Scott Finch

Lead team to maximize the effectiveness and efficiency of Inbound, Outbound and Field sales channels. Sales process design & optimization, Sales tool management and enablement, new product deployment, Sales campaigns and content, Sales support and administration, and Sales quality assurance and compliance. Key Team Accomplishments: - Executed project to optimize CRM (Salesforce) for Field Sales team. Promotors (9 and 10 satisfaction rating) increased from 10% to 40% while Detractors (6 and below rating) decreased from 52% to 17%. - Upgraded sales tool stack including selection, procurement, configuration and deployment of Calendly, LinkedIn Sales Navigator, ZoomInfo and Salesforce native SMS solution to various Inside and Field Sales teams. - Co-led seamless migration of ~150 Inside Sales agents across multiple teams to NICE InContact dialer and internal Sales engagement solution. Developed requirements, ensured functionality, reporting, data migration and full sales enablement/hypercare. Delivered on schedule. - Created Quality Assurance team to ensure compliance with government and internal guidelines. Staffed team, formalized scorecards and process, implemented recognition and penalties program.

Responsible for driving sales of tax research software, practice management software, continuing education courses, and tax research books within the tax and accounting small firm market segment. Key Accomplishments: - Delivered 53% growth in sales bookings for product lines during 2018 - Identified and implemented $1 million annual cost savings opportunity

Role: Built and Led a Sales Enablement team of four Senior Managers to maximize the effectiveness of over 2,000 Inside and Field Sales Representatives. Utilized Sirius Decisions frameworks to target the right buyer, at the right time, with the right offer and the right content to move prospects through the sales funnel with velocity. Key Accomplishments: - Conceptualized and implemented monthly program to improve Seller effectiveness by identifying segments based on consumer activity. Created segment specific playbooks to reduce prep time, created segment specific collateral to create buyer motivation to change, secured Marketing support for integrated campaigns and content marketing assets. Sales team approached 259K prospects/114K clients and created 38K sales opportunities in four months. - Utilized analytics to identify clients with high potential for upsell, created campaigns, Seller prep and collateral and activated inside and outside Sales channels. Average revenue per advertiser was 46% higher vs non-targeted clients upsold during the same time period. - Created 2017 GTM plan to build Seller knowledge, confidence and excitement in a strategic product line for the company. Elements include training, offers, leadership videos, Seller success stories, client case studies, playbooks, sales contests and regular feedback from Sales channels. Targeted product line outperformed others by 21% during 1H 2017.

Role: Led and directed integration of Marketing initiatives into 700+ person inside sales channel team (telesales). Revenue maximization via increased efficiency, standardization and focus. Key Accomplishments: - Led creation of “Complimentary Digital Marketing Consultation 360” offer for use in lead generation efforts. Responsible for tool development, prospect focus groups, content, fulfillment, Sales training, best practice identification and feedback. Collaborated on branding, value statements, content and direct marketing. Lifetime revenue per lead exceeded all other lead types by 24%. - Drove cross-functional efforts to develop and launch packaging strategy to ensure maximum advertiser value and YP profitability. Drove adoption of packages from 5% of new sales to over 50% in nine months.

Role: Led and directed integration of AT&T Interactive’s digital advertising products within AT&T Advertising Solutions’ Sales channels for revenue maximization. Secured internal alignment and Sales Leadership support for GTM plans to support product enhancements and launches. Inspired Sales Representative confidence, disseminated product knowledge and product positioning to 4,000+ Sales personnel. Initiated analytics and market research to identify incremental revenue and churn reduction opportunities. Key Accomplishments: - Drove 262% growth in Search Engine Marketing product line over two years to reach $197 million. Product accounted for 43% and 47% of the company’s entire revenue growth in 2008 and 2009. - Launched new On-Line Display advertising product line, generating $29 million in first year. - Led implementation of product bundling strategy that increased Internet advertising penetration of Telephone channel accounts by 25% and increased ARPU by 18% generating $25.6 million incremental revenue in seven months.

Role: Responsible for the continued growth of Search Engine Marketing products sold to SMBs by AT&T sales channels. Drove sales stimulation via sales training and incentives, collateral development, product bundling, websites and direct marketing. Ensured customer satisfaction and renewal by serving as focal point between sales representatives, fulfillment team and vendor. Key Accomplishments: - Grew multi-million dollar Search Engine Marketing product line by 78% in two years. - Developed new, high-end Search Engine Marketing product including business case, requirements document, vendor selection and all GTM activities. Generated $10 million in sales revenue within the first six months and became growth leader for digital product lines.

Role: Reported directly to the Vice President – Marketing of BellSouth’s $1.8 billion Print and Internet Yellow Pages division. Responsible for specific strategic initiatives and support the VP in all facets of the Marketing org. Key Accomplishments: - Led team of Marketing, Production, Publishing, IT, Distribution, Customer Service and Legal personnel in a white pages reduction initiative that saved $5.2 million annually. - Identified and positioned pertinent Marketing data for Quarterly Business Reviews with BellSouth Corporation’s CEO and officer team.

Role: Responsible for advertiser segmentation efforts to increase sales and retention of advertising products. Key Accomplishments: - Generated $5.3 million incremental revenue in 2002 via print and internet advertising segmentation strategy. - Led cross-functional team comprised of Sales, Training, Operations, Internet Marketing and Print Marketing representatives to determine optimum method of retaining and increasing sales to targeted segments.

Role: Responsible for developing and launching strategic initiative to generate $12 million incremental yellow pages advertising revenue from non-advertisers in two years. Key Accomplishments: - Generated $14.6 million incremental revenue via integrated Sales and Marketing program. - Developed strategy, coordinated all aspects of program development for timely implementation including opportunity sizing, identification of targeted segments, creation and execution of industry specific, targeted direct mail campaign, and development of sales representative training program.

Role: Responsible for taking new product concept for bundling cable television and yellow pages advertising from ideation through roll-out and market management. Duties expanded to include product line extensions and product management. Key Accomplishments: - Generated first and second year incremental revenues of $4.5 million and drove an additional $6.2 million in yellow pages advertising increases. - Researched opportunity and authored business case including product positioning, sales strategies and pricing plans.

Responsible for the continued growth of a 35,000 daily circulation newspaper. Duties included development and implementation of all marketing initiatives, generation and retention of new subscriptions, market research, demographic information, Newspaper In Education (NIE) literacy program, telemarketing operation, all promotional events, and direct management of several employees.

Directly involved in launching a construction waste recycling division. Contacted waste generators and negotiated recycling contracts.

Identified advertising prospects, determined needs, provided marketing recommendations and designed print advertisements.