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Paul Okrzesik

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Sales

136 points

July 6, 2011

Paul Okrzesik and 31 other people answered this question

As a salesperson, when do you ever accept 'no' as an answer?

If I am 100% sure I am talking to the final decision maker and 100% sure this person understands what I am offering, my rule of thumb is to take 3 NOs and respond to them and usually on the 4th NO I will walk ... more

Sales Management

June 15, 2011

Paul Okrzesik and 19 other people answered this question

How can you get a C level decision maker to return your email messages?

Dear Prospect,
Hope you are making it a great week! I have a compelling proposition that you will find quite unique.
But first...
One day the CEO called a meeting with the IT Director and the CFO. The CEO got to the conference room first, the CFO was ... more

C-level Management

June 1, 2011

Paul Okrzesik and 3 other people answered this question

Why do so few women select technology as a career?

As a man I better be careful with my answer here.
In my experience, women seem to be attracted to positions that involve some nurturing (like nursing,social work, family doctor) and more emotional positions where they can be helpful to others (administration, customer service, and support) ... more

General Management

Human Resources

Information Technology

June 1, 2011

Paul Okrzesik asked a question

How does an e-tailer integrate inventories of 3 diff suppliers in real time for website shopping?

General Management

Information Technology

June 1, 2011

Paul Okrzesik and 7 other people answered this question

What is the next step for ERP technology?

I predict the next big step with ERP is it will make EDI another one of its functions so you don't have to invest into seperate EDI applications anymore.
The ERP will have a superior warehouse mgmt system and an order mgmt system with all the ... more

Information Technology

June 1, 2011

Paul Okrzesik and 2 other people answered this question

What do you perceive to be the industry direction of cloud computing?

Yup just like I said Doc, the cloud is movin on up and onward.
Ya know, E = mc2, and this energy cloud is in explosion motion and some matter will get lost along the way (like in an other developing technology) but no sense in ... more

Information Technology

Cloud Computing

Future of Web Technology

May 31, 2011

Paul Okrzesik and 23 other people answered this question

What is the best CRM software for small business?

@Albert Van Grondelle - the answer was short but hope people take the time to look into your advice as it makes sense for a small but growing business. (Especially if they outsource their IT to a good MSP.)
@Doug Steinschneider - great points for a ... more

May 31, 2011

Paul Okrzesik and 2 other people answered this question

Should a small business have an annual operating budget and adhere to its budget?

I love Rick's answer and agree with Mark as well. Let me add just a little more here.
An annual operating budget is more important to a small business versus a large business; because, not adhering to it can be fatal. So yes, having an operating ... more

Financial Planning

Operating Budget

May 31, 2011

Paul Okrzesik answered this question

When conducting selection interview for a goal-getter in sales, what should be the greatest focus?

Ask the applicant - in your last position or a sales position you liked, what was a typical day or week like? The word "goal" must be in the applicant's response.
Most companies I have worked for did not really set my goals for me, so ... more

Human Resources

May 31, 2011

Paul Okrzesik and 6 other people answered this question

What's more important, opening a sale or closing one? Which is more difficult?

In sales it is quite gratifying after a presentation to have the customer ask, "OK what's the next step or where do I sign?"
In order for that to happen, you need to control the sales process from inception to close. It varies from person to ... more

Sales Management

May 31, 2011

Paul Okrzesik and 1 other person answered this question

What tips do you have for professionals looking to jump from B2B to B2C sales?

I would advise them to see a psychiatrist to find out the underlying issues.
Unless one has decided to make their fortune as an independednt rep or entrepreneur - just don't do it!
Seriously if someone has B2B experience stay there.
OK but if you really want to ... more

Human Resources

May 31, 2011

Paul Okrzesik and 8 other people answered this question

Who should "own" social CRM? Sales? Customer Service? Someone else?

I think anything "social" should be "owned" by the marketing department.
On the front part of the deal, developing prospects, social blogging and forum participation and the like just takes up way too much time and leaves little time for the sales person to sell. Whereas ... more

Customer Service

May 31, 2011

Paul Okrzesik and 13 other people answered this question

How do your successful salespeople leverage social media for selling?

Good well thought out answer Dave
- not that I would question the validity of research done by an interactive marketing firm on social media ;- more

May 29, 2011

Paul Okrzesik and 7 other people answered this question

Did you write a business plan before you stated your business?

Excellent answer excellent advice Mr Caton.
I really hope many soon to be business owners read this and put forth the effort to heed our advice. It will only serve to save them an incredible amount of stress and grief. more

May 27, 2011

Paul Okrzesik recommends this answer by John McCoy

Do small businesses need to do a hard ROI analysis before purchasing a CRM

While that may be helpful, I think many of metrics that would make an ROI worth doing probably aren't being tracked by an SMB. That said, I would certainly suggest doing a Cost Benefit Analysis (CBA) with a careful look at the total cost of ... more

May 27, 2011

Paul Okrzesik and 5 other people answered this question

How can sales reps use Powerpoint, etc. to create a two-way dialogue with their prospects/customers?

Since sales is a controlled process, everything you do - like discovery calls, powerpoint webex, online demo, all should be taking the prospect in the direction you want (which is usually closer to closing).
Normally the best way to move forward is with those probing ... more

Sales Management

May 27, 2011

Paul Okrzesik and 7 other people answered this question

What non-selling activities do your sales reps spend the most time on?

Reading and answering questions at focus com lol !
This will obviously vary from person to person depending on industry and position.
I think email related activities take a lot of time.
Reading emails.
Clicking an email link to check out a product a service an article - ... more

Sales Intelligence

Sales Management

May 27, 2011

Paul Okrzesik and 25 other people answered this question at this roundtable

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

How do you develop truly authentic sales people? (in this case, inside sales people)

Most sales people (myself included) do not like to get what they need to make them successful - unfortunately - fear of success or something like that.
One of the things we hate to do but literaly need to do on a daily basis is - ... more

Lead Management

Motivate Salespeople

May 27, 2011

Paul Okrzesik recommends this answer by Candyce Edelen

What are your thoughts on prospecting using SMS/text to get to hard to reach targets?

I would ONLY use this with prospects or clients with whom I have enough of a relationship to know for certain that they would welcome my texts. SMS is the last bastion of spam free communications, and given that many are on limited text plans, ... more

Lead Management

Motivate Salespeople

May 27, 2011

Paul Okrzesik and 6 other people answered this question

What are the key ingredients of breaking through the gatekeepers?

Send them Godiva chocolate.
badumbump but seriously folks...
Do not look at them as an object to break through is the first step.
Gatekeepers are my friends and most love to help people.
So be nice and ask them for help.
Yes some will shut you down without a name ... more

Sales Management

May 27, 2011

Paul Okrzesik and 6 other people answered this question

Can a business remain viable if it doesn't employ social media for outreach?

I look at social media as just another tool to be utilized every once in a while to possibly build some business. It is more effective in some businesses and has hardly any effect in other businesses.
The question should be is social media going to ... more

Information Technology

May 27, 2011

Paul Okrzesik and 1 other person answered this question

What are the ingredients of a great sales manager?

1. A genuine concern for people.
2. Organized and balanced.
3. Understands a wide variety of sales methodologies.
4. Enjoys obtaining knowledge.
5. Is in tune or aligned with the company mission.
6. Creates and maintains a positive environment.
7. Brings in donuts or treats on occassion.
8. Is good at reading ... more

General Management

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