James (Jim) Cantrell

Senior Vice President of Sales - XBS Southwest (2019-2024)

• Increased Retention and New Business Expansion within our SMB account Base (approximately 14,000 accounts). Implemented a Virtual Sales team with each sales reps handling 400-500 accounts contacted quarterly. Customer Retention rates increased while New Business grew by 18% every year from 2022.
• Designed and implemented a Customer & Sales Satisfaction Team was designed to speed up resolution to customer and sales requests (billing issues, lease information, etc.) and provided a 'closed loop' resolution to customer and sales requests.
• Grew New Client Revenue by 22% YoY in FY 2023... by implementing a go-to-market strategy aligned by dedicated major account sales professionals focused on Commercial and Public Sector markets that allowed for more time to hunt for new LARGE deals.
• Relentless and consistent execution of the Sales Management Process leveraging Xerox instance of SalesForce that aligned sales expectations with organization goals and targets.
• Transitioned the Sales organization to 'services-led/software-enabled' customer engagement that positioned Digital Services for Current customer (retain & grow) and New Business Engagements
• Integrated 2 XBS Companies into XBS Southwest (Arizona and Colorado). Facilitated the sales professionals territory design, pricing process and ensured they operated efficiently. Process took 1 quarter and enabled success in each operation.
• Working knowledge of Digital Front End solutions that drive value for Entry and High End Production Color and Black& White solutions