Dan W. Smith Senior Sales

Executive, Manager, Consultant

San Francisco Bay Area

About

16 years managing full sales life cycle 12 years enterprise level sales 10 years building sales operations 8 years team management 8 years account management

Mid-Market to Fortune 500

Dan W SmithWHY PROCESS ACTIVITY MANAGEMENT HIREABOUT RECOMMENDATIONS

8 years managing teams sized up to 15► Team management & coaching► Advanced Sourcing and prospecting► Territory planning and forecasting

► Account and opportunity development

New product and service introductions New logo client acquisitions

Sales process implementation CRM administration, reporting, dashboards Partner program guidance Mobile, BI, APM, Info Sec, Compliance, Agile

WHY PROCESS ACTIVITY MANAGEMENT HIREABOUT RECOMMENDATIONS Dan W Smith

Why

ProcessEffective Manager and Teacher of Metrics Driven Sales

Practices

Sample Milestone

Based Sales Process

Successful sales processes include: Training, Reinforcement, Execution, Accountability

WHY PROCESS ACTIVITY MANAGEMENT HIREABOUT RECOMMENDATIONS Dan W Smith

Pre-Sale Post-Sale

Follow-Up

M19Bi-weekly Technical Review

M20Monthly Executive

Team Review

Implement

M17Weekly

Summary Calls

M18Post-

Deploy Wrap-Up Meeting

Discovery

M12Planning Meeting

M13Kickoff

Meeting

M14Discovery

M15Wrap-up

M16Customer

Buy-in

Transition

M10.5Internal

Transition with PS

M11Customer Executive Transition

Closed

M9Closed, PS Transition Pending

M9.5Win

Report

M10CLOSED

Close

M6Fast Track No Proof

M7Negotiate Pricing &

Terms

M8Finalize Terms & Set Close

Date

Evaluation

M3.5Proof & Path To

Purchase Conv.

M3.75 Present

ROI

M4Pre-Proof

Prep

M5Proof Event

On-Site

M2Business & Technical Discovery

M3On-site

Meeting

M3.25Post On-Site Call

Oppty

M0Initial

Contact

M1Web

Demo

Activity

• Sell Up Opportunities

• Leads• Campaigns• Sourcing• ABC, Next Steps

• Demos• Touch points• Meetings•Action events• Reviews•ABC, Next Steps

• Dusk & Dawn Executive calls

• Sell Down Opportunities

• ABC, Next Steps

• Daily planning & execution

• Daily Goals• Discipline and

Focus

Daily Plan

Targets

Leads Follow Ups

Daily Action Plans > Execution > Activity > Demos > Evaluations > SALES

WHY PROCESS ACTIVITY MANAGEMENT HIREABOUT RECOMMENDATIONS Dan W Smith

Successful Leaders Provide Clarity, Responsibility, Standards, & Open Communication

1-on-1 mentoring, coaching, metrics, trend analysis, training reinforcement

Planning

Sourcing

Engagement

Activity

Proof Evaluation

Close

Review

Accountability

Process

Structure

Training

Reinforcement

WHY PROCESS ACTIVITY MANAGEMENT HIREABOUT RECOMMENDATIONS

Management

Dan W Smith

WHY PROCESS ACTIVITY MANAGEMENT HIREABOUT

Dan Smith is ready to:

(415) 335-9053 Google Voicedanwsmith.linkedin@gmail.com

www.linkedin.com/in/danwsmith

Turn your vision into reality Bring simplicity to complexity Improve sales team effectiveness

Successful, motivated, prepared Full sales life cycle management

→ lead to close → post-sale account management

Individual Contributor Team Manager & Coach

Sales process consulting Reporting, analytics, dashboards Sales 2.0 best practices

RECOMMENDATIONS Dan W Smith

Hire

WHY PROCESS ACTIVITY MANAGEMENT HIREABOUT

(415) 335-9053 Google Voice • danwsmith.linkedin@gmail.com

RECOMMENDATIONS

“I have had the opportunity to work with Dan on multiple occasions and have always found him to be a sincere, dedicated and loyal colleague. I am looking forward to the next opportunity to work him in the future.”

Jeffrey Brooks, Research Director, Gartner

Dan W Smith

“I have known Dan for several years on a personal and professional level. He is a consummate professional with a strong desire to provide the best service possible. He has a (make it happen) attitude, which allows him to excell in all areas. I hold him in the highest regards!”

Claire Cormier, President, Full Scale Solutions

“Dan is a persistent sales guy that more than met his objectives when we worked together at BMC. He is organized, strategic and persistent in getting to his objectives. He would be an asset to any organization.”

Dan Wilson, Sales Director, BMC Software

WHY PROCESS ACTIVITY MANAGEMENT HIREABOUT

(415) 335-9053 Google Voice • danwsmith.linkedin@gmail.com

RECOMMENDATIONS

“Dan provided Kypelo practical advice and coaching that resulted in more time spent solving our customers' challenges. By refocusing how we approach the customer, the sales process helps move the deal forward instead getting in the way.”

“Whenever I have a question or problem pertaining to technical sales Dan is the first person I call. His insight and experience has been invaluable in understanding how best to sell our software, and who would be the best people to hire to do the selling.”

“Dan showed his sales experience and his great ability to go after large enterprise clients. He was able with very little outside help, close large deals. He is an asset to any team.”

Yiannis Vassiliades, VP Product Management, ProtectWise

Michael Czeiszperger, Founder, Web Performance

Cord Silverstein, Director of Client Services & Operations, WebSourced

Dan W Smith

WHY PROCESS ACTIVITY MANAGEMENT HIREABOUT

(415) 335-9053 Google Voice • danwsmith.linkedin@gmail.com

RECOMMENDATIONS

“Dan is a great colleague and resource to count upon when help is needed. He is one of the best true sales hunters I've worked with. He zeros in on the target, and doesn't stop pursuing until he has the sale. I don't know how he consistently does it.”

Anne Mower, West Region Team, BMC Software

Dan W Smith

“As a business owner, I've been chiefly responsible for the marketing and business development of my firm. With the help of Dan from Go To Market, I've found a trusted resource that really understands the nuances of what we do. In addition to understanding the business needs of my firm, I have found that Dan has a superb technical understanding of how to execute marketing campaigns. I recommend Dan as a trusted resource for any sales organization.”

Laura LaBine, Chief Talent Officer, LaBine & Associates

WHY PROCESS ACTIVITY MANAGEMENT HIREABOUT

(415) 335-9053 Google Voice • danwsmith.linkedin@gmail.com

RECOMMENDATIONS

“Dan is extremely gifted at navigating his way through the corporate flow chart to find decision makers and champions. Dan has a talent for creating budget funding for his projects. Dan is a bright, talented individual and an excellent person in and out of work.”

Jeffrey Buechler, VP of Sales, UniteU Technologies

“I've worked with many people over the years, but few have the professionalism and attitude of Dan Smith. I managed many accounts that Dan sold, and every one was a pleasure to manage because of Dan's ability to communicate openly and to set the appropriate expectations. Additionally, Dan's personality is ideal for a leadership role. His positive attitude and objective pragmatism are major assets. I hope to be able to work with Dan again in the future.”

Rob Humphreys, Client Services Manager, WebSourced

Dan W Smith