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Mike O'Horo

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113 points

April 15, 2012

Mike O'Horo and 17 other people answered this question

Why are businesses afraid of young technology?

The question needs a bit of refinement. How new are we talking about? Just-released technology whose use-case is not clear requires a "because we can" mentality. Few enterprises have the luxury of adopting technology simply because it's available. One of the realities that successful businesses ... more

Information Technology

Nov. 28, 2011

Mike O'Horo and 13 other people answered this question

Who do you think is learning faster as a group: sellers or buyers?

Buyers, primarily because they don't indulge in the silly vanity that there are "naturals" at buying. They recognize it as a learned skill. Sellers persist in the foolishness that there are natural salespeople. It gives under-performers an excuse, and plays on the "naturals'" vanity and ... more

Nov. 13, 2011

Mike O'Horo and 29 other people answered this question

What is the first step in building an effective team?

My team-building experience is limited to major-client teams in professional services, specifically, law.
We began by applying the Gallup research that says people's jobs should be aligned with their strengths rather than trying to "train 'em up" for a role for which they're not well ... more

Human Resources

Organization Development

Team Assessment

Nov. 13, 2011

Mike O'Horo and 16 other people answered this question

Do you think the ABC (always be closing) approach is dead?

This is a desirable step, but takes more than a little finesse. They have to eliminate themselves, feeling confident that their self-interest is understood by, and will be protected by, the remaining members of the decision group.
In my experience with these decision processes, a stakeholder ... more

Always Be Closing

Sales Management

Nov. 6, 2011

Mike O'Horo and 22 other people answered this question

At what point will you consider your smartphone to be your primary computing device?

I love my iPhone for what it is, but primary device? Unlikely. Screen is too small, connection is too slow. iPad, maybe; smartphone, no. I love my iPad, but without a tactile keyboard, touch-typing is, literally, non-existent. Once you attach a keyboard, it's no longer ... more

Contact Management

General Business

Oct. 20, 2011

Mike O'Horo and 1 other person commented on this post

Fourth Annual Marketing Survey Reinforces White Paper Influence

Actually, in the law biz we have the opposite problem. Lawyers love to write lengthy, scholarly tomes about legal arcana that they publish in channels read mostly by other lawyers. So, they have no resistance to the white paper idea. They struggle, though, to write ... more

White Paper Effectiveness

White Paper Lead Generation

White Paper Marketing

White Paper Survey

Oct. 19, 2011

Mike O'Horo and 1 other person commented on this post

Playing Whack-a-Mole with Prospects in a Professional Services Firm

David, you're singing my song. For 20 years, I've trained partners in large law firms how to sell legal services to corporate markets. The first thing to do is dump the pitch model in favor of an investigative model designed to enlist the prospect's help ... more

Oct. 19, 2011

Mike O'Horo and 12 other people answered this question at this roundtable

Sales Training Doesn't Work - Unless You do THIS [10/14 @ 11 am]

What do you do if your top producer refuses sales training?

Bravo, Kevin. I love the idea of offering to "test-out" of the training. That's fair. If somebody can already demonstrate what you're going teach, why ask them to stay. It's like asking them to stick around to see how a movie ends that they've already ... more

General Management

Human Resources

Oct. 19, 2011

Mike O'Horo and 1 other person answered this question at this roundtable

Sales Training Doesn't Work - Unless You do THIS [10/14 @ 11 am]

How do you judge the effectiveness of sales training?

I agree with Brent, and add that it's important to remember that reps can only control input, not output. Measuring only on revenue increase doesn't tell you what's working or not with skill development. We all get lucky and have blue-birds drop in our lap, ... more

General Management

Human Resources

Oct. 17, 2011

Mike O'Horo and 22 other people answered this question

Sales objections: what are the most common sales objections?

I guess it depends on whom you're asking. If you ask buyers, they might say, "I object to listening to product-oriented pitches from salespeople who aren't even relevant to me because they don't understand my industry, my company's position in the industry, how our business ... more

Objection Handling

Sales Objection

Oct. 13, 2011

Mike O'Horo asked a question at this roundtable

MAI Series: Three Views of Marketing Automation [10/13 @ 1 pm]

How are you distinguishing between "marketing automation" and "sales automation"?

Oct. 13, 2011

Mike O'Horo asked a question at this roundtable

MAI Series: Three Views of Marketing Automation [10/13 @ 1 pm]

How are you distinguishing between "marketing automation" and "sales automation"?

Oct. 12, 2011

Mike O'Horo and 24 other people answered this question

Why don't more sales organizations invest in sales training courses?

I just Googled it. It's titled simply, "The Habit Poem." It turns out that the author is Sean Covey, well-known self-improvement author. Here's a PDF: http://www.newbirth.org/download/Habit.pdf more

Sales Management

Sales Organization

Oct. 10, 2011

Mike O'Horo and 4 other people answered this question

What's the most important step when writing marketing content?

I've always found it useful to speak with a handful of those who fit our profile, to learn what specific language they use to describe the problem we solve. That lets us sound more like one of them and less like someone from the outside ... more

Oct. 10, 2011

Mike O'Horo and 12 other people answered this question

Should you list your references on a resume?

In a previous lifetime I was a headhunter. I considered references the final step after a contingency offer has been negotiated. If you intend to hire my candidate on terms that he/she will enthusiastically accept, then we can let you into his/her network. If you ... more

Human Resources

Career Development

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