who we are

IF YOU WANT YOUR REVENUES TO SOAR... MEET YOUR SOLUTION:

TERRI McCULLOCH

Terri Terri has proven herself to be a leader with the “magic touch”. Her innovative solutions have the potential to yield rapid, measurable, sustainable growth. She embraces the philosophies acquired during her participation in Gazelles’ Masters of Business Dynamics Program which enables her to integrate strong people and process fundamentals critical to successful and sustainable growth into client organizations.

Working with the company's CEO, Terri developed the first franchise within the DNA industry, yielding 23 franchise locations within the first two years. She created, designed, and implemented the franchisee recruitment program and support systems, sales and marketing initiatives, and company-wide training and education.
Terri created the first sales call center for DNA-based testing services. She developed and implemented sales and training processes, resulting in a 60% increase in call capture and 200% increase in sales growth within the first four months.
Terri created a synergistic, community-based referral program for the DNA testing services. Her marketing efforts generated better qualified sales leads that tripled the company’s lead conversion to actual sales while reducing overall marketing expenses.

Whether Terri is invited to deliver presentations to professional organizations or associations, or to speak at trade shows or to the media, she leaves audiences inspired, informed and, on occasion, “in stitches”. Terri’s highly energized and skilled communication style results in speeches and presentations that create and build a shared passion for the product, service, or organization throughout the audience.

Bottom-Line Enhancing Initiatives

Creates Industry-Leading/Revolutionizing Strategies

Terri played an integral role in developing the first franchise program within the DNA testing industry, which yielded 23 franchise locations within the first two years of the program. Furthermore, the concept was named to the Top 100 New Franchises by Franchise Market magazine in 2006 and 2007, and Area Developer magazine’s 2007 Hot Franchise Concept.

Terri designed the marketing, sales and lead management protocols, and recruitment processes for franchisee prospects. She also created a unique, intensive training course for new franchisees focused on business management, product knowledge, marketing, public relations and sales, as well as her highly acclaimed Sales Boot Camp for telephone sales personnel. In her roles as both Director of Business Development and COO/CDO, she supervised and trained sales personnel and led efforts to transform an order fulfillment center into a sales call center. These initiatives involved creating lead and client management systems; call scripts; new employee, individual and team training and coaching programs; performance metrics; and compensation models.

Terri also spearheaded a strategic campaign focused on distribution of DNA tests through third-party contractors. Her efforts in creating strong relationships and educating distributors to increase the sales of DNA tests within their communities yielded sales growth of 174% in 2003 and 151% in 2004, respectively.

Develops Synergistic Referral and Strategic Alliance Programs

Terri’s focus is always on the “Ideal Customer”. She knows it is important to make it easy for Ideal Customers to find and build a strong relationship with a resource they trust. Terri’s innovative style created the first community-based marketing and sales concept within the DNA testing industry that integrated their business into other professional organizations whose patients or clients needed testing services. She also developed the implementation and execution strategies associated with each targeted industry to ensure the process would be easily reproducible within any service center across the country. This initiative enabled personnel and franchisees to successfully “team” with targeted professional referral sources, and create strategic alliances within their communities, ultimately resulting in an average 300% increase in sales conversion rate when compared to the industry’s standard call center average, and the reduction of overall marketing expenses.

Creates Innovative Training Initiatives

Terri strongly believes that education and training establish the foundation for success, whether it is gathered from an expert, institution or self-development efforts. She believes these fundamentals are necessary for any individual on an ongoing basis, with fresh knowledge continually sparking renewed enthusiasm, confidence and attitude, all attributable to higher sales close rates and less price sensitivity on the part of the salesperson.

Terri has created internal sales training programs for both outside sales and telephone sales people, who sell to many types of businesses and industries as well as consumers. Her training methodology is focused on supporting the individual salesperson’s style, while aligning with proven sales processes and techniques, defined sales and marketing strategies, and the company’s culture and growth expectations. Terri’s training and coaching is highly interactive, then ongoing practice becomes an expected part of the job. Bottom-line, sales personnel coming out of Terri’s invigorating training classes and coaching sessions can confidently identify the real problems faced by their prospective clients and provide real answers their prospects will value, significantly differentiate themselves and their product or service from their competitors, feel confident they can execute the concepts learned, and know how to develop and maintain client relationships through a proactive approach that works.