Kevin Gaither - Inside Sales Expert

Sales Leadership / Performance Management / Delivering Revenue Growth

Kevin Gaither

m:  310-804-5223 | e:  kevingaither@gmail.com

 

A hands-on Senior Sales Executive with an 18+ year track record of growing early-stage and multi-million dollar businesses. Known for the ability to attract, retain and lead top-performing teams focused on accelerating revenue growth.

 

CORE LEADERSHIP COMPETENCIES

v  Sales Strategy Creation

v  Pipeline Development

v  Territory/Vertical Creation

v  Talent Recruiting

v  Sales Rep Training

v  Coaching Systems

v  Sales Force Automation

v  Compensation Creation

v  Lead Generation Strategies

v  Performance Management

v  High Velocity Sales

v  Forecasting

 

Professional Experience

Vice President of Sales, BetterWorks, Inc.                                                       10/2011 – 5/2012

 

Initially hired by CEO as Director of Inside Sales teams and was promoted to VP of Sales six months later. Directly supervised 24 (11 Employer Sales, 7 Vendor Sales, 2 AMs, 3 Lead Gen/Lead Qual and 1 Sales Operations).  RFL:  Sales, Marketing, Operations Layoffs

 

Selected Achievements:

·         Increased revenues by 400% due to focused Employer and Vendor Sales strategy.

·         Improved target Vendor closes from 14% to 53% of overall sales.

·         Increased Vendors on platform by 132% in 6 months.

·         Increased catering revenues from 9% of overall revenue to 20% of overall in 3 months.

·         Created Outbound Prospecting team that was 120% to goal in Q1 2012 with $200 fully-loaded CPL.

·         Implemented first Sales Certification program and created linked, sequential Sales Process.

·         Awarded the Top 25 Most Influential Inside Sales Professional by the AA-ISP in 2012.

 

CEO and Founder, Inside Sales Recruiting & Consulting                           6/2011 – Present

 

Selected Achievements:

·         Awarded the Top 25 Most Influential Inside Sales Professional by the AA-ISP in 2011.

·         Selected to host weekly web TV show, ThisWeekIn Sales. Have shot over 30 live shows.

·         Secured 3 clients & turned business cash-flow positive in 2nd month by generating 4 placements.

·         Secured $30k Inside Sales consulting contract with hot Los Angeles start up, BetterWorks.

 

Director of Corporate Sales, Focus.com (formerly Tippit)                              1/2011 – 3/2011

 

Hired by VP of Sales to build the first Inside Sales team to make a material impact on bookings in the CRM, ERP, VOIP and Web Conferencing spaces.  Directly supervised 3 AEs and 1 SDR.

 

Selected Achievements:

·         Implemented first formalized hiring, onboarding and training program and created all associated training and process materials designed to identify and ramp A-players in a rapid fashion.

·         Created first inside sales playbook (including 13-Touch Call Process consisting of email templates and voicemail templates, Top 10 Objections, Buyer Persona Sheets, Elevator Pitches by Product, Seven Unique Scripts, Pre-call planning checklist, the Focus Sales Process and associated gates).

·         Named as “Focus Advisor” and Inside Sales Expert to help the Expert Services team expand their strategy in the Inside Sales vertical.

 


Director of Inside Sales, Business.com® - purchased by Dex One Corp.              12/2001 – 12/2010

 

Handpicked by Vice President of Sales to increase Business.com’s revenues by building/managing a Middle Market sales team to onboard small and medium sized businesses. Directly supervised up to 3 Sales Managers, 25 Account Executives and 4 Account Managers (from 6 to 32 people at various times).

 

Selected Achievements:

·         Recruited and trained sales team that produced double-digit sales growth-generating $14M in 2008; $12.2M in 2007; $9.7M in 2006; $7.7M in 2005, $3.9M in 2003 (450 – 1,500 customers).

·         224% increase in rev/acct due to new sales strategy and customer segmentation implemented in 2005

·         Improved proposal closing ratios from 40.9% in 2004 to 59.1% in 2008 by implementing repeatable sales process.

·         Achieved 121% improvement in advertiser budget increases by implementation of Monthly Cap Increase strategy including workflow, scripting and reporting.

·         Awarded the Top 25 Most Influential Inside Sales Professional by the AA-ISP in 2010.

 

Account Executive, Brentwood Credit Corporation                                              3/1999 – 10/2001

 

Hired to expand equipment leasing firm presence in Northern California. 

 

Selected Achievements:

·         Funded over $5M in new business FY2000 (annual quota was $3M).

 

Sales Manager, First American Equipment Finance                                                              5/1997 – 3/1999

 

Recruited to start up equipment leasing firm which became an Inc. 500 company. 

 

Selected Achievements:

·         Earned Salesperson of the Year designation by originating $7.273M in 1998 new lease commitments with a 30% closing ratio ($5million quota) and was then promoted to Sales Manager.

 

Senior Account Executive, U.S. Bank Oliver-Allen Technology Leasing      11/1994 – 5/1997

 

Captured new equipment financing opportunities at middle market companies ($20million - $500million in annual revenues).

 

Selected Achievements:

·         Generated over $9M in new lease commitments in 2.5 years.

·         Performed at President’s Club level that led to Senior Account Executive promotion.

 
Education

Bachelor of Science in Architectural Design University of California, Davis ♦ Davis, CA ♦ 1993

 
Technology Proficiencies

Microsoft Word/Excel/PowerPoint Salesforce.com Administrator & Expert