Sounding Board

Sounding Board, the leader transformation company, offers a tech-driven, human-centric approach to leadership development in a volatile world. With world-class leadership coaches and the most flexible software for delivering customized, measurable coaching and mentoring programs, our award-winning Dynamic Leader Development Suite accelerates the growth of leaders at all levels and empowers organizations to thrive through disruption and change.

Sr. Enterprise Account Executive (Via Skye Acquisition)

Skye

RVP Sales, West

Ezra Coaching

Enterprise Account Executive

Ten Spot

Insperity

As a Business Performance Advisor with Insperity I help CEO's and business owners control expenses, minimize risk and exposure, and maximize opportunities for revenue generation through a comprehensive ready-to-use HR infrastructure designed for greater efficiency and profitability.

Sales Executive

GoSite

Providing cloud technology to small businesses helping them stay connected with new and repeat customers in order to continuing to grow their business.
• 100%+ to Quota.
• Identify and develop prospective clients.
• Aggressively prospect into targeted accounts creating interest in GoSite's product offerings.
• Execute daily product demos via screen share as well as in-person, to a variety of job titles.
• Complete a thorough discovery process of all prospects.
• Understand and address prospect questions and objections.
• Connect, engage and motivate in conversations, presentations and written communications.
• Keep a tight up to-date Pipeline in HubSpot that is easily reportable on.
• Travel nationally for in-person client meetings and conferences.

Senior Account Executive

Entrepreneur Academy

Entrepreneur Academy is a global online training program that both teaches and inspires entrepreneurs on how to create a healthy mind, body, and business.
•	Pioneered global growth into all 50 states, Canada, Europe, and Australia.
•	Developed strategic partnerships responsible for more than half of all B2C sales.
•	Exceptional sales conversion of 62% from webinars and email marketing campaigns.
•	Successful customer retention rate of 94%.

Founder

Tangoe

Championed explosive sales growth for Tangoe, the largest Global Managed Mobility Service and Telecommunication Expense Management Provider (Cloud/SaaS/Services). Estimated Revenue of $227M with over 1,500 customers.
•	Executed sales strategy contributing to over $40M of annual bookings and growth from $1.8M in recurring revenue to $227M.
•	Influenced market penetration into over 80% of the Fortune 500 and hundreds of the Global 2000 companies such as Exxon Mobile, General Motors, Cardinal Health, General Electric,  Wells Fargo, Disney, Coca-Cola, Best Buy, and Qualcomm. 
•	Ownership of weekly meetings and presentations with executive team, account managers, client executives, solution architects, digital sales specialists, and various team members in the sales enablement and operations team to address initiatives, challenges, risks, opportunities, and strategies for Tangoe’s annual recurring revenue pipeline.
•	Chief Evangelist for driving and measuring sales methodologies (Customer-Centric, Conceptual, SPIN selling) in over 13 acquisitions, a successful IPO, and global expansion.
•	Cultivated Strategic Partnerships and Business Development ecosystems with: IBM, SAP, HP, AT&T, CSC, and Verizon.

Director of Sales

ProfitLine

Pioneered ProfitLine’s sales strategy for high-growth through industry leading B2B sales, marketing and sales success teams, steering the TEM Industry to a SaaS/Cloud model.
•	Relentless commitment to measurable weekly prospecting activity and metric.
•	Architected 1000 new leads (300 qualified companies) in first 90 days.
•	Ownership of strategic, executive-level sales meetings to drive value-based outcomes that generated shorter sales cycles and faster revenue recognition.
•	Deep understanding of prospect value drivers; utilized these insights to steer and influence sales cycle, while fostering opportunities for additional business.

Business Development Manager

24 Hour Fitness

Ownership of hiring, developing, and leading all client-services personnel from training through to sales, service delivery, and renewals of 100+ clients and 1200+ members.
•	Architected, measured, and scaled fitness department sales and services revenue.
•	Produced company leading fitness department revenue of 120%+ of quota each month.
•	Managed 8 direct reports, providing coaching, performance reviews, certification and management programs, and balanced feedback.

Sales Manager

Enterprise Sales Leader | Business & Sales Performance Coach | Ultramarathoner | mikegoncalves.com

Strategic leadership is the cornerstone of my role at Skye, driving sales growth across the western region. Previously, at Ezra Coaching, I honed my expertise in business development, fostering robust sales pipelines and nurturing key partnerships. At Skye, these competencies are instrumental in expanding our market presence and achieving ambitious sales goals. Our team thrives on creating competitive advantages and fostering a culture of continuous improvement. My mission is to elevate organizational performance through innovative sales strategies and a coaching mindset that ensures success.

Michael Goncalves

MSC Industrial Supply Co.

As a Key Account Sales Consultant, I use my unique perspective to build key customer relationships, identify business opportunities, and negotiate and close business partnerships. 

Collaborate with the team to increase sales opportunities and maximize revenue in alignment with MSC’s long-term strategic goals. 

Translate my keen insight of customer’s needs and drivers into sales that advance their success as a business … and of MSC’s success as an industry leader. 

Apply our unique insights to address customer’s priorities and reframe how they view their business to foster conversation based on customer needs, not MSC capabilities. 

Using account planning tools, prescriptive analytics, and research from marketing to teach customers something new and compelling about their business that leads to MSC’s differentiated solutions. 

Leverage Subject Matter Experts to assess and identify improvement opportunities as it pertains to procurement, inventory management and application of product in the indirect supply chain. 

Look to partner with Business Development team to assist in closing new business and effectively onboard customers. 

Collaborate with National Account team to achieve overall National Account strategy. 

Establish value with customer before discussing ROI/financial terms by qualifying and quantifying the impact of maintaining the status quo or pursuing competitors’ solutions.

Key Account Sales Consultant MSC Industrial Supply Co

~Working to develop value-based proposals and other content to communicate value, strengthen 
   prospect-relationship and senior level networks with customers. 

~Applying financial, market and MSC solution knowledge to partner with semi-complex accounts, using 
  account planning and state enablement tools. 

~Maintaining a robust funnel capable of delivering incremental revenue at or above annual goals 
 including highly accurate and complete funnel analytics demonstrating a strategic ownership of 
 business. 

~Accurately managing all current pipeline content in salesforce and other platforms for communicating 
  business resource needs to the organization. 

~Proposing and securing new agreements by contacting the appropriate management and decision 
  makers within the prospect organization and leveraging Insight-selling concepts, tools and value- 
  proposition content. 

~Responding to requests for information and proposal, negotiating pricing and terms of new account 
   agreements to maximize revenue and profit and minimize risk. 

~Developing and communicating newly signed account agreements to support implementation and 
  ensure rapid, complete penetration and revenue growth of those agreements. 

~Working with field and customer support leadership to meet customer needs, drive compliance to 
   forecasted sales thresholds and clearly communicate and document customer service level 
   expectations, addressing shortfalls as needed.

Business Development Representative MSC Industrial Supply Co.

Staples

Responsible for sales results for a $2.8 million assigned book of primarily high-touch accounts with medium to large sales and potential. Tasked with growing sales and profitability by penetrating across all categories of products and by monitoring and increasing Staples presence across all customer sites in a defined territory. I am also responsible for mapping decision-makers and sites, identifying both core and specialty category purchases, and requesting specialists to better support customers when needed (E.g. when an expert decision maker is involved).

Scheduling: Responsible for setting own schedule and maintaining calendar of appointments with customers.
Negotiating: I oversee pricing negotiations for specific sales opportunities – and coordinate the bid and quote process and make discretionary pricing decisions based on my knowledge of the account and assessment of future spend potential.
Strategic Planning: I am responsible for targeting which customers to pursue and when; I have a list of accounts and will prioritize based on my own knowledge and understanding of the business.

Certified Professional Sales Skills Methodology-Miller Heiman Group

Territory Account Manager

As your dedicated Business Performance Advisor, my goal is to identify the best business solutions for your company’s growth while building a long-term relationship to understand your company’s needs.

I invest heavily in learning about the unique challenges faced by leaders of small to medium sized business as they seek to confront many of their most difficult challenges, including: 

• Attracting and Retaining Top Talent
• Reducing Health Care Costs 
• Minimizing Administrative Burdens
• Improving Employee Performance
• Controlling T&E Expenses
• Focusing on Strategic Priorities

Our solutions include:
Payroll
Time & Attendance
Employee Screening
Health Benefits
Insurance Services
Retirement 401k

As an Insperity Business Performance Advisor, I am trained to analyze your business and understand the unique challenges you face so I can offer specific business solutions to help you achieve your strategic goals.

Business Performance Advisor

Office Depot

Major Account Manager	
Drive $1.9 million portfolio of business and revenue with new business sales within corporate accounts. Streamline sales process to help clients grow and achieve savings. Organize office supply programs that give customer flexibility to achieve their own goals.
•	Organized sales meetings with C-level and corporate procurement managers presenting optimal solution packages for client, getting deep understanding of information needed to move forward with objectives discussed.
•	Set up contact schedule that allowed feedback and ongoing support for customer that allowed establishing new partnerships with ease.
•	Ensured timely, accurate recording, tracking and reporting of all sales activities while managing customer and competitive information through ongoing usage of approved sales automation tools, including Salesforce.
•	Completed all personal development requirements, broadening and advancing personal knowledge base. 
Relationship Management
Vendor and Strategic Partnerships
Passionate attitude
Revenue Generation
Presentation skills business review
End to End Solution Selling
Strong team player
Negotiation skills

Major Account Manager

Executed Business to Business (B2B) sales covering northern suburbs of Illinois. Relentless drive on acquisition selling process. Provided fortune 500 companies with corporate purchasing programs for office supplies, technology, furniture, facilities, and printing services. Practicing negotiating skills set. Gained 10 to 12 appointments per week and presented corporate solution to top executives in purchasing, HR, and facilities. Established new business and fostered relationships with C-level executives. 
•	Delivered customer presentations within technology and facilities programs meeting client’s needs with optimal customer service.  
•	Earned Champions Circle award in 2011 for ranking in top 20 salespeople in US yielded through high performance. 
•	Recognized with Office Depot MVP in 2018 as result of achieving 140% to plan.
•	Awarded Office Depot Top Performer in 2011 due to generating over 130% in sales dollars.
•	Met 237% to goal resulting in 2011 Office Depot New Sales MVP.
•	Delivered tops sales for team and nationwide that lead to awards such as Office Depot Midyear Top Performer on Sale Team in 2018, National Chamber Program MVP in 2013 as Top Sales Executive and Office Depot Impact Player of Month on Sales Team in 2009.

Business Development Manager Large Business

Telcom Innovations Group

Hunting role selling with voice over IP phone equipment and systems. Worked at a Value-added reseller, selling Mitel and Cisco IP systems. Using all my tools in the tool box for communicating with business owners for small to medium size companies that have multiple locations. Voice over IP gives you the free access to call from location to location over the IP lines. Communication systems that helps companies save money and work faster. Became a Mitel certified sales professional, and worked with Cisco management to take part in their Cisco certification programs. Worked well with business owners creating great relationships and building the trust between us. Conducting technical presentations in person and over video and answering questions to take care of their solution. Working through the sales process and confirming the needs of the prospects and finding the solutions to build their trust. Moving them in as clients and making sure all parts of installation was managed properly. Managed post sales activities with the customer and maintained the relationship to help with referrals and expertise when needed.

Account Executive

West Unified Communications Services

Working in a true hunter role for InterCall with audio and video conferencing services. Began my practice of using different communication tools to reach C level executives to build the relationship. Used tools like email, voicemail, drop off's, in person meetings and presentations to educate on the InterCall experience. Sold and managed the call set up and function of the communications calls. Specialized in the earning's release call for public companies. Worked with communication directors and CEO'S to prep them for the calls and managed the post call required information and recordings. Great training for me to learn how the C level executives like to work and communicate.

Outside Sales Representative

Verizon

Promoted after the merger with Verizon to an Outside Sales manager. Looking at the Verizon suite of product focusing on the conferencing products including audio conferencing, video conferencing and all the additional solutions they provide. Working with fortune 500 companies to complete their solutions needs with in their locations and with their customers and clients.  Helping them achieve their goals for quarterly earning's release announcements, financial projects and growth projects including mergers and acquisitions. Building the trust, they needed to give them good communication solutions.

Outside Sales Account Manager

MCI Worldcom

Inside selling position talking to fortune 200 and fortune 500 companies about video conferencing capabilities. The technical aspects of setting them up and managing the call itself with our video conferencing operators. Conducted surveys afterwards and drove the business for reoccurring activity. Building the relationship to give them a dedicated contact for all communication needs.

Video Account Sales Executive

Topco Associates LLC

Supported 8 to10 Certified food technology executives conducted testing on all food lines from grocery store chains like Kroger and Piggly Wiggly. Set up blind taste tests and strategic measurement of the products. Assisted in secret shopper experiences for the corporations.

Food Technician assistant manager

Strategic Business Development Manager and Strategic Sales Account Manager 

Drive Growth Revenue in Corporate Accounts with Customer Strategy

Accomplished, analytical and detail-oriented business development manager/business account manager with successful track record of managing end-to-end sales process and implementing customer strategies that drive profitable growth (both revenue and margin) while providing exceptional customer experiences within corporate accounts. Targeted cost saving programs with subject matter experts within current account portfolios. Conducted business reviews that focused on consultative long-term action plans. Cultivated new relationships within the account with strategic approach. Excellent organization, decision-making and interpersonal skills.

Strategic Account Manager
Pipeline Development
New Business Hunter
Strong Presentation Skills
Team Collaboration
Strategic Approach
Customer Focus
Leveraged Vendor and Strategic Partnerships
Relationship Management	
Revenue Generation
Passionate Attitude
Solution Selling
C-Level Negotiation Skills
Business Reviews
Strong Team Player
Proactive Approach
Customer Focus	
Reoccurring Contact strategy
Time Management
Relationship builder
Team Player
Mentor/trainer

taplio

The Battle

Michael Goncalves

Brian Axelrood

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