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Jeff Kostermans

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President & Chief Simplifier, LeadGenesys

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Expertise in Marketing Automation, Demand Generation, SAAS sales.

Oct. 5, 2011

Jeff Kostermans and 4 other people answered this question at this roundtable

Innovation and Continuous Improvement In Sales [10/5 @ 9 am]

With the buyer becoming more innovative in how they gather information, what are keys to having the salesperson regain control of the buying process?

Along the same lines as helping the buyer make the best decision ... I'd have to add the importance of knowing the right questions to ask and also focusing on the number one problem the prospect is trying to solve.
In enterprise sales, the key ... more

Oct. 5, 2011

Jeff Kostermans and 2 other people answered this question at this roundtable

Modern Sales Management: How the Best Sales Managers Thrive in Today’s New Environment [10/6 @ 11 am]

How should an individual sales rep be using social media in their selling process?

Craig,
Regardless of whether or not you are a credible authority on topics related to your product, be sure to offer something of value to your target audience. Recognize truly valuable contributions of others (including your competition ) and over time you will be percieved as ... more

Sept. 28, 2011

Jeff Kostermans and 4 other people answered this question

Should sales reps be trained on how to buy vs trained on how to sell?

Buyers have many reasons for buying - some might even be called irrational.
I agree that a consultative sales person should know how his / her product is bought - but notto the point where assumptions get in the way of tried and true questioning.
With ... more

Human Resources

Buying Behavior

Sept. 28, 2011

Jeff Kostermans and 5 other people answered this question

Should all lead gen responses be nurtured, or just those judged not ready for in-person follow-up?

Not all lead-gen responses should be nurtured. There are many instances when responses should not enter into a nurture cycle. Ideally -- if your solution is robust enough - those instances will be adressed with a set of rules.
I've seen too many deployments that don't ... more

Lead Management

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