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Leanne Hoagland-Smith

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Chief Results Officer, ADVANCED SYSTEMS

126 points

With over 25 years in sales and purchasing focusing on manufacturing along with 5 years in public education, Leanne brings a common sense approach to small business challenges including customer service, human resources, leadership, management, marketing, productivity and sales. Since ...

With over 25 years in sales and purchasing focusing on manufacturing along with 5 years in public education, Leanne brings a common sense approach to small business challenges including customer service, human resources, leadership, management, marketing, productivity and sales. Since 1995 as a business consultant and small business sales coach, she has supported crazy busy business leaders who desire a new "status quo" by unlocking sustainable results in people, processes and strategies.

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WEB: ADVANCED SYSTEMS

June 15, 2011

Leanne Hoagland-Smith recommends this answer by GN Brint

Red, Blue or Purple: Do you reveal your political viewpoints openly with colleagues?

I am all for the wusses to do what they do best; Hide their freaking heads in the sand... If someone is so fearful that they can't even discuss politics for fear of harming someone’s itsey bitsey feelings then society is fast becoming obsolete... If ... more

General Management

Human Resources

Company Culture

June 14, 2011

Leanne Hoagland-Smith and 3 other people answered this question at this roundtable

Drive Sales Revenue with Social Selling, Lead Generation and Next Generation Mobile Engagement [6/14 @ 11 am]

What are the top 3 mistakes that sales people make when using social media for prospecting?

Thanks Barbara for your compliment.

Information Technology

Lead Generation

June 14, 2011

Leanne Hoagland-Smith and 4 other people answered this question

What is predictive sales intelligence?

My sense is if you ask most people this question, the answer would not have been as eloquently as stated by Parth Srinivasa. I tend to believe it would be more around what intelligence predicts greater sales results for those engaged in selling.
Since there ... more

Sales Intelligence

Sales Management

June 14, 2011

Leanne Hoagland-Smith and 23 other people answered this question

Is the eMail Newsletter dead?

This question goes back to the overall strategic plan and is very much connected to research regarding market trends, target market and past historical buying/sales experiences. Yesterday I heard from a local newspaper publisher of the past pronouncement that newspapers were dead upon the arrival ... more

Email and Messaging

Email Marketing

June 11, 2011

Leanne Hoagland-Smith and 3 other people answered this question at this roundtable

Drive Sales Revenue with Social Selling, Lead Generation and Next Generation Mobile Engagement [6/14 @ 11 am]

What are your top tips for using LinkedIn to drive sales opportunities?

Here you go: http://linkedinsales2011.eventbrite.com/
They added some additional seats, not sure if it is filled up.

Information Technology

Lead Generation

June 9, 2011

Leanne Hoagland-Smith recommends this answer by Dan Waldschmidt

How do you develop sales people who not only can talk well about the product but who believe in it.

You HIRE better.
You hire belief, passion, and a focus on excellence. That automatically works itself out into what sales executives deliver.
The problem is that we say we want "belief" but hire for "experience". Our hypocrisy is what cripples us. more

Sales Management

June 8, 2011

Leanne Hoagland-Smith and 13 other people answered this question

Poll: Do you work on the weekends? If so, how much?

There are many activities associated with "work." On weekends, I do check email, web site statistics, respond to electronic purchases and usually post to my blog. However, these activities take less than one hour each day.
The other time is invested on maintaining personal life balance ... more

General Management

Human Resources

June 2, 2011

Leanne Hoagland-Smith and 3 other people answered this question at this roundtable

Can SLA’s Take the S&M out of Sales & Marketing? [6/2 @ 11 am]

Can we talk about if there is a link between the SLA and generating a better client experience?

Let us not confine ourselves to only external customers, but internal ones as well.
I still do not believe sales people along with other departments need any more paperwork. SLA from my OD and sales perspective suggest a misalignment between sales, marketing, customer service process, ... more

Marketing Department

Marketing Management

May 31, 2011

Leanne Hoagland-Smith and 8 other people answered this question

What is the #1 reason why salespeople are not successful in the prospecting process?

According to sales research and my own research, the number one reason is a lack of consistent follow-up. With up to 50% of all sales leads withering on the vine so to speak, this speaks volumes as to the lack of prospecting success. How many ... more

Sales & Marketing

May 31, 2011

Leanne Hoagland-Smith and 4 other people answered this question at this roundtable

Doubling Results With All-Star Outbound Sales Practices [5/27 @ 1 pm]

Is it an objection when a prospect says “please send me some information”?

From my experience, "Send me information" is more of a stall than an outright objection. This does depend where you are in the sales process.
If this is in the initial marketing phase of the sales process, the salesperson can ask non-threatening qualifying questions as ... more

May 31, 2011

Leanne Hoagland-Smith and 4 other people answered this question

What drives referral based business more, people you know or people who know you?

This answer may be a little out of the norm, but what drives referral based business, in my opinion, more is:
1. Educating your contacts as to what makes your best "ideal potential customer"
2. Using the "givers gain" philosophy of making referrals
3. Consistent integrated marketing (as ... more

General Management

Business Development

May 29, 2011

Leanne Hoagland-Smith and 38 other people answered this question

How long does it take you to write a blog post?

Simple yet complex question to answer. The time to write is one factor. Other logistical factors such as finding the right graphic to keyword research to using hyperlinks can increase the overall time. As Kelly said, inspiration can shorten that writing time frame.
Usually for me ... more

Online Marketing

May 23, 2011

Leanne Hoagland-Smith and 2 other people answered this question

What kind of budget do you allot every year for sales training?

Your question requires further clarification. Is this for organizations? What is the size of those organizations? Is your question devoted to sales people in general as part of their ongoing professional development?
With the majority of businesses being non-employed (not having any employees), sales training could ... more

Sales Management

May 22, 2011

Leanne Hoagland-Smith recommends this answer by Guy Stephens (@guy1067)

How do you handle an angry customer?

Just came across this post which I thought was of passing interest to this post: The Science of Effective Apologies - http://www.psychologytoday.com/blog/the-squeaky-wheel/201012/the-science-effe... more

Customer Service

May 21, 2011

Leanne Hoagland-Smith and 4 other people answered this question

Agree or disagree: sales doesn't think about marketing as a source for making them successful?

Agree when the term sales refers to the sales process. I like your mental graphic.

May 20, 2011

Leanne Hoagland-Smith and 6 other people answered this question

When it comes to inside sales, how do you grow your own talent?

To grow requires an environment conducive to growth. Also having been in inside sales for over 20 years of which 15 was in management, you can better develop, nurture your listening skills as well as emotional intelligence. Depending upon the dynamics of the organization, inside ... more

Human Resources

May 18, 2011

Leanne Hoagland-Smith 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?

Actually beyond Dan's simple and direct answer, there is not enough information in the question. This lack of information creates assumptions that usually derail the decision making process. So I am with Dan, nothing.
Additional information required, average sales cycle time, length of employment, overall ... more

Human Resources

Employee Development

Sales Management

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