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Dennis Hall

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Enterprise Account Director, ReachForce

88 points

Sales and marketing professional with more than fifteen years of experience in direct and channel technology sales and sales management to SMB and Fortune 1000 companies.

Leader who employs experience, innovation and continuous improvement to consistently exceed revenue and profitability goals.

Oct. 17, 2011

Dennis Hall is now following Kate Kantzes and 2 other people

Oct. 13, 2011

Dennis Hall and 22 other people answered this question

Sales objections: what are the most common sales objections?

It's important to think about which objections in what stage in the sales process are costing you the most (revenue). Early in the cycle are easier to manage, like "send me information" you might say, "I'd love to send you information Ms. Smith...do you mind ... more

Objection Handling

Sales Objection

May 20, 2011

Dennis Hall recommends this comment by Norbert Laengrich

Why sales should stop "checking in" and five tips to avoid it

Larry, "checking in" is what a teenager does when he is going be be late getting home. As someone already mentioned, it is what you do when wanting to board a plane, and it is what you do when arriving at a seminar or conference ... more

Sales Intelligence

March 16, 2011

Dennis Hall recommends this answer by Gary Hart

Are Sales Managers a Dying Breed?

Which sales manager are we speaking of? Are we talking about revenue and activity driver or mentors who have sold or still sell and have the skills to train and coach?
Organizations that hire the latter will proliferate. Those that hire the former will likely go ... more

Sales Leadership

Sales Management

Oct. 26, 2010

Dennis Hall and 4 other people answered this question

Sales won't follow up on our leads- how do I fix this?

"The leads are weak. You're weak!" - Glenngary Glenn Ross (http://www.youtube.com/watch?v=y-AXTx4PcKI)
Agree with Steve - there is an absolute disconnect between your Inside team and Field sales. A salesperson who doesn't want leads is either a farmer (not motivated by new business revenue) or their ... more

Inside Sales Resources

Inside Sales Team

Oct. 22, 2010

Dennis Hall recommends this answer by Kendra Lee

What percentage of your telemarketing calls are scripted?

All telemarketing calls need a basic script. But if you want success that sticks, for example setting appointments that will be kept, you have to go beyond the script in training your telemarketers.
Let's say that you're having telemarketers call to do appointment setting for ... more

Script Protection

Oct. 19, 2010

Dennis Hall and 3 other people answered this question

What sales trends are you expecting for next year?

Agree with Craig that we will see continued focus in 2011 on driving Sales effectiveness through technology. Companies will strengthen their investments in technology that improves lead generation, pipeline management and business intelligence. There is a risk in 2011 that Sales will have access to ... more

Sales Management

Oct. 18, 2010

Dennis Hall and 3 other people answered this question

How strategic is your sales account planning? Is it just glorified opportunity planning?

Good input from Tibor and Dave - there is no lack of waste and bad plans. Over the years, I've created and reviewed hundreds of account plans. Many were worth the effort...and just as many were not.
Account plans makes sense when Sales can actually go ... more

Oct. 18, 2010

Dennis Hall and 1 other person answered this question

Which CRM vendors have a reputation of serving small businesses?

Depends on what you mean by small business. Take a look at the vendor's experience (customer list) with companies in your industry. Assuming less than 10 employees, Act! now supported by Sage Software could do the trick. I used Act! with a team of 6 ... more

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