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Chuck McKay

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Fishing for Customers Guide, Fishing for Customers

20 points

I get people to buy more of what you sell.

WEB: Chuck McKay OnLine

Dec. 10, 2011

Chuck McKay and 3 other people answered this question

What tips do you have to help sales reps get more creative with their prospecting efforts?

I was all set to question whether "creativity" was necessary, but Joanne beat me to it.
You don't have to be creative to sell to me. You need to convince me that you understand the problem I'm trying to resolve, and have a reasonable solution. more

Dec. 10, 2011

Chuck McKay and 4 other people answered this question

Why has Moore's Law held true for so long?

I suspect its more closely related to the technology itself.
Moore originally observed (in 1965) that transistor density had doubled each year, and predicted that rate would continue for the next decade. In 1975 he amended his prediction to doubling every two years to reflect ... more

Information Technology

Computer Performance

Microprocessors

Dec. 10, 2011

Chuck McKay and 2 other people answered this question at this roundtable

3 Secrets to Simplify Lead Qualification and Accelerate Lead Follow Up [12/1 @ 1 pm]

What is a reasonable length of time that a lead should be expected to close?

Isn't the bigger question "How long is the purchase cycle on this product?" Smart phones tend to be replaced every two years, but refrigerators every ten. Six months may be reasonable for the phone, and the 'fridge could be a bit more than a year. ... more

Lead Management

Lead Qualification

Dec. 9, 2011

Chuck McKay and 2 other people answered this question

Why do online communities fail?

Its been my experience that no group lasts any longer than it takes the founder/moderator to lose interest in the group.
We've all seen examples like Michael's, in which no one even bothers to police the spam, but we've also seen groups started on a ... more

Community Management

Customer Community

Dec. 7, 2011

Chuck McKay and 1 other person answered this question at this roundtable

Optimizing Content Marketing - What, When, & Where? [12/1 @ 11 am]

Can content marketing help you build trust with clients & prospects? How?

Lauren, a decade ago I got a notice from the Internal Revenue Service that they were questioning my company's return from two years previous. I knew I needed representation, but whom?
Out of the hundreds of qualified individuals in the Yellow Pages, the gentleman I hired ... more

Dec. 7, 2011

Chuck McKay answered this question at this roundtable

Simplifying Social Business: Assessing Where You Are in the Social Media Continuum [12/7 @ 11 am]

Is social media better for acquiring new fans and followers or is it better for updating & engaging with your current customers?

I've yet to see a social media program that developed customers, rather than followers. Not that followers aren't flattering, but its tough to make payroll on flattery.
I suspect there's greater value in inviting your existing customer base to keep in touch through social media than ... more

Customer Service

Dec. 4, 2011

Chuck McKay and 21 other people answered this question

If a salesperson refused to sell to a prospect on ethical grounds, would you support him or her?

I don't know anything about Mr. Meyer, but don't we all recognize accepting an assignment which puts one's self in danger demonstrably differs from increasing the probability of harm to one's comrades. more

Human Resources

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Customer Service

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