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Roz Bennetts

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Account Director, Sales in IT Network Services Industry

88 points

Active B2B sales professional currently working in the global IT networking marketplace. On Focus I like to follow threads about sales, IT, and public speaking. I wouldn't claim to be an expert but I like having an opinion and ...

Active B2B sales professional currently working in the global IT networking marketplace. On Focus I like to follow threads about sales, IT, and public speaking. I wouldn't claim to be an expert but I like having an opinion and this is a great place to share ideas with like minded people.

Other places on the web that I like for sales related content are BX BusinessExchange and The Fox Den (for alumni of Holden's Power Base Selling). There is a link to the latter below in case you want to hook up.

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WEB: Roz Bennetts Fox Den

May 24, 2012

Roz Bennetts recommends this answer by Andrew Rudin

Is "blame the sales people" or "poor sales" the real problem or just a "shadow symptom" for the real issue?

Part of what creates "blame the salesperson" karma is the "can-do" expectation that surrounds the job. Bill alluded to it when he said "sales person is hired to sell. If they are not selling they are not doing their job." Maybe . . . but ... more

Sales Management

May 20, 2012

Roz Bennetts recommends this answer by Tony Kelly

How much of a problem is creating prospect-centric messages when marketers have little time to find what prospects really want?

This is a great question. Unfortunately, I have found its more important to get in front of prospects and simply .. talk. You will find out their wishes/desires/pains quickly by just having a conversation.. This supposed 'time' you lose, will be made up because you ... more

Status Quo Strategy

May 20, 2012

Roz Bennetts recommends this answer by Charlie Alter

Why do you feel most companies/people are stuck in the status quo?

One word, Inertia: the combined weight of the company's current state, made up primarily of its culture and the people who work there. Changing things takes a huge amount of effort, particularly if change is not embraced and supported by the CEO and the senior ... more

Status Quo Strategy

May 20, 2012

Roz Bennetts recommends this answer by Louie Bernstein

What are the most important sales pipeline metrics?

1. Prospects proceed through the funnel (their buying cycle) based on their actions and commitments, not where you think they are in your sales cycle.
2. Incorporate measurable milestones that, based on those prospect actions and commitments, move them through the funnel. more

May 20, 2012

Roz Bennetts recommends this answer by Steven Rosen

What are must read blogs for the VP of sales in all Fortune 1000 companies?

You need to check out
Stirring it Up at http://www.starresults.com/blog/
The Pipeline at http://sellbetter.ca/blog
The Sales Blog http://thesalesblog.com/
Just to name a few more

May 20, 2012

Roz Bennetts recommends this answer by Mel Kleiman

What is the best way to get an interview with a CEO who doesn't respond to a written solicitation?

First come up with a list of at least 5 reasons why the CEO should give you an interview. What is in it for him or her.
Second look to see if you know anyone who knows the CEO. In today's world that is pretty ... more

Human Resources

C-level Management

May 20, 2012

Roz Bennetts recommends this answer by Brian McGuire

For each panelist: If you were to arm your team with one tool to combat the status quo, what would it be?

Karl,
As I said on the call, if I had to choose only one thing to give the sales team, it would be a story. That story, however, would be purpose-built and scripted in such a way that it clearly showed contrast between they buyer's ... more

Status Quo Strategy

May 14, 2012

Roz Bennetts and 2 other people answered this question

How can I incorporate more problem solving into my marketing strategy?

Hi Catherine,
Taking your question at face value I'm making a few assumptions, namely that you are the marketer and that it's your customer's problems that you aim to solve with your product.
If so my plan would probably look something like this:
1. Identify ... more

Inbound Marketing

Lead Generation

April 29, 2012

Roz Bennetts and 4 other people answered this question

What is the difference between working with a small team/group vs. large team/group?

Hi Alex, there are challenges for larger groups that smaller groups may be able to get away with. For a start communication channels need to be carved out in the larger group so it reaches the people it needs to fast. People's roles need to ... more

Human Resources

April 22, 2012

Roz Bennetts recommends this answer by John Anderson

What are some of the worst things you've seen people do at networking events?

In many networking situations, people see others who they already know and want to reconnect with them. The person you described obviously has limited social skills and was oblivious to what was happening.
In this case, I would simply say to the person with whom ... more

Information Technology

Lead Generation

April 22, 2012

Roz Bennetts and 9 other people answered this question

What are some key "red flags" to look for when interviewing candidates for regional sales?

My #1 red flag would be someone who was scathing about his previous boss, company or colleagues. I use the word scathing rather than critical as it's unrealistic for there not to be some criticisms otherwise why would they want to leave? However the manner ... more

Human Resources

April 22, 2012

Roz Bennetts and 12 other people answered this question

What are some techniques to manage stress at work?

Good answer by Belldon.
All I can add is that these are some things that I find can help cope with the stress: make sure you're doing your best work as much as possible, be disciplined - be on time, take pride in your appearance, ... more

Human Resources

Employee Health

Stress Management

April 1, 2012

Roz Bennetts and 8 other people answered this question

What are the costs associated with building an online store?

All good answers above, however have you considered eBay? Whatever else you do I would consider having an online store there as (whether eBay like it or not) it does push traffic to your other web presences. Some people will buy from you there and ... more

Information Technology

Ecommerce Web Development

March 25, 2012

Roz Bennetts recommends this answer by Debbie Laskey MBA

What are your favorite motivational quotes?

All great quotes - thanks for sharing. Here are my faves:
"All that is necessary for the triumph of evil is that good men do nothing." ~ Edmund Burke
"If a man does not keep pace with his companions, perhaps it is because he hears ... more

Human Resources

Motivational Quotes

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