Traditional Lending, Subject-Matter-Expert (SME)

Key Accomplishments

Architecting a Data-Driven Sales Enablement Program

• Situation: Lendio was losing high-value borrowers because the sales team was not equipped to sell complex traditional loans, and no system existed to identify or enable these opportunities.
• Task: To design and implement a comprehensive system to enable a 15-person sales team to successfully sell traditional loan products.
• Action: Designed and implemented a data-driven coaching and enablement program, including standardized process checklists, a rep performance scorecard, and leveraged Gong.io for call analysis.
• Result: The system increased traditional financing conversion rates by 144%, directly driving an additional $700K in annual revenue.

Proactive Lead Identification and Pipeline Analysis

• Situation: High-potential leads for traditional loans were getting lost in the main sales pipeline.
• Task: To develop a proactive process for identifying and segmenting the best opportunities for traditional loans from the main pipeline.
• Action: Exported and analyzed pipeline data in DOMO and Google Sheets, segmenting opportunities by key criteria (credit score, revenue, industry) to surface the best leads.
• Result: Created a proactive, data-driven lead identification process that ensured high-value borrowers were correctly routed for specialized engagement.

Process Automation with Slack

• Situation: The process for submitting deals for cash flow analysis was manual, slow, and difficult to track.
• Task: To streamline and automate the cash flow analysis submission process.
• Action: Designed and implemented a Slack workflow that collected required data, logged it in a central Google Sheet, and triggered notifications to all stakeholders.
• Result: Streamlined a key workflow, reducing manual effort, improving data tracking, and accelerating the analysis process.

ROI Modeling for Sales Enablement

• Situation: Customers often had difficulty seeing the long-term financial benefit of equipment loans.
• Task: To create a tool that would provide a compelling, quantifiable ROI for clients.
• Action: Built and utilized a calculator to model the precise tax savings from accelerated depreciation on equipment loans.
• Result: Provided a compelling ROI for clients, which improved closing rates for equipment financing.