Michael C. Culleton

• 170% expansion of the new business pipeline obtained by instituting a precisely targeted strategy, account plans, and territory roadmaps.
• 27% bump in the customer take rate driven by designing, in collaboration with cross-functional colleagues, replacement collateral materials that clarified the value of services provided.
• A tripling of the opportunity pipeline, accompanied by a 25% reduction in marketing costs, achieved by fully leveraging the capabilities of a contracted marketing assistance resource.
• 11% boost in profitability generated by shifting the sales methodology from tactical to strategic and maintaining consistent training in consultative selling techniques.

• $100 million of incremental revenue added in two years by top grading an inherited team and individualizing product and technique training to maximize the abilities of leading performers.
• 91% YoY growth recorded by driving engagement with customers at the C-level and emphasizing the product’s ability to help users meet key strategic plan imperatives and reduce technology debt.

Enterprise Account Manager III promoted to IV | 2012 – 2017
Spearheaded sector sales operations and implemented new business plans and customer retention initiatives.

• $6.5 million single sale made to a global buyer, recognized as the top sales achievement of the year.
• 500% expansion of sales in two years for the same eight accounts accomplished by converting the predominant selling technique from tactical, technical feature-oriented to a business value-added, financial-gain focus.
• 300% pipeline surge per customer propagated by development and practice of a consultative model, branded Discovery Workshop, that eventually won acceptance as the corporate method.
• 122% of annual quota secured by establishing C-level relations thereby gaining insight into critical corporate goals and presenting solutions that addressed areas requiring improvement.
• 100% hike in volume fed by a 300% pipeline bump achieved by forming a standardized account plan singularized by client through consultation with overlay specialists, sales engineers, and channel partners.

• 77% speeding of contact inquiry resolution, accompanied by lowered processing costs and a 15-point rise in the satisfaction rating, managed by utilizing biometric voice identification technology.
• 75% decrease in lost customer calls engineered by adapting and launching a processing technology that automatically connected the caller with the appropriate company agent three times faster.
• 35% boost in go-to-market and customer touches scored by aligning partner specialties with the needs of distinct verticals and incenting representatives to uncover parallel opportunities.

• 218% of quota reached by executing a top-down access methodology that removed traditional mid-management roadblocks to selling new technologies.
• 50% runup in closing ratio registered by identifying and connecting prospects with a broadband carrier that offered the transmission capacity necessary to leverage the client’s cloud-based backup utility.

• 105% of objectives realized in initial four months by identifying and closing four new accounts.

• 84% closing ratio achieved by utilizing a selling process that quickly qualified the prospect, executed a product demonstration informed by an onsite analysis and customer interview, and delivered an immediate quote.

Account Manager / Sales System Specialist
Sold voice and data networking products and services.

• 23% YoY volume escalation supplied by devising a plan that defined small businesses as a separate segment.
• Authored a sales routine and related training documents that drove 45% national growth as a result of the program’s adoption by business partners across the country.

Alchemist Investments, LLC (dba HomeVestors) | St. Louis, MO
A franchisee of the “We Buy Ugly Homes” company; purchasing, renovating, and selling residential real estate.
Owner & President
Controlled all aspects of business planning and operations and served as president of the area advertising council.

• 200% annual top-line increase and position as an outstanding national franchisee attained by building a professional marketing team and instituting techniques based on satisfying customer needs.
• Sharpened the design and effectiveness of a corporate website programmed to give franchisees access to ideal private investors through a listing of specific investor profiles.
• 34% reduction in franchise operating expenses produced by offering bonuses for timely project completion, incentives for improved buying-selling margins, and guiding marketing spending with ROI metrics.