Cathie Dodge

Experience

Cathie began her inside sales career at Netscape Communications (4 years) working from an Inbound Lead Qualification Rep to then become the top performing Inside Sales Rep, with consistent over 150% quota achievement. She then identified a Sales productivity gap and created a Sales Operations position for herself responsible for creating and implementing sales enablement programs.
Cathie was recruited to design, build, and grow the inside sales function at Epiphany (7 years) with a charter to increase revenue and improve sales productivity. Her responsibilities included Lead Generation/Qualification, Support Renewals, and Sales Operations. She led the implementation of 2 CRM projects, including the worldwide roll-out of both.
Cathie served as the Director of Sales for Phone Works for 3 years, working to develop appropriate consulting opportunities, as well as supervising deliverables and managing the customer relationships. Cathie now serves as an Engagement Manager to design and implement best practice based inside sales functions to best increase Sales productivity and results for her clients.

Skills

Cathie has worked with Phone Works since 2004. Cathie's professional experience is a proven record of building and developing teams to drive revenue by producing quantitative, reliable results. She is analytically oriented to analyze business, identify needs, propose and implement improvements that positively impact productivity of Sales organizations. Her expertise ranges a wide variety of Sales functions including lead generation, inside sales, reporting, forecasting, data analysis, account planning, sales tools, CRM system management, and training.

Accomplishments

Cathie has been a top performer in all Sales and Management positions held:

Cathie was a member of the executive team at Phone Works and a direct report to the CEO at Epiphany.
Achieved 61% close rate while in Director of Sales role at Phone Works.
Cathie's team delivered 6 consecutive years of quota overachievement for support renewals at Epiphany.
80% of new customer deals at Epiphany resulted from leads from Cathie's Inside Sales team.
50% of pipeline dollars resulted from Inside Sales leads at Epiphany.
Achieved 212% and 151% of quota as an Inside Sales Rep at Netscape responsible for $2M+ yearly quota.
Recipient of Outstanding Performance for Netscape Sales Award, Top East Netsales Award, Club Excellence attendee at both Netscape and Epiphany, Top Performing Sales Region at Epiphany.

Cathie is the consummate team player who has served in many cross-functional roles in order to represent and drive requirements to increase Sales productivity:

Served in Business Analyst role both at Netscape and Epiphany to scope requirements for CRM system, partner with IT in development, and conduct in-person WW training.
Instituted standardized, closed-loop reporting for Lead to Close cycle at Epiphany.
Reviewed and augmented client deliverables for Phone Works projects focusing on best practices, overall strategy, processes, metrics, tools and technologies to support repeatable and measurable inside sales teams.

Education

Stanford University, Bachelor of Arts.