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Marc DeSandre

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Director, Development and Communications, PointClear, LLC

60 points

Responsible for employee sales training and leadership development programs, best practices education, onboarding, community service/outreach.

WEB: www.pointclear.com

March 11, 2011

Marc DeSandre and 3 other people answered this question

What's the best way to ask a gatekeeper when you don't know the name of the person your looking for?

Great suggestions - and especially with companies doing more with less people, gatekeepers almost certainly have expanded responsibilities, including the role of evaluator. Here's an effective phrase we use when we don't have a name:
"This is Marc DeSandre with XYZ Company. Before you transfer ... more

Jan. 27, 2011

Marc DeSandre and 15 other people answered this question

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

Amen to Kevin's #3... Product training is necessary, but features don't sell, benefits do. And many companies have training focused around the bells and whistles. We help our people develop active listening skills through formal training and ongoing coaching. Only after they listen and discover ... more

Sales Management

Worst Practices

Jan. 18, 2011

Marc DeSandre is now following

Jan. 18, 2011

Marc DeSandre is now following

Jan. 18, 2011

Marc DeSandre is now following

Jan. 18, 2011

Marc DeSandre is now following

Jan. 18, 2011

Marc DeSandre is now following

Jan. 18, 2011

Marc DeSandre recommends this answer by Kevin Gaither

Cold Call "Worst" Practices: What's the worst cold-call techniques you have experienced?

Unsolicited Small Talk. This "technique" is old-school. I was recently solicited by a vendor in Silicon Valley by a sales guy who chose to begin EVERY conversation with "How's the weather down there?" and then proceed to tell me the good news or bad news ... more

Jan. 5, 2011

Marc DeSandre 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"?

Great suggestions. Here's a tactic to add to the quiver:
"I understand... and I would love to have a conversation with your IT team at the right time; however, a discussion with them may be premature as I was hoping to find out if our ... more

IT and Web Applications Services

Nov. 29, 2010

Marc DeSandre and 18 other people answered this question

Sales Voice Mail Best Practices: What are your 3 tips for leaving a good sales voice mail?

More on prior due diligence before leaving a well prepared voice message, particularly on a prospecting call…
“0” out and ask the gatekeeper if the person you are trying to reach is actually in the office. Avoid leaving a voice message if the person is ... more

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