Partner – CROs2o
"Consistently develops innovative solutions to improve business results quickly and shepherds his clients forward with honesty, hard work and determination."
As a practice leader for CROs2GO, Mark brings twenty-five years of consulting and industry experience in selling the “intangibles” and bringing together cross-functional teams for a collaborative win. Focused on the “possible”, he thrives on problem-solving to provide the most impact, by the most economical and efficient means. His work with clients includes sales process optimization, go-to-market strategy, executive coaching, and fractional sales leadership for growth companies or businesses facing headwinds and seeking to chart a new course. These efforts follow a method of assessment, recommendation, execution, and ongoing governance which is metric focused.
Mark’s philosophy with clients – and for successful sales in general – starts with listening and an empathetic approach to understanding the current environment, the beliefs held or reasons for its cause, the business impact, the desired outcome or to be state, and what has been tried, thus far. With this perspective, he maps out recommendations, resolutions and ways to attain goals with risk analysis. He facilitates the means needed to reach these ends, using benchmarks and metrics to measure performance. The initial goal is to look for areas of immediate value that can be brought forward.
As the son of a career military officer, Mark was an “army brat” accustomed to changing homes, schools, and friends every two and a half years. Some may see that as instability but it proved invaluable to Mark, who learned to adapt to new environments and build new relationships. He became able to step into ambiguous and changing environments and focus on what “success” means and how to attain it.
Professionally, Mark cut his teeth in the fast-paced, ever-changing nature of Silicon Valley. After graduating from San Diego State University with his BA in Political Science and Economics,, he found himself doing everything from emptying the trash to running an international dealer network, to managing a $7.5M Government Services Contract for a small hardware manufacturer and software development company in Menlo Park. While he had not pictured himself as a salesperson (having always pictured the “used-car guy”), he quickly found his degree emphasis in Conflict Resolution was valuable in bringing deals to fruition and creating strong business relationships.
As a sales and business development leader, he built his career as being the first sales hire for newly formed venture-backed companies (e.g. Financial Crossing, IdentityMind) – taking them from stealth mode to eight-figure revenue and exit. Additionally, Mark came in to reinvigorate and boost sales at struggling firms, prior to acquisition (e.g. Fortent, Dorado). He thrives as a “player/coach”, creating a prospect pipeline, securing key accounts and partnerships, building out sales, business development and customer support teams, defining processes, and implementing the technology needed to manage the business by delivering sound forecasting and reporting to investors and the board. He has built out teams from one to sixty employees, creating the related compensation structures, incentives, and metrics, and has managed the needs required in a business contraction, including the outsourcing of sales and marketing activities, as he did at GreenPoint.
As a consultant, Mark works with a diverse mix of customers across industries, including consumer packaged goods, financial services, tech, e-commerce, and healthcare. He has built go-to-market plans for foreign companies coming to the US and led their initial sales. He has served on industry panels for innovation and customer experience and led masterclasses for international business leaders on best practices for customer engagement. Whether a company is b2b or b2c, its sales (and thereby, its revenue), are the byproduct of trust and confidence. Delivering that in measurable value for clients and their customers is how Mark measures success.
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