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David Geraghty

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28 points

Feb. 5, 2012

David Geraghty and 18 other people answered this question at this roundtable

Top Technology Marketers to Watch in 2012 [1/31 @ 1 pm]

Does the B2B distinction matter any more?

There are many unique aspects between B2B and B2C purchases. First and foremost is the origin of the problem, need and resolution process. Breakdown the question, who owns the problem, who is funding the purchase, who is responsible for the implementation and sustainability of the ... more

Dec. 12, 2011

David Geraghty is now following Joseph Zuccaro and 1 other person

Dec. 9, 2011

David Geraghty and 4 other people answered this question at this roundtable

DemandCon Series: Year in Review- Demand Generation [12/12 @ 1 pm]

What is your one major prediction for demand generation in 2012?

Steve I would like to add the emergence of D2D (device-to-device) interactions and systems will revolutionize technological efficiencies and superior customer experiences.
i.e. Sun Microsystems Jini, is underdevelopment that basically enables network devices to automatically disccover and plug into other network devices without a system administrator. more

Demand Generation

Dec. 9, 2011

David Geraghty and 4 other people answered this question

In terms of running a business how do you define the term "mistake"?

The greatest mistake is failure to acknowledge, accept, respond and recover from the magnitude and impact of the event. more

Customer Service

Human Resources

Information Technology

Dec. 9, 2011

David Geraghty and 16 other people answered this question

What is the single most important thing you've learned about business that college can't teach?

CURIOSITY, PERCEPTION, INSTINCTS and DECISIVENESS

Customer Service

Human Resources

Dec. 9, 2011

David Geraghty answered this question

What is one small business trend to look out for in 2012?

Trend: Exponential growth of Information, consumer information consumption patterns and buyer decisions rule.
One priority might be to improve Marketing and Sales alignment that is integrated with operations to create superior customer value propositions for existing customers as well as potential customers to drive revenues and ... more

Customer Service

Social Business

Dec. 5, 2011

David Geraghty and 13 other people answered this question at this roundtable

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

Content is still king, or is it? What are the fundamentals of producing content online?

The communication between buyer and seller is more dynamic as new media is shaping the way content is presented, placed and consumed.
Customer engagement requires marketing and sales alignment that is integrated with operations to capture the best exchange of information suitable to customer demands.
The ... more

Content Creation

Dec. 1, 2011

David Geraghty commented on this post

A Simple Guide to How Salespeople Generate Leads Using Social Media

Two thumbs up on the podcast. Thank you for the social media map for sales professionals.
I understand the power of social media, however, frustrated end user, without a strategic game plan to incorporate these tools.
I champion alignment of marketing and sales integrated through ... more

Lead Generation

Lead Generation and Customer/client Acquisition

Nov. 22, 2011

David Geraghty and 20 other people answered this question

How do we improve collaboration between marketing and sales?

This problem enabled me to develop a new Business Model and launch my consulting business.
The end game is profitability. I work with the Chief Marketing, Sales, CFO and other executives create actionable information to achieve their objectives.
There is an overload of information, reports ... more

Demand Generation

Sales and Marketing Alignment

Nov. 15, 2011

David Geraghty and 6 other people answered this question

Has marketing simply missed the mark?

Gentlemen,
Is this a symptom of technological advancement and the new marketing norm for lead demand generation? more

Information Technology

Nov. 14, 2011

David Geraghty answered this question

In a "social" world in which viral is the norm, can a legal authority impose opt-in?

Maurene,
Yes, legal authority can impose opt-in as set by company policy. This is in the best interest of an organization as the cost of litigation is excessive. With Social media corporations and individuals are both at risk.
The real issue is managing the security of information ... more

Legal & Regulatory Compliance

Nov. 14, 2011

David Geraghty and 22 other people answered this question

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

Purpose, Preparation, Context and Relevance, Listen, Questions
First and foremost a good sales professional knows their customers business.
What job does the customer need to do that they are willing to hire someone else to do?
How do they define their problem?
How do they experience the problem?
What ... more

General Management

Nov. 9, 2011

David Geraghty answered this question at this roundtable

Successful Strategies for Prospecting [11/10 @ 12:30 pm]

How much time should I expect to spend researching a prospect before I call them?

Jeff,
Research is essential to prospecting. Here are a few tips that work for me...
1.Schedule a block of time to identify, prioritize and select best prospective targets you will call ahead of time
2. Define and capture must have information - create executive summary of info on ... more

Nov. 8, 2011

David Geraghty and 17 other people answered this question

What are the top 3 skills sales people should develop today to be competitive with the new buying?

Listen... how does the customer define their problem? What capabilities, expertise or resources are lacking? What is the impact of the situation and what will the desired outcome achieve?
Establish parameters for a course of action. Gain executive sponsorship, Execute deliverable
Communicate, Resourceful, Responsive and Committed ... more

Nov. 3, 2011

David Geraghty and 3 other people answered this question

Is there research concerning Millennials' (18 - 24) expectation of Social Tools in the Enterprise?

http://pewresearch.org/
Check out topic index for millennial there is an excellent active survey that maybe of interest as well as many other resourceful survey findings more

Human Resources

Information Technology

Nov. 3, 2011

David Geraghty and 5 other people answered this question at this roundtable

Successful Strategies for Prospecting [11/10 @ 12:30 pm]

What is the difference between prospecting now from prospecting ten years ago?

Well then, it is I that made poor assumptions. Anyhow we agree information is key to establish the context engage dialogue.
Happy prospecting... more

Nov. 2, 2011

David Geraghty 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?

It all depends upon the type of service / product / environment i.e. b2b, b2c or b2g as well as complexity. Not all sales are created equal. When the stakes are high many factors, variables and transition must be mastered.
Take for instance Corporate Tax ... more

Nov. 2, 2011

David Geraghty and 4 other people answered this question at this roundtable

Relevant Influence - Discovering and Engaging with Influencers for Effective Social Marketing [11/1 @ 11 am]

What's the best way to build a connection with a prospect without resorting to a sales pitch?

Relevance, relate and read...
Conversation vs. dialogue
A conversation is timing, relevance and less structured not always well defined.
A dialogue is well prepared, pre-emptive purpose with a framework for contextual, relational content.
Relevance = mutual interest
Relate = framework, context, and content
Readiness = willing to explore ... more

Nov. 2, 2011

David Geraghty and 16 other people answered this question

Do you think the ABC (always be closing) approach is dead?

ABC is DEAD!
Master the "Transaction Cycle" TC = the buyer controls the purchasing cycle, complexity, urgency and magnitude of cost is vital for understanding their decision process.
The secret is in the "Problem" what is it? How do they experience the problem. Does the customer lack ... more

Always Be Closing

Sales Management

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