Dan Doolittle

  • Atlanta US-GA

Value Based Selling Methodology

The Value Based Selling Methodology (VBSM) was originally created by Jim Maikranz industry veteran, Bain Capital Special Advisor, and former SVP of Global Sales for SAP.

Companies including SAP, Peoplesoft, Servigistics, aPriori, Adexa, IONA, and Data Synapse have all used this proven methodology to attract and sign customers and position themselves as market leaders.

Here is what VBSM has done for clients:

• Improved sales close rates from 10% to >70%• Increased average deal sizes by 330% to >$1.0M • Decreased average sales cycles by as much as 50% • Increased revenue from $1.0M to >$40M, 70% CAGR

Volatus Consulting provides Sales & Marketing process & campaign design, support & reporting systems, delivery tools, outreach programs & materials, and training all custom designed and integrated to accelerate sales efforts, build sales pipelines, and produce new referencable customers. 

Helping technology companies increase their momentum and capitalize on their window of opportunity to maximize earnings while such a window exists is what I do!

Results

> Created a lead generation system which increased revenue from $10mil to $25mil in 2 years at Servigistics> Deployed a Value Based Selling Methodology which increased the # of pipeline opportunities by 3x at Adexa> Engineered a closed-loop lead management system which enabled 40%+ growth per year at Impetus> Wrote the tactical marketing part of the strategic business plan which resulted in VC funding for Deposco> Increased business in SE by 300% from previous year at Persistence Software> Doubled business in Mid-Atlantic from previous year at Syntax> Elevated assigned territory from dead last to #1 in the company at Kinetic Marketing

Project Management Approach

Lean project management.......
  1. Satisfying the customer is the highest priority.
  2. Always provide the best value for the money.
  3. Success depends on active customer participation.
  4. Minimalism is essential.
  5. Needs determine technology.

Affiliations

American Marketing Association

Sales & Marketing Executives International

Education

Kennesaw State University - MBA, Information Systems, Marketing, International Business Georgia State University - BBA, Marketing, Management

Summary

Results-oriented B2B technology Marketing & Lead Generation Executive with experience in all phases of marketing strategy & tactics, sales pipeline development, sales & marketing process engineering, implementation, tracking & analysis, and marketing program creation & execution. Filling pipelines and driving revenue for early stage technology companies is what I do!

Skills

Skills

Trade Shows and Partner Events

budget forecasting. planning, staffing, promotion and support

Market Segmentation & Customer Profiling

facilitated customer & prospect profiling, segmentation, and prioritization both vertical and horizontal, custom campaign messaging, using Stratascope, Hoovers, OneSource, Zoominfo, NetProspex

Social Media

facilitated sales team networking, viral marketing, fan base building using Linked-In, Facebook, social networks, online communities, blogs

Media Relations

facilitated corporate market positioning, authored & distributed press releases using Marketwire, Businesswire, and direct editorial outreach

SEO & SEM

facilitated web traffic analysis, meta & alt tag optimization, key word optimization, pay per click effectiveness, top search engine ranking using WebTrends, Google Analytics, Google Adwords

Reporting, Presentaion & Analytic Tools

Crystal Reports, Word, Excel, PowerPoint, SPSS MCSE training on Win NT / 2000

Web & Digital Marketing

facilitated website content management, graphic design, banner ads, webinar broadcasting & recording, video editing using Adobe Dreamweaver, Photoshop, Illustrator, PremierPro, Webex

Marketing Automation

integrated and managed marketing automation tools such as Hubspot, Eloqua, ConstantContact, ClickTools, DemandTools which facilitated database segmentation, email marketing, lead scoring, lead nurturing, activity based content, campaign ROI analysis, and marketing & sales process dashboards

SalesForce.com

3 full life cycle implementations, customization, integration and administration

Work History

Work History
Dec 2006 - Present

Strategic Consulting & Delivery

Volatus Consulting

Clients include Adexa, Impetus Technologies, Intellicus, ProXel Solutions, Deposco, Xellent Solutions, Data Synapse, IONA, PerformancePR, Arbela Technologies, VirtualMenuz.com, LawyerSearchUS.com

Oct 2004 - Nov 2006

Director of Marketing Operations

Adexa

Supervised all marketing functions and operations

Managed corporate website content & design

Implemented VBSM program

Implemented, customized and administrated SFDC and Marketing Automation

Jan 2002 - Aug 2004

Sales & Marketing Operations Manager

Servigistics

Provided telemarketing Lead Generation & reporting

Implemented VBSM program

Implemented, customized and administrated SFDC

May 1999 - Mar 2001

Regional Sales Manager

Persistence Software

Responsible for all Southeast territory prospecting & sales

Managed client renewals

Implemented CRM system

1998 - 1999

Key Account Executive Mid-Atlantic

LSI Logic / Syntax

Responsible for all Mid-Atlantic & Federal territory sales

1997 - 1998

Director of Sales

CoLinear Systems

Responsible for all National prospecting & sales

1991 - 1997

Sales Operations Manager

Kinetic Marketing

Responsible for assigned territory prospecting, sales and support

Managed computer network and provided vendor sales reports