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Beth Avery

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Director of Sales, Contexo Media, Contexo University, Dorland Health

144 points

April 11, 2012

Beth Avery recommends this answer by Ellen Bristol

Should sales people use texting as a means to engage their buyers?

Yes. If that's the way the prospect wants to communicate. It's not just a matter of age, position or culture. Great sales professionals always try to speak the language of the customer, so if texting is the preferred communication mechanism, then texting it is. more

April 11, 2012

Beth Avery and 7 other people answered this question

What are some tips for writing an effective cover letter that will lead to an interview?

I agree with Andrew. His last point, about actually asking for the interview, may seem obvious, but you'd be surprised how often a cover letter just sort of ends hanging.
One thing I'd also suggest is to also be confident. Instead of, "I feel I ... more

Human Resources

March 9, 2012

Beth Avery is now following Brian Phelps

March 8, 2012

Beth Avery recommends this answer by Carlos Hidalgo

What does sales want more: qualified leads or early leads?

Adele address a key point in how the buyer is now working their buying processes - they are managing the majority on their own so the term "early lead" is truly not a correct term. The best way for sales to ensure it is getting ... more

Demand Generation

March 6, 2012

Beth Avery recommends this answer by Dave Brock

Should salespeople drive marketing, or should marketing drive sales? Who should be at the wheel?

Great question Fred, it's changing so radically. The sales and marketing processes are becoming hopelessly intertwined. It's no longer possible to think of a sequential flow starting with marketing focusing on awareness, demand generation, marketing qualified leads; then handing off to sales.
Since the processes ... more

March 6, 2012

Beth Avery and 8 other people answered this question

How do you generate B2B leads?

I'm a big fan of content generation and inbound marketing. If you know your prospects are small businesses searching for a CRM software, for example, and you offer that type of software - Create content around that software. For example, write a one page piece ... more

B2B Lead Generation

Lead Generation

March 6, 2012

Beth Avery and 22 other people answered this question

If your absolute best candidate had a 'questionable' Facebook wall, would you hire him anyway?

I know this question has been quiet for a while, but today on the front page of MSNBC, they had a story about employers as well as colleges asking potential employees and students for access to their Facebook accounts.. Not just access to what is ... more

Human Resources

Background Checks

Feb. 6, 2012

Beth Avery recommends this answer by John McCoy

What are you doing to prepare for ICD-10?

On the insurance side, we're facing some interesting challenges in this area. As you might imagine, there are many legacy systems that perform mission-critical functions and cannot be reasonably replaced or upgraded in time for this transition.
To address some of these challenges, we're deploying ... more

Information Technology

Feb. 3, 2012

Beth Avery and 7 other people answered this question

How should a new company advertise if it has a limited budget?

There are a few different avenues you can take. I guess my first question is this - What is your goal for advertising? Is it to bring people to your website? Is it to bring people to a specific landing page where someone can buy ... more

Repair Business

Feb. 3, 2012

Beth Avery and 1 other person answered this question

What deals can you close without face-to-face negotiation?

Can you be more specific? You can close lots of deals without face-to-face negotiation, but those types of deals tend to be more transactional, even at a B2B level. more

Feb. 3, 2012

Beth Avery and 4 other people answered this question at this roundtable

Power of “Face-to-Face” in a Technology World [1/24 @ 11 am]

Do you eliminate candidates from positions that are not a match to their previous titles?

Deanna -
I don't think it makes sense to disqualify a job candidate on title alone. If you were clear in your job description in the job listing, and require that your candidates submit a cover letter with their resume, you should have a great ... more

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