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Kevin Maginnis

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Director of Training, Invenio Marketing Solutions

233 points

Most of my adult life has been committed to helping others (both individuals and companies) achieve their goals. Public speaking to groups over 10,000, small group training, one-on-one coaching, and solving problems for customers, all of these are passions ...

Most of my adult life has been committed to helping others (both individuals and companies) achieve their goals. Public speaking to groups over 10,000, small group training, one-on-one coaching, and solving problems for customers, all of these are passions of mine. I firmly believe that if you help enough other people get what they want you will be blessed as well.

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WEB: Invenio LeadGen Blog

April 25, 2011

Kevin Maginnis and 5 other people answered this question

What are the best practices you use when hiring A players for quota carrying Inside Sales?

First know the type of rep you are looking for. Primarily a Lone Ranger hunter, part of a sales team, farmer? How about fit with the company culture? With this profile in mind you can filter down the pool of candidates.
Then put the cook ... more

Inside Sales Best Practices

Inside Sales Hiring

April 1, 2011

Kevin Maginnis answered this question

Business Acumen is a critical skill for sales people. What do you do in helping your people here?

Business Acumen.
Wikipedia:
Business Literacy - Knowledge and understanding of the financial, accounting, marketing and operational functions of an organization
Acumen - The ability to make good judgments and quick decisions
In sales I like the term "Situational Fluency". Being able to have a conversation ... more

Business Acumen

Sales Enablement

Sales Management

March 25, 2011

Kevin Maginnis and 27 other people answered this question

What's the best thing to do with a top-producing salesperson who refuses to follow process?

Your sub text says “If, despite high production, your top-producer poisons the rest of the team with his bad attitude and even worse approach to sales, what's the best move?” adds context to the question “What's the best thing to do with a top-producing salesperson ... more

Sales Management

Talent Management

March 19, 2011

Kevin Maginnis and 15 other people answered this question

How do you convince old school sales reps to embrace social media as part of their sales strategy?

Can I do it? Skill/Ability
Is it worth it? Motivation (Pain if I don't Pleasure if I do)
In order to get anyone to change or adopt a new behavior these things have to be addressed. In "Influencer" the authors lay out 6 areas that when at ... more

March 19, 2011

Kevin Maginnis and 9 other people answered this question

What would you do if you had only five minutes to sell to someone?

I'd take it!
So often I have heard sales managers say something along the lines of "If they won't respect you enough to give you at least 1/2 an hour don't waste your time with them". I agree and dissagree. (Way to make a commitment there ... more

March 2, 2011

Kevin Maginnis and 6 other people answered this question

How should a consumer's question "what's your best price?" be answered?

What’s your best price? What's your take on the subject of price and how to handle it?
In B2B sales the question of price comes up at a few key times in the sales process:
Early on – No value has been established yet, you may have ... more

Purchasing Decision

Sales Management

Feb. 20, 2011

Kevin Maginnis answered this question

What are the 3 top characteristics of a great Inside Sales coach?

The three top characteristics of a great Inside Sales Coach:
• Ears
• Energy
• Execution
Ears – You want someone who can hear the difference between a good call and a great call. Someone who listens for reps sounding like they are reading a ... more

General Management

Human Resources

Feb. 17, 2011

Kevin Gaither selected a best answer for

What do inside salespeople think of scripts? What makes a good and bad script?

I'm a big proponent of giving salespeople scripts. What do other inside salespeople think of the scripts they've used in the past? Share "bad script" examples with the community. Any examples of "good scripts?" more

Sales Enablement

Sales Enablement Tools

Feb. 14, 2011

Kevin Maginnis and 5 other people answered this question

Inbound Leads Best Practices: What are your 3 tips for following up on inbound leads?

Since everyone else has done such a great job, and delivered great content, on the "If" you should respond, and the "Ways" to respond I am going to take a moment to discuss the "What to say" once you have them voice to voice with ... more

General Management

Dec. 28, 2010

Kevin Maginnis and 5 other people answered this question

COLD CALL: How do you address someone that tells you: "Our internal IT team takes care of that"?

In order to answer your question I need to ask one first.
1) What do you say right before you get this response?
I ask this because we as sales professionals "Hook" responses. When you walk in to a store the well-meaning associates tend to ... more

IT and Web Applications Services

Oct. 25, 2010

Kevin Maginnis and 2 other people answered this question

What percentage of your telemarketing calls are scripted?

100% and 0 %! At our company, all of our campaigns have portions of the call that are very scripted. We believe your opening should be completely scripted and be relevant to the role you are talking to. For example an introductory statement to a ... more

Script Protection

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