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Michael Fahey

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Director of Sales, Headland Communications

38 points

20 plus years in sales and sales management.

 Goal driven, tenacious sales management professional
 Strong leader and team player with excellent motivational skills
 Proven ability to drive revenue in competitive markets
 Able to clearly present complex solutions

Specialties
Closing deals ...

20 plus years in sales and sales management.

 Goal driven, tenacious sales management professional
 Strong leader and team player with excellent motivational skills
 Proven ability to drive revenue in competitive markets
 Able to clearly present complex solutions

Specialties
Closing deals
Team leader who leads by example
VOIP, telecommunications, Telepresence, networking,QOS, software.

* Director of Sales and Operations at Mingamo Media
* Western Regional Director of Sales at Telanetix
* Director of Sales at Sysmaster Corporation

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WEB: Mingamo Media

May 27, 2011

Michael Fahey and 10 other people answered this question at this roundtable

Objection Handling - What the Experts Recommend [6/6 @ 11 am]

Share your favorite, or frustrating, sales objections and be featured on a future Focus Roundtable!

I guess you can't sell vacations on a sinking cruise ship....

Sales Enablement

Sales Management

May 23, 2011

Michael Fahey and 2 other people answered this question

Looking back: Should Groupon have accepted Google's $6 billion offer?

I believe Groupons numbers are bit inflated by Tech Crunch.
Groupon is in 200 (and growing) markets in the US and I do not believe their average deal is $12,000 but is closer to $4,000. After paying the retailer, their revenue is about a $1,000 per ... more

Financial Markets

April 26, 2011

Michael Fahey and 5 other people answered this question

What should a business do to compensate employees if it can't make payroll?

I agree with both Rick and Gary.
The obvious answer is to convert any receivables to cash by factoring (if it is B2B).
Meeting payroll is the first obligation. We used factoring only with customers that paid within 60 days. We would hold the invoices for 45 ... more

Human Resources

March 28, 2011

Michael Fahey and 3 other people commented on a brief

Why Your Consultative Sales Approach Isn't Working

"The fact that you're asking questions, relevant questions, they don't have the answer to is itself valuable to the prospect. They'll wonder what other questions you have they should have answers to, and they'll also immediately start believing that 1) you probably know what you're ... more

March 23, 2011

Michael Fahey and 15 other people answered this question

Are business cards still a relevant form of networking?

Important business cards go in my wallet. I can't fit my phone in there, so, yes, they are valuable. more

Contact Information

Networking and Relationship Building

March 23, 2011

Michael Fahey and 4 other people answered this question

34% surveyed say they spend an hour or more using mobile apps. What should businesses make of this?

I agree mobile apps are important and growing.
I sit on the train or bus and watch many people on their mobiles. However, please take a look at this:
According to a study by ComScore, over 45.5 million people in the United States owned smartphones in ... more

Information Technology

March 22, 2011

Michael Fahey answered this question

Unified communications consultants: What should I look for?

The question is, what do you think unified communications is?
Is it having voice mail, sms, multiple e-mails from multiple devices in one central location? Is conferencing part of it, enabling multiple users to enter the conference via, phone, cell phone,chat or video phone?
How will you ... more

Information Technology

Communications Infrastructure

March 22, 2011

Michael Fahey and 2 other people answered this question

What is the reliability like with Magic Jack? Does the cliche "you get what you pay for" stand true?

Magic jack is not a business tool.
If you are serious about business, there are plenty of unlimited plans out there per month. I would use Skype over Magic Jack any day.
What if Jack decides to cash out next week? more

Information Technology

Small Business IT

March 22, 2011

Michael Fahey answered this question

Burma bans VoIP in public and private Internet cafes. What impact will this have?

They probably are avoiding the turmoil that the middle east is experiencing. Shut of the internet and the "poor people" of Burma cannot communicate or organize protests. more

Information Technology

March 22, 2011

Michael Fahey and 6 other people answered this question

What are the major differences between managing inside sales reps versus outside sales reps?

Exactly, Norman.
but that is the difference between inside and outside.
You can view CDR records or listen in on inside sales staff. when their numbers are out of line you can clearly determine the problem.
It is highly likely that an outside rep whose numbers fall ... more

Sales Management

March 22, 2011

Michael Fahey and 8 other people answered this question

Where does the disconnect between sales tools and sales people usually occur?

I will focus on one tool, the CRM.
Many of the CRM tools try to do too many things, Too many add-ons etc.
Back in the day, we held our pipeline meetings using a spreadsheet only.
We were on top of our deals. If we had 4 million ... more

Sales Enablement

Sales Management

Sales Operations

March 22, 2011

Michael Fahey and 1 other person answered this question

After sale service is behavior not a skills?

Saturday Live clearly answers this..
In an office environment, the it guy fixes problems rather flamboyantly, complains about the worker being stupid, pushes him aside, fixes the problem.....then states"was that so hard"!!!
I worked for a company where technical support person (who had skills) actually told the ... more

March 22, 2011

Michael Fahey and 17 other people answered this question

What are the top 3 skills sales people should develop today to be competitive with the new buying?

1) Get to know your customer and find common ground- know what they like to eat, if their kids play baseball, etc...Common ground makes it harder for them to turn you away. Separate yourself from the "virtual world" by creating a human connection.
2) questioning for ... more

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