Craig Dixon

• Consulted with sales leadership and confirmed poor usage of key online sales & marketing collateral for deals in the pipeline. Account Execs simply could not locate specific materials in a reasonable time to advance or close a sale, so they did without. Therefore, I reinvented the overall content system through a new, simplified design and a meticulous data cleanup that resulted in easier, faster searches for sales teams. User log-ins rose 65% over the first 90 days. I also implemented new streamlined processes for Highspot content management that polices data to update or archive content. Leadership praised the smarter, faster approach to key sales collateral for our 530 Account Executives and selected me to attend a company summit in England.
• To ensure our time-strained sales teams don't miss updates on selling deadlines, contests, account wins, and industry-targeted fact sheets, I revolutionized a digital multimedia newsletter strategy by introducing cutting-edge content creation, transitioned to an innovative publishing method, and seamlessly integrated spirited video messages by leaders and managers. To track readership and reaction, I pioneered the company's first digital tracking system and compendium of prior issues. My weekly multimedia newsletter has been praised for bringing together disparate teams and geographies each week. Execs decreed it is the new standard (digital) gathering place ("one place, one space") for our international Sales Enablement communication.
• The challenge: Too much sales & marketing collateral, account success stories, and company policy and process information continued piling up across teams and our content spaces. A bloated, disorganized mess only a hoarder would love. I established the consolidation, archival, and systematic organization of these diverse content repositories, which optimized accessibility, reduced redundancy, and enhanced overall efficiency for seamless collaboration across teams. Now 530 customer-facing and internal team members can pinpoint what they need, when they need it. Usage is up 75%.

• Instituted company’s first worldwide analytics tracking, resulting in the company's first 100% sales rep training compliance.

• Managed LMS and led a new initiative to increase sales rep engagement and alignment with our 3 organizational core pillars. The resulting LMS relaunch drove a 66% increase in worldwide adoption.

• Proactively re-engineered the company’s design of learning content based on client key needs, differentiation and Challenger Sales Methodology “Customer Conversations.” This was adopted for 100% of learning courses for worldwide delivery.

• Introduced interactive software that innovated a method to randomly quiz and grade reps during live instructor-led training webinars, now standardized across the company.

• Launched the first ROI calculator for eLearning training for our 3 organizational core pillars.

• Designed and implemented a Cross-sell play book with interactive video elements and “pick your path” selling scenarios and client personas to test rep fluency in Challenger selling skills. This playbook received strong sponsorship from leadership.

• Designed all internal and external training video content and sales collateral that helped our Change Enablement team reach $16.7 M incremental revenue in 12 months.

• Worked with sales leadership to create compelling prospecting videos of product offerings that grew revenue in verticals by 44% YoY. Collaborated with C-level and sales leadership to identify and correct the company's blind spots in selling with additional training.

• Created an easy-to-use Sales Enablement portal to create a home page for all sales resources and tools. This first-ever site has been acclaimed by C-level, sales leadership and account executives.

• Developed and managed MTX’s first-ever new sales hire sales training workshops which saved an average of 71 hours per new hire in ramp up time.

• Named Product Owner and Subject Matter Expert and worked with the development team to stand up a brand new global Learning Management System (LMS) for both internal staff and external clients.

• Added value to LMS through customized and generic selling and product courses, gamification, reporting, online instructor-led and in person training. This LMS became a revenue generator as an added element in selling large public sector and commercial clients.• Built road maps for LMS future state improvements. Worked closely with Sales VP to deliver lengthy LMS demos to high-profile federal agencies and state government clients to speed up our sales opportunities in the funnel.

• Led project management of video production demos and promotional project video projects for a variety of state-level departments such as NY, TX, AZ, UT and OKL. Responsible for managing a team of four video production editors as well as procuring and teaching software usage of Articulate 360, Camtasia, Adobe suite, UnSplash, Envato Elements and Screenflick.

• Designed and managed client project logos and other image branding for state agencies, as well as design templates for eLearning videos, pictorial User Guide templates, Quick Reference Learning Guides, key functionality demo learning videos, one-sheets, FAQs and other training collateral.

• Proactively designed and implemented an Xliff process for streamlining multi-language support for online worldwide training. This became the global corporate standard practice and won the global 2020 gold trophy from the International Stevie Awards for Virtual Technology/Sales Enablement.

• Designed all web and video content, training materials and testing. Managed all technical operations and onsite education classes for Lexmark’s Global Sales Onboarding, a blended learning program conducted throughout the year. Awarded the 2020 Bronze and 2019 Silver trophies for Sales & Training Program of the Year from the International Stevie Awards.

• Designed, launched and managed global web pages and assets dedicated to internal Global Sales Training by using Adobe Experience Manager (AEM) for 800+ worldwide sales & marketing personnel. Traffic on this site exceeded projections by 212%.

• Led monthly and quarterly reporting and training measurement for four worldwide geographies to provide executive level ROI metrics.

• Eliminated 100% of the cost to create an interactive classroom environment for international blended learning programs by designing and installing easy to use hardware and software systems for just $200.