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John Murnane

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20 points

March 21, 2012

John Murnane and 11 other people answered this question

How do you know if a sales rep is ready to move into sales management?

The factors / qualities that make a great sales rep are often the same factors / qualities that make for an awful manager. Not always but a lot of the time.
In short - if the candidate can let his reps sell [without stomping on ... more

Sales Management

March 7, 2012

John Murnane and 16 other people answered this question

What does sales want more: qualified leads or early leads?

What kind of lead readiness approach can identify qualified, early leads? Or is any approach too slow to identify leads before they're too far along in the buying process?
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In reality they are two different problems - qualifying prospects and acquiring leads. If you ... more

Demand Generation

Jan. 25, 2012

John Murnane and 2 other people answered this question at this roundtable

The Social CMO in B2B: Lessons from Marketing Leaders on Social Media Marketing Success [1/18 @ 11 am]

How do you market on LinkedIn without violating the trust of your contacts?

Double Post - Redacted

Dec. 26, 2011

John Murnane and 32 other people answered this question

What is the #1 book you would recommend to young entrepreneurs?

Venture Capital and the Finance of Innovation by Andrew Metrick. Nerdy for sure but very hepful. The best review I have read on it complains most entrepreneurs found and sell their companies before they even understand the basic elements of a 'deal'. As a result ... more

Entrepreneurship

Nov. 6, 2011

John Murnane and 46 other people answered this question at this roundtable

Customer 2.0 Is Mad as Hell [11/3 @ 11 am]

Are face-to-face conversations still the most powerful way to connect with a prospect?

Short answer is 'yes' - the longer version is 'most of the time'. One example where F2F might be detrimental is if the contact is a routine task that could better be done automatically and NOT waste the customer's valuable time - in that case ... more

May 25, 2011

John Murnane and 24 other people answered this question

What do you do with a sales rep who is doing ZERO after delivering the biggest quarter ever?

Ya I messed that, my bad - 22 plus posts in a busy day - but that is key. Correct answer is it depends - the guy might be doing everything right and still zero the next quarter. more

Human Resources

Employee Development

Sales Management

May 25, 2011

John Murnane and 2 other people answered this question at this roundtable

Smart or Lucky - What Differentiates Successful Technology Companies? [5/24 @ 1:30 pm]

What are some examples of companies that are managed by their customers?

Being managed by customers isn't necessarily a good thing either - customers can be pretty fickle and not always know what they want. More accurately competing wants they can't reconcile and articulate - like leg room and cheapest possible fares - somewhat at odds with ... more

Information Technology

Entrepeneurship

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