SALES ACCOMPLISHMENTS
The following summarizes Ingram's major sales accomplishments and contributions. Since 1983, Tom Ingram and his project teams have sold/delivered over $17 million in project contracts substantially on time, on budget and as promised. These projects have generated some $86 million in measured benefits for Ingram’s clients and employers. Note that Ingram has been involved in and led numerous "team selling" efforts, where credit is not due to a single individual. See footnotes for fuller explanation of Ingram's role. See http://www.tomingraminc.com/webresumegeneralbio.htm for details on employers, clients, roles, education, professional contributions, publications, lectures given, technologies implemented, etc.
Tom Ingram & Associates, Inc.
$1,000,000 in new leads generated for struggling software company in 60 days through direct sales approach, 2004 Newsletter #20
$230,000 in consulting services sold to Financial Services firm, 1999 to 2003. Newsletter 21
$150,000 (approx.) in consulting services sold to Alliance Data Systems, 1997 to 1999** Newsletter 12
$10,000,000 outsourcing order sold after saving $5,000,000 project from cancellation, 1996*. Newsletter 3
Decision Consultants, Inc
Material improvement in "sale-ability" of consulting staff through resume tune-ups and interview training.
$300,000 in project management consulting services to Verizon***
Cambridge Technology Partners (ViewStar-SCG)
$180,000 (approx.) of personal consulting services sold to Federal Express and Cordis Mfg. at $150 per hour compared to $89 per hour average bill rate for all other consultants in firm**.
#1 total contributor of gross margin to SCG, out of 80 consultants.
Client/Server Startup Ventures, United Telecom
$480,000 in miscellaneous personal sales in Dallas area, 1989 to 1992 .
$8,000,000 in personal sales to the State of Texas, 1989 to 1990. Program of hardware / software / services projects customized to needs of the State, resulted in $21,000,000 payback for customer, Newsletter 18
$380,000 Sole Source project sold to the Texas State Board of Insurance.
#3 Sales Rep in nation, 1990, out of 60 sales reps for Syntrex, a system integrator.
#1 Sales Rep, Internet Data Systems, out of four sales reps, 1989.
$589,000 in sales for Network Solutions, Ingram's system integration company in Kansas City, 1986 to 1988. Personal sales plus team of three sales reps.
Cache Data Products sold for $1,750,000 in 1988 (from investment of $250,000.) Ingram's development of United Telecom subsidiary as "anchor account" directly contributed to valuation and sale.
#1 Sales Manager in nation out of 40 sales teams for United Telecom subsidiary, 1st Quarter, 1986. 6 sales reps managed.
$2,000,000 program personally developed and managed by Ingram. Composed of hardware / software / services sold through 40 system integrator outlets for United Telecom subsidiary. Resulted in 35% Gross Margins as contrasted to 20% margins in core operations, 1984 to 1986. Newsletter 16 ++
Trained over 100 sales people in telemarketing and high-value, solution selling between 1983 and 1988.
United Telecom subsidiary sold for $12,000,000. Ingram's program was a significant factor to the purchaser, 1986.
President's Club award for United Telecom subsidiary, 1985.
$600,000 in follow-on revenue from United Telecom subsidiary for Cache Data Products, as system integrator / distributor. Margins were 50% above competitor's average margins, 1984 to 1986++.
$750,000 in first year territory sales (starting from $0); Cache Data Products, a system integrator / distributor, 1983++.
#1 Sales Rep for Cache Data, 1983, 1984, out of 5 sales reps.
Sperry Univac
Learned fundamentals of data processing, solution selling and manufacturing systems.
Xerox
220% of Quota, President's Club
Learned Xerox's Professional Selling System, Telemarketing.
During College - Ames, Iowa, 1977 to 1979, Door to Door sales of Vacuum Cleaners
President's Award, 1979
#1 Sales Rep in Four States, 1977, 1978
Notes
* Ingram was responsible for saving initial project and preventing vendor from being thrown out. Sales team actually closed subsequent order, crediting Ingram's team for earning back the customer's trust. See Newsletter 3 for details.
** Initial engagement sold by others, Ingram substantially enlarged the engagement over time.
*** Ingram's contribution was interview, selection and improvement of the marketability of project managers. Actual sale made by others.
++ Some duplication of sales results is present because Ingram sold the initial program to United Telecom Subsidiary, then was hired by United Telecom subsidiary to manage the program. Cache Data Products continued to receive ongoing sales from Ingram's account, though he no longer worked for Cache. See Newsletter 16 for details.