Tom Duncan, Vice President of Sales

Tom Duncanbrings to Emerald Data Solutions over 14 years of sales, management and leadership experience. He has worked primarily as a Software as a Service (SaaS) Executive who hires, builds and coaches sales teams. He is a coach first, teaching valuable sales acumen tools and how to sell with integrity through trusting relationships. Prior to joining Emerald Data Solutions™, Mr. Duncan was Vice President of Sales at Granicus, a government information technology company that manages legislative content.

Mr. Duncan actually began his career at Granicus in 1999. He was on the ground floor of this startup, helping to build the sales organization. Mr. Duncan brought the company's first clients on board in 2001 and helped streamline sales process for the growing company. From 2002 to 2004 he worked in pharmaceutical and medical device sales, exceeding quotas and learning important relationship building skills.

In 2004, Mr. Duncan made a complete change in his profession and pursued a lifelong dream of becoming a sports broadcaster. He worked for LA 36 (the Los Angeles cable television cable access corporation), The LA Times (as a sports writer) and finally Fox Sports (as an anchor and live game reporter).

Deciding his heart was in business, in 2006 he joined Wells Fargo Bank as an outside sales rep, working for their small business division. It was there that Tom began to build the idea of his 6 Tools Sales Method, a sales process that he later trademarked.

In 2007, Granicus approached Mr. Duncan to return to the company he helped launch. Over the next 8 years he helped Granicus grow from 200 to 1,100 clients as an individual contributor, Western Sales Manager, National Sales Manager, Enterprise Sales Executive, Director of Enterprise Sales and Vice President of Sales. He was the leading sales rep both with percentage of quota attainment and highest revenue in each of his individual contributor years, setting a company record in 2013 and 2014 with the highest revenue production from an executive.

In 2010, he started Duncan Sales Advisors (DSA) and began to teach small business owners, as well has his sales teams at Granicus, his 6 Tool Sales Method. This sales process was built upon the foundation of teaching small business owners the fundamentals of sales through a simple philosophy of integrity and trust.

Mr. Duncan is married to his wife Maria, and they have four children together. He graduated from Saint Mary’s College in California with a degree in Communications.


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