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David Kellerman

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Cloud Solution Specialist, BizCom eCommunications

106 points

Identifying Cloud Solutions for companies utilizing 15-200 desktops in the Medical, Dental Legal and Insurance verticles. Additionally my role is in initiating partnership opportunities for resellers in the VoiP Industry as well as verdors to the above listed verticles.

May 17, 2011

David Kellerman and 36 other people answered this question

Are you in favor of higher taxes as part of a deficit reduction program?

This is a great discussion, especially if you can do it without getting angry. Next weeks topic... Religion. (that's a joke) more

Deficit Reduction

May 10, 2011

David Kellerman recommends this answer by Pat O'Brien

What is the single biggest challenge that Enterprise Salespeople selling complex solutions face?

Thanks everyone for all your insightful answers. I’m going to possibly break protocol here and answer my own question. Sorry, can’t help myself.
The biggest challenge is still an emphasis on seeking to be understood vs seeking to understand. It’s backwards.
The whole ecosystem of enterprise selling ... more

Enterprise Sales

Solution Selling

May 9, 2011

David Kellerman asked a question

Do you use good business Etiquette when you're not interested in the product?

Business Etiquette

Professionalism

April 22, 2011

David Kellerman asked a question

What is your differentiator?

April 19, 2011

David Kellerman and 7 other people answered this question

What don't they teach you in sales training that you really want to know?

It constantly amazes me how businesses are always looking for that magic bullet that will propell sales over-the-top. In my experience, the best sales trainers are the ones that preach implementing systems and hold you accountable to the execution of said systems. From the time ... more

April 5, 2011

David Kellerman asked a question

When attending a conference as a vendor, what's your strategy?

March 28, 2011

David Kellerman asked a question

When developing new sales which is most important; Sales System, Sales People or Marketing Touches?

March 28, 2011

David Kellerman and 10 other people answered this question

How important is location of data to you?

Ben, I run into this question all of the time. Where is never as imporant as to redundency, availability and security. Yes, there are some in-country and out-of-country compliance issues, but this continues to re-enforce my feeling that "the Cloud" is still in the early ... more

Information Technology

Cloud Computing

March 22, 2011

David Kellerman and 11 other people answered this question

Presentation skills: how to handle tough questions?

I concur with Kelly. Aside from the admission of ignorance, I'd redirect the question back to the asker. Essentually asking why they asked such a difficult question and why is this important to you? Aside from the ego flexing of knowledge, there may be some ... more

General Management

Presentation Skills

March 16, 2011

David Kellerman asked a question

If your business ethics and credibility are challenged what steps do you take to address the issue?

March 10, 2011

David Kellerman asked a question

How do you incorporate social media into your awareness building campaign? Do you have a strategy?

March 7, 2011

David Kellerman and 12 other people answered this question

Why do buyers claim that 50% of all the sales people they meet are not prepared for the meeting?

There really isn't a lot more that I could add without being redundent. To me it revolves around trust. The buyers do not trust the sales professional. Would you trust them if they constantly were trying to engage without listening? If we (Sales Pros) would ... more

Customer Intelligence

Sales Effectiveness

Sales Enablement

March 3, 2011

David Kellerman and 14 other people answered this question

What is the best way to shift a buyer from a price-based decision to a value-based decision?

Understand the pain that your product or service will eliminate is first. Then design questions around leading the prospect to acknowledging the pain. And finally, create your solution so that you quantify in real dollars the impact that your product make on their bottom line. ... more

Value Based Pricing

March 1, 2011

David Kellerman and 3 other people answered this question

How do you "sell" a service to a business that strictly follows a minimum 3 provider bid process?

1) Try to be third.
2) Design an analysis proscess that exposes their true pain. You know what solutions your product or services provides. Phrase the solutions in the form of a question. i.e. Play Jeopardy!
3) Interview the decision makers. Their lens may be different than ... more

Feb. 25, 2011

David Kellerman and 1 other person answered this question

What are some other examples of the "Long Tail" strategy in the B2B world?

Ahhhhhh, Confucius say, "Man who use Long Tail strategy talk to much!"
Make today a success!

Feb. 24, 2011

David Kellerman and 8 other people answered this question

How do we innovate in the sales function? What is your top "innovative" idea in sales?

Great feedback! I know I'm tooting my own horn; I'd first get my business in the Cloud. Without me selling, the benefits are;
Increased Productivity: document & calendar sharing/realtime activity tracking, Increased Profitability: Leasing vs. Ownership and
Decreased Liability: Compliance & Regulation control.
I would ... more

Customer Engagement

Feb. 9, 2011

David Kellerman and 3 other people answered this question

Sales: how have you repaired a relationship with a customer that had a bad experience?

Great topic! Typically, when delivery failure occurs,i.e product or service, it has been my experience that orgainizations have the propensity to throw money at the problem. This is a potential loose loose scenario.
Usually, there is a very good reason why companies deside to conduct ... more

Customer Service

Bad Business Experience

Feb. 8, 2011

David Kellerman and 2 other people answered this question

What are the first 5 steps a sales manager must make when building a sales team from scratch?

Since I am currently executing this question, I believe that I can chime in. Here is my current plan.
1) Identify effective target markets: This includes verticle markets; i.e. Medical, Legal, etc. But also segmented markets; i.e. 25 to 300 users. Don't forget potential resellers ... more

Sales Management

Feb. 7, 2011

David Kellerman and 11 other people answered this question

Is in person & telephone the only way to truly launch the sales process?

I use two forms of communciation to begin client relationships/sales processes. The first is in person. People buy you first and I ask permission to initiate contact to increase first appointment percentages. The second is email campaign. Note the word campaign. My campaign is about ... more

Buyer Decision Journey

Feb. 4, 2011

David Kellerman asked a question

Which is most important when attempting to establish trust? Integrity, Intent, Capabilities, Results

Feb. 3, 2011

David Kellerman asked a question

How do you increase the Speed of Trust with your prospects?

Feb. 1, 2011

David Kellerman and 1 other person answered this question

What was the most creative sales training tactic you have ever used? What were the results?

When in doubt and the prospect balks, I refer to Brian Tracy's "Feel, Felt, Found" tactic.
Ms. Jones, I understand how you feel. Many of our clients or XYZ client felt the same way that you do. But, once they implemented ABC they found it ... more

Sales Training Techniques

Jan. 27, 2011

David Kellerman asked a question

How can controlling your reactions increase sales?

Sales Management

Jan. 21, 2011

David Kellerman and 26 other people answered this question

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

First of all I'm assuming that your presentation is really your recommendation otherwise you'd be "spilling you candy in the lobby". No one buys because of features and benefits.
1) Make sure that the decision makers are in the room.
2) Re-engage their pain. They ... more

General Management

Jan. 12, 2011

David Kellerman and 1 other person answered this question

Speak Goliath: What's the toughest sale you've made in your career? How'd you win it?

The biggest sale that I made was one that didn't happen. Many sales professionals are so tied to the result that they will do anything. Lower the price, increasing the deliverables and basically agreeing to work that would traditionally not fit into a businesses normal ... more

Lessons Learned

Jan. 7, 2011

David Kellerman and 12 other people answered this question

Sales Training Best Practices: What are your 3 tips for successful sales training?

There are many different titles that have been created over the years that utilize a technique for increasing your sales preformance. Spin Selling, Selling to VITO, and a host of others are insightful. But insight, like a sparkler, eventually burn out because of the day ... more

General Management

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Deficit Reduction

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