Profile

Steven W. Wright

Self-Employed

Contact Details

Self-Employed

Bio

Marketing and Sales Enablement expert with extensive proven experience as an analyst and practitioner focused on helping organizations select, adopt and launch new sales methods and processes to transform selling and the sales culture with deep knowledge of sales tech and B2B Information Technology. Whether face-to-face, virtual, creation of sales collateral and tools, leverages and manages all available tools to focus on the methods and messages that enable sellers to succeed.

  • SALES ENABLEMENT RESEARCH AND ANALYSIS – As a senior analyst at Forrester, wrote reports covering all phases of sales enablement from vendor selection to best practices and, via inquiry and advisory consulting, worked with hundreds of vendors and users of sales enablement solutions.
  • PROGRAM DEVELOPMENT AND MANAGEMENT – Introduced first scripted Whiteboarding at IBM including face-to-face, video, 1-on-1 certification for thousands of sellers worldwide leading to $100 million increase in validated pipeline.
  • SALES ENABLEMENT CREATION – Built and managed sales enablement group at major software vendor including on-line platform, content and tools, tracking and metrics including managing staff.
  • EFFECTIVE, ENERGETIC FACE-TO-FACE, VIRTUAL AND VIDEO TRAINING – Top rated speaker at worldwide classes for sellers including coaching, improve understanding of all levels of IT and software concepts and solutions for all types of sellers with increased pipeline and sales.
Key Competencies:

  • Synthesize complex information from many sources into simple, clear, actionable messages and value propositions.
  • Plan, develop, build and deliver content for presentations, sales tools, training, curriculum both online and face to face.
  • Leverage technical, marketing and sales experts to build consensus across complex worldwide organizations to transfer effective skills to sellers both in-house and partners.
  • Build and successfully deliver plans meeting budgets and deadlines.