Director of Lead Generation
Aware3 // 2017 - Present
Goal: Focus on building marketing strategy and generating leads.
I led the development of new national partnerships with thought leaders across the industry. During this time, we transitioned our marketing strategy from email focused to inbound lead generation. Responsible for content marketing, AdWords and Google Analytics, referral and affiliate relationships, and full funnel management. Successfully implementing Pardot Marketing Automation with Salesforce enabled our company to scale efficiently and increased pipeline visibility and value during an acquisition in early 2018.
Director of Sales
Aware3 // 2016 - 2017
Goal: Bring proven sales experience into an organically evolved small SaaS company.
As the organization’s first Director of Sales I established cross-functional teams to scale and develop our sales pipelines, revenue funnels, and creative strategies with a holistic vision. Contributing feedback company wide - from developers to C-suite - allowed us to identify opportunities and direct resources to create a predictable and profitable sales funnel in a growing, niche, SaaS market. By completely overhauling Salesforce we gained faster processes, improved reporting, and happier team members - even beyond the sales staff.
New Business Development: Tribes
Church Community Builder // 2013 – 2016
Goal: Conduct the initial market research to validate and begin selling leadership consulting in addition software tools.
By pioneering in several company areas, I was invited to develop a new product arm of the business. I created the business plan, marketing content, and product delivery, basing our model upon Seth Godin's book called Tribes. Among other successes, initiating a new revenue stream led to being awarded the President’s Leadership Award for innovation.
Key Account Relationships
Church Community Builder // 2011 - 2013
Goal: identify where we were missing bigger revenue opportunities.
As head of Key Account Relationships I was responsible for conducting a business audit showing our product gaps in a competitive landscape. The outcome of this audit led to a new focus on acquiring larger B2B accounts. During this time, I established the largest sale in company history by using the strategies I recommended. Building sound processes allowed us to continue day-to-day operations while devoting energy to bigger, strategic endeavors.
Regional Sales Manager
Church Community Builder // 2009 - 2013
Goal: Consistently exceeding revenue expectations.
As a sales leader I was not content with meeting historical sales targets and projections. My optimism and passion led to consistently exceeding personal revenue expectations. I desired to see the company grow and invested time into creativity, efficiency, and new revenue streams. Additionally, I launched a customer affiliates program and onboarded national referral sources. I was key in bringing in thought leaders, new programs, and selling to the bigger picture.
Owner / President
Buchanan Mortgage Group // 2004 – 2009
Goal: Building a profitable business by pioneering, team-building, and driving sustainable revenue growth.
I launched Buchanan Mortgage Group after seven years working as a residential mortgage originator. I focused my time on recruiting talented sales reps, office staff, processors, and underwriters to fulfill my goal. Our efforts saw 90% of new business come in via referrals, and we grew to a dozen associates. Building our brand on personalized service that went above and beyond the big banks we became a preferred lender in our local market.