Kevin Stehr

Kevin Stehr

Boca Raton, Florida, United States
5K followers 500+ connections

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About

Driven business executive with strong, diverse background in global software sales…

Activity

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Experience

  • Teaching Strategies, LLC Graphic

    Teaching Strategies, LLC

    Washington D.C. Metro Area

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    Greater Seattle Area

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    Charleston, South Carolina Area

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    Ann Arbor, Michigan, Unied States

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    Austin, Texas Area

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    New York, NY

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    New York, NY

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    Seattle, WA

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    Seattle, WA

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    Seattle, WA

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    Seattle, WA

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    Seattle, WA

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    Whidbey Island, WA

Education

Licenses & Certifications

Volunteer Experience

Patents

  • Patent Inventor - 2 commercial products generating $26M in revenue: 1) LexisNexis CourtLink Strategic Profiles (data visualization and analytic search product), 2) LexisNexis Total Litigator (workflow based research platform).

    Filed US 20090083328

    1) Strategic Profiles: Data visualization solution aiding in search and data manipulation of litigation information for litigation preparation and business development. Creates a litigation profile of a law firm, attorney or judge resulting in strategic insight & greater efficiency.

    2) Total Litigator: Provides a workflow-based research platform uniting content & technology via a task-based experience.

    Both products have generated $26M+ in transactional and subscription revenues…

    1) Strategic Profiles: Data visualization solution aiding in search and data manipulation of litigation information for litigation preparation and business development. Creates a litigation profile of a law firm, attorney or judge resulting in strategic insight & greater efficiency.

    2) Total Litigator: Provides a workflow-based research platform uniting content & technology via a task-based experience.

    Both products have generated $26M+ in transactional and subscription revenues since launch and has served as a catalyst for several new products. https://patents.google.com/patent/US20090083328A1/en

    See patent

Projects

  • Transformational Change Management Sales Certification Course

    Developed and deployed a one-of-a-kind change management certification course and exam focused on helping sales professionals increase win rates and reduce stalled opportunity development. The change management certification elevates the level of services we provide our customers ensuring that we are helping each individual customer successfully take the journey from their current state to a desired, improved future state. The certification course leverages several proven tools and techniques…

    Developed and deployed a one-of-a-kind change management certification course and exam focused on helping sales professionals increase win rates and reduce stalled opportunity development. The change management certification elevates the level of services we provide our customers ensuring that we are helping each individual customer successfully take the journey from their current state to a desired, improved future state. The certification course leverages several proven tools and techniques to improve sales performance. It also incorporates unique, proprietary change management sales tools to increase sales productivity and command over pipeline development.

  • Created the "Change Management Sales Risk Scorecard"

    Developed an innovative new selling tool designed to measure change management risk that negatively impacts sales cycle and close rates. The Change Management Sales Risk Scorecard is truly unique and works in tandem with all sales process methodologies. The Change Management Sales Risk Scorecard can be integrated into salesforce.com reporting and analytics offering insight to help sales professionals quickly assess risk and develop meaningful sales steps to address. At Teaching Strategies, we…

    Developed an innovative new selling tool designed to measure change management risk that negatively impacts sales cycle and close rates. The Change Management Sales Risk Scorecard is truly unique and works in tandem with all sales process methodologies. The Change Management Sales Risk Scorecard can be integrated into salesforce.com reporting and analytics offering insight to help sales professionals quickly assess risk and develop meaningful sales steps to address. At Teaching Strategies, we are currently managing a sales pilot with initial results reflecting a 36% improvement in sales win rates by helping sales professionals proactively address the negative impact change management risk has on opportunity development.

  • Developed the "Prospecting Pyramid Sales Methodology"

    - Present

    Innovator of "The Prospecting Pyramid Methodology". The Prospecting Pyramid positions Sales with the best ability to gain complete insight & control in opportunity development to reduce the percent of stalled & disqualified opportunities. The methodology unites core Change Management principles & tools to uncover latent risk & build strong coalitions of support during opportunity development. The methodology builds value & incorporates other sales methodologies such as Solutions Sales & the…

    Innovator of "The Prospecting Pyramid Methodology". The Prospecting Pyramid positions Sales with the best ability to gain complete insight & control in opportunity development to reduce the percent of stalled & disqualified opportunities. The methodology unites core Change Management principles & tools to uncover latent risk & build strong coalitions of support during opportunity development. The methodology builds value & incorporates other sales methodologies such as Solutions Sales & the Challenger model to maximize sales effectiveness.

Honors & Awards

  • Innovator of the "Strength of Sale Change Management Scorecard"

    Teaching Strategies

    The Scorecard is truly unique and works in tandem with all sales process methodologies to increase win rate performance. It empowers sales professionals with the ability to assign a numeric rating tied to the level of change management risk in an opportunity coupled with next steps to reduce risk and its negative impact on close rate performance. Current research reflects a 6% increase in monthly win rates when used throughout the sales process.

  • Innovator of "The Prospecting Pyramid Sales Methodology"

    Blackbaud

    The Prospecting Pyramid Sales Methodology positions Sales with the best ability to gain complete insight & control in opportunity development to reduce the percent of stalled & disqualified opportunities. The methodology unites core change management principles & tools to uncover latent risk while building strong coalitions of support during opportunity development. The methodology integrates into other sales methodologies such as Solutions Sales & the Challenger model to maximize sales…

    The Prospecting Pyramid Sales Methodology positions Sales with the best ability to gain complete insight & control in opportunity development to reduce the percent of stalled & disqualified opportunities. The methodology unites core change management principles & tools to uncover latent risk while building strong coalitions of support during opportunity development. The methodology integrates into other sales methodologies such as Solutions Sales & the Challenger model to maximize sales effectiveness.

  • High Potential Performance Designation

    ProQuest Human Resources

    Rated in the top 4% of 370 ProQuest sales professionals in the “high potential, top performer” tier with recognition for building trust in leadership across the organization.

  • Circle of Excellence Performance Award

    LexisNexis

    Received multiple Circle of Excellence awards for outstanding sales performance tied to new business and retention performance.

  • Patent Innovator - 2 patents generating $26M in revenue

    US Patent Office

    1) Strategic Profiles: Provides a method to conduct focused searching of litigation information for litigation preparation and business development. Creates a litigation profile of a law firm, attorney or judge resulting in strategic insight & greater efficiency. 2) Total Litigator: Provides a workflow-based research platform uniting content & technology via a task-based experience.

    Both products have generated over $26M in transactional and subscription revenues since launch and has…

    1) Strategic Profiles: Provides a method to conduct focused searching of litigation information for litigation preparation and business development. Creates a litigation profile of a law firm, attorney or judge resulting in strategic insight & greater efficiency. 2) Total Litigator: Provides a workflow-based research platform uniting content & technology via a task-based experience.

    Both products have generated over $26M in transactional and subscription revenues since launch and has served as a catalyst for several new products. https://patents.google.com/patent/US20090083328A1/en

  • First Place Advanced Management Negotiation Competition

    Harvard Business School

    Awarded top ranking in the Advanced Management Program's negotiation competition.

  • Leadership Award Harvard Advanced Management Program

    LexisNexis CEO Award

    Awarded fully paid tuition to the Harvard Advanced Management 2-month immersion program as recognition for development of game changing product innovation and eventual patent that generated $26M in incremental revenue. The new product innovation also positioned LexisNexis with the ability to shift law school and litigator preference from Westlaw to LexisNexis.

  • LexisNexis CEO Innovation & Revenue Excellence Award

    LexisNexis

    Awarded the CEO Innovation award in recognition for development of a strategic plan that led to the acquisition of 3 game changing software solutions that competitively differentiated LexisNexis' position in the highly competitive and lucrative litigation market.

  • Navy and Marine Corps Achievement Medal

    Department of the Navy

    Award presented by the US Department of the Navy JAGC for commendable achievement in performance of litigation duties as a prospector.

  • Navy Commendation Medal

    Department of the Navy

    Award presented by the US Department of Navy JAGC for meritorious performance in representing the criminal defense needs of servicemembers facing a wide range of crimes tied to manslaughter, arson, theft, drug use and assault.

  • Quality Spotlight Award for Excellence in Legal Asssistance

    US Navy Judge Advocate Generals Corps

    Recognized for created a full legal assistance program to support the needs of servicemembers facing legal issues tied to consumer protection, divorce, child custody, bankruptcy and other civil matters.

  • Dean's List for Academic Excellence

    University of Kansas

    Awarded Dean's list of for outstanding academic achievement.

  • First Place KU Debate Competition

    University of Kansas, Communications Department

    Awarded first place in annual University of Kansas Communications Department debate competition.

  • Outstanding Academic Achievement in Germanic Language & Literature

    University of Kansas, Germanic Languages & Literature Department

    Departmental award for outstanding academic achievement in Germanic language and literature.

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