Sam Palazzolo, Finance Expert in Las Vegas, United States
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Sam Palazzolo

Verified Expert  in Finance

Growth Expert

Location
Las Vegas, United States
Toptal Member Since
June 15, 2022

Sam is a sales and marketing change expert with 20+ years of experience in change management consulting at companies such as Deloitte and AON, working with leaders looking to scale their businesses from startups to $1+ billion. He leads change initiatives with a collaborative leadership style, proactive approach, and ability to translate complex concepts into tangible plans. Sam likes to support leaders with tactical considerations to inspire, build trust, and achieve record growth.

Career Highlights

Managing Director and Founder
Tip of the Spear Ventures

Education Highlights

Bachelor's Degree
Indiana University

Certification Highlights

Digital Marketing Strategies: Data, Automation, AI and Analytics Certification
Kellogg School of Management, Northwestern University
Sales Negotiations Certification
University of Michigan

Case Studies

Work Experience

Founder and Chief Revenue Officer (CRO)

2022 - PRESENT
The Zeroing Agency
  • Served as the founder and CRO and spearheaded the agency's business strategy leading to over $1 million in annual recurring revenue (ARR) within the 1st year of operation.
  • Pioneered and executed innovative sales consulting strategies, resulting in the client's 30% quarter-over-quarter increase in sales during the 1st two years.
  • Successfully recruited/led a sales team of 10+ professionals, consistently achieving 90% of sales targets and maintaining a below-industry-average attrition rate of 8%.
  • Implemented processes and procedures that increased sales efficiency by 40%, allowing the company to scale rapidly.
  • Led negotiations across a variety of customer segments, securing contracts ranging from $250,000 to $2 million.
Focus areas: Sales, Compensation, Sales Compensation, Pricing Strategy, Consulting, Sales Strategy, Business Development, Sales Effectiveness, Energy Utilities, Utilities, Sales Funnel, Sales Management, Business Strategy, Small Business, Growth, Nutrition & Supplements, B2B Partnerships, Early-stage Startups, Web Marketing, Business to Business to Consumer (B2B2C), Digital Marketing, B2B, B2B2C, Strategy, Growth Strategy, Startups, Business Models, International Growth, Business Structuring, Consumer Electronics, Manufacturing, High-tech Startups, Automotive, COO, Food & Beverage, Direct to Consumer (D2C), Food, Private Equity, M&A (Buy-side), Executive Coaching, Entity Selection & Formation, Search Fund Expert, Debt Restructuring, Customer Success, Customer Satisfaction, Marketo, Web Development, Software Development, Marketing Operations, Salesforce, Reporting, Analytics, Competitive Analysis, Competitive Strategy, Retail & Wholesale, Financing, Stakeholder Analysis, Climate Change, Ecology, Climate Risk Mitigation, Data Analytics, Organizational Design, Process Mapping, Incentive Plan Design, Incentive Simulations, Procurement, Inventory Management, Financial Planning & Analysis (FP&A), Digital Health, Product Design, New Products, Target Profiles, Competition Research, Roadmaps, TOM, Organizational Strategy & Design, Monetization, SaaS Product Management, Finance, E-learning, Presentations, Fintech, Client Presentations, Wealth Management, Hiring Process Development, Performance Management, Team Management, Operational Efficiency Improvement, Team Effectiveness, Team Mentoring, Motivation, Business Proposals, Equity Research, Financial Analysis, Sales Compensation Structuring, Supply Chain Optimization, Sales & Operations Planning (S&OP), Demand Planning, Sales Planning

Co-founder and Chief Marketing Officer (CMO)

2022 - PRESENT
Curation Agency
  • Co-founded the agency, establishing a strong presence in the competitive branding industry and achieving a portfolio of over 30 clients in the 1st year of operation.
  • Developed and executed comprehensive branding and marketing strategies through Artificial Intelligence (AI) that led to the client's 50% increase in brand visibility within the first two quarters.
  • Employed a data-driven approach to branding, resulting in a 30% increase in client campaign effectiveness and a 25% rise in customer engagement metrics.
  • Managed and led a team of 15+ marketing professionals (onshore, nearshore, and offshore), fostering a creative and results-oriented culture that consistently met or exceeded set targets.
Focus areas: Marketing, Growth Marketing, B2B Lead Generation, Advertising, eCommerce, Brand Strategy, Brand Design, Brand Development, Chief Marketing Officer (CMO), Sales Strategy, Business Development, Sales Effectiveness, Energy Utilities, Utilities, Sales, Sales Funnel, Sales Management, Business Strategy, Small Business, Growth, Nutrition & Supplements, B2B Partnerships, Early-stage Startups, Web Marketing, Business to Business to Consumer (B2B2C), Digital Marketing, B2B, B2B2C, Strategy, Growth Strategy, Startups, Business Models, International Growth, Business Structuring, Consumer Electronics, Manufacturing, High-tech Startups, Automotive, COO, Food & Beverage, Direct to Consumer (D2C), Food, Private Equity, Executive Coaching, Entity Selection & Formation, Search Fund Expert, Customer Success, Customer Satisfaction, Marketo, Web Development, Software Development, Marketing Operations, Salesforce, Reporting, Analytics, Competitive Analysis, Competitive Strategy, Retail & Wholesale, Financing, Stakeholder Analysis, Climate Change, Ecology, Climate Risk Mitigation, Data Analytics, Organizational Design, Process Mapping, Incentive Plan Design, Incentive Simulations, Procurement, Inventory Management, Financial Planning & Analysis (FP&A), Digital Health, Product Design, New Products, Target Profiles, Competition Research, Roadmaps, TOM, Organizational Strategy & Design, Monetization, SaaS Product Management, Finance, E-learning, Presentations, Fintech, Client Presentations, Wealth Management, Hiring Process Development, Performance Management, Team Management, Operational Efficiency Improvement, Team Effectiveness, Team Mentoring, Motivation, Business Proposals, Equity Research, Financial Analysis, Sales Compensation Structuring, Supply Chain Optimization, Sales & Operations Planning (S&OP), Demand Planning, Sales Planning

Principal Officer

2017 - PRESENT
Javelin Institute, a 501(c)(3) Executive Education
  • Founded the organization and designed comprehensive leadership development programs, serving over 1,000 executives in their "Best Leader in 30 Days" program in the first three years.
  • Initiated and led executive coaching initiatives, resulting in a 35% increase in participants' leadership skills as measured by 360-degree feedback.
  • Built strategic partnerships with over 50 corporations, contributing to a 30% increase in program enrollment year over year (YOY).
Focus areas: Executive Coaching, Leadership, Education, Private Equity, M&A (Buy-side), Entity Selection & Formation, Search Fund Expert, Debt Restructuring, Customer Success, Customer Satisfaction, Marketo, Web Development, Software Development, Marketing Operations, Salesforce, Reporting, Analytics, Competitive Analysis, Competitive Strategy, Retail & Wholesale, Financing, Stakeholder Analysis, Climate Change, Ecology, Climate Risk Mitigation, Data Analytics, Organizational Design, Process Mapping, Incentive Plan Design, Incentive Simulations, Procurement, Inventory Management, Financial Planning & Analysis (FP&A), Digital Health, Product Design, New Products, Target Profiles, Competition Research, Roadmaps, TOM, Organizational Strategy & Design, Monetization, SaaS Product Management, Finance, Presentations, Fintech, Client Presentations, Wealth Management, Hiring Process Development, Performance Management, Team Management, Operational Efficiency Improvement, Team Effectiveness, Team Mentoring, Motivation, Business Proposals, Equity Research, Financial Analysis, Sales Compensation Structuring, Supply Chain Optimization, Sales & Operations Planning (S&OP), Demand Planning, Sales Planning

Managing Director and Founder

2012 - PRESENT
Tip of the Spear Ventures
  • Served as the founder and managing director and successfully established the firm as a leading player in early-stage seed funding, supporting over 50 startups over 10 years of operation.
  • Provided insightful venture funding consulting, aiding in capital raises and customer funding that secured over $200 million in funding for portfolio companies.
  • Led M&A operations, overseeing more than 10 successful transactions in the firm's ten years, significantly diversifying the investment portfolio.
  • Built a robust network of investors and entrepreneurs, fostering strategic partnerships that facilitated successful fundraising and business growth for portfolio companies.
Focus areas: Early-stage Venture Capital, Consulting, Business Consulting, Strategic Planning & Execution, Digital Transformation, Omnichannel Marketing, Customer Experience, Digital Strategy, Business Strategy, Management Consulting, Innovation, Design, Compensation Plans, Sales Compensation, Change Management, Agile, Product Strategy, Documentation, Sales Funnel, Tech Sales, Growth Strategy, Business Development, Business Transformation, Luxury Goods, Cosmetics, Consumer Products, Corporate, People Management, Personal Care, Go-to-market Strategy, Product-market Fit, Business Partnerships, Partnerships, Startups, Brand Strategy, Strategic Partnerships, Pricing, Customer Lifetime Value (CLV), Technology, Value Proposition, Blockchain, Distributed Ledger Technology (DLT), Market Opportunity Analysis, Product Marketing, Product Branding, Branding, Market Sizing, Market Segmentation, Customer Segmentation, Marketing Leadership, Chief Marketing Officer (CMO), Marketing Strategy, Digital Marketing Strategy, Mobile User Acquisition, Mobile, B2C, Business to Consumer (B2C), Brand Positioning, Growth Hacking, Digital Branding, Growth Marketing, Brand Management, Program Management, Enterprise Resource Planning (ERP), System Integration, Enterprise Software, Business Planning, Board Presentations, Business Plan Consulting, Business Models, Organizational Change Management (OCM), IT Operations Management (ITOM), Global Operations, Investment Banking, Mergers & Acquisitions (M&A), Fundraising, Fintech, M&A Strategy, Cross-border M&A, Global Banking, Banking & Finance, Financial Services, Pricing Consulting, Telehealth, Market Research, Leadership, CEO, Trading Systems, Trading, Quantitative Risk Analysis, Quantitative Analysis, Quantitative Finance, Apps, Product Development, Financial Modeling, Operating Models, Target Operating Models, Go-to-market Plans, Product Launch, Mobile Apps, Lead Generation, Wireless Systems, Forecasting, Revenue & Expense Projections, United States, Business Cases, Analysis, Business Analysis, Large-scale Projects, Looker, Tableau, Marketplaces, Data Analysis, Health & Wellness, Wellness, Sales Strategy, eCommerce, Chief Operations Officer (COO), Business Operations, COO, Financial Management, Public Relations (PR), Public Speaking, Blockchain & Cryptocurrency, Decentralized Finance (DeFi), Web3.js, Growth Strategy Consultants, SaaS, SWOT Analysis, Budgeting, Fantasy Sports, Sports, Marketing Mix, Market Research & Analysis, Market Research Analyst, Stakeholder Mapping, Marketo, Total Addressable Market (TAM), Price Positioning, Competitor Analysis & Profiling, Software, Human Resources (HR), HR Tools, Sales & Channel Enablement, Client Relationship Management, Sales & Marketing, Market Entry, New Business Development, B2B Lead Generation, Deal Closure, Pricing Strategy, Pricing Models, Pricing Plans, Startup Funding, Fundraising Strategy, Fundraising Consultant, Pitch Decks, Venture Capital, Sales Forecasting, Sales Forecast Management, Sales Growth, Business Modeling, New Product Rollout, Investor Presentations, Pitch Deck Consultant, Storytelling, Debt Raises, Data Visualization, Pitch Presentations, Debt, Equity, Valuation, Equity Capital, Social Media, Cloud Computing, Enterprise SaaS, Software as a Service (SaaS), 3D Modeling, Cost-benefit Analysis, Financial Forecasting, Compensation, Compensation Programs, Capital Markets, Performance Improvement, Valuation Modeling, Equity Compensation, Stock-based Compensation, Recruiting, Sales Effectiveness, Utilities, Sales, Sales Management, Small Business, Growth, Nutrition & Supplements, B2B Partnerships, Early-stage Startups, Web Marketing, Business to Business to Consumer (B2B2C), Digital Marketing, B2B, B2B2C, Strategy, International Growth, Business Structuring, Consumer Electronics, Manufacturing, High-tech Startups, Automotive, Food & Beverage, Direct to Consumer (D2C), Food, Private Equity, M&A (Buy-side), Executive Coaching, Entity Selection & Formation, Search Fund Expert, Debt Restructuring, Customer Success, Customer Satisfaction, Web Development, Software Development, Marketing Operations, Salesforce, Reporting, Analytics, Competitive Analysis, Competitive Strategy, Retail & Wholesale, Financing, Stakeholder Analysis, Climate Change, Ecology, Climate Risk Mitigation, Data Analytics, Organizational Design, Process Mapping, Incentive Plan Design, Incentive Simulations, Procurement, Inventory Management, Financial Planning & Analysis (FP&A), Digital Health, Product Design, New Products, Target Profiles, Competition Research, Roadmaps, TOM, Organizational Strategy & Design, Monetization, SaaS Product Management, Finance, E-learning, Presentations, Client Presentations, Wealth Management, Hiring Process Development, Performance Management, Team Management, Operational Efficiency Improvement, Team Effectiveness, Team Mentoring, Motivation, Business Proposals, Equity Research, Financial Analysis, Sales Compensation Structuring, Supply Chain Optimization, Sales & Operations Planning (S&OP), Demand Planning, Sales Planning

Adjunct Professor

2008 - PRESENT
University of Nevada Las Vegas
  • Taught graduate school's leadership course from my 5th book, "Leading at the Tip of the Spear: The Leader," published in 2018.
  • Instructed at Ashford University, from 2008 to 2018, on courses in Finance, Accounting, Human Resources, Economics, Organization Development, Change Management, Marketing, Leadership, and Strategy.
  • Contributed to two university textbooks on leadership and management.
Focus areas: Finance, Accounting, Human Resources (HR), Economics, Organizational Development, Change Management, Marketing, Leadership, Strategy, Business Strategy, Innovation, Compensation Plans, Sales Compensation, Growth Strategy, Business Development, Business Transformation, Luxury Goods, Consumer Products, Corporate, People Management, Personal Care, Go-to-market Strategy, Product-market Fit, Business Partnerships, Partnerships, Startups, Brand Strategy, Strategic Partnerships, Pricing, Customer Lifetime Value (CLV), Value Proposition, Distributed Ledger Technology (DLT), Market Opportunity Analysis, Product Marketing, Product Branding, Branding, Market Sizing, Market Segmentation, Customer Segmentation, Chief Marketing Officer (CMO), Marketing Leadership, Marketing Strategy, Digital Marketing Strategy, Mobile User Acquisition, Mobile, B2C, Business to Consumer (B2C), Brand Positioning, Growth Hacking, Digital Branding, Growth Marketing, Brand Management, Program Management, Enterprise Resource Planning (ERP), System Integration, Enterprise Software, Business Planning, Board Presentations, Business Plan Consulting, Business Models, Organizational Change Management (OCM), IT Operations Management (ITOM), Global Operations, Investment Banking, Mergers & Acquisitions (M&A), Fundraising, Fintech, M&A Strategy, Cross-border M&A, Global Banking, Banking & Finance, Financial Services, Pricing Consulting, Market Research, Trading Systems, Quantitative Risk Analysis, Quantitative Analysis, Quantitative Finance, Product Development, Financial Modeling, Operating Models, Target Operating Models, Go-to-market Plans, Product Launch, Lead Generation, Wireless Systems, Forecasting, Revenue & Expense Projections, United States, Business Cases, Analysis, Business Analysis, Large-scale Projects, Tableau, Marketplaces, Data Analysis, Health & Wellness, Wellness, Sales Strategy, eCommerce, Chief Operations Officer (COO), Business Operations, COO, Financial Management, Public Relations (PR), Public Speaking, Blockchain & Cryptocurrency, Decentralized Finance (DeFi), Web3.js, Growth Strategy Consultants, SaaS, SWOT Analysis, Budgeting, Fantasy Sports, Sports, Marketing Mix, Market Research & Analysis, Market Research Analyst, Stakeholder Mapping, Marketo, Total Addressable Market (TAM), Price Positioning, Competitor Analysis & Profiling, Software, HR Tools, Sales & Channel Enablement, Client Relationship Management, Sales & Marketing, Market Entry, New Business Development, B2B Lead Generation, Deal Closure, Pricing Strategy, Pricing Models, Pricing Plans, Startup Funding, Fundraising Strategy, Fundraising Consultant, Pitch Decks, Venture Capital, Sales Forecasting, Sales Forecast Management, Sales Growth, Business Modeling, New Product Rollout, Investor Presentations, Pitch Deck Consultant, Storytelling, Debt Raises, Data Visualization, Pitch Presentations, Debt, Equity, Valuation, Equity Capital, Social Media, Cloud Computing, Enterprise SaaS, Software as a Service (SaaS), 3D Modeling, Cost-benefit Analysis, Financial Forecasting, Compensation, Compensation Programs, Capital Markets, Performance Improvement, Valuation Modeling, Equity Compensation, Stock-based Compensation, Sales Effectiveness, Energy, Utilities, Sales Funnel, Sales Management, Small Business, Growth, Nutrition & Supplements, B2B Partnerships, Early-stage Startups, Web Marketing, Business to Business to Consumer (B2B2C), Digital Marketing, B2B, B2B2C, International Growth, Business Structuring, Consumer Electronics, Manufacturing, High-tech Startups, Automotive, Food & Beverage, Direct to Consumer (D2C), Food, Private Equity, Executive Coaching, Entity Selection & Formation, Search Fund Expert, Debt Restructuring, Customer Success, Customer Satisfaction, Web Development, Software Development, Marketing Operations, Salesforce, Reporting, Analytics, Competitive Analysis, Competitive Strategy, Retail & Wholesale, Financing, Stakeholder Analysis, Climate Change, Ecology, Climate Risk Mitigation, Data Analytics, Organizational Design, Process Mapping, Incentive Plan Design, Incentive Simulations, Procurement, Inventory Management, Financial Planning & Analysis (FP&A), Digital Health, Product Design, New Products, Target Profiles, Competition Research, Roadmaps, TOM, Organizational Strategy & Design, Monetization, SaaS Product Management, E-learning, Presentations, Client Presentations, Wealth Management, Hiring Process Development, Performance Management, Team Management, Operational Efficiency Improvement, Team Effectiveness, Team Mentoring, Motivation, Business Proposals, Equity Research, Financial Analysis, Sales Compensation Structuring, Supply Chain Optimization, Sales & Operations Planning (S&OP), Demand Planning, Sales Planning

Senior Consultant

2019 - 2022
Deloitte
  • Contributed to several consulting engagements that focus on sales, marketing, operations, and finance with a background spanning multi-industries as well as manufacturing, wholesale, distribution, and retail.
  • Operated in fast-paced business dynamic to architect consulting engagement, achieve client buy-in, and execute activities resulting in revenue improvements of 150%, expense decreases of 25%, and overall gross profit of 8–10x.
  • Architected customer satisfaction initiatives that led to 50% improvement, 10+ NPS (approaching 80), over 20% customer retention, and more than 200% customer advocacy.
Focus areas: Consulting, Digital Transformation, Omnichannel Marketing, Customer Experience, Digital Strategy, Business Strategy, Management Consulting, Innovation, Design, Compensation Plans, Sales Compensation, Change Management, Agile, Product Strategy, Documentation, Sales Funnel, Tech Sales, Growth Strategy, Business Development, Business Transformation, Luxury Goods, Consumer Products, Corporate, People Management, Personal Care, Go-to-market Strategy, Product-market Fit, Business Partnerships, Partnerships, Startups, Brand Strategy, Strategic Partnerships, Pricing, Customer Lifetime Value (CLV), Technology, Value Proposition, Distributed Ledger Technology (DLT), Market Opportunity Analysis, Product Marketing, Product Branding, Branding, Market Sizing, Market Segmentation, Customer Segmentation, Chief Marketing Officer (CMO), Marketing Leadership, Marketing Strategy, Digital Marketing Strategy, Mobile User Acquisition, Mobile, B2C, Business to Consumer (B2C), Brand Positioning, Growth Hacking, Digital Branding, Growth Marketing, Brand Management, Program Management, Enterprise Resource Planning (ERP), System Integration, Enterprise Software, Business Planning, Board Presentations, Business Plan Consulting, Business Models, Organizational Change Management (OCM), IT Operations Management (ITOM), Global Operations, Investment Banking, Mergers & Acquisitions (M&A), Fintech, M&A Strategy, Cross-border M&A, Global Banking, Banking & Finance, Financial Services, Pricing Consulting, Telehealth, Market Research, Leadership, Trading, Quantitative Risk Analysis, Quantitative Analysis, Quantitative Finance, Apps, Product Development, Financial Modeling, Operating Models, Target Operating Models, Go-to-market Plans, Product Launch, Mobile Apps, Lead Generation, Wireless Systems, Forecasting, Revenue & Expense Projections, United States, Business Cases, Analysis, Business Analysis, Large-scale Projects, Looker, Tableau, Marketplaces, Data Analysis, Health & Wellness, Wellness, Sales Strategy, eCommerce, Chief Operations Officer (COO), Business Operations, COO, Financial Management, Public Relations (PR), Public Speaking, Decentralized Finance (DeFi), Web3.js, Growth Strategy Consultants, SaaS, SWOT Analysis, Budgeting, Fantasy Sports, Sports, Marketing Mix, Market Research & Analysis, Market Research Analyst, Stakeholder Mapping, Marketo, Total Addressable Market (TAM), Price Positioning, Competitor Analysis & Profiling, Software, Human Resources (HR), HR Tools, Sales & Channel Enablement, Client Relationship Management, Sales & Marketing, Market Entry, New Business Development, B2B Lead Generation, Deal Closure, Pricing Strategy, Pricing Models, Pricing Plans, Startup Funding, Fundraising Strategy, Fundraising Consultant, Pitch Decks, Venture Capital, Sales Forecasting, Sales Forecast Management, Sales Growth, Business Modeling, New Product Rollout, Investor Presentations, Pitch Deck Consultant, Storytelling, Debt Raises, Data Visualization, Pitch Presentations, Debt, Equity, Valuation, Equity Capital, Social Media, Cloud Computing, Enterprise SaaS, Software as a Service (SaaS), 3D Modeling, Cost-benefit Analysis, Financial Forecasting, Compensation, Compensation Programs, Capital Markets, Performance Improvement, Valuation Modeling, Equity Compensation, Stock-based Compensation, Recruiting, Sales Effectiveness, Energy Utilities, Sales Management, Small Business, Growth, Nutrition & Supplements, B2B Partnerships, Early-stage Startups, Web Marketing, Business to Business to Consumer (B2B2C), Digital Marketing, B2B, B2B2C, Strategy, International Growth, Business Structuring, Consumer Electronics, Manufacturing, High-tech Startups, Automotive, Food & Beverage, Direct to Consumer (D2C), Food, Private Equity, M&A (Buy-side), Executive Coaching, Entity Selection & Formation, Search Fund Expert, Debt Restructuring, Customer Success, Customer Satisfaction, Web Development, Marketing Operations, Salesforce, Reporting, Analytics, Competitive Analysis, Competitive Strategy, Retail & Wholesale, Financing, Stakeholder Analysis, Climate Change, Ecology, Climate Risk Mitigation, Data Analytics, Organizational Design, Process Mapping, Incentive Plan Design, Incentive Simulations, Procurement, Inventory Management, Financial Planning & Analysis (FP&A), Digital Health, Product Design, New Products, Target Profiles, Competition Research, Roadmaps, TOM, Organizational Strategy & Design, Monetization, SaaS Product Management, Finance, E-learning, Presentations, Client Presentations, Wealth Management, Hiring Process Development, Performance Management, Team Management, Operational Efficiency Improvement, Team Effectiveness, Team Mentoring, Motivation, Business Proposals, Equity Research, Financial Analysis, Sales Compensation Structuring, Supply Chain Optimization, Sales & Operations Planning (S&OP), Demand Planning, Sales Planning

Chief Operations Officer (COO) | Chief Revenue Officer (CRO)

2011 - 2013
Connect
  • Recruited to help lead a new SaaS and edtech startup. Raised $8 million in funding through the successful board of directors' venture pitches. Led onsite and virtual team of 50+ activities from launch through a successful PE exit.
  • Architected a sales strategy, managed the sales cycle, collaborated with sales and SDR teams on sales presentations and proposals, and contributed to planning execution, accelerating sales from $0 to $1.5 million.
  • Leveraged the Lean Startup methodology in service offering development, operational technology implementation, and continuous improvement initiatives. Architected and executed strategic pivots accordingly.
  • Communicated digital product scope and objectives, provided information about the Connect business, organizational and cultural situation, and overcame challenges associated with the board of directors, internal staff, and platform membership.
  • Assisted in post-merger integration efforts with an existing private equity portfolio holding company prior to exit.
Focus areas: Lean Startups, Startup Funding, Startup Growth Strategy Development, Sales, Marketing, Operations, Customer Experience, Business Strategy, Management Consulting, Innovation, Design, Compensation Plans, Sales Compensation, Change Management, Agile, Product Strategy, Sales Funnel, Tech Sales, Growth Strategy, Business Development, Corporate, People Management, Go-to-market Strategy, Product-market Fit, Business Partnerships, Partnerships, Startups, Brand Strategy, Strategic Partnerships, Pricing, Customer Lifetime Value (CLV), Technology, Value Proposition, Distributed Ledger Technology (DLT), Market Opportunity Analysis, Product Marketing, Product Branding, Branding, Market Sizing, Market Segmentation, Customer Segmentation, Marketing Leadership, Chief Marketing Officer (CMO), Marketing Strategy, Digital Marketing Strategy, Mobile User Acquisition, Mobile, B2C, Business to Consumer (B2C), Brand Positioning, Growth Hacking, Digital Branding, Growth Marketing, Brand Management, Program Management, Enterprise Software, Business Planning, Board Presentations, Business Plan Consulting, Business Models, Organizational Change Management (OCM), IT Operations Management (ITOM), Global Operations, Investment Banking, Mergers & Acquisitions (M&A), Fundraising, Fintech, M&A Strategy, Cross-border M&A, Global Banking, Banking & Finance, Financial Services, Pricing Consulting, Market Research, Leadership, Quantitative Risk Analysis, Quantitative Analysis, Quantitative Finance, Apps, Product Development, Financial Modeling, Operating Models, Target Operating Models, Go-to-market Plans, Product Launch, Lead Generation, Wireless Systems, Forecasting, Revenue & Expense Projections, United States, Business Cases, Analysis, Business Analysis, Large-scale Projects, Marketplaces, Data Analysis, Health & Wellness, Wellness, Sales Strategy, eCommerce, Chief Operations Officer (COO), Business Operations, COO, Financial Management, Public Relations (PR), Public Speaking, Decentralized Finance (DeFi), Web3.js, Growth Strategy Consultants, SaaS, SWOT Analysis, Budgeting, Fantasy Sports, Sports, Marketing Mix, Market Research & Analysis, Market Research Analyst, Total Addressable Market (TAM), Price Positioning, Competitor Analysis & Profiling, Software, Human Resources (HR), HR Tools, Sales & Channel Enablement, Client Relationship Management, Sales & Marketing, Market Entry, New Business Development, B2B Lead Generation, Deal Closure, Pricing Strategy, Pricing Models, Pricing Plans, Fundraising Strategy, Fundraising Consultant, Pitch Decks, Venture Capital, Sales Forecasting, Sales Forecast Management, Sales Growth, Business Modeling, New Product Rollout, Investor Presentations, Pitch Deck Consultant, Storytelling, Debt Raises, Data Visualization, Pitch Presentations, Debt, Equity, Valuation, Equity Capital, Social Media, Cloud Computing, Enterprise SaaS, Software as a Service (SaaS), 3D Modeling, Cost-benefit Analysis, Financial Forecasting, Compensation, Compensation Programs, Capital Markets, Performance Improvement, Valuation Modeling, Equity Compensation, Stock-based Compensation, Recruiting, Sales Effectiveness, Small Business, Growth, B2B Partnerships, Early-stage Startups, Web Marketing, Business to Business to Consumer (B2B2C), Digital Marketing, B2B, B2B2C, Strategy, International Growth, Business Structuring, Consumer Electronics, Manufacturing, High-tech Startups, Automotive, Direct to Consumer (D2C), Food, Private Equity, Executive Coaching, Entity Selection & Formation, Debt Restructuring, Customer Success, Customer Satisfaction, Marketo, Web Development, Marketing Operations, Salesforce, Reporting, Analytics, Competitive Analysis, Competitive Strategy, Retail & Wholesale, Financing, Stakeholder Analysis, Climate Change, Ecology, Climate Risk Mitigation, Data Analytics, Organizational Design, Process Mapping, Incentive Plan Design, Incentive Simulations, Procurement, Inventory Management, Financial Planning & Analysis (FP&A), Digital Health, Product Design, New Products, Target Profiles, Competition Research, Roadmaps, TOM, Organizational Strategy & Design, Monetization, SaaS Product Management, Finance, E-learning, Client Presentations, Wealth Management, Hiring Process Development, Performance Management, Team Management, Operational Efficiency Improvement, Team Effectiveness, Team Mentoring, Motivation, Business Proposals, Sales Compensation Structuring, Supply Chain Optimization, Sales & Operations Planning (S&OP), Demand Planning, Sales Planning

CEO | President | Founding Partner

2005 - 2011
Pathos Leadership Group LLC
  • Founded a sales and marketing consultancy. Conducted B2B, B2C, and B2G business development and delivery efforts for a 21-person firm with scientific research and results-oriented programs developed at Toyota and Harvard to client organizations.
  • Consulted client organizations throughout the world, with industries from Fortune 500 to SMB technology (software and hardware), healthcare, finance (banking, investments, and insurance), government (federal and state), and technology (INC 500).
  • Formulated sales and marketing strategy, business development, and delivery of consulting engagements. Acted as a general manager and platform director in a retail automotive setting, overseeing a 300+ salesperson organization.
Focus areas: Sales, Marketing, Change Management, Change Leadership, Organizational Change Management (OCM), Digital, Forecasting, Revenue & Expense Projections, United States, Business Cases, Analysis, Business Analysis, Large-scale Projects, Marketplaces, Data Analysis, Wellness, Sales Strategy, Chief Operations Officer (COO), Business Operations, COO, Financial Management, Public Relations (PR), Public Speaking, Decentralized Finance (DeFi), Growth Strategy Consultants, SWOT Analysis, Budgeting, Sports, Marketing Mix, Market Research, Market Research & Analysis, Market Research Analyst, Price Positioning, Competitor Analysis & Profiling, Human Resources (HR), HR Tools, Sales & Channel Enablement, Client Relationship Management, Sales & Marketing, Market Entry, New Business Development, B2B Lead Generation, Deal Closure, Pricing Strategy, Pricing Models, Pricing Plans, Startup Funding, Fundraising Strategy, Fundraising Consultant, Pitch Decks, Venture Capital, Sales Forecasting, Sales Forecast Management, Sales Growth, Business Modeling, New Product Rollout, Investor Presentations, Pitch Deck Consultant, Storytelling, Debt Raises, Data Visualization, Pitch Presentations, Debt, Equity, Valuation, Equity Capital, Social Media, Cloud Computing, Enterprise SaaS, Software as a Service (SaaS), 3D Modeling, Cost-benefit Analysis, Financial Forecasting, Compensation, Compensation Programs, Capital Markets, Performance Improvement, Valuation Modeling, Equity Compensation, Stock-based Compensation, Recruiting, Sales Effectiveness, Energy, Energy Utilities, Utilities, Sales Management, Small Business, Growth, B2B Partnerships, Early-stage Startups, Web Marketing, Business to Business to Consumer (B2B2C), Digital Marketing, B2B, B2B2C, Strategy, International Growth, Business Structuring, Consumer Electronics, Financial Modeling, Manufacturing, High-tech Startups, Automotive, Growth Strategy, Food & Beverage, Executive Coaching, Entity Selection & Formation, Debt Restructuring, Customer Success, Customer Satisfaction, Marketo, Reporting, Competitive Analysis, Competitive Strategy, Retail & Wholesale, Financing, Stakeholder Analysis, Climate Change, Data Analytics, Organizational Design, Process Mapping, Incentive Plan Design, Incentive Simulations, Procurement, Inventory Management, Financial Planning & Analysis (FP&A), Digital Health, Product Design, Target Profiles, Competition Research, Roadmaps, TOM, Organizational Strategy & Design, Monetization, E-learning, Fintech, Client Presentations, Wealth Management, Hiring Process Development, Performance Management, Team Management, Operational Efficiency Improvement, Team Effectiveness, Team Mentoring, Motivation, Business Proposals, Sales Compensation Structuring, Supply Chain Optimization, Sales & Operations Planning (S&OP), Demand Planning, Sales Planning

Regional Sales Manager | Retail Development Manager | District Sales Manager

1999 - 2005
Toyota Motor Sales USA
  • Recognized as a "High Potential" employee, assisted in implementing Continuous Improvement (TQM/TFM) philosophies in Toyota Retail Sales network.
  • Improved results in Sales Volume, Sales Gross Profit, Marketing Effectiveness, and Franchise Dealer satisfaction, retention, and advocacy. Collaborated with Corporate Leadership through retail leadership and personnel.
  • Assisted in positioning Toyota as the premier automotive organization in the industry.
Focus areas: Accounting, Sales, Field Sales, Fieldwork, Field Service Management, Marketing, Advertising, Operations, IT, Forecasting, Revenue & Expense Projections, United States, Analysis, Business Analysis, Large-scale Projects, Marketplaces, Data Analysis, Sales Strategy, COO, Financial Management, Public Relations (PR), Public Speaking, Growth Strategy Consultants, SWOT Analysis, Budgeting, Sports, Marketing Mix, Market Research, Market Research & Analysis, Market Research Analyst, Price Positioning, Competitor Analysis & Profiling, Human Resources (HR), Client Relationship Management, Sales & Marketing, Market Entry, New Business Development, B2B Lead Generation, Deal Closure, Pricing Strategy, Pricing Models, Pricing Plans, Sales Forecasting, Sales Forecast Management, Sales Growth, Business Modeling, New Product Rollout, Pitch Deck Consultant, Pitch Presentations, Cost-benefit Analysis, Financial Forecasting, Compensation, Compensation Programs, Performance Improvement, Valuation Modeling, Equity Compensation, Stock-based Compensation, Recruiting, Sales Effectiveness, Sales Management, Growth, Consumer Electronics, Financial Modeling, Manufacturing, Automotive, Customer Success, Customer Satisfaction, Reporting, Retail & Wholesale, Stakeholder Analysis, Data Analytics, Organizational Design, Process Mapping, Incentive Plan Design, Incentive Simulations, Financial Planning & Analysis (FP&A), Target Profiles, Competition Research, Organizational Strategy & Design, Monetization, Hiring Process Development, Performance Management, Team Management, Operational Efficiency Improvement, Team Effectiveness, Motivation, Sales Compensation Structuring, Supply Chain Optimization, Sales & Operations Planning (S&OP), Demand Planning, Sales Planning

Senior Change Consultant

1995 - 1998
Aon
  • Assigned to Fortune 500 retail clients to increase profitability, productivity, and customer satisfaction. Provided strategic direction for creating and implementing large-scale change management engagement across client organizations.
  • Improved results in sales volume, sales gross profit, marketing effectiveness, and organization satisfaction, retention, and advocacy.
  • Collaborated with corporate leadership through client field leadership and personnel. Assisted in positioning the primary client as the premier organization in their industry.
Focus areas: Change Management, Change Leadership, Organizational Change Management (OCM), Change of Control, Revenue & Expense Projections, United States, Business Cases, Analysis, Business Analysis, Large-scale Projects, Marketplaces, Data Analysis, Health & Wellness, Wellness, Sales Strategy, Business Operations, COO, Financial Management, Decentralized Finance (DeFi), Growth Strategy Consultants, SaaS, SWOT Analysis, Budgeting, Sports, Marketing Mix, Market Research, Market Research & Analysis, Market Research Analyst, Price Positioning, Competitor Analysis & Profiling, Sales & Channel Enablement, Sales & Marketing, Market Entry, Pricing Strategy, Pricing Models, Pricing Plans, Startup Funding, Fundraising Strategy, Fundraising Consultant, Pitch Decks, Venture Capital, Sales Forecasting, Sales Forecast Management, Sales Growth, Business Modeling, New Product Rollout, Data Visualization, Equity, Valuation, Equity Capital, Social Media, Cloud Computing, Enterprise SaaS, Software as a Service (SaaS), 3D Modeling, Cost-benefit Analysis, Financial Forecasting, Compensation, Compensation Programs, Capital Markets, Performance Improvement, Valuation Modeling, Equity Compensation, Stock-based Compensation, Recruiting, Sales Effectiveness, Small Business, Growth, Strategy, International Growth, Business Structuring, Consumer Electronics, Financial Modeling, Manufacturing, Automotive, Food & Beverage, Direct to Consumer (D2C), Executive Coaching, Debt Restructuring, Customer Success, Customer Satisfaction, Competitive Strategy, Retail & Wholesale, Stakeholder Analysis, Data Analytics, Organizational Design, Process Mapping, Incentive Plan Design, Incentive Simulations, Procurement, Inventory Management, Financial Planning & Analysis (FP&A), Target Profiles, Competition Research, Roadmaps, Organizational Strategy & Design, Monetization, E-learning, Client Presentations, Wealth Management, Hiring Process Development, Performance Management, Team Management, Operational Efficiency Improvement, Team Effectiveness, Motivation, Business Proposals, Sales Compensation Structuring, Supply Chain Optimization, Sales & Operations Planning (S&OP), Demand Planning, Sales Planning
1990 - 1992

Master of Business Administration Degree in Accounting and Operations Management

Vanderbilt University - Nashville, TN, USA

1986 - 1989

Bachelor's Degree in Business Economics and Public Policy

Indiana University - Bloomington, IN, USA

DECEMBER 2021 - PRESENT

Digital Marketing Strategies: Data, Automation, AI and Analytics Certification

Kellogg School of Management, Northwestern University

JANUARY 2021 - PRESENT

Business Funding Strategies Certification

University of London

JULY 2014 - PRESENT

Sales Negotiations Certification

University of Michigan

MAY 2006 - PRESENT

Executive Coaching Certification

University of Texas at Austin

Finance

Startup Funding, Private Equity, Pricing, Customer Lifetime Value (CLV), Market Opportunity Analysis, Mergers & Acquisitions (M&A), Fundraising, Cross-border M&A, Market Research, Financial Modeling, Forecasting, Revenue & Expense Projections, Data Analysis, Financial Management, Budgeting, Total Addressable Market (TAM), Pricing Strategy, Debt Raises, Debt, Valuation, Equity Capital, Cost-benefit Analysis, Valuation Modeling, M&A (Buy-side), Debt Restructuring, Incentive Simulations, Financial Planning & Analysis (FP&A), Wealth Management, Equity Research, Blockchain, Quantitative Risk Analysis, Funding Process, Funding Strategy, Angel/Seed Funding, Private Banking, Private Credit, Venture Funding, Accounting

Output Software

Microsoft Word, Microsoft PowerPoint, Microsoft Excel, Microsoft Outlook, Google Docs, Google Sheets, Google Slides

Data & Analysis Software

Salesforce, Looker, Tableau, Microsoft Access

Industry Expertise

Technology, Mobile User Acquisition, Banking & Finance, Financial Services, Sports, Software, Sales & Marketing, Venture Capital, Capital Markets, Energy, Utilities, Small Business, Early-stage Startups, High-tech Startups, Automotive, Food & Beverage, Food, Retail & Wholesale, Luxury Goods, Consumer Products, Health & Wellness, Ecology

Geographic Expertise

United States

Other

Microsoft Office, Strategic Planning & Execution, Consulting, Business Consulting, Sales, Marketing, Change Management, Organizational Change Management (OCM), Organizational Design, Strategy, Sales Strategy, Web Marketing, Project Management, Business Cases, Finance, Digital Transformation, Agile, Human Resources (HR), Leadership, Customer Experience, Digital Strategy, Business Strategy, Management Consulting, Innovation, Design, Compensation Plans, Sales Compensation, Product Strategy, Sales Funnel, Tech Sales, Growth Strategy, Business Development, Corporate, People Management, Go-to-market Strategy, Product-market Fit, Business Partnerships, Partnerships, Startups, Brand Strategy, Strategic Partnerships, Value Proposition, Distributed Ledger Technology (DLT), Product Marketing, Product Branding, Branding, Market Sizing, Market Segmentation, Customer Segmentation, Chief Marketing Officer (CMO), Marketing Strategy, Digital Marketing Strategy, Mobile, B2C, Business to Consumer (B2C), Brand Positioning, Growth Hacking, Digital Branding, Growth Marketing, Brand Management, Program Management, Enterprise Resource Planning (ERP), Enterprise Software, Business Planning, Board Presentations, Business Plan Consulting, Business Models, IT Operations Management (ITOM), Global Operations, Investment Banking, Fintech, M&A Strategy, Global Banking, Pricing Consulting, Operating Models, Target Operating Models, Go-to-market Plans, Product Launch, Mobile Apps, Lead Generation, Wireless Systems, Analysis, Business Analysis, Large-scale Projects, Marketplaces, eCommerce, Chief Operations Officer (COO), Business Operations, COO, Public Relations (PR), Public Speaking, Blockchain & Cryptocurrency, Decentralized Finance (DeFi), Web3.js, Growth Strategy Consultants, SaaS, SWOT Analysis, Marketing Mix, Market Research & Analysis, Market Research Analyst, Stakeholder Mapping, Marketo, Price Positioning, Competitor Analysis & Profiling, HR Tools, Sales & Channel Enablement, Client Relationship Management, Market Entry, New Business Development, B2B Lead Generation, Deal Closure, Pricing Models, Pricing Plans, Fundraising Strategy, Fundraising Consultant, Pitch Decks, Sales Forecasting, Sales Forecast Management, Sales Growth, Business Modeling, New Product Rollout, Marketing Leadership, Investor Presentations, Pitch Deck Consultant, Storytelling, Data Visualization, Pitch Presentations, Equity, Social Media, Cloud Computing, Enterprise SaaS, Software as a Service (SaaS), 3D Modeling, Financial Forecasting, Compensation, Compensation Programs, Performance Improvement, Equity Compensation, Stock-based Compensation, Recruiting, Customer Success, Sales Effectiveness, Energy Utilities, Sales Management, Growth, Nutrition & Supplements, B2B Partnerships, Business to Business to Consumer (B2B2C), Digital Marketing, B2B, B2B2C, International Growth, Business Structuring, Consumer Electronics, Manufacturing, Direct to Consumer (D2C), Executive Coaching, Entity Selection & Formation, Search Fund Expert, Customer Satisfaction, Web Development, Software Development, Reporting, Analytics, Marketing Operations, Competitive Analysis, Competitive Strategy, Financing, Stakeholder Analysis, Data Analytics, Process Mapping, Incentive Plan Design, Procurement, Inventory Management, Digital Health, Product Design, New Products, Target Profiles, Competition Research, Roadmaps, TOM, Organizational Strategy & Design, Monetization, SaaS Product Management, E-learning, Presentations, Client Presentations, Hiring Process Development, Performance Management, Team Management, Operational Efficiency Improvement, Team Effectiveness, Team Mentoring, Motivation, Business Proposals, Financial Analysis, Sales Compensation Structuring, Supply Chain Optimization, Sales & Operations Planning (S&OP), Demand Planning, Sales Planning, Apple, Communication, Business Psychology, Early-stage Venture Capital, Business Transformation, Agile Project Management, Scrum, Omnichannel Marketing, Documentation, System Integration, Telehealth, CEO, Trading Systems, Trading, Quantitative Analysis, Quantitative Finance, Apps, Product Development, Wellness, Fantasy Sports, Climate Change, Climate Risk Mitigation, Business Management, Lean Startups, Startup Growth Strategy Development, Operations, Change Leadership, Digital, Change of Control, Organization, Organizational Structure, CX Strategy, SEO Marketing, Lead Marketing, Salesforce Sales Cloud, Angel Investing, Early-stage Funding, Field Sales, Metrics, Metric Reporting, Key Performance Metrics, Key Performance Indicators (KPIs), Agile Transformation, Azure, Kanban, Lean, Waterfall Methodology, Economics, Organizational Development, Fieldwork, Field Service Management, Advertising, IT, Cosmetics, Personal Care, Brand Design, Brand Development, Scaling, CRM Systems, Customer Journeys, Advertising Design, Google Advertising, Education

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