Leading our Hawaii-based team of professionals to offer local businesses the best in HR services, technology, and expertise.

Performance Achievements
- FY 2025 SuperStarts qualifier
- Hit full 2025 fiscal year quota in 5 months
- FY 2025 President's Club Qualifier

Major Account Sales Leader

Sales Mastery Coaching - Helping salespeople get the coaching they deserve

Dale is a business growth consultant and certified change practitioner with over 15 years of experience working in professional business-to-business roles. Almost all of Dale's experience is in new business development with a focus on growth and new client/logo acquisition. His extensive background includes front-line sales in a highly saturated, high competition industry through successfully leading a multi-state sales operation for a Fortune 200 company. Throughout his career, Dale has earned distinguished awards and recognition for his efforts on both a local and national level.

Dale's diverse experience across many different businesses, combined with his first-hand knowledge of what it takes to deliver sales results, gives him the ability to analyze and understand sales systems in even the most complex industries. Dale has had the privilege of developing hundreds of sales reps in his career, including those that have gone on to be top in their field at a national level.

In addition to working directly with clients on a sales consultant or advisory basis, Dale is also a publisher of digital course content and other sales-related media geared toward helping sales professionals and leaders develop their attitude, skills, and knowledge to be successful.

Sales Coach & Owner

Hawaiian Cool Water

General Manager

Atlas Insurance Agency, Inc.

Spearheaded new business unit initiative for the largest insurance broker in the state of Hawaii.

Vice President

ProService Hawaii

Key Responsibilities:
- Led a team of up to 14 outside sales professionals across the state of Hawaii to close 100% new business opportunities
- Managed daily sales activities and development including training
- Management of KPIs and other key metrics
- Worked in collaboration with pricing team and approved final sales pricing for all proposals

Performance Achievements:
- 2019 President's Club
- Led initiatives that resulted in increased conversion rates during the sales process
- Developed new sales roles

Sales Manager

Key Responsibilities:
- 100% new client sales role. Responsible for full sales cycle from prospecting to implementation handoff.

Performance Achievements:
- 2017 Rookie of the Year
- Achieved full 2017 quota by August

Business Development Manager

Toshiba Business Solutions

Key Responsibilities:
- Leadership of sales team across three offices
- Recruit, train, and coach a team of outside sales professionals with diverse levels of experience
- Part of executive leadership team for TBS presence in MN, Western WI, and ND
- Coordinate efforts between sales, service, and operations to ensure a positive client experience
- Development of overall market strategy in conjunction with TBS MN region Vice President

Performance Achievements:
- President's Club FY 2015
- National New Business Sales Leader of the Year FY 2015
- New Business National Marketplace of the Year FY 2015
- New Business National Marketplace of the Quarter: Q2 & Q4 FY15 
- Coached/developed reps to win national awards for new business in Q2FY15 & Q4FY15
- Coached a rep who placed 2nd in Toshiba's National Sales Skill contest
- Budget attainment in FY16A (Apr. - Sept. 2016), FY15 (Apr. 2015-Mar. 2016) & FY 14B (Sept. 2014-Mar. 2015)
- Leadership Award, Toshiba Professional Sales Summit

Director of Sales

Coordinated Business Systems

Key Responsibilities:
- Perform day to day management and sales activities, marketing Coordinated Business System's valued products and services to business clients in the metropolitan area
- Responsible for recruiting, hiring, training, and developing a brand new team of outside sales professionals to increase Coordinated's market presence
- Grow customer base and recurring revenues in a 100% new customer only assignment

Key Achievements:
- Coached & developed reps to 91-154% of quota in 2013 in a 100% net new business assignment
- Developed a rep to qualify for "Rookie of the Year" in 2013
- Developed reps who won the "Young Gun" award in May 2014 & July 2014
- Assisted in the closing of one of the largest managed print services contracts for Coordinated
- Completed 3 sales management training conferences focused on a range of topics including recruitment, interviewing, training, development, management, and motivation (RIORDAN)

Marco, Inc.

Worked to achieve managed services goals and drive an increase in profitable recurring revenue streams for Marco. Supported a team of sales representatives across a large geography providing support in sales strategy and pricing. Participated in sales calls with reps to further discover, qualify, and close managed services opportunities.

Key Responsibilities: 
- Subject matter expert (SME) supporting a team of 20 territory based technology advisors across Minnesota and surrounding 4 state area to help achieve their Managed Services quotas
- Conduct ongoing recurring business reviews (RBR) with existing clients to advise them on their current environment and make recommendations for improvement based on best practices
- Perform comprehensive assessments for current and prospective clients
- Present Marco's successful managed services program to prospective clients

Key Achievements
- Supported closing of MPS contracts exceeding $1 million in revenue over contracted terms

Managed Print Specialist

Canon Business Solutions

Overall responsibilities included prospecting new clients, assisting in transition of new clients to Canon technology, customer service for growing base of clients, and assisting sales team in large implementation schedules. Hawaii assignment was 100% competitive, with no starting base of clients.

Also assisted with ongoing training, development, and coaching of new reps. Performed sales rep candidate ride days during interview processes.

Key Achievements:
- Completed Canon's Intelligent Dealer Electronic Archival System (IDEAS) Certification course
- Helped to capture new key accounts with local name recognition to grow the Canon Business Solutions brand in the new Hawaii start up market
- Secured contract for CBS' first dual b/w & color imagePRESS production unit installation in 
  Hawaii market
- Personally designed, coded, and implemented custom print submission web interface for largest client in Hawaii market 
- Engaged and delivered first managed print contracts in Hawaii market
- Region Top Performer Q3 2010
- Region Top Performer Q3 2011

Senior Account Executive

Xerox

Engaged in daily revenue generating and retention activities including customer service, cold-calling, prospecting, and new client acquisition in a business-to-business sales model.  Primary function is to help business clients achieve greater productivity, reduce cost, and increase competitive advantage through the use of technology offered by Xerox.

Key Achievements:
- Kaʻiulani Club Award winner 2007 (Top 6 in sales)
- Team sales award Q4 2007
- 138% of quota in 2007 (President's Club level)
- 108% of quota in 2008 before transition to new position at Canon Business Solutions
- Team sales award Q1 2008

Document Solutions Executive

With over 15 years in B2B sales and change management, I bring passion and expertise to every project. I've led teams to exceptional growth, championed transformative initiatives, and crafted tailored solutions. As a Certified Change Practitioner and Sales Leader, I focus on driving results and fostering meaningful connections. Let's collaborate and unlock your business's full potential.

Dale Yasunaga

Sprout Social, Inc.

SDR Manager

Marco Santa Maria | Sales & Consulting

I have been a Mentor for several TALENTED and HUNGRY sales professionals, helping them to develop the right mindset to achieve both their personal and professional goals.  My Mentorship is unpaid but intensive, and focus on the areas of skill development, career advice, problem-solving, and mental health management.

Sales Mentor

I coach SDRs who are brand new to the game, and help them understand the expectations getting into the role.  Whether you are a fresh grad, or transitioning careers, let's chat about how to land your first SDR role, then level you up to become a top performer at your company!

SDR Career Advisor & Interview Coach

I work with organizations looking to build and improve their outbound sales development function.  If you are struggling to see the growth you need from your sales development team, or looking to start building out the function domestically or internationally, contact me to schedule a discussion.

Sales Development Leadership Consultant & SDR Coach

TerraCycle

Sales Representative

Varonis

Having been promoted from an Inside Sales Development Team Leader position, I now oversee the Sales & Business Development activities for the entire UK and Ireland.

Inside Sales Development Manager

Having worked my way up from a Sales Development position, I now currently oversee the numerous activities and metrics of a team of 14 Inside Sales Development Reps supporting the West Coast of North America.  My goal is to ensure the quality of their delivery as well as taking on all of the necessary behaviors for them to meet and exceed their business quotas and personal goals.  I pride myself on leading by example and providing new members with the correct tools and support structure to succeed in the position.

Inside Sales Development Team Leader

Varonis is the foremost innovator and solution provider of comprehensive, actionable data governance solutions for unstructured and semi-structured data with over 4500 installations spanning leading firms in financial services, government, healthcare, energy, media, education, manufacturing and technology worldwide. Based on patented technology, Varonis' solutions give organizations total visibility and control over their data, ensuring that only the right users have access to the right data at all times.

Here at Varonis, I help organizations manage and protect their unstructured and semi structured data—the documents, spreadsheets, presentations, media files and other business data in file servers, NAS devices, SharePoint and Exchange.

Territory Sales Development Representative

SThree

Coming from Real Staffing, the Pharmaceutical recruiting division of SThree, I helped to start the new aggressive initiative of supporting recruitment for Bloomberg within the Banking & Finance division.  As a recruiter, I was responsible for identifying top talent in Software & Application Development for employment at Bloomberg.  The various professionals I worked with were specialists in the areas of C++, C# .Net, Java, RoR, Python, etc.

Recruitment Consultant (Huxley) - Financial Software & Application Development

I am a specialist recruiter in our Pharmaceutical Division, specializing in the placement of Bioinformatics professionals.

Real Staffing is an international recruitment company, operating across the UK, mainland Europe and North America.

Recognizing talent, and identifying opportunity, we offer our clients and candidates:
-The best local and international talent for senior positions 
-Exceptional job opportunities for talented professionals 
-A quality service in each and every placement 
-Specialist sector knowledge and market expertise from our global teams of consultants 
-Access to our exclusive networks
-Online recruitment services available at your convenience.

Recruitment Consultant (Real Staffing) - Bioinformatics & Genomics

JPMorgan Chase

Personal Banker holding Series 6, 63, and Life Insurance licenses.

Open, manage, and service personal banking accounts.
Financial advising on retirement and investment goals.
Help clients find opportunities for mortgage and refinance options

Licensed Personal Banker

PARS International

Worked as third-party reprint management firm for top publications including:
The New York Times
The Boston Globe
Washington Post
Newsweek
Etc

Help clients with marketing and investor relations services focused on positive press from various media sources

NewsGroup Sales

At 16 years old, I was the guy calling your house while you were having dinner, asking if you needed a quote on a new roof or new windows.

Today, I lead a team of rockstar SDRs helping to develop and adapt processes that work for them and make them successful.

Hit that 'FOLLOW' button for regular content around sales, humor, and general daily life.

Want to do a coffee chat?  Hit me up!

taplio

The Battle

Dale Yasunaga

Marco Santa Maria

Followers

Posts

Engagements

Likes

Ready to grow your LinkedIn presence?