Flare Sales Organization

As employee #4 and the sole professional with a Sales background at Flare, I built and ran the Sales Organization from the ground up. My focus was to initiate partnership conversations with larger entities and organizations that had the potential to drive the company's financial growth, making it more appealing to investors and opening up opportunities for further funding or acquisition.

Role: Evaluation, Implementation, Backend, Development, B2B Sales, Partnerships, Copywriting, Data Analysis

Tools Used:

• Outreach.io (sales outreach tool)

• LeadIQ (lead generation and information enrichment tool)

• LinkedIn Sales Navigator (information enrichment and outreach tool)

• Hubspot (CRM tool)

• Canva (design tool for email asset editing)

The primary objectives of this project were to:

1. Establish a robust Sales infrastructure to support Flare's growth

2. Identify and engage with key partners and clients to drive revenue

3. Position Flare as an attractive investment or acquisition target

4. Ensure a smooth transition of the Sales Organization post-engagement

Sales Tools:

• Implemented and managed Outreach, an email platform and source of truth for all B2B opportunities

• Onboarded Lead IQ to gather and store contact information from LinkedIn Sales Navigator

• Established Hubspot as a CRM solution

• Employed LinkedIn Sales Navigator for targeted prospecting and lead generation

B2B Processes

• Developed a systematic approach to prospecting, focusing on companies with the highest potential for quick sales and widespread adoption

• Created a step-by-step process for identifying ideal customer personas and capturing relevant contact information

• Established email sequences and templates for effective outreach and follow-up

• Designed Success Plans to guide the sales process and track progress with key clients

Deal Stages and Pipeline Management:

• Defined a clear set of deal stages to track the progress of each opportunity

• Provided guidance on key questions and objectives for each stage, from Prospecting to Closed Won/Lost

• Actively managed the sales pipeline to ensure a steady flow of opportunities and revenue

Client Conversations and Transition:

• Engaged in active conversations with high-potential clients, including Netflix, Kaiser, Care.com, PatientPop, and various other healthcare and government agencies

• Prepared detailed notes and next steps for each client conversation

• Facilitated a smooth transition of these conversations to the co-founders post client-engagement along with SOPs and process documentation

• Successfully built a Sales Organization from scratch, implementing essential tools, processes, and best practices

• Initiated partnership conversations with multiple large entities and organizations, setting the stage for significant financial growth

• Contributed to Flare's attractiveness as an investment or acquisition target, ultimately leading to its acquisition by Smart Holdings in March 2023

• Created a comprehensive transition guide to ensure continuity and success of the Sales Organization post client-engagement
  
  

The project to build and run Flare's Sales Organization was a critical component in driving the company's growth, attracting investors, and ultimately leading to a successful acquisition. By establishing a strong foundation, engaging with key partners, and ensuring a smooth transition, this project positioned Flare for long-term success in the market.