I won inner circle achievement status (that means I was pretty good) in 4 unique industries as a salesperson before I started my own marketing firm, Ink Stain Inc.
I did well as a salesperson because I was most interested in learning about my customers’ best successes and accomplishments. Successful people I spoke to, in multiple industries, often lit up with excitement when talking about their best work.
Learning about my customers’ successes helped the conversation get away from what I was selling, so I could get on their team and find ways to help them reach their goals.
These experiences led me to understand, eventually over time, that even the most knowledgeable business people don’t always have the space, the time or tools, to self-reflect on the patterns of empathetic behaviors and acts of service that are so key to their own success. It’s my belief that the knowledge you have concerning all the things you didn’t learn at school is what has really made you good at your work.
Behind the curtain lives the deeper emotional reasons that push people to creatively collaborate with others and do work that makes them feel more alive.
And for marketers and business owners, there is a make or break connection between being engaged with your work, and an ability to engage your customers.
So, with Ink Stain Inc, you get to go deeper to put your successes and accomplishments into a system that gets them working for you over and over again.
After success as a B2B account executive in 4 unique industries, I began my own marketing and messaging firm, Ink Stain Inc, in 2005. I have created nationally recognized, revenue generating, messaging and content for over 150 organizations—including venture-backed startups, digital agencies and Fortune 500 companies, with an expertise focus on B2B customer engagement and sales goals.
Based on your best customers' stories of your value, I build a repeatable sales model that links what you do best with what your customers need most—in the language new customers will understand.
Ink Stain Inc discovers new goals your customers have—the goals they cannot live without but have not realized how to accomplish—and I prove to them your expertise is what they need to accomplish those meaningful goals.
Based on these simple concepts, I have created lead generating and new revenue producing ebooks, articles, email campaigns, and sales prospecting conversation scripts based on newly discovered goals of customers for clients such as Blue Cross, Mars Inc, National Academy of Sciences, Novozymes, Corporate Visions, and dozens of B2B firms, small and large—all faced with the challenge of building value in a world that has steadily grown more competitive.
A Few Career Highlights 2008-2017
•Created sales enablement content for Corporate Visions: 2Million in sales annually, Fortune 1000 bookings with companies such as Halliburton, NACCO, Verizon Wireless, and ADP.
•Bellevue, WA, dove in and rebuilt adaQuest’s marketing automation-ready website, a 110% increase in consulting traffic and 60% increase in revenue based on new business focus.
•For Amazon, I produced an ongoing, internal Seller’s Advice and Data Report—I conducted interviews of over 300 Amazon customers for leadership to chart new processes between buyers and sellers for Amazon’s inner circle leadership team.
•Anthem Blue Cross of California, I created new portfolio language, within the next quarter they posted an 8% increase of new signups.
•Mars, Inc., we flew to Arizona for their leadership conference, and we created leadership presentation books based on the live sales conference. Our capture helped to create a 50% increase in revenue for preventative care revenues for their Banfield Division.
•National Academy of Sciences: SEE Summit: In Hollywood: I worked with graphic facilitators to create a visual and thematic report based on the television industry’s best thinking to create funding to inspire science education among school age children.
•Young President’s Organization, Denver Convention Center, created a publication to capture the most compelling points of a leadership conference, to inspire post-conference ROI.
•Two amazing minds from Duke University formed Bristlecone Learning, and we came up with an idea to capture great stories surrounding their organizational development work. The product was ifculture.com, articles about culture change at Novozymes, Jet Blue, Blommer Chocolate.