Linda Mahoney

Linda’s consulting work focuses on helping organizations improve the productivity of sales channels individually and synergistically. She enjoys helping companies explore channel optimization strategies to identify the initiatives that will have the greatest impact on sales productivity – both in the short term and over an extended period of time.

A key area of emphasis is on effective sales strategy execution. This includes ensuring that sales strategies are pragmatic and can be successfully absorbed by the sales organization; creating management systems that provide early visibility into results; and developing communication materials that are compelling and appropriately focused.

Recent Engagements
Linda recently worked with a global high tech firm to enhance the productivity of their Business Partner channel. The engagement began with profiling the type of Business Partners that would be most effective in selling their products into target markets. Analysis was then completed to identify gaps in the current portfolio of Business Partners. Leveraging input from the partner community, the value proposition was enhanced, including the development of a new Business Partner incentive plan. Implementation of the enhanced incentive plan has increased the number of “attractive” Business Partners, the number of new engagements from Business Partners and average revenue per transaction four fold.

Prior Experience
Linda held leadership positions at Time Warner and PepsiCo prior to entering management consulting. In these organizations, she gained experience effecting change in complex sales and marketing organizations. Prior to that, she worked for GTE (now Verizon) as a team leader with accountability for selling the outsourcing of application development and data center hosting targeted at the health care industry.

Education
MS Michigan State University
BS The University of Connecticut, Summa Cum Laude with Distinction