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Brian Gilbert

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Sales and Business Development, Toolbox.com

40 points

Jan. 7, 2011

Brian Gilbert recommends this answer by Kevin Gaither

Sales Presentation Best Practices: What are your 3 tips for giving a successful sales presentation?

There's some variables pertaining to in-person versus over the phone but here are some baseline best practices
1. Research. Research the company press releases and investor center. Research the people that you'll be presenting to. Use Insideview to help you identify selling triggers that might be ... more

General Management

Jan. 6, 2011

Brian Gilbert recommends this answer by Chris Nordman

What are the most ridiculous things you have seen a job applicant(s) do?

I have interviewed upwards of 200 people over the last 3 years. There is one resume, interview and post interview follow up that stands out as both the most absurd and most talked about experience in my company history. This is one no one will ... more

Human Resources

Career Development

Dec. 29, 2010

Brian Gilbert and 6 other people answered this question

Hey sales! Aside from qualified leads, what 2-3 things do you most need from marketing?

Hello Matt,
This is a very good question, and I'm sure that the marketers in this community would also be able to offer some insight into this. I rely heavily on my internal marketing team n the following ways:
- Development of thought leadership materials for my ... more

Dec. 29, 2010

Brian Gilbert and 4 other people answered this question

What is the single most innovative ad that you have seen this year?

Loved the "Mayhem" commercials that Benjamin mentioned, but I felt that the Old Spice campaign simply crushed all comers in the 2010 battle-of-the-ad-spots.
By combining traditional advertising with some unique online social media elements, I thought that it set a new standard. more

Dec. 14, 2010

Brian Gilbert recommends this answer by Mark Hunter

What are some habbits that you try to get your sales trainees into?

First is the discipline of follow through on using time effectively. This entails both the sales trainee's time and the customer's time. Let me build on this, for the sales trainee it means being disciplined in using time effectively and in particular not picking up ... more

Sales Training Techniques

Dec. 1, 2010

Brian Gilbert and 8 other people answered this question

Key Performance Indicators: Which do you consider relevant?

In simplest terms, KPIs should become leading indicators of the outcome, not necessarily the outcome itself. If you track metrics like "Scheduled Events" or "Proposed Dollars", these will directly impact on the final outcome. Maybe there is a need to develop the new business base ... more

Key Performance Indicators

Sales Management

Dec. 1, 2010

Brian Gilbert and 15 other people answered this question

What are the most common things you find lacking in most sales training?

I've personally seen lots of emphasis put solely on the "product" and little time on the fundamental mechanics of the sales approach. It becomes almost assumed that "Well, we hired you, so you must have the sales chops necessary", especially in the new hire ramp ... more

Sales Training Techniques

Sales Training/development

Nov. 2, 2010

Brian Gilbert and 5 other people answered this question

Linkedin: What is the baseline for accepting someone's Linkedin request?

I feel the same, although I use LinkedIn as a tool to help me learn about a specific organization or points of contact within the company. If I see enough shared common ground I'll throw an invite in with some "tweaked" text (to the point ... more

Information Technology

Oct. 22, 2010

Brian Gilbert and 3 other people answered this question

Can stellar outside sales professionals transition to inside sales easily?

I really agree with the previous comments. If the position is viewed as a "hold over" or the rep perceives it as "settling" it won't work. The skill set is key (I've seen big outside talent move inside and "fail" miserably in performance), but the ... more

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