As the Managing Director and a principal consultant of the Acelera Group, Lee brings 30+ years of hands-on sales optimization, engagement and enablement experience, including three years of global sales enablement at Google, and seven years of sales transformation work and new product launches at Oracle.
At Google he drove more than $500M in new pipeline development through multiple global and many regional initiatives. At Oracle he drove $750M in new pipeline development and ~$2B in strategic and key account revenues. As a practitioner, Lee has ten years of experience in developing and facilitating key and enterprise account planning activities at Google and Oracle, driving ~$2B in revenues. Lee helped build and implement the Key Account Program at Oracle.
Lee was the first chief sales officer for By Appointment Only, an outsourced inside sales company, where he formalized and implemented a value selling methodology, driving an increase in revenues by 75%. He also built the company's first strategic relationships with IBM, CSC and Oracle.
He built and managed IDC’s Sales Advisory Practice, where he worked with leading tech companies, including HP, IBM, Microsoft, Oracle, Salesforce, Sun Microsystems, Savo Group, Fujitsu, NEC Technologies, and many others, to improve their sales productivity. He launched the first industry research into sales enablement best practices and authored the IDC Sales Productivity Framework.
Lee ran sales operations for Phase Forward, a clinical trials software company, where he implemented and managed the company's first SFA platform and built a robust demand generation process that provided a 35% lift in revenues.
Lee specializes in the following areas:
- Fostering rep curiosity
- Helping organizations to embrace a Value Selling Mindset
- Facilitating the development of deep customer intimacy
- Creating team alignment and joint planning
- Engaging customers during the account planning process
Lee is a founding member of the Sales Enablement Society. He is active in the Strategic Account Management Association and the Boston Facilitators & OD Roundtable.
Lee holds a Bachelor's degree in Economics from Colgate University and is an active cyclist and trail runner.
He is certified as a Master Facilitator (Google Mastery Faculty) and in the Oracle Value Selling Methodology (co-developer and facilitator). He is available for keynote presentations, speaking engagements and important meeting facilitation.
Here is a video of Lee facilitating a recent panel discussion of sales performance metrics at the June 2023 Sales Enablement PRO conference in Boston.
Visit Lee's blog and podcast Thoughts On Selling© and connect on LinkedIn.