Influence Workshop | Engineer Soft Skills

Progressive career starting as a junior sales rep with classic IBM sales training, culminating with responsibility for Rocky Mountain Regional Sales Organization and Senior Location Executive for Denver Office. Linda learned her craft of selling big ideas and navigating complex, political decision matrices at IBM. Her customers included Xcel Energy, Communications companies, governments, and universities. Her experience as dedicated sales executive to Xcel Energy provided an opportunity to learn the electric and gas utility industry, a  very consensus-driven decision culture. 

Linda was recruited by ABB to manage a team of 10 Sales Executives covering electric utilities in the Western US. Customers included PG&E, Ameren, Xcel Energy, and Centerpoint Energy. 

Investor-Owned Electric Utilities (IOU's) are notorious consensus-driven organizations. In order to get a decision, you must speak with 15 people, any one of them can say "No" but it takes all 15 to say "Yes" to get a decision. Linda leveraged her stakeholder influence tools taught in her workshop to improve customer satisfaction, as measured by Net Promoter Score, over 33 points, and grow sales by 43% in less than two years. 

AddOns is a small 40 person company servicing ABB's Enterprise Asset Management Software for mining companies and public transit authorities. Linda built a new sales and marketing team, with prospecting, forecasting, and sales progression processes, marketing messaging, event strategy, RFP response templates, and partnerships from the ground up.  After Linda left AddOns, the team sustained the strategies and processes that led to growth and the sale of AddOns to a COSOL, a public Australian company, in 2020. 

In 2019, Linda joined Uplight, a fast-growing SaaS company in Boulder, Colorado who merged six similar SaaS companies together in under one year. Uplight now owns the market category of "Energy Efficiency Analytics Solutions" supplied to electric utilities. 

Linda led the two most strategic accounts through complex negotiations, implementations, and new business growth by leveraging the same influence strategies she teaches in her workshops. Her influence skills resulted in "C-Suite" relationships previously unattained and expansion of the business into new divisions of the strategic accounts. 

LevelTen Energy is accelerating the clean energy transition with a marketplace connecting energy off-takers with Renewable Energy Developers. Linda leads a global sales and customer success team support both sides of the marketplace: Buyers (Large Commercial & Industrial Companies) who have committed to Carbon Free Energy goals and are interested in Power Purchase Agreements. And Grid Scale Renewable Energy Developers. 

She delivered the Influence Maze as an all company workshop soon after joining in 2021 and found every role in the company took away valuable new skills.