Courtney Crabtree
GREENSBORO
Summary
Results driven senior sales professional with over 20 years of experience in sales and consulting. Expertise in organizational growth, profitability and performance. Significant experience and a dynamic combination of personality and skills consistently resulting in exceeding sales goals and client expectations. Highly adept at selling to and consulting with C-Suite and business leadership. Comfortable in the boardroom as well as speaking to large audiences. Extensive sales and sales management training resulting in a unique perspective and elevated skill-set during the sales process resulting in higher win rates.
Overview
21
21
years of professional experience
1
1
Certification
Work History
Vice President of Acquisition
EZRA Coaching
12.2022 - Current
- Hunt, prospect and sell application-based digital coaching in a SaaS based model to C-Suite and executive level buyers
- Lead all sales efforts for large, enterprise clients (minimum 6,000 employees) from lead generation to contracting and close
- Set sales strategy for named target list and identified appropriate buyer personas for each offering
- Partnered cross-functionally across the organization to navigate a lengthy sales process
- Utilized compelling story-telling and strong discovery skills to sell an emerging, new to market solution
- Collaborated across company brands to unlock new global opportunities
- Led RFP opportunities for global, high-visibility brands
- Self-sourced lead generation resulting in a 3 million dollar pipeline in year one
Senior Account Executive
Wilson Learning
01.2021 - 12.2022
- Develop, grow and manage business relationships with global and enterprise accounts (Fortune 500/100) in a highly competitive environment
- Discover and define needs in areas of leadership and sales development
- Target and build strategic relationships with business and sales leadership, often C-suite and Senior VPs
- Diagnose client and prospect needs and recommend targeted solutions from a vast catalog of resources, often mapping out multi-year strategy
- Direct a team of internal subject matter experts through the sales process, strategically utilizing assistance as needed
- Exceeded first fiscal year sales goal by 100%
- Within 9 months of employment, brought in largest new logo account since 2019 resulting in over $500,000 in revenue for year one with a 5 year contract
Regional Vice President of Sales
The Brooks Group
10.2018 - 03.2020
- Hunt, prospect and sell new business to F500/1000 companies regarding solutions and strategies around sales talent management and talent development
- Developed and implemented industry-leading sales talent management and training strategies for a diverse range of clients
- Demonstrated expertise in consultative selling and exemplary sales performance in order to build trust with clients and prospects
- Identified and designed on-target solutions for clients' biggest business challenges by targeting growth areas within talent management, client acquisition, sales process refinement and go-to market strategies
- Collaborated alongside internal marketing team to target key organizations in order to grow market share and new client acquisition
- Grew sales by navigating a complex and crowded marketplace to introduce The Brooks Group’s sales training and hiring/development assessment solutions to self-generated and company-generated prospects to win new customers
- Personally revamped RFP response process for entire sales team resulting in doubled win rates
- Concluded 2019 at 140% of revenue goal
Regional Manager- Organizational Consulting
Arthur J. Gallagher & Co.
06.2013 - 10.2018
- Identified, qualified and secured new business opportunities in a highly competitive market
- Key focus areas included employee benefits, talent acquisition, management and development consulting
- Expanded brand recognition and awareness in the territory through networking, event attendance, association membership, speaking opportunities and thought leadership
- Oversaw and managed a team of subject-matter experts throughout the sales cycle while customizing and tailoring the sales process to fit the needs of the prospect (including RFP process).
- Assessed potential client organizational challenges in order to offer targeted solutions included in a broad-range of consulting offerings
- Recognized as top 10% of producers company-wide
Real Estate Broker/ Sales Team Leader
Allen Tate Companies
11.2002 - 06.2013
- Luxury, new construction and investor Real Estate Sales
- Converted self-generated leads to sales while overseeing and managing all aspects of the sale
- Lead a team of 5 agents including assistance with lead generation, business management and training
- Created, designed and customized all marketing materials
- Constructed marketing campaigns, business plans, revenue and expense projections
- Assisted investor clientele with detailed asset and portfolio management
- Achieved and exceeded goals through superior negotiation strategies, time and operational management- Over 10 million dollars sold annually
Education
Communications
Peace College
Raleigh, North CarolinaSkills
- Problem solver
- Skilled negotiator
- Self-directed
- Relationship cultivator
- Life-long learner/ Highly inquisitive
- Innovative and creative
- Performance driven
- Competitive
- Sales process and methodology expert
- Highly skilled in change management
Certification
Counselor Sales Person Certification
Social Styles Certification
Negotiating to Yes Certification
Versatile Sales Person Certification
IMPACT Sales Process Certification
IMPACT for Sales Management Certification
Richardson Consultative Selling
DISC Certification
Society of Human Resources Management
Accomplishments
The Brooks Group- Highest volume sold by a "Rookie"
Arthur J. Gallagher- Top 10% of Producers Companywide
Allen Tate- Chairman's Circle and Master's Circle
Triad Business Journal- Women in Business Mentor 2018
Timeline
Vice President of Acquisition
EZRA Coaching
12.2022 - Current
Senior Account Executive
Wilson Learning
01.2021 - 12.2022
Regional Vice President of Sales
The Brooks Group
10.2018 - 03.2020
Regional Manager- Organizational Consulting
Arthur J. Gallagher & Co.
06.2013 - 10.2018
Real Estate Broker/ Sales Team Leader
Allen Tate Companies
11.2002 - 06.2013
Communications
Peace College
Counselor Sales Person Certification
Social Styles Certification
Negotiating to Yes Certification
Versatile Sales Person Certification
IMPACT Sales Process Certification
IMPACT for Sales Management Certification
Richardson Consultative Selling
DISC Certification
Society of Human Resources Management
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