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Gary Ambrosino

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President, Timetrade Systems

25 points

WEB: Phone Call With Me

April 7, 2011

Derek Roush selected a best answer for

Do you pay attention to Generational Dynamics in your company?

As baby boomers continue to retire at a rapid pace, how much importance do you place on attracting new "Gen Y" talent? These are the college grads that want to be able to work flex hours without being tied to a desk, hit facebook and ... more

General Management

Human Resources

April 4, 2011

Gary Ambrosino and 4 other people answered this question

What's your most effective lead nurturing tactic to move through the funnel?

"Moving through the funnel" is the operative point in the question. Most people do it based on a timeline - - how fast is the prospect moving or how fast can you get them to move as measured in calendar time. But the actual "movement" ... more

Lead Generation

March 23, 2011

Gary Ambrosino and 3 other people answered this question

How often should sales and marketing meet?

This might sound like overkill, but it's not. I recommend daily meetings. In our company the VP of Marketing and VP of Sales sit next to each other in cubicles that have very low walls. We talk to our customers a lot about this and ... more

Marketing Department

Sales and Marketing Alignment

March 23, 2011

Gary Ambrosino and 4 other people answered this question

34% surveyed say they spend an hour or more using mobile apps. What should businesses make of this?

Two options - invest in mobile apps (more expensive and slower) or exploit the mobile device as an advertising/promotion channel (less expensive and faster). Of the two, for many businesses viewing the mobile platform as an advertising channel is the place to focus. Make this ... more

Information Technology

March 23, 2011

Gary Ambrosino and 2 other people answered this question

What's one book that you would recommend to sales people to learn more about business acumen?

My favorite is the Speed of Trust by Stephen M.R. Covey. This is a universal element of any human interaction, and it's really important to master in becoming an outstanding business leader. It's also a fundamental element of successful selling. more

Anthony Iannarino

March 23, 2011

Gary Ambrosino and 8 other people answered this question

What 3 non-traditional metrics do you watch closely every day regarding your business?

Well, here's a comment that aligns closely with my business and has to do with the unique product that my company sells. We make an online system for appointment scheduling that used by major companies like Sprint retail stores to schedule appointments with their customers. ... more

General Management

Emotional Intelligence

March 23, 2011

Gary Ambrosino and 10 other people answered this question

As a small business owner you wear many "hats" How do you keep yourself motivated?

I talk to customers. I get pumped up when I hear about how much they like our product, or how good they feel about interacting with our team. Even if things are off a little in the business, this validation of our value is a ... more

General Management

March 23, 2011

Gary Ambrosino and 5 other people answered this question

What must be the sales management agenda?

Here's a counterintuitive view on this. The main sales management agenda is to make sure that the Marketing program in the company is delivering leads that are well down the awareness and customer education path with respect to the product or service you are selling. ... more

March 23, 2011

Gary Ambrosino answered this question

Are we going through an inflection point in professional sales? How would you characterize it?

Professional sales is at an inflection point because the days of the "major account sales rep" are pretty much over. The inflection point is happening because of sales automation combined with the power of the web to offer customers self-service on many of the interactions ... more

Sales Management

Sales Professionals

March 15, 2011

Gary Ambrosino and 23 other people answered this question

How can you create a sense of urgency to finish a transaction when your client doesn't feel the same

The commenters here make some very good points that I agree with.
Let me add another alternative that sometimes works - - the negative sales approach. Our sales team at my company working with prospects in this state of mind, sometimes start a dialog around ... more

March 15, 2011

Gary Ambrosino and 6 other people answered this question

What are your 3 tips for reducing sales cycles across your sales team?

At my company I have have been focusing my team on working on the most inefficient part of the funnel - - the conversion of Marketing Qualified Leads to Opportunities. The industry average conversion rate is 17%. That's astonishing considering the odds of winning a ... more

General Management

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