Patrick Welch

Captain
DISC Type : SD

Regional Vice President, Sales- Western Region at KI

San Clemente, California, United States

Overview

Patrick Welch is a B2B sales executive with over 15 years of experience leading large sales organizations to generate revenues exceeding $900 million. He is currently the Regional Vice President of Sales at KI and holds a BS from California Polytechnic State University. People often describe him as strategic, visionary, and motivational.

Outside of his executive roles, Patrick shows a strong passion for the education sector, frequently posting in support of teachers and students. He maintains a connection to his alma mater, Cal Poly, and champions its "learn by doing" philosophy for fostering entrepreneurship.

He once transformed a national sales organization by increasing its sales trends by 900 basis points within a single year.

Personality Overview

Planner & Achiever

Dynamic But Sincere

Long-Term Thinker

Reading between the lines and seeing beyond your words comes naturally to them.  They exhibit a rare combination of being result-oriented but patient at the same time. They are very professional in their approach and can weigh multiple perspectives together.

Topics They Care About

B2B Sales Transformation
He has a long track record of restructuring sales processes, instituting pipeline discipline, and creating new compensation structures to drive significant growth.
Education Sector Sales
Previously led the US Education sales division for Amazon Business and has experience developing successful K-12 market plans to acquire new school districts.
Salesforce CRM
Has direct experience implementing the Salesforce CRM platform at two separate sales organizations to enhance accountability and drive performance.

Media Appearances

Patrick has no verified media appearances

Work History

3-2020
Regional Vice President, Sales- Western Region at KI
2-2018 - 3-2020
Sales Leader at KI
6-2017 - 2-2018
Head of US Sales - Education - Amazon Business at Amazon
3-2016 - 5-2017
Vice President of Sales at The Office City
9-2012 - 1-2016
Executive Vice President of Sales North America at ARC Document Solutions

Education

BS from California Polytechnic State University-San Luis Obispo

More Information

Social Presence :

Prographics :

Exp : 29 Location : San Clemente, California, United States Job Level : Senior Designation : Regional Vice President, Sales- Western Region at KI
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Insights For Selling To Patrick

During A Call Or A Meeting

DO's

  • Suggest clear next steps with confidence, don't be vague or hesitant
  • Stick to your standard pitch and qualifying script, don't try to wing it
  • Ask them at the end if they see a strong value prop in your product; expect an honest answer

DONT's

  • Don't go over them unless you are left with no other option
  • Don't get into pricing discussions early on, steer conversation towards proven results
  • Avoid putting conscious effort into relationship-building

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Patrick is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Patrick

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Patrick move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Patrick take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Patrick

Personality Compatibility


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