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Roger Silvermane

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Founder and CEO, Silvermane Consulting

130 points

Roger Silvermane is a thought leader in the area of leveraging Professional Services within product development companies in the telecommunications and IT industries.

Roger has experience in rescuing disastrous business engagements. He not only helps companies turnaround their business but ...

Roger Silvermane is a thought leader in the area of leveraging Professional Services within product development companies in the telecommunications and IT industries.

Roger has experience in rescuing disastrous business engagements. He not only helps companies turnaround their business but also helps profitable companies elevate their overall performance, sales and profitability even in declining markets.

Roger is also an Advisory Board member of the Business Performance Innovation Network. The BPI Network aims to help senior executives and their multi-national workforces become more inventive, market-centered, operationally efficient, and competitive in a challenged and changing global and local context.

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Feb. 16, 2012

Roger Silvermane is now following Belldon Colme and 6 other people

Feb. 15, 2012

Roger Silvermane recommends this answer by Belldon Colme

What do you think are the qualities of your best employee apart from 'performance' and 'behavior'?

My best people (ALL my people) must embody the following.
Team. I don't mean we play well together, I mean we are a single entity. If one gets the ring, we all get the ring. Or no one does. One individual accomplishes nothing in a ... more

Human Resources

People Development

People Management

Feb. 10, 2012

Roger Silvermane and 11 other people answered this question

How should senior executives be spending their time? Where do they have the greatest impact?

Hi Geoff, thanks for the kind words and for the vote.
Yes, after writing my initial response, I followed the links from Mike's response and then realized that Dave's question was more for Sales Executive rather than CEO.
Having said that my reply is still ... more

Sales Management

Feb. 8, 2012

Roger Silvermane and 17 other people answered this question

Is there any value to churning your existing talent base just to get some new energy in the company?

Hi Charlie,
From my experience, it's rarely the talent that stagnates rather it's business culture and leadership that stifles innovation and new thinking.
Business culture is an entirely new discussion, so I will try to keep this very short. Basically it's a company's leadership that ... more

Human Resources

Corporate Culture

Employee Engagement

Feb. 7, 2012

Steven Moody selected a best answer for at this roundtable

20 Years of Selling—A Discussion of Truth [2/3 @ 11 am]

With so many channels, what is the most effective method to reach B2B prospects today (phone, Focus, Facebook, Twitter, etc.)?

Marketing Technology

Feb. 7, 2012

Roger Silvermane and 5 other people answered this question at this roundtable

20 Years of Selling—A Discussion of Truth [2/3 @ 11 am]

I've been hearing a lot about social selling lately- do you see this becoming a main practice for sales reps?

Both Mike and Brian make some valid points.
I would like to add that it would depend on who you're selling to. I have worked in several "decision making" executive positions for different companies, in other words I used to be the person that you ... more

Marketing Technology

Feb. 7, 2012

Roger Silvermane and 9 other people answered this question

What are the qualities that a leader should have?

Many valid points in this discussion. I believe it's the leadership in the company that defines the business culture. So with that in mind I would like to add 2 more that contribute to the business culture:
1. Congruency / Integrity - Walk the talk, ... more

Human Resources

Dec. 15, 2011

Roger Silvermane and 2 other people answered this question at this roundtable

FSI Sales Office Hours: A Year in Review [12/15 @ 1 pm]

Just how important is sales technology? Is it more of a distraction than anything else?

Hi Catherine,
Great question!
My short answer is: It depends on what the technology actually does and where it focuses the organization's attention.
If the technology pushes an organization to focus more on internal processes/operations and less on the customer then it becomes a major distraction.
On the ... more

Sales and Marketing Alignment

Dec. 15, 2011

Roger Silvermane and 2 other people answered this question

What is the bottom line for creating stress free management?

Hi Catherine,
I can completely agree with Scott that having a hobby outside of work is important. I would add that make sure that hobby takes all of your concentration so you can release all thoughts around work.
Having said that, I personally had problems with ... more

Human Resources

Stress Management

Work Life Balance

Dec. 13, 2011

Roger Silvermane and 7 other people answered this question

What leadership changes are required to facilitate sales and marketing collaboration

Very interesting discussion and valid points made by all. However there is one area that I believe should be highlighted.
Carlos' comments resonate with my experience, a misalignment between Marketing and Sales is a symptom of a much larger problem. Also if there is a ... more

General Management

Dec. 12, 2011

Roger Silvermane and 4 other people answered this question

As a sales rep, how do you ensure your clients don't get buyer's remorse?

Hi Lauren,
Dave makes a valid point in that many sales people are only focused on making the numbers, with not much thought to why the customer(s) bought the product/service/solution in the first place.
Based on my experience, the problem (and the solution) is much more fundamental ... more

Client Relationship

Customer Support

Sales Management

Dec. 2, 2011

Roger Silvermane and 2 other people answered this question

How do you handle the sales objection of "we already have/work with ..."?

Hi Craig,
Great question! And in my experience, a common obstacle in sales.
First I assume that in this hypothetical situation, I'm in contact with a decision maker and not just a mouthpiece from the prospect's organisation. Second I always make it a point to understand a ... more

Sales Objections

Nov. 16, 2011

Roger Silvermane and 1 other person answered this question

Do you have a customer that makes you shed your stomach lining?

Bravo Tim, this is 100% spot on with my experience as well.

Customer Service

Nov. 15, 2011

Roger Silvermane and 2 other people answered this question

How do you get your sales team to see a month or two ahead when on a Monthly quota?

Hi Michael,
Dave makes a valid point that I agree with.
What I can add to this is maybe some practical advice. Unfortunately I don't know enough about your company to go into specifics but I can outline some things I've done in the past in similar ... more

Sales Management

Nov. 15, 2011

Roger Silvermane and 6 other people answered this question

What have been the major changes in sales strategies over the past 10 years?

Hi Nicholas,
Thank you for this very intriguing question and there is some excellent insight from Dave, Erik and Sohaib.
Please bear with my long post as it's the only way for me to get my point across.
In order for a sales strategy to work it has ... more

Following 11 Topics

Customer Service

General Management

Human Resources

Information Technology

...

Strategy & Execution

Following 8 People

Followed by 11 People

Knowledgeable in 25 Topics

#180 of 2156

#452 of 2984

Sales Management

#80 of 522

Sales and Marketing Alignment

#26 of 135

Information Technology

#463 of 2263

Marketing Technology

#23 of 64

#22 of 75

Sales Strategies

#26 of 107

Sales Enablement

#53 of 157

#70 of 220

Project Management

#45 of 254

#96 of 290

#225 of 822

Human Resources

#654 of 1481

#17 of 26

Video Conferencing

#10 of 28

#28 of 63

Corporate Culture

#39 of 74

#76 of 123

Employee Engagement

#103 of 175

#117 of 194

#276 of 356

#327 of 466

Talent Management

#335 of 470

General Management

#902 of 1194