Karl Goldfield

http://salesblog.karlgoldfield.com

In the new global community, there are advantages and challenges never before fathomed by the entrepreneur. The modern day startup is faced with new concepts in financing, new challenges in competitive landscapes, and real time needs and abilities. What is consistent and will always remain so, is that the startup must deliver on expectations by selling their offering.

Karl Goldfield is passionate about developing teams for emerging companies. For the past fifteen years, he has shown the ability to deliver beyond expectations through continual innovation. By establishing a plan then testing the boundaries of that plan, Karl provides methodologies that help to address particular challenges. He delivers strategies that allow startups to mold sales teams from the clay of their own attributes.

Karl’s philosophies stem from planning before execution, sound processes, and educating the evangelists. A company that reacts to problems as they arise is not a fluid as one that builds a plan, trains to that plan, and retools the development of their organization to define success. In today’s business world we need to coach and be mentored, not tracked and managed.

Sales strategy is an evolving part of society. Every day the manner in which people respond to stimuli is changing. Old practices continually have to give way to new principles and personalities. Karl believes the paradigm must always adapt to the masses.

Employer:	Catalog Data Solutions
Position:	Sales Process Consulting
Time period:	January 2008 - Present
Description:	Catalog Data Solutions offers online catalogs and 3d CAD model downloads for industrial part manufacturers: Projects: • Creating entire sales strategy including process and position • Build a lead generation program. • Define the target sales audience • Train to a more effective sales process • Deliver content and communication to improve sales cycles and customer relationships

Employer:	Demandforce
Position:	Director of Sales
Time period:	August 2007 - Present
Description:	Demandforce offers an on demand software as a service. The platform is designed for the customer communication of dentists and auto mechanics. I was responsible for rebuilding the sales plan and building the team to 8 inside sales executives. I was also tasked with strengthen our channel relationships: • Redesigned sales infrastructure • Developed new hire and current team training initiatives • Hired and trained 6 sales reps in the U.S. • Set 2007 and 2008 sales objectives and forecasts • Designed CRM, comp plans, and sales operations Accomplishments: • Delivered on projections for 10 straight months • Set monthly sales team records three months straight • Strengthened our relationship with our key channel partner • Designed the territory structure for the future growth of the company • Hired and trained a world class sales team

Employer:	USJade Corp
Position:	Sales and Marketing Consulting
Time period:	August 2007 - Present
Description:	USJade Corp is a Systems Integrator for Oracle Applications. I built and ran a small team of telemarketers and outside sales reps; now I help them with their lead generation and alliance strategies: Projects: • Marketing and partnership strategy for Oracle Accelerate Program • Marketing strategy around B2B SOA Connector products • Lead generation and cultivation strategy for B2B Connector

Employer:	startup sales mentor
Position:	Founder
Time period:	July 2007 - Present
Description:	I am a startup sales mentor. My goal it to help the modern day bootstrapper realize their dreams.

Employer:	USJade Corp
Position:	Director of Business Development
Time period:	November 2006 - August 2007
Description:	• Redesigned sales infrastructure. • Hired and trained four people in Pune and two in the U.S. • Set 2007 sales objectives and forecasts • Designed CRM and sales operations Accomplishments: • Rebuilt our certified partnership with Oracle. • Closed a $326,000 order with one of our clients • Closed two service contracts potentially worth $1m in revenue in the next 12 months • Laid the ground work and established USJade in the Oracle Accelerate program

Employer:	WorkMetro
Position:	Director of Inside Sales
Time period:	February 2005 - November 2006
Description:	WorkMetro maintained 20 local job boards in cities across the United States (Acquired by Jobbing). I led the following teams: • Two sales managers and their 25 person Inside Sales Team. • A telemarketing manager and the 25 person Telemarketing Team • A job fair sales team of two • Sales operations department Accomplishments: • In February 2005 built the sales plan and sales infrastructure. • Took a team of three telemarketers and grew it to 50+ reps. • Hired over 75 people, including sourcing resumes, interviewing and decision making • Maintained over an 80% retention rate on direct hires • Trained, developed and mentored three managers and 50 sales representatives • Modeled sales plan and company quota’s with VP of Sales • Ran outside sales team of twelve representatives as interim Director for Q 2 2006 • Built company from $25k in February 2005 to over $8M in sales in 2006 • Developed all reporting and CRM flow of Salesforce.com product • Migrated the organization to Netsuite.com and developed and maintained the sales operations and sales flow • Aided in all strategic decisions of company • Went over target in 18 of 20 months • Worked with Engineering and Marketing to build and promote a better product

Employer:	SurfControl
Position:	Enterprise Account Manager
Time period:	July 2003 - July 2004
Description:	Accomplishments: • Attainment of $3.6M on a $3.2M quota • Presidents Club and Quota Club • Special recognition for the most “New Business” sold over the fiscal year • Lead the sales organization in sales of our new e-mail filter software ($1.8M) • Closed four $200k+ deals (Company average sale $8k). • Maintained relationships with two neglected enterprise accounts (Kellogg and Convergys). Closed over $100k in business with Kellogg and $300k with Convergys Responsibilities: • Successful execution of complex sales cycles with VP and CXO level executives. • Project coordination of deployments with SE’s, PM’s, and professional services engineers • Providing research and influence to product roadmap strategies • Extensive channel and technology partnership development across territories.

Employer:	SurfControl
Position:	Sr Enterprise Account Manager – Manager of Appliance Sales
Time period:	October 2002 - February 2005
Description:	SurfControl develops and offers software for Web and E-mail Filtering. I started as an Account Executive and worked my way into the highest level of sales, and a role of training and developing talent. Accomplishments: • Awarded the responsibility of developing a sales plan for selling a newly developed e-mail appliance • Trained sales teams on selling techniques • Lead a team of seven representatives and aided in their success • On target for 120% attainment of a $5.6M quota • Participated in focus groups for all new sales and marketing strategies Responsibilities: • Successful execution of complex sales cycles with VP and CXO level executives. • Project coordination of deployments with Sales Engineers, Product Managers, and Professional Services Engineers • Providing research and influence to product roadmap strategies • Extensive channel and technology partnership development across territories. • Developed sales initiatives for Risk Filter appliance

Employer:	SurfControl
Position:	Corporate Account Manager
Time period:	October 2002 - July 2003
Description:	Accomplishments: • Attainment of $1.2M on a $900k quota • Presidents Club and Quota Club • First Account Manager to ever go over quota in my assigned territory • Started a cold call initiative that brought in over $200k in revenue • Recognized by my manager as the most innovative employee of the year Responsibilities: • Successful execution of complex sales cycles with IT managers and directors. • Project coordination of deployments with SE’s, PM’s, and professional services engineers • Sold into ND, SD, NM, WY and parts of Utah and AZ. • Maintain accurate forecast and pipeline • Maintain data in Goldmine CRM

Employer:	Hello Direct
Position:	Corporate Account Executive
Time period:	November 2000 - October 2002
Description:	Hello Direct sold Telephone Accessories and Telephone Equipment Accomplishments: • Was 2001 Sales Person of the year • Went over $100k in six consecutive months (Average monthly quota of $65k) • Took the US ARMY for $200k a year to over $900k in sales in 2001. • Built a pipeline of over $1m in 2002 and had a close rate of 90% • Worked with VP of Sales Steve Carline on motivational strategies Responsibilities: • Cold call into fortune 1000 organizations to maximize revenue streams • Develop strong relationships with buyers and key decision makers • Forecast and close on pipeline. • Maintain data in CRM

Employer:	Photoflex
Position:	Eastern Regional Sales Manager
Time period:	June 1996 - August 2000
Description:	Photoflex sold lighting accessories in the Photographic industry through retailers and distributors Accomplishments: • Built company sales in 1999 to $5.6M (Never did more than $4m in 18 years of existence) • Took our top account, B&H photo from $310k in 1998 to $1.1M in 2000, while taking over 11% in expected discounts away • Closed a $1m running PO with Wolf Camera (Prior average annual sales $52k) • Rebuilt opinion of company by empowering the outside sales team • Developed a sales plan that returned the company to profitability • Developed a program that associated all discounts with ad placement and catalog space Responsibilities: • Manage 11 outside sales representatives • Manage 4 inside sales representatives • Travel into eastern region and visit key accounts with outside sales team • Go to all tradeshows and manage booth • Maintain revenue stream of all dealers • Maintained all OEM accounts and drove profitability up by over 20%

Employer:	Photoflex
Position:	Inside Sales Representative
Time period:	June 1996 - December 1997
Description:	Accomplishments: • Restructured sales in dozens of stores and increased shelf space • Repaired damaged relationship with major dealers in Texas and New York helping us grow in those areas • In 1997 sold more than any other representative in Photoflex history • Helped rebuild opinion of company by supporting the outside sales team Responsibilities: • Call into current dealers and get them to place orders • Look into new dealers and opportunities • Call into lost dealers and try to repair the relationship

Articles:

http://salesblog.karlgoldfield.com