Michael Perla

About Michael Perla

A value/strategy consulting executive that has helped F500 organizations in their digital and sales transformations, creating billions of dollars in quantified value and a stronger competitive advantage. Transformation elements have included front-office performance and optimization, sales / go-to-market plans and strategy, a differentiated value story, digital strategy, sales/marketing processes, sales resource optimization, sales methodologies, and overall pipeline health, coverage, and demand generation.Customers/clients have achieved higher win ratios (20%+), larger average deal sizes (>15%), cost of sales improvements (2-4 points) and better coverage multiples (3-4x), among other KPI/metric improvements. Have helped to create billions in pipeline value.I have sold, managed, and positioned marketing and sales performance offerings (e.g, intellectual property, training, value-added services, software, etc.) and I\'ve created thought capital to drive interest, leads and incremental opportunities. I have also led a global strategic planning team for a F500 enterprise software firm that helped each of the five BU\'s to develop and implement strategic plans for double-digit growth, including looking at whitespace, greenfield opportunities, and red (competitive displacement) space, among other growth avenues.Co-author of \"7 Steps to Sales Force Transformation\"(publisher: Palgrave Macmillan; January, 2016) and 50+ blog posts and articles on topics such as value propositions, go-to-market strategy, metrics, and (sales) pipeline dynamics.Six Sigma Black Belt, M.Ed & Ed.S. in Psychology, MBA. michaelperla (at) bellsouth (dot) net.Specialties: Sales and digital transformation, sales and marketing effectiveness, go-to-market strategy, sales process, prioritized roadmaps, M&A, account planning and management, strategic planning, sales cadence, pipeline management, sales strategy, win-loss analysis, sales methodologies, sales reporting, sales metrics and KPIs, business cases, value justification, value management, value consulting, pipeline analytics, agentic AI, sales and marketing alignment, program management, SFA/CRM, Siebel, Salesforce.com, and deal reviews.

Experience

1. Regional Vice President

   Salesforce

   Feb 2024 — Present · Atlanta, GA, US

Education

• Trailhead by Salesforce

  Rank: All-Star Ranger, (Min of 600 badges and 300K points)

• University of Connecticut

  B.A., College of Liberal Arts & Sciences

• The University of Georgia

  Ed.S., School Psychology

• Villanova University

  Six Sigma: Black Belt

• Georgia State University - J. Mack Robinson College of Business

  Master of Business Administration - MBA

• The University of Georgia

  M.Ed., Educational Psychology

• Villanova University

  Six Sigma: Green Belt

Skills

• Process Improvement
• Executive Coaching
• Management
• Strategic Partnerships
• Business Process Improvement
• Go-to-Market Strategy
• Business Development
• Thought Leadership
• Management Consulting
• Forecasting
• Analytics
• Consultative Selling
• Business Strategy
• Integration
• Business Intelligence
• Marketing
• Sales Metrics
• Customer Relationship Management (Crm)
• Salesforce.com
• Sales Enablement
• Strategic Planning
• Strategy
• Product Marketing
• Sales Process
• Solution Selling
• Selling
• Enterprise Software
• Sales Management
• Leadership
• Mergers & Acquisitions
• Saas
• Strategy Development
• Account Management
• Change Management
• Business Transformation
• Sales Operations
• Professional Services
• Analysis
• Sdlc
• Sales