Stefanie Lamm: Over 25 Years of Sales Experience

Before I found my way into enterprise software, I spent a decade selling the hard way: retailing and wholesaling cars, timeshares, NYC real estate, and artist management. No CRM. No SDR setting my meetings. No brand name opening doors. No salary.  No pay without a sale. When you sell on straight commission, you find out fast whether or not you have what it takes.

I knew I had the drive. What I needed was the craft. I went deep into studying human psychology and what actually moves people to buy, learning about body language, trust-building, the mechanics of influence, until it all became second nature.

I brought that foundation into tech the same way I'd learned to sell - from the ground up. At Knovel (think Google for engineers, later acquired by Elsevier), and then at Eden Technologies (boutique IT), where I helped build everything from the CRM to the sales and partner strategy teams, I learned what it took to create a revenue engine, not just how to run one.

From there: Salesforce, Gartner, MuleSoft, and Workday. Over a 15-year enterprise career, 8 of those in sales leadership, I sold into some of the world's largest organizations, led teams through hyper-growth, and closed over $100M in contract value across complex, global, multi-stakeholder deals.

At MuleSoft, my team ranked #1 in the world and returned to the global top 10 again the following year. I've earned President's Club five of the eight years I was eligible and am grateful for those experiences. 

I've been formally trained in nearly every major sales methodology in use today: Challenger, Richardson consultative selling, Sandler, RAIN, SPIN, Customer Centric Selling, and MEDDPICC, with ValueSelling as the deepest influence on my own framework's disciplines, Value Creation & Protection. The Resilient Seller framework exists because I've seen what each one does well, and where every one of them stops short of the human skills that actually close deals and build lasting relationships.

My clients have included the top 30 global pharmaceutical and medtech organizations (think every company you learned about during covid); the leading electronic medical record companies including Epic and Cerner; and enterprise brands across manufacturing, tech, retail, hospitality, transportation, and logistics - from Marriott Vacations Worldwide to Buc-ee's.  I've seen a lot of action behind the scenes and bring that knowledge to the table. 

Before getting into tech, I was professionally trained as an opera singer and taught voice at the University of New Mexico. I've also guest-lectured at NYU's graduate program in CRM and Marketing. I've sung on some of the most prestigious stages in the world, including a performance with the New York Philharmonic.

These experiences very much shape how I teach executive communication today. I hold an MIT executive certification in Business Strategy & Innovation, and am the creator of Femmebition, a new community and podcast built to inspire women to do brave things (stay tuned as this launches). 

I didn't become a sales coach because I read the books - though I do love the books. I became one because I've walked through the fire. I know where deals are won and lost, I see the gaps and opportunities for growth, and I know what separates reps who perform inconsistently from sellers who deliver every year.  Reach out to learn more!