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Orlin Camerlo

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CEO, Extended Presence

40 points

I am the CEO and President at Extended Presence and a co-Founder. My responsibilities are to oversee our demand generation methodology, our direct sales and marketing efforts and to support our marquee clients. I have been in the outsourced sales ...

I am the CEO and President at Extended Presence and a co-Founder. My responsibilities are to oversee our demand generation methodology, our direct sales and marketing efforts and to support our marquee clients. I have been in the outsourced sales and marketing space for seven years and have been involved in and part of over 500 unique sales and marketing campaigns and consider teleprospecting and telequalification an art form and learned skill not a commodity. Prior to Extended Presence I was in the High Tech and Telecom sectors in various sales and management positions.

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WEB: Extended Presence

Sept. 22, 2011

Orlin Camerlo and 7 other people answered this question

What are the key components to an optimal inside sales training/onboarding program?

A. What is working for your other inside sales professionals? Have you diagnosed and share the top three key components initially with your new hires? I always have sales professionals work closely with veterans on our team so they get just as much peer to ... more

July 5, 2011

Orlin Camerlo is speaking at this roundtable

B2B Lead Generation: How to Use the Phone to Drive High Quality Leads

B2B Marketing Week

May 17, 2011

Orlin Camerlo and 9 other people answered this question

What are the top warning signs that an inside sales rep is burned out?

We see it very clearly when it happens from a few different data points listed below:
1. Frustration or push back when performance reviews are conducted. Veteran Reps are faced with fight or flight when pressed into the corner and they typically come out swinging if ... more

Inside Sales Reps

Sales Management

Jan. 21, 2011

Orlin Camerlo recommends this answer by Trish Bertuzzi

What are your two favorite open-ended interview questions to ask Inside Sales candidates and why?

At the beginning of the interview "What do you know about us?" It lets you see how well prepared they are. Did they do research or just show up and throw up?
At the end of the interview "What didn't we cover that you would ... more

Inside Sales Interviewing

Nov. 29, 2010

Orlin Camerlo recommends this answer by Kevin Gaither

What are the top three attributes or skill sets you look for when hiring an inside sales rep?

Ultimately, you want one thing and one thing only when hiring great salespeople.
DRIVE! But Drive is broken out into three main components. Read on for an explanation of those traits.
I'm looking for salespeople with Drive. I don't typically hire salespeople that have a wealth of ... more

Nov. 19, 2010

Orlin Camerlo recommends this answer by Dan McDade

I have been asked by a client what the industry averages are for the following marketing tactics

I believe you will find the answers to this question all over the map. Having spent ten years in the B2C catalog space and then twenty years in the B2B space, the answer is "it depends". But here are some thoughts:
Direct Mail: Marketers talk ... more

Nov. 10, 2010

Orlin Camerlo and 21 other people answered this question

Teleprospecting Best Practices: What are your 3 tips for successful teleprospecting?

1. Keep account control. Start high and work down if you have to. Don’t leave the organization until you know who to call and when to call that person back.
2. Use tools like linked in to understand the skill set and background of the ... more

Oct. 22, 2010

Orlin Camerlo and 12 other people answered this question

Inside Sales Tips: What are the tips for success you would give an individual inside sales rep?

Be consistent and well organized while trying to be absolutely unique and personalized (take a direct customized marketing perspective).
Many inside sales reps fall down because they simply aren’t great organizers. So for example they call a prospect and then forget to follow up even ... more

Inside Sales Training

Lead Development

Sept. 23, 2010

Orlin Camerlo and 5 other people answered this question

Anatomy of a cold call: What are the first things I should say on a cold call?

Begin with the end in mind is a great Covey principle that I use in my calling approach. What do you want to accomplish and work towards that end! More than likely you want to understand very quickly is this a good prospect or not. ... more

Telemarketing Reps

Nov. 18, 2009

Orlin Camerlo and 4 other people answered this question

The state of outsourced b2b appointment setting: Is this market rising, falling, or staying the same?

We are seeing a slight increase, overall, in appointment setting budgets but are seeing less marketing dollars flow into this service from an average spend standpoint. The primary reason we believe this to be (outside of the obvious internal budget and staff cuts) the case ... more

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