Outreach

Leading Strategic, National Enterprise, and Enterprise and Commercial sales teams for the East.

Sr Director, Sales

Leading both our Strategic Sales team and our Enterprise Sales (Nationals) team.

Director of Strategic and Enterprise Sales

I lead Outreach's Enterprise Sales team for our "Nationals" Accounts--supporting our largest customers in the Americas.

Director of Enterprise Sales - Nationals

I lead Outreach's Enterprise sales team for the Eastern half of the US.

Enterprise Sales Director, East

Outreach is the leading sales execution platform that helps market-facing teams efficiently create and predictably close more pipeline. From prospecting to deal management to forecasting, our platform leverages automation and artificial intelligence to help revenue leaders increase efficiency and effectiveness of all go-to-market activities and personnel across the revenue cycle.

Outreach is the only company to offer sales engagement, revenue intelligence, and revenue operations functionalities in a unified platform. More than 5,500 companies, including Zoom, Siemens, Okta, DocuSign, and McKesson depend on Outreach to power their revenue organizations. Outreach is a privately held company based in Seattle, Washington, with offices worldwide. To learn more, please visit www.outreach.io.

Recent Awards:
Forbes Cloud 100 (5 consecutive years)
Only company named a leader in both The Forrester Wave™: Sales Engagement Platforms, Q3 2022 and The Forrester Wave™: Revenue Operations and Intelligence, Q1 2022

Strategic Account Executive

Replayz

I provide performance coaching to sales professionals and work with sales leaders to refine their go to market process.

In my time at Replayz, I've worked with 30+ Enterprise and Strategic sales professionals to refine their sales process and amplify their sales outcomes.

Sales Coach

Primary Venture Partners

The Sales Mastermind Network is a vetted community of the top individual sellers in NYC tech. Members of this exclusive network gain access to mentorship, coaching, and networking with top sales execs in their industry, as well as to a forum for sharing best practices and resources with their peers.

Founding Member, Sales Mastermind Network

Sitecore

Helping CMOs + CIOs develop customer-centric digital experiences through world-class personalization. Sitecore CMS improves our customers' time-to-value, reporting, SEO, workflow, content governance, and more. 

FY20 Attainment: 101%
FY19 Attainment: 147% (North American Salesperson of the Year)
FY18 Attainment: 102%

Territory Sales Executive

Oracle

Oracle helps marketing leaders find data-driven solutions to empower their teams to deliver personalized customer experiences throughout the customer lifecycle.

Application Sales Representative

Q2 FY16- 112%
Q3 FY16- 107%
New York Team Lead (9/15-1/16), North America Leadership Award Finalist

Team Lead, Business Development

SunGard Financial Systems - now part of FIS

Inside Sales

Brioni

Wholesale 

I'm here to help increase your revenue.

Dynamic Sales Executive with expertise in the world's leading Sales and Marketing technologies. I have a successful career in selling to and supporting Fortune 500 companies. Beyond that, I've helped shaped Go-To-Market strategies for seed to Series B startups. And as a Sales Performance Coach, I elevate sellers to achieve the best outcomes of their career.

I've been recognized for being organized, actionable, and efficient. I've been tapped to mentor colleagues and enable sales teams at each of my employers. 

I'm passionate about advising start-ups and people who are trying to advance their career in tech. If you're eyeing tech or your next opportunity, let's connect!

If you'd like to connect with me here, please include a note in your connection request!

Greg Baumann

SMC Sales

As the founder of SMC Sales, I am at the forefront of innovating and shaping the future of B2B sales. My mission is to blend advanced sales methodologies, psychology, and technology to create impactful strategies. My focus is on nurturing a culture of continuous learning and success, tailored to the unique dynamics of each sales team. With a commitment to excellence and a passion for empowering professionals, I drive SMC Sales towards transforming sales teams, optimizing their performance, and achieving sustainable success in the ever-evolving marketing technology landscape.
 
At SMC Sales, I focus on empowering B2B sales teams through personalized coaching, strategic consulting, and motivational speaking. My approach is data-driven, emphasizing the development of high-performing sales behaviors and processes. I specialize in building resilient sales teams, equipped to handle challenges effectively. My services are tailored to the unique needs of each organization, ensuring a path to sustainable and repeatable sales success.

For a complete understanding of my services and approach, please visit B2B Sales Superheroes.

Founder

Octane11

In today's post-pandemic world, with macroeconomic headwinds and uncertainty looming, marketing teams are actively seeking leaner strategies to navigate 2023 and beyond. CMOs and CROs must find ways to enhance technical trust, relational trust, and institutional trust. This calls for a new playbook where revenue leaders are evaluated akin to investment managers, with a daily scoreboard tracking their success.

To thrive in the current market, CMOs and CROs must effectively manage, analyze, optimize, and derive actionable insights that lead to empirical and profitable returns. They need the ability to confidently answer critical questions such as:

🚀 Which tactics and tools are performing right this minute?
📈 Which content and vendors are delivering the best results?
💰 If we had to make budget cuts, where can we minimize impact?
🔍 How does our performance stack up against industry peers?
🤝 What are the key takeaways to share at the upcoming board meeting?
🌟 What innovative strategies are our peers implementing that we should consider?
 Octane11 empowers business leaders to design and build their preferred stack of partners while effortlessly extracting insights across the board. With Octane11, you can compare your results to industry benchmarks without the need for an army of data engineers and data scientists.

Octane11 delivers on this vision through its easy-to-set-up and user-friendly analytics platform, customized specifically for B2B needs. This powerful platform enables marketing teams to make smarter decisions without getting overwhelmed by data management intricacies. Octane11 is the ONLY B2B Marketing & Sales analytics platform that seamlessly integrates, analyzes, enriches, and normalizes all paid, owned, and earned media with Account Level B2B Sales Data.

With Octane11, CMOs, CROs, Revenue Operations, and Digital Marketing leaders gain 100% oversight of all marketing tactics.

Vice President of New Business Direct Sales 

RollWorks, a division of NextRoll

RollWorks, a division of NextRoll, offers ambitious B2B companies an account-based platform to align their marketing and sales teams and confidently grow revenue. RollWorks’ solutions address the needs of organizations large and small—from those with best-in-class ABM programs to those just beginning their exploration.
● Increased new TCV sales revenue from $9.1M in FY21 to $17M in FY22 
● Grew average TCV per rep by a record 81.11% in Q4/22 & 68.06% in FY22
● Increased Appointment to Qualified & Qualified to Close Win Rates by double-digit %’s
● Introduced the "Choose Your Own Adventure "/ Rainmaker Sales Process rooted in Challenger/MEDDIC/Solution/GAP and Spin Selling

Vice President of New Business Sales

Brightfield 

Brightfield's solution is being utilized by top enterprises.  CIOs use their AI-driven platform to reduce IT workforce spend by 5-10% annually and to link strategy to workforce mix.   They address topics like digital transformation, addressing talent scarcity, and optimizing workforce mix, and talent pricing. 

The $350B of extended workforce spend in their platform answers questions such as, “Which talent do I need in house and which can be non-employees, i.e., Build, Buy, Borrow, Bot?” and “How can I optimize the economics of our temp and SOW workers?”

Vice President, TDX Corporate Business Development

VisibleThread 

VisibleThread is on a Mission to make business communications clearer & more transparent, leading to better business outcomes. Complexity acts as a thief in every department of every organization. It robs opportunities, eats time, and builds barriers to trust. Our solutions drive clear communications across all business functions. 

Reduce risk, improve efficiency, and ensure compliance

* Shred RFPs & Create Compliance Matrices in Minutes
* Extract Acronym Definitions & Occurrences
* Identify and shred critical FARs/DFARs and flow-down clauses
* Remove Ambiguity & Confusion

Improve the quality of Mission Driven Business Writing 

*Instant feedback for business writers
*Score letters, disclosure statements, directives, blog copy, etc.
*Flag complex language, overuse of passive voice, and jargon
* Track your edit history & show clarity improvement

Vice President of Sales

Linked Senior

SVP Sales & Resident Engagement Evangelist 

Triblio

I create and execute the sales strategy to manage sales operations for an account-based marketing software solution provider. I champion the adoption of Challenger Sales methodology, create Salesforce sales processes and engagement rules, and design updated sales messaging. I launched a training series for increasing sales demand and transitioning latent buyers into active customers. 

Selected Contributions:

•	Generated increase in close rate from Sales Qualified Opportunity (SQO) of 38% in 2016 to 48% in 2017 and 66% increase in close rate from proposal over same 2.5-year period.
•	Drove 57% increase in average order size from $16K in 2016 to $40K in 2017.
•	Led sales team activity increase from $200K bookings to $800K per account executive with gain in clients from 16 to 125.

Chief Sales Officer

Flat World Education

In this position, I led the sales turnaround for a digital-first college textbook publisher, Flat World Education, fueling sales-as-a-system (SAAS) business growth resulting in acquisition by the current owner. I increased sales activity through creation of a sales and marketing aligned pipeline. I facilitated digital textbook adoption based on 92% customer satisfaction rate within existing client base. I designed new digital copy covers and promotion materials. 

Selected Contributions:

•	Drove year-over-year (YoY) digital adoption rate increase of 15% reversing 30% decline over prior three-year period.
•	Generated 33% increase in lead conversions for company competency-based education software-as-a-service (SaaS).

Vice President Sales and Marketing - Consumer Division

TrackMaven (Acquired by SkyWord)

During my tenure in this role, I partnered in the creation of business strategy and sales strategy in alignment with corporate goals for this start-up organization. I developed forecasts, allocated sales resources, and administered the budget. I designed the sales organization; defined sales position roles; and recruited, onboarded, and trained 12 account executives (AEs) and seven sales development representatives (SDRs). I implemented industry-best sales methodologies and collaborated with product and customer success teams to develop sales message. 

Selected Contributions:

•	Generated sales supporting $6.5M Series A funding in early 2014 and $14M Series B funding seven month later in late 2014.
•	Drove revenue increase from zero to $4.2M in annual recurring revenue (ARR) in 20 months.
•	Led sales team to production of 123% of quota in third quarter of 2014 and 128% of goal in fourth quarter of 2014 with 33 and 74 sales contracts, respectively.
•	Achieved 373% YoY revenue growth with increase in average contract value (ACV) of 65% in 2014.

SVP Sales, Competitive Intelligence Maven

Eloqua

While in this role, I led the sales activities to strategically position the customer-experience Cloud centerpiece, Eloqua, as the Marketing Automation System of Record among enterprise clients. I designed and introduced onboarding and management-by-objectives (MBO) strategy later adopted  throughout sales organization. I evangelized the use of the Challenger Sales methodology and Demo-to-Win techniques to inside sales team members. I established a corporate-sponsored charitable entity supporting community non-profit organizations. 

Selected Contributions:

•	Earned President’s Club membership in 2011 and 2012.
•	Drove YoY revenue growth by 230% with increase in ACV from $28K to $66K.
•	Drove team development resulting in 8 of 10 sales team members achieving 114% of more of production goal.
•	Led corporate adoption of Challenger Sales methodology and creation of corporate point-of-view (POV) message.

Senior Director, North American Sales - MidMarket

Senior B2B Sales & Marketing Leader | Driving Predictable Revenue Growth in Start-Ups | Account-Based Growth & B2B Saas & MarTech Sales Strategy Expert

Are your sales AE’s struggling to make quota?

Are you heavily reliant on a few sellers to generate over 80% of your revenue?

Is your sales process lacking the structure needed for repeatable success and long-term growth?


How I Help Solve These Problems:

At SMC Sales, I specialize in transforming small B2B teams into high performers. With my mission to empower Founders and CEOs, I provide strategic tools and insights that cut through market noise and secure consistent, scalable, and profitable growth. 


Here's How I Can Help:
-Expert Insights for Strategic Success: I create sales systems, playbooks and processes that are modern and relevant to today’s B2B buying environment. This includes using the right technology to give your team a competitive edge.

-Personalized Coaching for Peak Performance: My coaching delves deep, unlocking your team’s potential, instilling confidence and skill, and turning growth aspirations into reality.

-Creating Resilient Sales Champions: Beyond just meeting targets, I craft sales superheroes by instilling purpose, drive, and resilience, setting new standards in sales excellence.

-Legacy of Success: Together, we build a repeatable, scalable, predictable, and profitable sales process, transforming your team into a powerhouse for sustained growth and success.


Who Is a Good Fit for My Services?

-Founders and CEOs of small organizations seeking to elevate their sales teams.

-B2B companies aiming for strategic growth and market dominance.

-Sales teams needing targeted coaching to enhance skills and performance.

-Organizations looking to establish a scalable, repeatable sales process.

-Companies desiring impactful motivational speaking, training, and workshops.


My Background:

Welcome! I'm Shawn Matthew Cook, and I’m deeply passionate about B2B sales and marketing, with a focus on Big Data & Analytics, EdTech, MarTech, and the educational sectors. 

My career has spanned 38 years, including significant roles in scaling startups and high-growth SMBs:

-Five Successful Exits: Instrumental in sales and revenue growth leading to acquisitions at Eloqua, TrackMaven, Triblio, FlatWorld Education, and Vocus.

-Eloqua: Key driver in achieving a 230% increase in YoY mid-market revenue.

-Vocus: Led a high-performing team, earning Presidents Club honors in 2007, 2008, and 2010.

-TrackMaven: Secured $6.5M Series A and $14M Series B funding, with a 373% YoY revenue growth.

-RollWorks: Developed the 'Choose Your Own Adventure/Rainmaker Process,' driving a 70% TCV sales revenue growth in just 6 months.

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Greg Baumann

Shawn Cook

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