Gregory Edward Francis
Austin,TX
Summary
Highly analytical sales consultant with broad technical knowledge and critical thinking skills to thrive in data-driven environments. Tackles challenges with positivity and drive to overcome obstacles. Works great alone or with others and consistently exceeds expectations. Consistently meets company revenue goals or exceeds them.
Overview
10
10
years of professional experience
Work History
Business Consultant
FrankCrum
07.2023 - Current
- Prospected clients by using phone, e-mail, conferences, LinkedIn, and ZoomInfo, doing company research to find decision-makers to pitch and quote, bypassing gatekeepers.
- Acquired $5 million in company payroll over the course of less than one year, exceeding my goal of $2 million; selling packages of workers' comp, payroll, HR, and risk management as a bundle.
- After closing sale, served in an account manager capacity for client serving as their first point of contact.
- Delivered a presentation to business owners via Zoom or in person, demonstrating how FrankCrum payroll applications and HR portal software could benefit their business.
- Closed payroll accounts ranging in the amount of $100k to $1.5 million.
Sales Manager
1-800 Accountant
St Petersburg, FL
05.2022 - 07.2023
- Trained, coached, and mentored junior sales personnel to ensure success in their roles.
- Collaborated with marketing team to create promotional materials for target customers.
- Performed sales consultations and educated clients on products and services.
- Worked with talent management to screen and hire new sales specialists, and built their compensation plan.
- Established relationships with key clients, while maintaining existing customer base.
- Created and presented monthly reports to management on sales performance.
Account Executive
Viking
10.2021 - 05.2022
- Sold highly affluent customers involving travel packages ranging anywhere from $4,000-$150,000
- Closed a record four World Cruises ($120,000+ per order) in less than 3 months on the floor
- Maintained extremely high-performance metrics with a consistent conversion rate of 60% or more
- During post-sales process; served as a customer service, account management, and client retention role
- Developed a strong repeat and referral business, building my own pipeline outside of Viking lead flow.
- Upsold products on existing bookings
Sales Specialist
Legalzoom
Austin, TX
06.2015 - 08.2021
- Managed an extensive pipeline sourced from inbound leads, cold-calling, e-mail campaigns, and referrals
- Served as a liaison between clients and law firms when selling legal subscription products
- Became a subject matter expert in business formation, estate planning and intellectual property to sell Legalzoom products adhering closely to all state, federal, and local regulations
- Cold called and e-mailed business owners (utilizing secretary of state databases, and CRM)
- Employee of the month in December 2019, with highest revenue on floor ($90,000)
Education
BA - Political Science
Boston College
Boston, Mass.Master's - Education
Northeastern
Boston, Mass.Skills
- SMB sales
- Mid-market
- Small business consultant
- Carrier relationship management
- Account retention
- Quality assurance and control
- Project management
- Business analysis
- Stakeholder relations
- Training and mentoring
- Presentation skills
- Consultative selling
- Employee benefits
- Employer benefits
- Sales
- Hunting
- Quota achievement
- Sales prospecting
- Human capital management
- Business intelligence analysis
- Revenue generation
- Data analytics
- Continuous improvement
- Staff mentoring
- Training proficiency
- Process improvement
- Report preparation
- Business development
- Customer service management
- Operations management
- Negotiation
- PEO
- Entity formation
- Solution implementation
Timeline
Business Consultant
FrankCrum
07.2023 - Current
Sales Manager
1-800 Accountant
05.2022 - 07.2023
Account Executive
Viking
10.2021 - 05.2022
Sales Specialist
Legalzoom
06.2015 - 08.2021
BA - Political Science
Boston College
Master's - Education
Northeastern
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