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Don Perkins

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innovative info inc

60 points

BDM, Sales Blogger, Avid Networker

WEB: My Blog

Dec. 20, 2010

Don Perkins and 5 other people answered this question

Is Youtube a viable channel for b2b marketing?

Craig
Without question online video is a powerful medium for any business looking to create clever compelling content. Example: Consider how many books you've read vs. how many movies you've watched.
Why: Video has the potential to reach more audiences on many more levels than other forms ... more

Marketing

B2B

Video Marketing

Youtube

Dec. 10, 2010

Don Perkins and 9 other people answered this question

CRM Trends: What are the top CRM trends to track in 2011?

I think CRM providers are going to have their work cut out for them in 2011. Yeah buddy. Demands of inbound and outbound marketing campaigns, sales and marketing integration and new inputs like social media (or adaptive media, as SM expert Leslie Poston author of ... more

Sales

2001 Trends

CRM

Customer Relationship Management Strategy

Dec. 9, 2010

Don Perkins asked a question

Sales Managers and VPs: What's the most important change you've made to your operations?

Sales

Sales Managements Impact

Dec. 9, 2010

Don Perkins recommends this answer by Matt Heinz

Where should the teleprospecting/qualifying resource live in an organization?

I increasingly like the idea of this function being owned by the marketing team, for a variety of reasons but also because it ensures marketing is focused not just on lead quality but direct contribution to pipeline. I think marketing teams should be measured based ... more

Dec. 7, 2010

Don Perkins and 15 other people answered this question

What are the most common things you find lacking in most sales training?

Hi Michael (and all)
You've all given some great observations from what must be years of training experience. As one who has spent more time on the recieving end than the facilitating end, I offer this view:
As you've pointed out, good content is vital. ... more

Sales

Sales Training

Sales Training Techniques

Sales Training/development

Dec. 3, 2010

Don Perkins asked a question

Are your sales people preoccupied with your success? How did they get that way?

Sales

Dec. 3, 2010

Don Perkins asked a question

When was the last time you reviewed your mission statement?

General Management

Operations

Dec. 3, 2010

Don Perkins asked a question

What do the best customer experiences look like?

General Management

Sales

Business Development

Nov. 30, 2010

Don Perkins and 2 other people answered this question

Which is easier: generating more revenue or reducing the cost of sales? (generally speaking)

Jeff and Dave,
I knew I could count on someone to cut to the heart of the matter: mature sales management is looking beyond quick fixes to minding the sustainable, positive change, that results in both higher revenue and lower costs.
Well done gents!
Don ... more

Sales

Revenue Generation

Sales Management

Nov. 30, 2010

Don Perkins and 3 other people answered this question

What's the second most important thing to a sales manager?

Jonathan
You're right, profitability would encompass a balance to include other areas of control such as salaries, expenses, etc. and sustainable growth would include strategic opportunities and other activities not necessarily thought of as hard line "revenue generation" efforts.
Well put,
Don F Perkins more

Nov. 18, 2010

Don Perkins and 1 other person answered this question

When you think about the past two years of selling, what changes have impacted you the most?

R
When I think about consumer behavior, it seems that things have changed in the sense of how information is gathered, how vendors are selected and the speed at which all this can happen; some are saying that there is no longer a sales process, ... more

Sales

Sales Innovation

Sales Stragegy

Nov. 17, 2010

Don Perkins and 2 other people answered this question

Incentive Plans - What incentive plans work best to incent front-end funnel bus dev reps?

Hi Marge
This question makes me think of three other questions:
1. What behaviors are you trying to encourage?
2. What motivates your people?
3. How important is this function to your business?
Here's a wacky idea: Describe your ideal outcomes to your reps, ask ... more

Sales

Incentive Compensation Plan

Nov. 17, 2010

Don Perkins answered this question

I see the economy getting worse instead of better, what is your insight?

Hi Diane
Economic slumps appear at first to be bad news for everyone. However, there are always those who grow and thrive during tough times. Many organizations wallow in complacency and worst practices until they are under pressure to change. Once they do, they find ... more

Economy

Finance

Sales

Nov. 17, 2010

Don Perkins asked a question

How is social media changing the way you do business?

Nov. 10, 2010

Don Perkins and 4 other people answered this question

Why is it so difficult to effect behavioral change in a business?

Joe, Kevan, Jennifer,
Thanks for the great responses. Three very different but all the same relevant treatments of this topic. Interesting that there are so many things that can go wrong trying to implement lasting positive change and to Kevan's point, unless we've defined precisely ... more

Human Resources

Operations

Training

Nov. 5, 2010

Don Perkins asked a question

If sales people are not making quota now, what's the wisdom behind raising quota some more?

Sales

Sales Productivity

Following 2 Topics

Inside Sales

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Followed by 1 Person

Knowledgeable in 6 Topics

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Sales Training Techniques

#13 of 41

Sales Training

#57 of 217

Economy

#264 of 508

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#559 of 749

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Don Perkins

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Don Perkins

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