also offers the whole range wraparound professional services, including training, managed hosting, branding, support and more. Find out more about how you can benefit from working with Clearvision by visiting: www.clearvision-cm.com

Other areas that we cover are: 

Licensing | Training | Consultancy | JIRA | BitBucket | Confluence | Hipchat

Senior Business Development Manager

Account Manager

Inbox Insight

Inbox Insight are now one of the market leaders in Digital B2B Demand Generation, offering a range of products that enable organisations to generate high quality leads through our content-driven marketing solutions.

Our B2B bulletins, digital surveys, lead nurturing solutions and content creation team enable us to execute our client’s strategic demand generation requirements across EMEA. Our approach enables our clients to supplement their inbound marketing strategies with a demand generation partner focused on results, data driven intelligence and compelling content. Our priority is hitting conversion metrics, deadlines and offering outstanding customer service.

Our growth is rapid which makes for a dynamic, fun and professional working environment as well as enabling us to provide on-going development opportunities for our talented team. We continually strive to develop and improve our business model in order to add more value for our customers, subscribers and employees alike.

Media Consultant EMEA

Lead Forensics

Lead Forensics is intelligent B2B insight software which challenges traditional lead generation techniques, enabling you to uncover new and lost sales opportunities from your website.

Lead Forensics uses IP tracking technology to identify businesses that visit your website and provides full contact details of those visitors, including company name, telephone number, industry/SIC code, number of employees, and how they found you. This is a web analytic tool that can give you a return on investment like no other.

Senior Client Manager

Matchtech

Recruiting for the Building Structures market in Matchtech's Property team. We work closely with leading consultancies including Mott Macdonald, Atkins, WSP and Waterman Group. 

Our diverse portfolio of clients ranges from blue chip, international organisations to SMEs. Likewise, the projects we support range in size and scope, from single office units to larger housing estates and developments.

We have a team of 8 dedicated consultants within this team, specialising in both contract and permanent, often very niche roles for this industry sector. Their combined experience of over 15 years means they have the industry knowledge and expertise to offer a fully consultative service to our clients. This in turn has enhanced our strong reputation as a service provider to the property industry

Recruitment Consultant

Detect Fire & Security Ltd

Detect Fire & Security has been providing Fire & Security solutions to customers across the South since 2003.

Our continued steady rise exemplifies the very best of a regional based business.

"We work hard for our customers and our people, to build a business to create enduring value that goes beyond the bottom line."

Chris Ellis, Co-founderCouncils, Health Authorities, Housing Associations, blue chip and local businesses have all benefited from our bespoke designed and fitted Fire & Security systems to afford protection to their properties and those that either live, work or visit them.

In order for Fire & Security Systems to be truly effective, we passionately believe that it is our duty to ascertain what your problems, needs and expectations are so we can we really provide the correct solution to you

Sales and Service Consultant

🚀Sales Leader EMEA | Sales Enablement | Bigtincan | Army Veteran🚀

My journey has been anything but ordinary, from the British Army to Cyber Security. 

Now, as Head of Business Development at Core to Cloud, I have come in to transform their sales processes and drive growth in the cybersecurity space.

Leading Core to Cloud’s mission to provide businesses with trusted cybersecurity solutions. By focusing on innovation, collaboration, and client success, I’m dedicated to shaping a secure digital future for organisations worldwide.

Core to Cloud is a trusted name in cybersecurity. Our mission is to provide businesses with personalised solutions to complex security challenges, ensuring every organisation feels protected and supported in today’s digital world. 

By focusing on trust, collaboration, and innovation, we empower teams to deliver exceptional client outcomes.

Feel free to reach out to me on here or visit our website: www.coretocloud.co.uk

Adam Weekes

demandDrive

As the Director of Marketing, I oversee all of demandDrive's content, branding and promotion efforts. I also manage a team of contributors within demandDrive who are committed to improving our digital and social media presence. 

Marketing Communication Efforts - Original content creation and promotion: Blog posts, Whitepapers, eBooks, Infographics, Web Copy

Social Media Presence and Branding: Twitter, Instagram, LinkedIn, Facebook

Sales Team Support: Generation and Management of Inbound Leads, Creation of targeted collateral

demandDrive's Partnership Program: Management and Development of a partnership network to help improve reach and presence of the demandDrive brand. 

Shared responsibility for client-facing program descriptions and productization of services, as well as other growth-focused initiatives within the management team.

Director of Marketing

As the Marketing Manager, my primary responsibility focused on leading the Marketing Communication efforts to develop original content (whitepapers, eBooks, blog posts, infographics, web copy) as well as targeted collateral for sales campaigns. 

As a Sales Development Manager, I worked with demandDrive clients to provide customized, outbound demand generation campaigns, while also acting as an extension of their own internal sales team. In addition to finding qualified leads, I worked with clients to develop their ICP and gain a better understanding of the competitive landscape for their product.

Marketing + Sales Development Manager

As one of demandDrive's SDR's I worked with clients in the software industry to provide customized, outbound demand generation programs in support of their internal sales teams. 

I would run my own personalized outbound campaigns while simultaneously working with my client to support their inbound campaign efforts. Additionally, I would collect industry and market intelligence to further establish client's ICP and understanding of their technology compared to competitors.

Sr. Sales Development Representative

The UNSUBSCRIBE Podcast

Want less of those nasty UNSUBSCRIBE emails in your inbox? Well, then you've come to the right podcast! 

We put our own spin on Sales Development to help SDRs and Managers alike better their prospecting efforts, manage their teams, and prepare them for the (sometimes cruel) world of sales development.

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Want to be a guest on the show? Email "marketing@demanddrive.com" to get in touch!

Co-Host

Pitchfire

Working with the Pitchfire team to help spread the word on a new channel for sales - paid prospecting.

What is Pitchfire? It's the one place you'll like getting pitched. Get paid to respond to sales pitches.

Learn more: 👉 https://www.pitchfire.com/

Pitch me! 👉 https://app.pitchfire.com/@aj-alonzo

DataFuel

Advisor

SDRevolution

SDRevolution is a community devoted to empowering sales development reps, trainers, and managers with expert interviews and content.

In our first series, we interviewed 7 experts on modern best practices for hiring, training, and onboarding sales development or business development reps.

Co-Founder & Creator

RevGenius is a group of revenue-generating sales and marketing professionals brought together to learn, share, support, and grow with each other. You can consider us your alt work family!

Modern Sales Pros

Modern Sales Pros is the world's largest community for leaders in sales, operations, enablement and related disciplines. Our mission is to help our community learn how to solve the biggest challenges they face (and would otherwise bang their heads against the wall trying to solve). Our 13,000 members learn from each other through our online message board and through amazing in-person events.

Sales Hacker, Inc.

Sales Hacker is the smartest community of B2B sales professionals on the planet.

Founding Member

Ohio Wesleyan University

As a student ambassador at Ohio Wesleyan I worked within the admissions office as a tour guide and overnight host. I also assisted the office in working special recruiting events and visit days. I gained invaluable personal skills as tour guide, giving 3-5 tours of the campus a week that ranged between 1 and 2 hours long. As an overnight host I would assist prospective students in immersing themselves into the college lifestyle. I also aided the admissions staff with large visit events and specialty tours.

Student Ambassador

Wilder & Chavez

Working as a general office intern as well as learning the ropes of a real estate and development company. This includes managing accounts and receipts, mastering efficiency in terms of timeliness and quality, preforming some general labor, and recognizing where and how to make a profit.

Intern

Helping SaaS companies unlock the potential of their SDR function🥏 Amateur Disc Golfer & Ultimate Player 🥃 Whiskey Enthusiast 🎮 Lifelong Pokémon Fan 🐶 Dog Lover

⛵ "A rising tide lifts all boats" ⛵

I’m a big believer in 𝐜𝐨𝐦𝐦𝐮𝐧𝐢𝐭𝐲. I love bringing people together to talk about something they’re passionate about. It’s energizing, addictive, and fuels progress.

Sales isn’t a "lone wolf" kind of job anymore. I know that first hand.

I struggled out of the gates as an SDR. I thought I knew what I was doing, that I didn’t have to follow the rules, and that I could make it on my own.

Boy was I wrong.

I learned some hard lessons early on. I was lucky enough to have the support of a great company and network of peers to pick myself back up and give it another shot - this time with a different attitude. 

The sales development community gave me the advice, direction, and wake-up call I needed to succeed in the SDR role. 

Now, as I head up the Marketing efforts for demandDrive and work to build out my own community in SDRevolution, I want to pay it forward. I’m about as sympathetic to SDRs as anyone, and I'm working to get sales development a seat at the C-Suite table.

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There are a lot of gaps that exist in the world of sales development. As the role begins to modernize and buyers change their behavior, that gap is only going to get wider. I create content to bridge that gap and help sales development professionals:

- Understand the true value of the SDR position
- Reduce friction between SDRs <> AEs
- Educate reps on the importance of asking 𝐰𝐡𝐲
- Inject authenticity, passion, and empathy in their messaging (real empathy, none of that fake stuff)
- Realize the value in an outsourced sales development partner (#shamelessplug)

I love to talk with other sales and marketing folks (casually or on my podcast) - feel free to shoot me an email or connection request if you ever want to chat! 

Get in touch with me: 👉 https://linktr.ee/aj_alonzo 👈

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Outside of work, you can usually find me on the Ultimate Frisbee field, the disc golf course, or chowing down on a burrito from Anna’s Taqueria (best burritos in Boston, trust me). 

I’m (unashamedly) a huge fan of Pokemon (Haunter is my all-time favorite) and Dungeons & Dragons (currently playing as a Human Fighter//Monk named Thad Argentine). 

I love a good bourbon (give me an Eagle Rare any day of the week 😁)

My dog’s name is Frankie (on Instagram? Check him out instagram.com/frankie.a.pup/) and he's the goodest boy in the world.

taplio

The Battle

Adam Weekes

🏁 ☀ AJ Alonzo

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