Former EBQ VP of Sales
"Michael Graves is a talented and self-motivated sales individual who continually meets and exceeds his quota. In the 3 + years I managed Michael, he grew from an smb farming rep to an enterprise hunter. Every day, he was positive, uplifting, and a team leader which is why he was promoted to sales management. I couldn't recommend anyone higher as a sales individual or as a team mate. Feel free to contact me directly for more details."
Former C.R.O at Accuweather
Current Head of Revenue at Reuters
Eric was a client of Mike's
"Mike Graves proved to be essential to our successful partnership with EBQ and contributed significantly to the development of our customer acquisition practice at AccuWeather. He is very thorough and can be depended upon to get the job done. Loyal, insightful and independent, he is a forward thinking Customer Success Manager but also a team player. Mike possesses a winning combination of solid tech skills and business sense which made him a solid partner in our relationship with EBQ."
VP of Marketing
"Mike sold InnerWorkings .NET learning software to development managers and team leads for several years. During that time, I've been impressed by his personal integrity, professional sales skills, and determination to close deals. Mike has an excellent track record of generating new business from cold calling, running virtual demos to qualify prospects, and growing existing accounts. In addition, he is always a pleasure to work with and his manner is most client-friendly."
C.E.O at GMS
"Michael is a consummate professional in the sales arena, regardless of whether he is managing or is an active sales representative. He also has the distinction of being able to project revenue, document notes of progression in-depth, has knowledgeable understanding of several different CRM systems, as well as being proficient in communicating this landscape to executives efficiently. He complements any company with an interest in growing revenue and looking forward to profitability."
● Proficient in Solution Selling
● Selling SaaS solutions
● Efficient in Salesforce and Pardot to proactively manage sales activity
● Planning and targeting key accounts and personas
(EBQ), Sales and Marketing Consultant / CSM Austin, TX (March 2015 - March 2020)
● Exceeded quota of $1.5 million annually within a multi-state area through continuous hunting and prospecting every year
● Consulted and advised senior leadership in several verticals on sales development solutions to solve business challenges
● Successfully developed strategic and tactical sales plans which helped secure new accounts while expanding market share
● Managed 25 sales and marketing teams across the organization resulting in growing the most accounts in 2017-2018
● Collaborated with senior leadership weekly on sales strategies to overcome any obstacles
(EBQ), Software Sales Manager Austin, TX (August 2012 - March 2015)
● Developed sales strategies and managed the day to day execution of sales team to exceed set targets
● Successfully implemented tactical sales plans which doubled the department’s annual revenue in 2014
● Conducted weekly forecasting sessions with each of the sales representatives
● Coached and trained sales team weekly on a solution selling methodology
● Trained and led a sales management program for senior sales representatives
(EBQ), Senior Software Sales Austin, TX (January 2010 - March 2015)
● Sold SaaS and technology solutions to senior leadership of fortune 500 - 5000 organizations worldwide
● Conducted onsite and web presentations to qualify, validate need, and gain customer’s commitment
● Generated leads through cold calling, weekly demos, and execution of thought leadership webinars
● Diligently practiced a solution selling methodology which achieved higher results and accurate opportunity forecasting
● Increased yearly revenue by 63% and the average opportunity revenue by 49%
● Generated $309k in revenue from a software development opportunity created by a cold call and closed in 90 days
(Dell), Account Executive Round Rock, TX (November 2007 - January 2010)
● Managed and developed over 1500 accounts resulting in revenue that exceeded four million annually in 2009
● Positioned and sold software, networking, storage, and virtualization solutions to solve customer’s critical business needs
● Identified up-sell opportunities to drive additional revenues; exceeding customer interactions and expectations
● Instrumental in increasing customer base, setting up sales programs, and delivering training presentations
● Achieved multiple Microsoft licensing, internet security, and VMware VSP: Server Consolidation certifications
(Uptown Realty), Realtor Austin, TX (November 2007 - January 2009)
● Advised and informed prospective clients on current market conditions and the negotiation process of real estate transactions
● Gathered client’s confidential information to help facilitate the buying and selling process
● Conducted outside prospecting and obtained self-generated leads
(Hills Fitness Center), Sales Manager Austin, TX (May 2005 - May 2007)
● Sold exclusive health club memberships with initiation fees starting at $500 per person
● Achieved revenue growth by 30% in 2006 by implementing new marketing and closing strategies
● Arranged cross marketing with local business
Education
Webster University Leiden, The Netherlands Business Management