Tori DeGraw Jennings
Macon
Summary
Ambitious Sales Executive with 24 years of experience, including the last 5 years in the legal market targeting only attorneys and law firms. Expertise in lead generation, account management, and new business development, with a proven record of exceeding sales targets. Skilled in converting prospects into long-term clients while delivering exceptional customer service. Strong negotiation, strategic planning, and relationship-building skills, with a history of leading teams to achieve goals and enhance customer satisfaction.
Overview
24
24
years of professional experience
Work History
Director - Sales, Georgia & Louisiana
Expert Institute
Macon
03.2025 - Current
- Managed sales territory and monthly quotas.
- Developed strong relationships with clients to understand their needs and preferences.
- Conducted market research to identify new sales opportunities.
- Collaborated with marketing teams to implement effective promotional strategies.
- Delivered product presentations and demonstrations to potential customers.
- Attended industry trade shows to network and showcase company offerings.
- Contacted current and potential clients to promote products and services.
- Attended industry events to build relationships with key contacts in the field.
- Managed a portfolio of accounts to achieve long-term success.
- Enhanced product knowledge through continuous learning and professional development activities.
- Reviewed and analyzed sales performance against plans to determine effectiveness.
- Negotiated and closed deals on behalf of the company.
Senior Client Development Consultant
FindLaw, Thomson Reuters
Macon
03.2021 - 03.2025
- President's Club Winner 2023
- Managed territory and monthly quota with clients in Georgia, Florida and Alabama
- Developed strategic plans to enhance client engagement and service delivery.
- Collaborated with cross-functional teams to improve project execution and alignment.
- Facilitated meetings to identify client needs and tailor solutions effectively.
- Provided guidance on best practices in legal marketing and technology use.
- Managed client relationships, ensuring ongoing satisfaction and support services.
- Provided technical guidance, leadership, and expertise on development projects.
- Conducted research and analysis to identify gaps in current processes and proposed solutions.
Senior Advertising Sales
Cumulus Broadcasting
Macon
03.2008 - 03.2021
- Surpassed quota annually to generate over $1,000,000 in sales during 2017, 2018, 2019
- Managed 50+ accounts actively on air per month worth $80,000+ in revenue.
- Managed over 100 large accounts for advertising agencies and brand advertisers.
- Explained to clients how specific types of advertising helped promote customer products or services.
- Upsold advertising packages and options to customers by making outbound sales calls.
- Served as integral team member increasing revenue by producing 35%, of total market revenue year over year.
- Negotiated pricing following company procedures to close sales with new advertisers.
- Prospected and cold-called customers to develop new sales leads.
- Developed scripted ad content to enhance client marketing strategies.
- Presented engaging media packages and advertising options to prospects.
- Used persuasive techniques to overcome objections and close new sales opportunities.
Directory Advertising Sales Rep
AT&T Advertising & Publishing, The Real Yellow Pages and ATT.com
Macon
12.2007 - 02.2008
- Optimized revenue levels by developing engaging promotional programs.
- Explained to clients how specific types of advertising helped promote customer products or services.
- Managed 50+ accounts worth $1,000,000+
- Provided clients with estimates of yellow page and online advertising.
- Helped customers design and layout spec ads.
- Sold print, online and related printed products.
Senior Account Manager & Real Estate Vertical Market Rep
Lanier Worldwide, Inc. A Ricoh Company
Huntsville, AL - Denver, CO - Ft. Meyers & Orlando
01.2004 - 01.2007
- Communicated with clients via email, phone and in-person meetings.
- Communicated with clients via email, phone, online presentations, screen-share and in-person meetings.
- Negotiated contracts, closed agreements and supported sales team in new product launches.
- Oversaw multiple accounts and worked diligently to meet and exceed performance goals.
- Input customer order details into system, accepted payments and updated accounts.
- Reached out to accounts to measure customer satisfaction and increase revenue.
- Researched and secured new accounts within assigned territory to increase sales and profitability..
- Generated leads with successful cold calling prospects and skilled use of persuasive communication skills.
- Engaged potential customers using mix of prepared statements and expertise in consultative sales techniques.
- Developed at least 5+ new leads each day by making a minumum of 30 cold calls.
Sales Manager
Florida & South Carolina
Magnolia Graphics
Macon
01.2002 - 12.2003
- Identified potential sales opportunities.
- Provided direction and support to sales teams regarding contract development and negotiations.
- Managed complete sales process from customer presentation to order, delivery of product and post-sale service.
- Conducted training sessions with sales teams to develop and execute prospecting campaigns for target sectors.
- Researched market potential to develop business plans and goals.
- Facilitated meetings with teammates to align goals and best practices.
- Presented and sold services to executive customers and prospects.
- Built and maintained healthy sales funnel utilizing cold calling and referrals.
Education
Associate of Arts - Marketing Management And Research
Middle Georgia Technical College
Warner Robins, GASkills
- Strong lead development skills
- Regional account management and creation
- Sales presentation development
- Excellent negotiating tactics
- Cross-selling and upselling
- Excellent communication skills
- Sales strategy development
- Key account generation
- Persuasive communication expertise
- Pipeline management
- Consultative sales techniques
- Goal-oriented
- Order processing
- Account management
- Prospecting skills
- Business negotiation
- Lead generation
- Negotiation strategies
- Sales forecasting
- Persuasive communication
- Problem solving
- Team collaboration
- Business development
- Territory management
- Client relationship management
- Sales analytics
- Relationship building
- Flexible
Affiliations
Sustainer Board Member, Junior League of Macon
Awards and Accolades
- 2023 President's Club Winner, FindLaw, Thomson Reuters
- 2009 – 2020 consistent market leader in New Business Sales for number of new accounts as well as total dollars sold
- 2012 - 2020 Sales MVP, Cumulus Macon, maintaining and selling most new business in market
- 2016 New Business Leader for entirety of Cumulus Media, small market division
- 2013 Women in Business recognition in Macon Magazine
- 2012 Max Award Winner for Media Account Executive of the Year
- 2011 Silver Addy Award Winner
- Exceeded sales goals up to 115%, 250% & 430% on 3 separate campaigns in 2007 for AT&T Advertising.
- Recognized as a Top Producer of New Business in 2007 for AT&T.
- Recognized for changing the way our competition conducted business and sales practices along with their company branding at Lanier Worldwide in Huntsville, Alabama.
- Recognized for exceeding sales quota of 25k per month in 2006 by Lanier Worldwide, 2nd month of employment.
- Featured Company Wide as a success story in 2005 by Lanier Worldwide
- Promoted to Senior Account Management status after 6 months of employment in 2005 by Lanier Worldwide.
- Promoted to Regional Sales Manager of GA, FL, & SC in late 2002, managing, training, and supporting 25 sales reps for Magnolia Graphics.
- Continuously recognized for a positive attitude and excellent work ethic in 2003 by Magnolia Graphics.
- Sales Rep of the Year in 2002 at Magnolia Graphics.
- Broke company record for most dollars produced in a day in 2002 at Magnolia Graphics.
- Promoted into Management (Assistant Sales Manager of South Georgia) after 3 months of employment in 2002 by Magnolia Graphics.
- Diamond Award Winner 2002, Magnolia Graphics.
- Rookie of the month, May 2002, Magnolia Graphics.
- Star Award Winner for Performance in 2002.
Timeline
Director - Sales, Georgia & Louisiana
Expert Institute
03.2025 - Current
Senior Client Development Consultant
FindLaw, Thomson Reuters
03.2021 - 03.2025
Senior Advertising Sales
Cumulus Broadcasting
03.2008 - 03.2021
Directory Advertising Sales Rep
AT&T Advertising & Publishing, The Real Yellow Pages and ATT.com
12.2007 - 02.2008
Senior Account Manager & Real Estate Vertical Market Rep
Lanier Worldwide, Inc. A Ricoh Company
01.2004 - 01.2007
Sales Manager
Florida & South Carolina
Magnolia Graphics
01.2002 - 12.2003
Associate of Arts - Marketing Management And Research
Middle Georgia Technical College