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John Kypriotakis

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Sales/Marketing, Lysis International, Inc.

30 points

I am the president of Lysis International, a consulting firm focused on our clients' success. Whether defined as more sales, greater profits, a stronger team, managing key account relationships or an effective strategy to dominate the marketplace, we are the resource that helps to make it happen.

WEB: CompetitiveAdvantage

July 28, 2011

John Kypriotakis and 5 other people answered this question

Where should sales managers invest their time and effort in order to produce the best results?

Work on removing "internal' obstacles so the sales team can be more effective.
Focus on Top Performers, Strategy, the rest of the sales team, and finally "administrative stuff" more

Sales Enablement

Sales Management

July 20, 2011

John Kypriotakis and 4 other people answered this question at this roundtable

How to Ask the Right Sales Questions [7/20 @ 9 am]

Where do most sales reps get it wrong when asking questions?

Great points so far. Here is another quick take:
They don't really listen to the answers...
Basically they go through the mechanics of asking questions but then come back with suggestions and ideas that often ignore the points the prospect/client was voicing as most important to them. more

Sales Management

Jan. 31, 2011

John Kypriotakis and 15 other people answered this question

Sales training "worst practices": What are some of the biggest mistakes made in sales training?

Great points so far!
Here is another mistake: Limiting training to what is taught in the classroom (or conference room or wherever the sessions take place).
Training doesn't "stick" if not reinforced by applying in the field, monitoring effectiveness, and revisiting as necessary until it ... more

Sales Management

Worst Practices

Jan. 21, 2011

John Kypriotakis and 11 other people answered this question

Why the clients don't reply?

I had problems with my log-in earlier so I'll give this another try...
Good points so far so I'll add a couple of other possibilities.
Perhaps it's an effort/reward issue. Consider this exaggerated example: You offer a free article, widget, whatever. 300 inquiries come in saying I ... more

Nov. 16, 2010

John Kypriotakis and 2 other people answered this question

How often do you reset sales quotas?

It could be that you've set your quotas too low or perhaps the economic conditions favored your team this time around. It could very well be that you have a great sales team.
In any case be very careful before changing the rules in the ... more

General Management

Sales Management

Nov. 16, 2010

John Kypriotakis and 8 other people answered this question

Key Performance Indicators: Which do you consider relevant?

Another set of performance indicators to consider is how effectively the salesperson manages progress through the sales cycle. How swiftly do companies/prospects move from one stage to the next? Is it within your acceptable range? Are the right steps taken to ensure ongoing movement through ... more

Key Performance Indicators

Sales Management

Nov. 3, 2010

John Kypriotakis and 2 other people answered this question

How can you teach your sales reps to learn to speak the language of your customer?

Interpersonal skills training will give them the tools they need to develop immediate and lasting rapport. That's the first step followed by developing their skills in the "craft of asking the right questions" to further engage the customer. Of course asking questions without hearing the ... more

Nov. 3, 2010

John Kypriotakis and 3 other people answered this question

Hiring Sales Staff....

Which industry and what type of sales position?

Human Resources

Nov. 3, 2010

John Kypriotakis and 6 other people answered this question

What's the difference b/t what customers say is important and what actually drives their behavior?

Actually a more likely scenario is for them to say that the price is not as important but then buy strictly on price. In any case, one effective way to find what drives the purchase is by engaging the buyer in a dialogue about "purchase ... more

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Sales Management

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Knowledgeable in 10 Topics

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