👋Ashleigh Early

INTRODUCING REVOPTICS! After years of seeing companies struggle to ensure they're getting actionable insights from their Sales Engagement tools - RevOptics has a proprietary service (and tool) to show you what you've never seen before.

ACTUAL DATA around how your team is using your Sales Engagement tool - what's working, what isn't, and prescriptive advice & content generation to fill the gaps.

As the Director of Revenue Optimization, my team and I conduct Audit and Content… Meer weergeven

INTRODUCING REVOPTICS! After years of seeing companies struggle to ensure they're getting actionable insights from their Sales Engagement tools - RevOptics has a proprietary service (and tool) to show you what you've never seen before.

ACTUAL DATA around how your team is using your Sales Engagement tool - what's working, what isn't, and prescriptive advice & content generation to fill the gaps.

As the Director of Revenue Optimization, my team and I conduct Audit and Content Generation/ Optimization projects to support your sales team and ensure their sales efforts, from prospecting to closing to cross-sell to referrals, not only WORKS but are held to the highest standards. Minder weergeven

Taking the 6-factor formula for cloud cost savings to companies! Building the revenue motion from the ground up - stay tuned and make sure to follow @Sunnylabs.ai !

Are you a startup that needs to build an inside sales or SDR program?
Does your company have an Inside Sales/SDR program that isn't thriving?

I specialize in building and re-building programs for long term stability and consistent performance. From overhauling onboarding to decreasing ramp times to building playbooks to troubleshooting systems, I have done it before, made the mistakes, and am ready to share my experience. If you're not sure if consulting is the right fit for your… Meer weergeven

Are you a startup that needs to build an inside sales or SDR program?
Does your company have an Inside Sales/SDR program that isn't thriving?

I specialize in building and re-building programs for long term stability and consistent performance. From overhauling onboarding to decreasing ramp times to building playbooks to troubleshooting systems, I have done it before, made the mistakes, and am ready to share my experience. If you're not sure if consulting is the right fit for your team book time below - regardless of the outcome, I am always happy to give quick pointers and introduce you to any resources that may help!

Additionally, I maintain an active book of coaching clients for SDRs, AEs and SDR managers who are looking to improve their skills and navigate their careers with confidence and a reputation for success. If you're interested in coaching services book time --> https://calendly.com/ashleigh-appts/15mincoaching


Projects include: Fractional Sales Leadership (<5 sales pros), Outreach/Salesloft Content Audit - Sequence Creation - Stylebook for a online education company. sequence generation for a translation service, Fractional Sales leadership for HR Technology, SDR management and consulting for a medical billing application, Inside Sales Program Design for a Medical Device company, Inside Sales Leadership and Program Development for a Shipping Management Application. Minder weergeven

Across the Pond & Over the Rainbow - ANOTHER Sales & Marketing Show!

APOR (Across the Pond & Over the Rainbow) is the sales and marketing live show that no one asked for yet everyone needed. Hosted by Ashleigh Early and Evan Patterson.

In each episode, Ashleigh and Evan talk about life lessons we've gained along the way (some more painful than others), the unique experiences we share as friends separated by an entire f*cking ocean, sales and marketing tips, career advice so you… Meer weergeven

Across the Pond & Over the Rainbow - ANOTHER Sales & Marketing Show!

APOR (Across the Pond & Over the Rainbow) is the sales and marketing live show that no one asked for yet everyone needed. Hosted by Ashleigh Early and Evan Patterson.

In each episode, Ashleigh and Evan talk about life lessons we've gained along the way (some more painful than others), the unique experiences we share as friends separated by an entire f*cking ocean, sales and marketing tips, career advice so you don't mess sh!t up, and of course...plenty of unhinged hilarity as Ashleigh and Evan navigate lives as the professional weirdos that they are.

ABOUT THE HOSTS

Ashleigh Early (she/her) is an American expat living in The Netherlands with her talented husband and two adorable dogs. Ashleigh is a #LinkedInTopVoice in sales sharing tips and strategies to help sales professionals and leaders do better at what they do. She has a love for all-things diversity, equity, and inclusion and demonstrates this passion by uplifting the voices of underrepresented identities in sales with her leadership, services, content, and allyship.

Evan Patterson (he/him) lives in Chicago, Illinois but is originally from the suburbs of Detroit, Michigan. He's an openly gay, polyamorous man with four loving partners. Evan is an award-winning B2B SaaS marketer providing freelance and full-time marketing and consulting services to innovative companies around the world. He is a proud college dropout who dedicates time to helping marginalized groups, especially LGBTQ+ folks, break into SaaS in order to help boost their lives for themselves and their families.

Both Ashleigh and Evan are strong supporters of injecting humor into work as being professional doesn't mean you have to boring. They don't believe in gatekeeping knowledge and love to tell the stories that need to be told. Their mission is to have fun, learn, teach, and uplift others in the sales and marketing communities who don't have enough representation. Minder weergeven

At Winning by Design we help B2B SaaS companies to design scalable go-to-market plans and execute with a customer-centric approach to sales and customer success. With an engineering background and approach, we use our experience in working with 200+ SaaS companies to build and improve sales process and training methodologies.

Winning By Design is trusted by clients including: Adobe, AdRoll, CultureAmp, FreshDesk, LiftOff, SalesLoft, SendGrid, Omaze, Outreach, Gainsight, and Zenefits.

As of June 2023 - The Other Side of Sales is no longer creating or publishing any new work. It's been a wild ride and please keep talking!

The Other Side of Sales is a podcast devoted to the vision of a truly inclusive sales culture created through hard conversations and the amplification of underrepresented voices. Our team utilizes weekly podcasts, webinar series, sponsored media, and the annual "State of Sales Survey" to move the profession forward.

In 2019, I joined forces… Meer weergeven

As of June 2023 - The Other Side of Sales is no longer creating or publishing any new work. It's been a wild ride and please keep talking!

The Other Side of Sales is a podcast devoted to the vision of a truly inclusive sales culture created through hard conversations and the amplification of underrepresented voices. Our team utilizes weekly podcasts, webinar series, sponsored media, and the annual "State of Sales Survey" to move the profession forward.

In 2019, I joined forces with Kasey Jones and created The Other Side of Sales in 2019 after looking at one too many lists of "influencers" and "sales podcasts to listen to" that failed to represent the voices of the diverse sales people they knew were dominating their fields.

In 2021, the podcast re-launched after a hiatus where Kasey decided to step away - and 5 new co-hosts were included to broaden the range of perspectives and help spread the word about our mission. We know diversity makes us stronger and are proud to have such a wide range of experiences, races, gender identities and physical locations represented and sharing their wisdom.

The Other Side of Sales is on a journey to solve the big problems facing our profession through data, constructive discourse and active listening. You can expect honest conversations, guests as diverse as the communities they live in, accountability when we screw up, transparency on our methods and sincere effort to give more than we receive. We believe that is the only way to move this profession we love forward.

Will you join us?

Check out the blog and sign up for our email list for BIG news at
---> https://www.othersideofsales.com/ <-----


New episodes every Thursday! Minder weergeven

We help companies fix their AWS bill by making it smaller and less horrifying.

Architect of Vendition's Sales Development Apprenticeship Program. Responsible for curriculum, mentorship and advocacy to deliver the best SDRs to top technology firms. Coached over 300 apprentices at over 100 companies to permanent sales positions with a >90% retention rate at one year.

The BDR (Business Development Representative) processed all marketing qualified leads. Since moving to build and manage the worldwide BDR program:
• Led team to 151% attainment across all pipeline metrics to date
• Over-achieved on all conversion and SLA metrics month-over-month for 9 consecutive months
• Launched prescriptive email-phone program across three continents to ensure consistency and results
• Hired, Trained and Promoted 18 people over 12 months from entry-level into… Meer weergeven

The BDR (Business Development Representative) processed all marketing qualified leads. Since moving to build and manage the worldwide BDR program:
• Led team to 151% attainment across all pipeline metrics to date
• Over-achieved on all conversion and SLA metrics month-over-month for 9 consecutive months
• Launched prescriptive email-phone program across three continents to ensure consistency and results
• Hired, Trained and Promoted 18 people over 12 months from entry-level into other sales functions
• Overhauled onboarding to take new hires from no experience to ramped in under 30 days
• Named WW SDR Manager of the Quarter for Q3 2017 Minder weergeven

-Completely rebuilt, rehired and retrained team (9 heads) after 95% pre-existing team was
promoted
- Built and rolled out systems to track touch patterns, message effectiveness and conversion rates
- Coordinated with marketing to build collateral and messaging that hits new target market
- Oversaw transition from inbound-exclusive SDR team to a dual role team with inbound and outbound reps tied to territories
- Assisted with SFDC migration and implementation
- Wrote first “SDR… Meer weergeven

-Completely rebuilt, rehired and retrained team (9 heads) after 95% pre-existing team was
promoted
- Built and rolled out systems to track touch patterns, message effectiveness and conversion rates
- Coordinated with marketing to build collateral and messaging that hits new target market
- Oversaw transition from inbound-exclusive SDR team to a dual role team with inbound and outbound reps tied to territories
- Assisted with SFDC migration and implementation
- Wrote first “SDR Playbook” in company’s history enabling greater transparency and accountability
- Led SDR team to 133% pipeline generation goals within one quarter of improvement roll-outs Minder weergeven

Managed and grew PernixData's SDR team- evaluate and improve all SOPs and SLAs to improve production and streamline follow up/conversion rates.

Within 2 months doubled average daily activity across the team, restructured compensation plans and rebuilt training site/curriculum for 8 new hires across three continents. Utilized Salesvue, InsideSales.com, Eloqua, DiscoverOrg and SFDC to improve productivity and targeted messaging.

Achievements:
⦁ Hired and ramped 8 SDRs and… Meer weergeven

Managed and grew PernixData's SDR team- evaluate and improve all SOPs and SLAs to improve production and streamline follow up/conversion rates.

Within 2 months doubled average daily activity across the team, restructured compensation plans and rebuilt training site/curriculum for 8 new hires across three continents. Utilized Salesvue, InsideSales.com, Eloqua, DiscoverOrg and SFDC to improve productivity and targeted messaging.

Achievements:
⦁ Hired and ramped 8 SDRs and re-built training system to reflect new products
⦁ Led team to 134% of team goal over first full fiscal year (Ind. attainment over 120%)
⦁ Built multi-touch system to ensure all marketing leads are correctly processed with full visibility into SLA compliance - doubled SDR activity within 30 days
⦁ Worked with management, marketing and field sales to ensure SDR goals stayed in line with shifting company message
Minder weergeven

Chartered with building out the ADR system in Bromium. Responsibilities include:

- Designing all processes, procedures and best practices
- Hire, train and ramp team of ADRs
- Train sales team on best practices working with ADRs
- Evaluate and bring in necessary resources for list building, management and call down efforts
- Work with Marketing Ops and Sales Ops to build compliance dashboards and reporting
- Develop collateral for ADR team and Bromium nurture tracks
-… Meer weergeven

Chartered with building out the ADR system in Bromium. Responsibilities include:

- Designing all processes, procedures and best practices
- Hire, train and ramp team of ADRs
- Train sales team on best practices working with ADRs
- Evaluate and bring in necessary resources for list building, management and call down efforts
- Work with Marketing Ops and Sales Ops to build compliance dashboards and reporting
- Develop collateral for ADR team and Bromium nurture tracks
- Ensure compliance with all ADR, Sales and Marketing SLAs

Results:
- Established SLAs for ADR team and implemented within SFDC
- Created dashboards for leadership, ADRs and marketing to monitor SLA compliance, activity and progression to goals
- Conducted resource audit of ADR tools and led trials of auto-dialers, databases and other sales enablement tools
- Based on audit recommended and rolled-out auto-dialer and change in lead database
- Team maintained all goals for C-level, On-site and F500 clients
- First three months led team to 12x multiplier (team OTE/pipeline generated) Minder weergeven

Completed full audit of SDR team and organizational structures. Compiled results and rolled out recommendations for outbound strategy and strategic alignment with sales including:

-Overhauling compensation for SDRs to mirror things in their control
-Re-vamping the SDR training curriculum to focus on a "platform" pitch rather than "feature selling"
-Build funnel metrics to streamline team goals and expectations and identify issues in the future leading to swifter… Meer weergeven

Completed full audit of SDR team and organizational structures. Compiled results and rolled out recommendations for outbound strategy and strategic alignment with sales including:

-Overhauling compensation for SDRs to mirror things in their control
-Re-vamping the SDR training curriculum to focus on a "platform" pitch rather than "feature selling"
-Build funnel metrics to streamline team goals and expectations and identify issues in the future leading to swifter resolution
-Individual feedback to team members to improve outbound strategy with core SDR call blocks
-Evaluated and recommended on external resources for data integrity and appending

Also orchestrated the transition from an inbound-only calling model to a hybrid team of inbound and outbound SDRs. Minder weergeven

Responsibilities:
-Emphasis on Oil and Gas and Mining verticals with eye for opportunity development and expanding business within existing accounts (Additional work across all B2B verticals)
-Cold call 40-70 calls/day with a goal of setting qualified appointments for outside representatives - achieved highest close rate on the team
-Log all activity in Salesforce, emails through Act-On/Marketo
-Lead company mapping/SOP fact-finding initiatives in verticals such as Oil and Gas… Meer weergeven

Responsibilities:
-Emphasis on Oil and Gas and Mining verticals with eye for opportunity development and expanding business within existing accounts (Additional work across all B2B verticals)
-Cold call 40-70 calls/day with a goal of setting qualified appointments for outside representatives - achieved highest close rate on the team
-Log all activity in Salesforce, emails through Act-On/Marketo
-Lead company mapping/SOP fact-finding initiatives in verticals such as Oil and Gas, Construction, Energy Audits, and Government agencies.
-Provide reports on findings related to desired/useful titles, markets and companies
-Work with marketing to develop targeted messaging for email campaigns

Achievements:
-100% quota attainment for qualified appointments passed on to sales
-Set company record for shortest training period (began calling after two days)
-Consistently completes highest number of activities per week in the company Minder weergeven

Generate and qualify leads for Arista Network Products. (Focusing on high-end switches for Data Centers and Cloud Computing)
-Make 50-70 cold calls/day to all levels from Vice President to CEO to engineer
-Generate qualified appointments for sales team in New York/New Jersey
-Work with team members to develop training program and materials
-Plan and execute lead generation activities to build lead base and cultivate "colder" leads
-Research online to find prospective clients

Private Voice lessons-focusing on technique, support, theory, repertoire development and audition prep (with 99% callback rate). Ages 5-adult

Children's Choral Direction- Teaching children that choir is FAR from boring! Rehearsals not only develop harmonies but teach showmanship, technique and musical history! Experience with developing a CD and sound editing. Experience with ages 3-adult

Children's Musical Theatre Music- Provide direction, arrangement, and conducting for… Meer weergeven

Private Voice lessons-focusing on technique, support, theory, repertoire development and audition prep (with 99% callback rate). Ages 5-adult

Children's Choral Direction- Teaching children that choir is FAR from boring! Rehearsals not only develop harmonies but teach showmanship, technique and musical history! Experience with developing a CD and sound editing. Experience with ages 3-adult

Children's Musical Theatre Music- Provide direction, arrangement, and conducting for children's shows in addition to teaching the music itself to children. Rehearsals not only
teach the music but technique and fun! Experience with ages 5-18.

Specific Highlights-
Earned 9K profit in first year working under 15 hours a week average

Quadrupled client base in first six months after incorporation

93.5% growth fueled by direct referral, 7.5% by indirect referrals via website

100% client satisfaction and re-booking for future engagements Minder weergeven

Sold music-centric therapy ideas to superiors, improving quality of therapy and improving company brand

Drove internal overhaul of data methodologies to improve client accessibility, improve analysis and increase productivity

Had 100% of families worked with request to work with me again exclusively

Provided in-home and group therapy to children suspected to be on the autism spectrum using the principles of Applied Behavioral Analysis
.

•Used large variety of mediums to target customer segments with strategic messaging

•Customer satisfaction with program led to 75% re-enrollment

•Expanded program to three new locations in response to customer demand

•Solely responsible for first profit the program had ever earned

•Built strategic partnerships with vendors and student groups to increase public awareness and build brand recognition