Lenn Bell
Homewood,AL
The one thing I know is that you win with good people.
Don Shula
Summary
MAKING GREAT COMPANIES GROW
- Transform B2B companies into revenue growth machines
- Repeatedly build high performing sales teams
- Achieve predictable and profitable growth
- Coach and Equip sales teams and sales leaders
- Build trusted long-term relationships with customers
- Create company acquisition value, industry leadership and brand recognition.
Sales excellence regardless of industry:
- Marketing (Consumer Lead Generation) - From flatline sales to 10x revenue in 5 years and leading it's industry
- Manufacturing (Large Format Printing) - From declining sales & one customer 80% of revenue, to a steady +20% minimum year over year sales growth, expanding the customer base, and becoming a recognized industry leader.
- Distribution (Safety Equipment) - From a local stock & delivery to a national distribution with a large, national customer base.
Location
Current: Birmingham, AL. Open to relocation back to Florida, Greater Atlanta or other Southeast US location. Remote, Office, or Hybrid.
Skills
- Top 2% of Sales Leaders
- Sales Strategy
- Sales Team Leadership
- Revenue Forecasting
- Client Development
- Direct Sales
- Consultative and Relationship Selling
- Full-Cycle Sales Process
- Exceeds Sales Goals
- Sales and Market Development
- Customer Relationship Management
- Sales Pipeline Management
- Territory Growth
- Customer Acquisition
- New Business Development
- Sales Team Training & Development
- Sales Talent Acquisition
- Employee Onboarding
- Sales Role Playing
- Brand Marketing
- Sales Reporting
- Business Needs Assessment
- Marketing Strategy Development
- Account Acquisition
- Account Management
- Contract Management
- Brand Development
- Price Structuring
- Sales Territory Growth
- Profit and Revenue-Generating Strategies
- Key Account Development
- Sales Projections
- Consultative Selling Techniques
- National Account Management
- Sales Quota Management
- Sales Plan Implementation
Work History
Sales Coach & Consultant
Topaz Sales Consulting, LLC
Austin (Remote), TX
07.2022 - 10.2023
- Start-up sales training company attempting to scale, with sales, sales hiring, and sales management training video content that closely matches my own sales and sales leadership philosophies and processes
- Clients consistently reported higher sales, better sales hiring and retention, and revitalized sales leadership coaching, motivating & accountability.
- Closed 78% of new client qualified opportunities, reaching maximum coaching capacity under existing operating structure
- Conducted entire consultative sales process with CEO's, Presidents, and Owners, from prospecting, qualifying, building relationships and closing engagement of Topaz sales training services
- Created and implemented a new go-to-market approach based on leading with selling a third-party sales team assessment and comprehensive analysis of the prospect's sales processes and capabilities
- Fulfilled all Topaz training and consulting services sold
- Executed all Account Management and Farming responsibilities to help ensure ongoing and additional engagement
- Provided intensive administrative support for client consulting programs
- Industries of engaged clients: Manufacturing, Construction, Software and IT Services, Small Business Membership Services, Consumer Packaging, Mineral Rights Acquisition
Vice President of Business Development - Lead Generation
Ignitist, Inc
Philadelphia (Remote), PA
04.2021 - 03.2022
- Replicated the Crisp Results business model for a previous customer to produce leads for its internal licensed insurance agents and sell to other third-party Medicare and Life Insurance marketers
- Establishing immediate new buying relationships, while monitoring and managing lead campaign performance
- Improved performance of third-party call centers, including Optimizing call routing using Ringba platform, script redevelopment and implementation, quality assurance, and staffing levels
- Redeveloped Compliance standards to match industry regulations, including rewrite of TCPA language and consistent response to TCPA consumer complaints
- Created KPI reporting, gaining decision-making insight
- Reached break even, Division was shut down to re-divert resources to core business that was losing money.
Vice President of Business Development
Crisp Marketing, LLC d/b/a Crisp Results
Fort Lauderdale, FL
05.2016 - 04.2021
- Initially a six-month independent contractor agreement to build a sales organization that could support a 5-year growth plan to maximize the value of the company intending that the company would be sold
- Immediately stabilized high client cancellations to near zero
- Added structure to sales processes including hiring, prospecting, qualifying, closing, customer relationship management, and invoicing
- At the end of the six-month term, the company offered a team position to lead all sales activities that would support the desired outcome of growing then selling the business
- Consistently grew the client base to support the company's call centers and lead generation properties for national clients in the Health Insurance, Life Insurance, Consumer Health Products, Home Improvement, Diabetic Supplies and other verticals
- Directly sold and managed new major logos, ensuring ongoing high volume buying relationships
- Monitor and manage lead campaign success, including client cost per acquisition and company net fee results
- Worked together with lead traffic managers, IT staff, Call Center Managers, and QC team to monitor and improve campaign successes and profitability
- Results: At departure monthly revenue was 10x revenue at hire. Company was acquired by Digital Media Solutions in April 2021, offering an opportunity to stay, which I declined.
Real Estate Consultant
Independent Contractor
Fort Lauderdale, FL
04.2015 - 05.2016
- Licensed Realtor in the State of Florida while exploring opportunities to return to a B2B sales leadership role.
Senior Vice President of Sales
Screen Graphics of Florida, Inc.
Pompano Beach, FL
03.2006 - 03.2015
- Responsible for all sales and business development activities of a national advertising graphics and printing company
- Guided immediate turn-around from prior 20+ year-to-year sales stagnation or declines to a first-year sales growth of 13%
- 8 of 9 years provided results consistent with personal minimum sales growth goal of 20%+ per year
- Company annual revenue close to 3x in size, facilitating purchase of new 110,000 square ft building in 2012
- Negotiated contracts, developed and maintained buying relationships with new and existing national accounts with executive level corporate customers
- Customers include, among others, Waste Management, Inc., RAmeriGasServices, and AmeriGas
- Secured new, large national scope, multi-location customers
- Oversaw redesign of the company's brand, including marketing materials, catalogs, logos, and web presence
- Re-tooled Customer Service/Inside Sales to support sales growth
- Sourced and implemented new technologies, including CRM (salesforce.com), Cisco phone system, price estimating programs, and production equipment
- Recruited, hired, and trained layered sales team, including Regional Sales Representatives, Inside Sales & Customer Service Representative, Key Account Manager, and Customer Service Manager
- Collaborated with major raw material and equipment suppliers (including 3M, Hewlett Packard, EFI), to match vendor capabilities with customer requirements.
General Manager
Ritz Safety/Van Dyne Crotty
Pompano Beach, FL
12.2002 - 03.2006
- Managed Sales, Customer Service, and Operations of industrial safety products distributor, covering U.S
- And Caribbean territories, national and regional customers
- Full P&L responsibility
- 3 Year Growth trend: 13% (2003), 17% (2004), and 25% (2005)
- Achieved similar profit trend results
- Coached, trained and directed sales team of 6 Outside Sales, 6 Inside Sales, and 2 Retail Sales employees
- Initiated the plan to open the first branches outside the state of Florida
- Executed a contract with the largest customer in the company's history, ThyssenKrupp Elevator, among others
- Exceeded sales and profitability goals resulting in the highest GM bonus payout in the parent company's 70-year history (Van Dyne Crotty, Inc.).
General Manager
Massey Services, Inc.
Orlando, FL
01.1999 - 01.2001
- Opened and managed all aspects of a new pest control/lawn care branch, servicing mostly residential customers
- Managed Sales, Customer Service, Operations and P&L
- Increased sales over 25% per month consistently
- Held cancellations to less than 3%.
Region Recycling Director
Waste Management, Inc.
Orlando, FL
01.1992 - 01.1999
- Managed all aspects of a recycling division
- Doubled sales over a 3-year period
- Negotiated and secured municipal and large commercial accounts
- Directed outside sales team for growth in recycling services
- Full P&L responsibility
- Served as Project Manager on $2 million facility expansion
- Promoted to manage all recycling services in ½ of Florida just prior to departure when company experienced a hostile takeover.
Education
BBA/Business & Finance -
01.1991
- Management
- Marketing
- Business Law
- Accounting
Sales & Leadership Training
- Objective Management Group Sales Assessment Certification
- Topaz Buyer Facilitator, Metahire, & Sales Leadership Training
- Asher Top 10 Sales Strategies
- Front 40/CPQ Management Training
- Senn-Delaney Management Seminars
- Dale Carnegie Sales Courses
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Timeline
Sales Coach & Consultant - Topaz Sales Consulting, LLC
07.2022 - 10.2023
Vice President of Business Development - Lead Generation - Ignitist, Inc
04.2021 - 03.2022
Vice President of Business Development - Crisp Marketing, LLC d/b/a Crisp Results
05.2016 - 04.2021
Real Estate Consultant - Independent Contractor
04.2015 - 05.2016
Senior Vice President of Sales - Screen Graphics of Florida, Inc.
03.2006 - 03.2015
General Manager - Ritz Safety/Van Dyne Crotty
12.2002 - 03.2006
General Manager - Massey Services, Inc.
01.1999 - 01.2001
Region Recycling Director - Waste Management, Inc.
01.1992 - 01.1999
Stetson University - BBA/Business & Finance,
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