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Catelyn Steccato

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10 points

Nov. 6, 2011

Catelyn Steccato and 46 other people answered this question at this roundtable

Customer 2.0 Is Mad as Hell [11/3 @ 11 am]

Are face-to-face conversations still the most powerful way to connect with a prospect?

All media has its place in communicating, you can use SM to spark and educate, email to intro, Skype, snapengage, etc. to keep the conversation going, and F2F when absolutely necessary (and when it is preferred by both parties).
We do an intake form of ... more

Nov. 6, 2011

Catelyn Steccato and 17 other people answered this question

How do I compete with businesses that can offer similar products/services at a lower cost?

Great answers from all lets assume all things are equal, then you truly cannot afford to get into a price war, your larger players will leverage their purchasing power to buy lower and cut your margins to zero.
Agree with Chris on follow up, organizations spend ... more

Oct. 30, 2011

Catelyn Steccato and 9 other people answered this question

What, other than the "five second slide" rule, are best practices for giving a great presentation?

Time - be aware of and stick to time !!!
Pics - let them absorb , and become immersed (as earlier stated pics produce greater memory)
Interactive - Don't wait until the end, this is not a data dump!
Exchange of knowledge there should be an ebb and ... more

Oct. 30, 2011

Catelyn Steccato and 22 other people answered this question

How can you train sales reps to have better conversations with prospects vs just pitching?

It starts with organizational wide communication, you cant train reps to have better external conversations unless the internal communications lines are open, to top down and bottom up.
That means bi-directional management conversation in all forms from leadership down vision, to goals and strategic initiatives across ... more

General Management

Oct. 27, 2011

Catelyn Steccato and 6 other people answered this question

What's the best way to ask your clients for referrals?

Tamara
Yes, great idea we have done that for our non healthcare clients, but have to be diligent in the healthcare world due to STARK and other restrictions
Joanne I like that ABA great will use it in our team meetings
Jeffrey Great idea , sounds like you ... more

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