Frank Leonard

Wildcard
DISC Type : isc

Fractional Chief Sales Officer - Business Development at Self-employed

Charleston, South Carolina Metropolitan Area, United States

Overview

Frank Leonard is a Fractional Chief Sales Officer who specializes in scaling startups and mid-size companies, with a track record of growing businesses from $500K to over $25M. His expertise lies in building sales strategies and leading teams, particularly within the event technology sector.

Outside of his direct consulting work, Frank shows a keen interest in the broader event and hospitality industry. He focuses on fostering collaboration and networking among industry leaders to drive innovation and collective growth.

He is a public speaker on the practical applications of new technology, such as AI, for event organizers.

Personality Overview

Requires Proof

ROI Driven

Curious But Skeptical

They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions  They are often friendly and nice, but can sometimes suprise you with their piercing questions  They typically tend to be late adopters even when they seem friendly and excited about what you have to sell

Topics They Care About

AI in Events
He recently spoke at an industry summit about the impact of AI on events and the importance of adapting to new technologies.
Business Scaling
His core professional focus is helping companies grow revenue exponentially, implementing processes that allow them to scale effectively.
Sales Leadership
A consistent theme in his career is building and mentoring high-performing sales organizations to drive customer acquisition and profitability.

Media Appearances

Frank has no verified media appearances

Work History

11-2024
Fractional Chief Sales Officer - Business Development at Self-employed
6-2023 - 11-2024
Chief Sales Officer (CSO) at Zenus, Inc.
11-2016 - 5-2023
Chief Sales Officer at Stova, formerly MeetingPlay
1992 - 11-2016
Vice President, Business Development at E Group, Inc.

Education

Education details unavailable from Shippensburg University of Pennsylvania
Education details unavailable from Bishop McDevitt High School, Harrisburg PA

More Information

Social Presence :

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Exp : 34 Location : Charleston, South Carolina Metropolitan Area, United States Job Level : Leadership Designation : Fractional Chief Sales Officer - Business Development at Self-employed
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Insights For Selling To Frank

During A Call Or A Meeting

DO's

  • Focus on immediate action-items rather than the larger goals
  • Ask them questions to understand their needs better while staying affable
  • Help them understand the risk aspect fully while inspiring confidence

DONT's

  • Avoid winging it with them particularly, answer a question only if you know the answer well
  • Don’t overhype the product/pitch, keep it measured
  • Don't ask them to move fast, let them take their time and digest all the information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Frank is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Frank

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Frank move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Frank take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Frank

Personality Compatibility


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