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Brian Jeffrey

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President, Quintarra Consulting Inc.

233 points

With over 40 years of sales, sales management, and sales training experience, I offer a coaching and mentoring service for overloaded sales managers and business owners.

WEB: Coaching/Mentoring

Aug. 17, 2011

Brian Jeffrey recommends this answer by Scott Hardigree

Should I sell my company?

Mark - Steve's thoughts are spot on.
If you do decide to sell, however, remember that the process, and outcome, may come with their own stresses. One's that I've experienced firsthand, twice.
Most owners, who are in the midst of an acquisition, have already cashed the ... more

Aug. 17, 2011

Brian Jeffrey and 9 other people answered this question

SITUATION: I've been unemployed for awhile. Should I accept a so-so job offer?

Based upon the fact that it's always easier to "change jobs" than "find a job," take what you can find and keep on looking. more

Human Resources

Career Development

Aug. 15, 2011

Brian Jeffrey and 6 other people answered this question

When is it OK to not put a subject line in your emails to customers?

Probably when you don't care if they read your email.

Information Technology

Aug. 11, 2011

Brian Jeffrey and 11 other people answered this question

Everyone's In Sales. Agree or disagree and why?

I think it depends upon one's definition of "sales." I don't think everyone is "in" sales, but I think everyone sells if the definition of selling is to convince others. Asking someone for a date is a selling job under this definition.
If your definition of ... more

General Management

Information Technology

Aug. 10, 2011

Brian Jeffrey and 9 other people answered this question at this roundtable

How to Ask the Right Sales Questions [7/20 @ 9 am]

Why is it so hard for sales people to listen instead of talk at their prospects?

It's an old cliché but too many salespeople still think that "Telling is Selling" and are far more interested in getting their story out than in finding out what the prospect wants.
As the bible mentions, "And Samson said, With the jawbone of an ass, heaps ... more

Sales Management

Aug. 9, 2011

Brian Jeffrey and 2 other people answered this question

When using a website for your business is it unprofessional to use free sites to build it ?

In my mind, it doesn't matter what you use to build a web site just as long as the end result looks professional.
Use WordPress. it's free and doesn't have any advertising. I used it for my site at www.Quintarra.com. more

Information Technology

Aug. 5, 2011

Brian Jeffrey and 3 other people answered this question at this roundtable

Positioning Your New Managers for Success [8/4 @ 1 pm]

What are the common pitfalls when transitioning into a management role?

The number one problem that I see, at least as people transition from sales to sales management is the lack of training or preparation for the management sole.
Just because someone is good at what they do (sales or otherwise) doesn't mean that they will be ... more

General Management

Human Resources

Talent Management

Aug. 5, 2011

Brian Jeffrey and 4 other people answered this question

Doing some temporary consulting - is it worth setting up my own company?

The benefits are more than just tax-ralated or protection of personal assets, although those are very important. It is also a matter of image, credibility, and preparation.
Having a company, even if you aren't doing anything with it, puts you in the position of being "ready-to-go" ... more

General Management

Entrepreneurship

Aug. 5, 2011

Brian Jeffrey and 52 other people answered this question

How much does correct spelling and grammar matter when blogging?

In response to Jon Arnold's question, the post-Internet, social media infused, generation seems to have abandoned any interest in spelling and/or grammar and have generated a language of their own based, apparently, on phonics and acronyms.
This process was aided and abetted by them being bombarded ... more

Aug. 3, 2011

Brian Jeffrey and 13 other people answered this question

POLL: What is the one piece of info you think more startups should emphasize on their websites?

I get particularly annoyed at sites that won't tell me where they're physically located. I'm all for virtual businesses but please, you must sleep somewhere! more

Aug. 3, 2011

Brian Jeffrey and 5 other people answered this question

Are post-interview thank you notes necessary?

While not necessary, the post-interview thank you note is a thoughtful gesture that may cause the sender to stand out somehat. Particularly if the note contains something that personalizes it for the interviewer.
Even a generic thank you note has some merit in that it is ... more

Human Resources

Career Development

Aug. 2, 2011

Brian Jeffrey and 3 other people answered this question

When a prospect has no loyalty to their current supplier, is that a red flag?

I don't consider changing suppliers a 'red flag,' just one more a piece of sales information. I'd try to ascertain why the prospect had developed the habit of changing suppliers. If they change because of price, I generally move along as I know I won't ... more

July 29, 2011

Brian Jeffrey is now following

July 29, 2011

Brian Jeffrey and 9 other people answered this question

POLL: Do you think Congress will reach an agreement on the debt ceiling before the Aug. 2 deadline?

It's interesting to watch from afar (Canada) while a former great nation falls from grace, at least financially.
The Tea Party radicals, who really don't seem to have any long tem reelection desires, will cripple the country's ability to survive financially. As a couple of commenters ... more

July 28, 2011

Brian Jeffrey recommends this answer by John Kypriotakis

Where should sales managers invest their time and effort in order to produce the best results?

Work on removing "internal' obstacles so the sales team can be more effective.
Focus on Top Performers, Strategy, the rest of the sales team, and finally "administrative stuff" more

Sales Enablement

Sales Management

July 28, 2011

Brian Jeffrey answered this question

How often do you hold sales meetings?

I'm a big fan of a first-of-the-week, one hour (or less) sales meeting that quickly reviews what happened last week, what is expected to happen this coming week, company updates, and what problems/situation need my attention as the sales manager so that my people has ... more

Sales Management

Sales Productivity

July 27, 2011

Brian Jeffrey and 5 other people answered this question

POLL: How many companies are you a 'fan' of on Facebook?

"A." I feel I have better things to do with my time, like answering questions like this. :) more

Facebook Fan Page

July 26, 2011

Brian Jeffrey recommends this answer by Craig Brennan

Are we owning the technology we're creating or is the technology owning us?

Go to the supermarket and watch what happens when a scanned item does not immediately pop up on the register's display. You will invariably stand there and watch them scan the same item over and over again, thinking that they will get a different result ... more

Information Technology

Quality of Life

July 26, 2011

Brian Jeffrey and 16 other people answered this question

Is it better to back up my business's data on a traditional external HD or in the cloud? Pros? Cons?

I'm still a bit nervous about committing critical data to the cloud. I'm worried about that clear day when the clouds have all disappeared and with them, my data.
While I'm not usually a belt and suspenders type of person, I don't care to have ... more

Information Technology

Cloud Computing

July 21, 2011

Brian Jeffrey and 5 other people answered this question

When is it OK to push-back or challenge a prospect?

If, based on your experience, what the prospect want to buy or do will not solve their real problem I feel obligated to (politely) bring this to their attention.
I have refused to sell a non-solution to a prospect, letting them know that it wasn'tt going ... more

Sales Management

July 21, 2011

Brian Jeffrey answered this question

Why are meetings such an important part of running a sales organization?

Well run sales meetings are a key element in communicating and building a team environment. Emails and one-on-one meetings don't foster a spirit of working together for a common cause. Even if that cause is more money in everyone's individual wallet. more

Sales Management

July 21, 2011

Brian Jeffrey and 8 other people answered this question

What is a common 'hiring trap' that you have seen when it comes to hiring salespeople?

Hiring trap: Assuming that just because someone can sell themselve to you means that they can sell what you want sold.
The only thing some salespeople can sell is themselves. more

Human Resources

July 18, 2011

Helen Bereschinova selected a best answer for

What phrases do you hate to hear from a sales person?

Sales Management

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