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Joseph Skursky

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President, Market Leader Solutions

30 points

Joseph Skursky has been growing businesses and advising leaders in companies across North America for almost 20 years. His model of Leadership, People, and Execution provides a clear roadmap to grow almost any business.

His achievements include:
*Tripled one company ...

Joseph Skursky has been growing businesses and advising leaders in companies across North America for almost 20 years. His model of Leadership, People, and Execution provides a clear roadmap to grow almost any business.

His achievements include:
*Tripled one company's revenue in less than 4 months
*Doubled revenue for another sales group in 9 months
*Increased revenue for a struggling consulting practice by 50% in 15 months

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WEB: My company

Jan. 4, 2011

Joseph Skursky and 3 other people answered this question

On Building a Better Value Proposition - I like your widget, but it's kinda pricey don't you think?

Don,
Here's another approach to consider. Ask your existing clients about your value proposition.
There are three benefits to this approach:
1. You get an unfiltered and objective position on your value prop
2. You'll better understand the real issues behind what your prospects what to accomplish - ... more

Cost Management Strategies

Value Based Pricing

Dec. 30, 2010

Joseph Skursky and 1 other person answered this question

What is the worst sales management method that you've seen?

Arthur,
A long time ago, I was a Director of Sales in a publicly traded company. Though we more than doubled sales in our particular region, the "leadership" 2-3 levels over my head handed down 7 different compensation plans for my team in less than 12 ... more

Management Techniques

Sales Management

Dec. 30, 2010

Joseph Skursky answered this question

Who owns a sales relationship?

Bob,
I've been on both sides of this type of deal, and there's good news and bad in this answer.
While you might think that you "own" the lead generated by your company while a rep was still in place, the reality is that people do ... more

Dec. 29, 2010

Joseph Skursky and 1 other person answered this question

how do I generate qualified leads fast

Marketing Sherpa says that the first-most producer of qualified leads is referrals. The second-most is cold-calls...
As a startup firm, you may not have as many warm referrals as you'd like, so you need to generate more cold-calls, followed by lead-nurturing, in order to maximize your ... more

Dec. 29, 2010

Joseph Skursky answered this question

Can trigger event technology be customized to my business?

Hi Tibor,
Sorry I missed the event, but one thing I've learned from you and Craig is that Google alerts can be extremely valuable when you use the right terms.
In that sense, I frequently use combinations of keyword terms to hone my client's "trigger events" ... more

Sales 2.0 Tools

Sales Strategies

Dec. 21, 2010

Joseph Skursky and 6 other people answered this question

Hey sales! Aside from qualified leads, what 2-3 things do you most need from marketing?

This is an excellent question, Matt.
The most important thing you could be doing is spending more time interviewing your clients and listening...really listening to what they have to say.
There are generally at least 2-3 quality outcomes from these types of conversations that would ... more

Dec. 21, 2010

Joseph Skursky recommends this answer by Kelley Robertson

What are some of the most common mistakes made by new businesses in developing their sales team?

One of the most common (and fatal) mistakes is failing to hire the right sales people for their specific sales environment. Far too often sales leaders/managers focus on hiring people with industry experience. However, this doesn't always guarantee success. For example, an individual may have ... more

Sales Development

Sales Management

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