Michael Riksheim, MBA

Dryden, New York, United States Contact Info
3K followers 500+ connections

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About

My experience comes from a successful career in the trenches (Sales, Training &…

Activity

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Experience & Education

  • Trimble Transportation

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Licenses & Certifications

Volunteer Experience

  • Donor, Volunteer

    DMK Rehoming

    - Present 8 years 10 months

    Animal Welfare

    DMK Rehoming originated in 2008, the brainchild of Deb Brinkley. We are 501(c)3 / non-profit no-kill dog rescue and shelter in Colorado. We are not breed specific, although, we do mainly rescue herding breeds. We work hard every day attending events and fundraising to keep our dogs safe, happy and healthy. We love word of mouth attention and would love it if you'd stop by one of our events or give us a shout out on Facebook. You never know, your recognition might just find one of these dogs…

    DMK Rehoming originated in 2008, the brainchild of Deb Brinkley. We are 501(c)3 / non-profit no-kill dog rescue and shelter in Colorado. We are not breed specific, although, we do mainly rescue herding breeds. We work hard every day attending events and fundraising to keep our dogs safe, happy and healthy. We love word of mouth attention and would love it if you'd stop by one of our events or give us a shout out on Facebook. You never know, your recognition might just find one of these dogs their furever home.

Publications

Projects

  • Conduct Social Selling Coaching, Training, and Implementation for large technology client

    - Present

    Start to finish - a complete consulting, training, and coaching project to teach a large team of reps and managers who sell complex technology solutions how to drive real revenue through the use of LinkedIn for prospecting and gaining meaningful introductions and appointments with buyers.

    Other creators

  • Social Selling at a Fortune 500 Company

    Working with this global F500 company, we were hired to solve a lead problem. The sales force was not able to get access to enough new opportunities. We implemented an executable program that helped the sales reps generate appointments in front of target prospects. While the design of the program was important, we focused heavily on adoption. Through both training and coaching, the client was able to ensure this new skill stuck vs. came across as another initiative.

    Other creators

  • Partner Optimization for a growing SaaS Company

    - Present

    Partner Optimization for a fast-growing SaaS company. Engagement includes:
    -defining the Ideal Partner Profile (IPP) for the organization
    -Segmenting an addressable market list for recruitment & enablement,
    -Developing Partner Manager guidelines and playbook to optimize recruitment and development of partners
    -Optimizing performance conditions for Partners to deliver bookings growth

    Other creators

  • Social Selling implementation for Fortune 500 Global Logistics Company

    - Present

    Designing, developing and implementing a Social Selling methodology with actionable job aids to improve prospecting and lead nurturing for the field. Training sales teams to optimize social profiles and provide social debt to key buying personas to gain appointments and referrals. This new process decreases reliance on marketing leads and enables sales reps to independently make their number

    Other creators

  • Corporate Strategy Development and Alignment, Restructuring of Marketing Function, Product Launch Assessment, CRO Sourcing and Onboarding for A2P SMS company in the UK

    -

    - Developed and aligned Corporate, Product, Marketing, Sales, Operations and Talent strategies
    - Acted as interim CRO while sourcing, evaluating and onboarding permanent CRO
    - Advised CEO directly on all aspects of the business
    - Awarded SBI "Results" award for highest revenue for a client, January 2016

  • Buyer Segmentation, Custom Sales Process Development, Leadership Coaching Program and end-to-end Enablement for Enterprise Data, Analytics and SaaS company

    -

    - Evaluation of standing GTM approach in relation to customer buying process
    - Developed Buyer Personas and Buying Process Maps to aid in Marketing and Sales approach to advance opportunity velocity and deal size
    - Developed Custom Sales Process, Tools, Coaching and Enablement to align with buyer process and client culture
    - Implemented leading, lagging and behavioral metrics and sales process into CRM for accurate pipeline and process adherence monitoring
    - Created Gamification of…

    - Evaluation of standing GTM approach in relation to customer buying process
    - Developed Buyer Personas and Buying Process Maps to aid in Marketing and Sales approach to advance opportunity velocity and deal size
    - Developed Custom Sales Process, Tools, Coaching and Enablement to align with buyer process and client culture
    - Implemented leading, lagging and behavioral metrics and sales process into CRM for accurate pipeline and process adherence monitoring
    - Created Gamification of new process and tool utilization to accelerate field adoption

  • Custom Sales Process implementation, Sales Performance Benchmark, Leadership Coaching and Channel Management program for Fortune 20 technology company

    -

    - Trained executives, management, field sales and sales support functions
    - Developed and launched global coaching program for front line and second line management team
    - Assessed Technology Services and Consulting in EMEA region
    - Assessed current state Partner relationship approach and developed "Managing with your Partners" program

  • Global Talent Management Initiative for Industry-leading software firm

    -

    Designed and executed Talent Management process to assess sales talent in sales leadership, sales representative and sales support roles. Created job scorecards, competency assessments and Individual Development Plans (IDP's) for all sales personnel globally. This Talent Management initiative provided a baseline and structured framework for professional and career development within the organization.

    Other creators

  • Advisory for Hedge Fund management firm

    -

    - Conducted analysis and recommendation for Enterprise SaaS portfolio company in which 12% stake was held

  • GTM Assessment and Operating Plan for PE-Owned B2B2C company

    -

    - 6 week, end to end analysis of GTM approach, including Corporate through Talent Strategies
    - Conducted Account Segmentation, Sales Organizational Design, Territory Design, Sales Process and Compensation Structure

  • Social Prospecting and Selling Curriculum - several mid-market and enterprise organizations

    -

    Developed course-ware around social prospecting and social selling to help drive social media skills among reps and managers. Drove adoption of social selling initiatives through the use of detailed evaluation metrics and gamification.

    Other creators

Honors & Awards

  • 'Results - Client Makes the Number' Award

    Sales Benchmark Index

    The number 1 value which SBI lives by is 'Results: Our Clients Make the Number'. This reflects our brand promise to our clients. This award was given at our annual firm strategic kickoff to acknowledge work done in 2015 which contributed to significant revenue and organizational impact for a key client.

  • Award for Excellence

    Allergan, Inc

  • Award for Excellence

    Allergan, Inc

  • President's Club

    Watson Pharmaceuticals

  • Apex Award

    Integrity Pharmaceuticals

Organizations

  • Society of Pharmaceutical & Biotech Trainers (SPBT)

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