2014 Nominee: Margery Murphy, Acadia Lead Management
2014 Winner: Mari Ann Vanella, The Vanella Group

2014 Nominee: Traci Whetzel, Concept Services, Ltd.

Company: Concept Services, Ltd.

Years in Business: 12

Nominee's Achievements:

  • 2013 - SLMA 20 Women to Watch
  • Promoted 8 times in 15 years
  • Managed 20+ successful lead generation campaigns simultaneously
  • Designed and implemented multiple CRM solutions including Salesforce.com

Nominee’s Achievement in the Field of Sales Lead Management:

Concept Services, Ltd. is an outsourced sales organization which provides new business development and lead generation services for their clients. Traci Whetzel started with Concept Services 10 years ago as a BDM (Business Development Manager.) As a BDM Traci's responsibility was to generate sales leads for the accounts she was assigned. This is not a telemarketing position. This is a very high-end, inside sales, new business development and sales lead generation/prospecting position.

As a BDM she had to take on the identity of the accounts assigned to her. She had to learn her account's products and services. Some of the products and services she represented would range as high as $1,000,000 plus in cost. Traci contacted CEOs, Presidents, VP Marketing, Supply Chain Managers and other high-level positions.

Her role was to position herself, her product/service, identify who the decision maker was and then have dialogue with this C level individual in an effort to identify if they had a need and what the need was. Traci did not read scripts, she had to become knowledgeable of the product/service in order to conduct a conversation with a C level individual. Once the need was identified, Traci would schedule a firm date and time for the customer to meet with the prospect.

Not only did Traci become very proficient at learning the art of making a cold call, she also had to learn how to use CRM software. Traci held this position for 3 years and then was promoted. Over the past 7 years in our organization, Traci has held the position of Client Services Representative, Manager Training & Quality Development, Account Manager, General Manager. Director of Account Development and currently Director of Marketing.

Traci specializes in working with companies in the supply chain industry. She has established herself as an industry expert in providing new business development and lead generation services. Two of the accounts Traci manages are two of the top 10 3PLs in the country. Traci has supported these two industry leaders collectively for over 8 years. Traci has designed and implemented custom solutions for each of her accounts. Her solutions include both inbound and outbound lead generation and support services and CRM (Customer Relationship Management) support services. Inside her accounts she supports multiple vertical services including Brokerage, DCC, LTL, TL, Warehousing, and more.

In addition to her Supply Chain specialty, Traci manages and oversees a group of CRM administrators and developers designed to support our customer base. Concept Services provides complete CRM design, development and implementation services. Traci manages this internal service within our organization.

Traci is considered an expert in her field. Her clients invite her into their internal sales meetings and often solicit her advice on how to most effectively manage the program and their own internal sales reps.

I cannot recommend Traci enough for your SLMA nomination. She truly works all aspects of sales lead generation. This includes everything from data procurement, CRM implementation and management, program strategy and direction, lead management, reporting, and more. She works intimately with our Fortune 500 customers in designing, implementing and managing their internal lead generation programs. She has been doing this for the past 10 years. She is truly an expert in my eyes and the eyes of our clients.