James Franklin

About James Franklin

Jim is a proven sales leader with more than 25 years of success building and leading B2B sales teams selling software/SaaS and professional services. Serving as a Fractional CRO or CSO, Jim provides advisory and implementation services for B2B companies resulting in predictable, repeatable, scalable and profitable revenue. His team designs and implements the full spectrum of a sales organization: structure, compensation, methodology, recruiting and training. The goal is clear - increase your revenue.He uses Revenue Operations (RevOps) methodology and processes, linking Marketing, Sales, and Customer Success operations across the customer lifecycle to drive efficiency and keep all teams accountable to revenueHe’s a proven leader who can enable deals to move forward, increase forecast accuracy, and hire and coach great sales teams. He has a unique talent for leading teams to grow their business and has positioned numerous technology companies for acquisition.In addition to tech companies, he has significant expertise in navigating regulated industries including Financial Services, Business Services, Packaging and Distribution. Highlights include:• Achieved significant new customer acquisition (during a time of severe economic recession) including: HSBC, Nordstrom, M&T Bank, JPMC, Fifth Third Bank, Thrivent Financial Services, Revolution Money, Nationwide Bank, and National City (PNC) increasing the customer revenue base by nearly 60%.• Increased sales productivity by 35%, reduced sales cycle times by 15%, and created process that increased forecast accuracy to within 5% of revenue goals.• Achieved/exceeded revenue forecast for 16 successive quarters which positioned the company for acquisition.Specialties: Fractional CRO, sales leadership, Chief Revenue officers, strategic thinking, collaborative and change leadership, sales enablement strategies, sales operations, account based marketing, enterprise solution selling, pricing - services and software, complex deal structures/contract negotiation, forecast accuracy, SaaS, analytics, channel/strategic alliance development.Industries:SaaSFinTechBusiness ServicesManufacturing Energy/Oil & GasContent Services/ManagementBusiness Process Management

Experience

1. Sr Partner and Fractional CRO

   Gce Strategic Consulting

   Jan 2021 — Present · Boulder, CO, US

   At GCE Strategic Consulting, we work with business owners who embrace the principles of the Entrepreneurial Operating System® EOS® to get the results that they both need and deserve at an investment they can afford. We do this by offering a fractional executive who gets full-time results,

Education

• Arizona State University

  Computer Science

• Colorado State University

  Civil Engineering

Skills

• Sales Operations
• Professional Services
• Strategic Account Development
• High Technology Sales
• Solution Selling
• Business Planning
• Business Alliances
• Utilities
• Saas
• Product Management
• Strategy
• Financial Services
• Crm
• Cloud Computing
• Forecasting
• Software Industry
• Salesforce.com
• Sales Enablement
• Strategic Partnerships
• Pricing
• Sales
• Business Strategy
• Regulated Industry
• Marketing
• Lead Generation
• Team Building
• Management
• Marketing Strategy
• Product Development
• Enterprise Content Management
• Management Consulting
• Leadership
• Enterprise Software
• Sales Management
• Business Development
• Software as a Service (Saas)
• Partner Management
• Go-to-Market Strategy
• Channel Partners
• Sales Process