Cathie Dodge
Experience
- Cathie began her inside sales career at Netscape Communications (four years) working as an Inbound Lead Qualification Rep and eventually became the top performing inside sales rep, consistently achieving over 150% of quota. She then identified a sales productivity gap, forming a sales operations position for herself that was responsible for creating and implementing sales enablement programs.
- Cathie was recruited to design, build, and grow the inside sales function at Epiphany (seven 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 two CRM projects, including the worldwide roll-out of both.
- Cathie served as the Director of Sales for Phone Works for three years, working to develop appropriate consulting opportunities, as well as supervising deliverables and managing customer relationships. She now serves as an Engagement Manager, designing and implementing best practice-based inside sales functions to increase sales productivity and results for her clients.
Skills
Cathie, who has worked with Phone Works since 2004, has a proven track record of building and developing teams to drive revenue by producing reliable quantitative results. Her analytical orientation allows her to analyze business processes, identify needs, propose and implement improvements that positively impact the productivity of sales organizations. Her expertise covers a wide range of sales functions including lead generation, inside sales, reporting, forecasting, data analysis, account planning, sales tools, CRM systems management, and training.
Accomplishments
Cathie has been a top performer in all sales and management positions held:
- 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.
- Her team delivered six consecutive years of quota overachievement for support renewals at Epiphany.
- 80% of new customer deals at Epiphany came from leads generated by 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 Net Sales 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 systems, 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.