Rich Adams

Director, Enablement Programs + Strategy 

Workiva

Helping build a culture of sales excellence & coaching at Workiva as a member of the sales enablement organization.

Lead Field Coach - Americas 

Rich Adams Sales Advisors

🌟 Freelance Sales Strategy & Enablement Expert 🚀 | 15+ Years of Success in SaaS Sales & GTM Strategy | Helping Sales Teams Excel and Delight Customers 

Are you seeking a seasoned Sales Strategy & Enablement Expert to elevate your sales team's performance and deliver exceptional customer experiences? Look no further!

🔹 About Me:
With over 15 years of experience in SaaS Sales and Go-to-Market (GTM) strategy and execution, I specialize in helping organizations define, build, and execute winning sales enablement strategies. My mission is to empower sales teams to stand out in the market and exceed customer expectations.

🔹 What I Offer:
🚀 Rich expertise in crafting and implementing effective sales & and enablement strategies
🛠️ Proven track record in GTM strategy and execution
💼 Fractional enablement leadership + execution 
💡 Modernizing sales processes and team enablement
🌐 Consulting, project-based, and fractional roles


I'm open to freelance consulting, project-based work, and fractional roles to support organizations in modernizing their sales processes and enhancing team performance. Whether you're looking to fine-tune your sales strategy, boost your sales team's effectiveness, or revamp your GTM approach, I'm here to help.

📬 Feel free to reach out for a chat! Direct message me to explore how we can work together to achieve your sales and customer experience goals. Your success is my priority!

Fractional Sales Enablement Leader | Coach | Consultant | Advisor | SME

Pavilion

Associate - Member

BombBomb

People buy from people. Humanize your sales motion using video messaging and build relationships faster, and close more business. 

Building the strategic account expansion & enablement strategy to help more BombBomb customers expand their use of video messaging to build better relationships,  drive more sales, improve productivity, and humanize their business.

Strategic Accounts, Manager 

Bravado

I fill critical enablement needs to help small businesses successfully build & onboard fractional sales teams through Bravado Flex.

- Built an end-to-end enablement strategy & sales playbook in partnership with Head of Sales to successfully onboard a flex sales team in less than 2 weeks
- Setup sales tools like Apollo and optimize for outbound sales motions + hit key sales metrics 
- Build outbound sales messaging, talk tracks, cold email templates, and end-to-end workflows 
- Facilitate live coaching + and training sessions for flex sales teams 
- Advise flex sales leaders & co-founders how to accelerate ramp time for flex sales reps

Fractional Sales Enablement Expert 

RevShoppe

Rich overhauled the enablement pillar for RevShoppe, and implemented a new enablement methodology across RevShoppe programs that will drive more value for clients and increase overall sales engagement adoption. 


‍RevShoppe is transforming sales engagement through executive strategy and tactical workflows. By optimizing operations, messaging, and enablement, our operating models empower executives to scale their go-to-market strategy and deliver an unrivaled buyer experience.

Zoom Video Communications

The front-line sales manager is the force multiplier of a sales organization. Unfortunately, most revenue teams forget about enabling their most important player. 

Following the “Zoom boom” I had the chance to build Zoom's first sales manager excellence program with the help of an amazing team that was designed to help sales managers excel in their roles, elevate their team's performance, and create a healthy and winning sales culture. 

I had the chance to train hundreds of new and existing managers on cutting-edge coaching strategies, new tools, and leadership best practices.

Sales Enablement Manager, Manager Execution 

After successfully building the training & enablement strategy across Zoom's sales tech stack that was critical for a successful IPO, I got the opportunity to build a specialized team focused on driving strategy, enablement, and innovation of the global sales technology stack. 

We built dynamic sales playbooks, influenced how and when sales tools were used through the sales and buyer journey, drove adoption strategies,  and continued to push the limits on how technology & AI can empower the revenue organization at Zoom. 

We helped the global team accelerate & build pipeline, increase win rates, add predictability to revenue, and enhance Zoom's pipeline management & forecasting process through better use of tools.

Creating the scalability of systems and tools enabled Zoom to scale ($100m - $4B ARR) at a rapid rate during the pandemic where speed and agility were critical.

Core Sales Tech Stack 

✔️ Outreach  
✔️ LinkedIn Sales Navigator 
✔️ Chorus.ai
✔️ Clari 
✔️ People.ai 
✔️ GURU 
✔️ Workramp 
✔️ Zoominfo

Manager, Sales Tools Strategy (RevOps)

I was hired to join the nimble sales enablement organization that would end up training & onboarding the core sales team that took Zoom through one of the most successful SaaS IPOs. 

My focus was to maximize ROI and adoption of the sales tech stack through creative training and mapping key sales tools to critical stages of the sales and buyer journeys. 

I created hundreds of training modules, videos, and tutorials, and led 100+ live and virtual training workshops focused on driving sales velocity through better use of sales tools. 

This function was critical in scaling Zoom through a successful IPO and setting the table for hypergrowth.

Sales Tools Trainer (enablement manager)

Conga

Conga acquired May 2020 by Apptus 

Promoted to lead and build out Major Account Sales  & Account Management Team, focused on growing strategic accounts in North America (1,000-5,000 employees), accounting for 50% total MRR bookings eventually leading to successful exit.

Manager, Major Account Sales

Launched Conga's first Global Account Management team focused maximizing customer value, and  driving upsell and cross-sell of Conga's full suite of intelligent document automation products to global customer base. Was instrumental in building the install base sales model that fueled record 200% YoY growth,

Manager, Account Management

Ambassador - Referral Marketing Software

Ambassador acquired by West Corp Oct 2018

Successfully built out Ambassador's Denver based enterprise sales office.  In first 90 days, developed a  new business acquisition & account based sales strategy that consisted of hiring and training  an outbound SDR team that drove a 40% increase in outbound sales opportunities across the global sales pipeline, fueling the rapid adoption of Ambassadors platform across B2C and B2B companies in less than 12 months.

Manager, Enterprise Sales

TapInfluence

TapInfluence acquired by IZEA July 2018

Brought in by executive team to build direct SaaS sales engine, and aggressively drive the adoption of TapInfluence platform across enterprise brands & agencies through creation of scalable outbound sales model, and overhaul of lead to cash process. 

Instrumental in closing large enterprise $100k+ ARR deals with Comcast, Boulder Brands, Demand Media, and other large PR and Advertising agencies to jumpstart SaaS model.

Enterprise Sales

I help sales professionals elevate their communication and customer experience with video messaging. With over 15 years of experience and expertise in SaaS sales and enablement, I have a deep understanding of the challenges and opportunities that sales teams face in today's competitive and dynamic market.

My passion is to modernize the sales profession and transform the way salespeople connect with their prospects and customers. I have a proven track record of building and leading high-performing sales teams and enablement functions at fast-growing SaaS companies, such as Zoom, where I helped the company grow from $100M to $4B in revenue in 3+ years. I believe that selling is not about pushing products, but about helping customers achieve their goals and challenging the status quo. 

Let's work together to lift each other up and maximize our potential.

Sales Training & Consulting by Tyrone Smith

Everything you need to know to get started in SaaS sales! 

The Sales Career Podcast is the place to be if you're at the beginning of your tech sales career and want to learn more about the journey of successful salespeople in the software and SaaS industry. Each week, we share our experiences and tips to help you advance your own career. 

If you're curious and don't want to miss an episode, subscribe to the podcast now and use the knowledge to build your career in software sales!

YouTube: https://www.youtube.com/@salescareer

Spotify: https://open.spotify.com/show/1U5WWIVTOTl5B9p3Efw97v?si=459d4b7924f14120

Apple: https://podcasts.apple.com/de/podcast/sales-career-podcast-with-tyrone-smith/id1602509049

Host

Ich unterstütze SaaS Seller in DACH dabei, eine glückliche & erfolgreiche Karriere aufzubauen.

Mein Fokus liegt auf:
- Outbound Prospecting
- E-Mail Cadences 
- Social Selling 
- Cold Calling
- Qualification 
- Discovery 

Für Unternehmen zusätzlich: 
- ICP & Buyer Persona Definition
- Sales Process & Tool Setup
- Onboarding & Training 
- Employer Branding 
- Recruiting 
- Hiring

Sales Trainer & Consultant

Robin Cook

Head of Sales & Customer Success

Head of Sales

Head of Sales (interim)

SDRs of Germany

Die richtige Discovery kann den Deal entscheiden! Ich zeige dir in meiner Masterclass, wie du durch klare Frameworks und einfache Tricks deine Discovery auf das nächste Level bringst, um mehr Deals zu closen!

Masterclass Instructor "Deep Discovery in DACH"

Head of Growth & Partnerships

Event Host

SDRs of Germany is the first German-speaking community for tech sales and sales development 🚀 

It's all about best practice, support, learning and careers in SaaS sales. 

Join for free at 👉 sdrsofgermany.com

Brand Ambassador

Seismic

Focused on growing Seismic's market presence across EMEA in the Mid-Market sector:

Key highlights: 
Closed a new customer logo within my first months while not carrying a quota 
14 days sales cycle for a self-sourced outbound opportunity

Senior Account Executive

TradeLink

- Promoted to SDR Manager to further scale and lead the team
- Hired, onboarded, and coached 5 additional SDRs
- Built an internal Sales Academy to ensure consistent learning and development
- Collaborated with the growth marketing to build an inbound lead funnel
- Built out our Sales Engagement Strategy and Cadences
- Enabled the team to double it‘s cold outreach conversion rate 
- Coached the team on cold calling, objection handling and career development

Team Lead Sales Development

- Promoted to Account Executive to focus on closing new business
- Continued building a scalable AE & SDR team split 
- Hired and onboarded 3 SDRs and 2 AEs
- Redefined the company's ICP and market segmentation
- Implemented a forecasting and reporting structure 
- Closed 14 new customers in the SMB and Mid-Market segment

Account Executive & SDR Team Lead

- Joined as the first sales & marketing employee at the pre-seed stage
- Owned the outbound prospecting to build our initial pipeline 
- Built a sales playbook and the first version of sales content
- Supported in preparing a seed investment funding round
- Turned into a full-cycle sales role and signed 4 new customers to proof
product-market-fit
- Introduced an AE & SDR team split and hired two SDR to support in
outbound prospecting

Sales Development Representative

CM Logistik Gruppe

- Built a new sales & marketing department structure
- Implemented Salesforce Sales Cloud
- Inside & field sales for key accounts and new business customers 
- Planned and attended customer events to foster customer relationships
- Lost the job due to Covid and it’s uncertainties for the logistics sector

Sales & Marketing

Contrans Logistik GmbH

- Inside sales for key accounts and new business customers

Sales Manager & Projects

LIC Spedition & Container-Logistik GmbH

- Inside & field sales for key accounts and new business customers
- Organized international transports by land, sea and air freight
- Attended industry events to build new and foster existing business
relationships

Freight Forwarding Agent

BTG Internationale Spedition GmbH

I share my learnings about SaaS sales so you can take a shortcut | Sales @ Seismic

Nach ein paar wilden Jahren im SaaS Sales / Softwarevertrieb liegt mein Fokus derzeit auf meiner Gesundheit und Zeit mit der Familie. Dabei arbeite ich an neuen Perspektiven für meinen weiteren beruflichen Weg 🚀

Stay tuned!

taplio

The Battle

Rich Adams

Tyrone Smith

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