Michelle Tuzman is the Senior Manager of Sales Operations and Enablement at Electric.
Michelle recognized the benefits of moving her Sales Operations process from a method that could be described as a ‘spray-and-pray’ – which brought immediate benefits of testing the market for relevant penetration points – to a strategic selling process that focuses on defining the target accounts, geographies, and verticals that enable her sales organization to bring new customers in a more efficient manner. This transition resulted in higher deal value and shorter sales cycles.