WAYPOINT GROWTH INVESTMENTS
Owner, Feb 2022-Present
Earned a Real Estate license in the state of South Carolina and chose Berkshire Hathway HomeServices C Dan Joyner Realtors as my Broker. After initial immersion training on all aspects of residential home buying and home selling, I expanded into wholesaling properties, tax yield certificates, and multi-unit housing. I consolidate this knowledge into Leave A Legacy Academy of which provides processes and online courses to help those unprepared financially for retirement.
HEREDITARY INSIGHTS
President, Feb 2019-Feb 2022
Took the helm of a nascent company in the state of South Carolina marketing DNA screening through existing Medicare Insurance distribution channels. Within 30 days, I created a new risk-averse corporate structure, assembled Articles of Incorporation, restructured compliant agreements with contractors, labs and business partners to comply with legislation (e.g., Stark, EKRA, Anti-Kickback Statute, Safe Harbor, OIG) and began building the complex IT infrastructure to support a new business model. I constructed and relaunched compliant model (e.g., new applicant qualification program, physician medical necessity collection, swab kit supply chain, lab status monitoring) and services to nationwide community pharmacies as distribution model doubling adoption and submission volumes monthly.
WAYPOINT GROWTH ADVISORS (Powered by Sales Xceleration)
Chief Growth Officer, August 2017-Jan 2019
- During a campaign for US House of Representatives in NC district 1, worked with startup to mid-sized companies as a fractional (1-2 days per week) growth executive to ensure a sales team is constructed with the right people, the right infrastructure and the right plan to fulfill an organization's financial goals. Examples of first year clients are: Created a sales plan, sales process, sales forecasting tools, sales quota/commission plan and hired first Business Development Manager for Pharmaceutical Documentation company.
- Created a sales training program (e.g., Fast Start weeks 1-4, Referral Partner weeks 5-6, CRM setup/training, sales process, weekly meetings) for a startup, privately-held, nationwide office supply franchise
- Served as VP Sales for a startup healthcare chronic care management (CCM) vendor
- Consulted retail manufacturer how to grow from $250K to $2M in one year
SMARTLINK HEALTH SOLUTIONS, LLC
Chief Growth Officer, August 2014-August 2017
- Created sales strategy, target customer, pricing plan, sales process, prospecting strategy, lead generation, product differentiation, appropriate distribution channel, sales tools, sales quotas, product naming, and sales forecasting tools for healthcare IT startup
- Launched nation’s first SaaS solution for Center for Medicare and Medicaid Services (CMS) chronic care management program
- Closed second largest health system in nation within 3 months of launch positioning company on a $10M run rate
- Successfully launched partner program garnering $10M+ investment from biggest strategic partner
- Generated thousands of leads as “voice of the franchise” conducting initial 14 monthly national webinars
- Negotiated additional partnerships with nation’s leading EMR vendors
ENTRUST HEALTHCARE
Partner, EVP of Sales 2009-2011
- Created sales proposal, pricing model, prospect strategy, target customer, lead generation, call scripts and sales process for IT staffing model startup
- Closed initial $1.8M of new business to validate IT staffing business model
SALES CYCLE ANALYTICS, INC. / HEALTHTREND CONSULTING
Sales Enablement Officer, July 2003 - August 2014
Founded company to leverage actualized models, methodologies, and services beyond healthcare IT spaceUtilized unique buyer alignment model to quantify prospect perception enabling clients to diagnose sales cycle performance, verify competitive differentiation, and to align sales messaging with buyer processesDelivered model concurrently with sales process training or marketing frameworks, allowing client to train on buyer alignment disciplines, join annual advisory service, or completely outsource processesCreated effective monthly teleseminars, a blog, membership site, and discussion forum to educate and advocate unique contentSuccessfully improved competitive positioning and buyer alignment for sales and marketing departments of life science and healthcare IT firms by deploying market-based research using one-time engagements or trademarked quarterly buyer alignment subscription serviceFocused on high-profile projects for healthcare software application vendors (e.g., Siemens, MedAssets, QuadraMed, Sage Software, Misys, and GE), organizations, or venture capital-based startups that:
- Desired to escalate new business sales of services or solutions
- Required product validation or market repositioning
- Required full product and company launch campaigns
- Planned to make acquisition decisions Established healthcare user-based service collecting unbiased vendor perception ratings to validate buyer alignment modelEffectively created IT Advisory Service for CIOs, CMIOs and senior IT leaders of the nation’s 1500+ health systems, emerging ACOs, and other healthcare providers
- Required product validation or market repositioning
- Required full product and company launch campaigns
- Planned to make acquisition decisions Established healthcare user-based service collecting unbiased vendor perception ratings to validate buyer alignment modelEffectively created IT Advisory Service for CIOs, CMIOs and senior IT leaders of the nation’s 1500+ health systems, emerging ACOs, and other healthcare providers