Sales and marketing leader expertly guiding the direction and revenue generation of organizations by employing customer-centric innovations in market share growth, new business development, key account management, sales promotion, pricing, negotiation, and value-based selling and consultative selling to identify needs and exceed customer expectations.
High-energy and progressive corporate visionary providing exceptional competence in the sales arena by managing the sales playbook, driving the sales process, recognizing and implementing business process re-engineering, aligning performance to KPIs, advocating for change, leveraging the customer experience, and CRM process visualization and improvement.
Collaborative consensus builder modeling the corporate mission and values, formulating strategy for the team, creating a sense of urgency, instilling integrity and ownership, providing mentoring, navigating risk, managing radical change, building and managing cross-functional teams capable of delivering top and bottom-line business results, completing complex assignments, building mutually beneficial partnerships, strategic alliances and capitalizing on synergies across all business units.
Innovative technology champion with a passion and innate curiosity for technology, providing innovative operational solutions and implementation, ensuring data security, supplying answers to complex architectural issues, and driving business enablement through the integration of technology and digital transformation.
$6.5 million single sale made to a global buyer, recognized as the top sales achievement of the year.
500% expansion of sales in two years for the same eight accounts accomplished by converting the predominant selling technique from technical, feature-oriented to a value-added, financial-gain focus.
300% expansion of the new business pipeline obtained by instituting a precisely targeted strategy, account plans, and territory roadmaps.
105% of objectives realized in initial four months by identifying and closing four new accounts.
91% YoY growth recorded by driving engagement with customers at the C-level and emphasizing the product’s ability to help users meet key strategic business imperatives and reduce technology debt.
84% closing ratio achieved by utilizing a selling process that promptly qualified the prospect, executed a product demonstration informed by an onsite analysis and customer interview, and delivered an immediate quote.
122% of annual quota secured by establishing C-level relations thereby gaining insight into critical corporate goals and presenting solutions that addressed areas requiring improvement.
218% of quota reached by executing a top-down access methodology that removed traditional mid-management roadblocks to selling new technologies.
100% hike in volume fed by a 300% pipeline bump achieved by forming a standardized account plan singularized by client through consultation with overlay specialists, sales engineers, and channel partners.
23% YoY volume escalation supplied by devising a plan that defined small businesses as a separate segment
75% decrease in lost customer calls engineered by adapting and launching a processing technology that automatically connected the caller with the appropriate company agent three times faster.
77% speeding of contact inquiry resolution, accompanied by lowered processing costs and a 15-point rise in the satisfaction rating, managed by utilizing biometric voice identification technology.
Sharpened the design and effectiveness of a corporate website programmed to give franchisees access to private investors through a listing of specific investor profiles.
300% pipeline surge per account propagated by development and practice of a consultative model, branded Discovery Workshop, which eventually won acceptance as the corporate method.
50% run-up in closing ratio registered by identifying and connecting prospects with a broadband carrier that offered the transmission capacity necessary to leverage the client’s cloud-based backup utility.
35% boost in go-to-market and customer touches scored by aligning partner specialties with the needs of distinct verticals and incentivizing representatives to uncover parallel opportunities.
Authored a sales routine and related training documents that drove 45% national growth as a result of the program’s adoption by business partners across the country.
11% boost in profitability generated by shifting the sales methodology from tactical to strategic and maintaining consistent training in consultative selling techniques.
$100 million of incremental revenue added in two years by top grading an inherited team and individualizing product and technique training to maximize the abilities of leading performers.
200% annual top-line increase and position as an outstanding national franchisee attained by building a professional marketing team and instituting techniques based on satisfying customer needs.
27% bump in the customer take rate driven by designing, in collaboration with cross-functional colleagues, replacement collateral materials that clarified the value of services provided.
34% reduction in franchise operating expenses produced by offering bonuses for timely project completion, incentives for improved buying-selling margins, and guiding marketing spending with ROI metrics.
A tripling of the opportunity pipeline, accompanied by a 25% reduction in marketing costs, achieved by fully leveraging the capabilities of a contracted marketing assistance resource.
“Michael made a significant impact on our team. His leadership skills and business savvy has helped guide and grow our organization. We have adopted Michael’s Discovery Workshop that helps to grow significant pipeline and solidify our customer partnerships at the C-Level. Michael’s consultative approach, addressing business challenges and aligning the right technology and services to help customers achieve their business initiatives is proving to be a great asset to our business.”
“I witnessed first-hand his (Michael’s) ability to gain access to C-Level contacts within both our existing customer base as well as with prospective customers. Mike speaks very well at the executive level and aligns technology solutions with their business goals. He is always well prepared and professional, and these characteristics serve him very well.”
“Mike is everything you are looking for in an account manager. He worked for me for 5 years (while at Avaya) and was always the top performer on the team and across the area. He knows how to build lasting relationships and varies levels within an organization and knows when to use each one. Mike does an excellent job at helping customers build a business case to ensure all their objectives will be met. He took a set of accounts that hadn’t done much and was able to make them some of the largest accounts we had in the area and continued to grow them year over year. If you get the chance to have Mike as part of your team don’t pass it up.”
“Few people have the opportunity to work with true leaders. Mike is without question a “true leader” and mentor. While working with Mike over the last 10 years, I am always struck by his ability to empower his staff and those around him. Mike encourages innovation and creative thinking. He understands how to create and manage highlly effective sales organizations. Mike and his team are always the top in the company because of their unwavering commitment to customers. I, personally, have learned a tremedous amount from Mike and I always appreciate his open, honest and direct approach. I look forward to all we will accomplish in the years to come.”
“Mike is the kind of leader you want and hope to work for and to be on your team. He epitomizes the concept of team, coach, strong work ethic, humility, accountability, encourager, trust, and grace. In short - Mike is a winner and he challenges and helps others to be likewise. It is an honor and blessing to work for and with him.”
“Mike Culleton is a true sales professional with an excellent grasp of technology. Mike excels at building strong relationships and is dedicated to exceeding the needs of his customers. Mike is also a great team player who is willing to extend himself for the betterment of the team.”