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Steve Lightstone

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President, Corner Office Leads

48 points

Steve is President of Corner Office Leads.

Steve has been profiled as a “Thought Leader” by the Funnelholic and his methodologies have been the subject of articles in MarketingSherpa and MarketingProfs.

Corner Office Leads is an appointment setting firm helping ...

Steve is President of Corner Office Leads.

Steve has been profiled as a “Thought Leader” by the Funnelholic and his methodologies have been the subject of articles in MarketingSherpa and MarketingProfs.

Corner Office Leads is an appointment setting firm helping sales organizations who want to sell high in North America.

Steve has been involved in Sales and Marketing for over 25 years helping organizations including IBM, SAP, Microsoft, CGI, and Oracle.

Steve is also involved with Canada’s young entrepreneurial community advising several start-up companies, Impact (www.impact.org) and Epic Conferences (www.epictech.org). Steve speaks regularly at the University of Waterloo, and at gatherings like the Canadian Undergraduate Technology Conference (www.cutc.ca). He speaks about entrepreneurship, business start-ups, and sales & marketing.

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WEB: Funnelholic T Leader

Steve Lightstone and 4 other people answered this question

Nov. 29, 2010

Do you find it hard to hire new sales reps?

Here is the secret to interviewing for sales positions: It’s just another sales call and you are selling the product you know best – yourself.
In the interview process I watch for candidates who get this simple fact and I watch how they execute a ... more

Human Resources

Economic Environment

Steve Lightstone and 4 other people answered this question

Nov. 17, 2009

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

Craig, your question poses a moral dilemma for me.
Why? Because even though I run an appointment setting business I really want this forum to be a healthy exchange of knowledge and wisdom amongst a tribe with a common interest. I may be wrong, but ... more

Steve Lightstone and 3 other people answered this question

Nov. 12, 2009

Is content still king?

I agree with Chris. The best content doesn’t matter at all if no one is listening. I think process, how marketers get people to listen, trumps content.
Econiq recently met with 50% of the banking executives targeted in an appointment setting project. They phoned Executive ... more

Steve Lightstone and 3 other people answered this question

Oct. 26, 2009

Is "Selling to VITO" still relevant? In this day in age, how is sales getting meetings with executives?

Parinello’s “Selling to VITO” is even more relevant today.
Secret: Today’s executives want to talk to vendors. They understand that vendors are agents of change and all high level executives are charged with leading change. The trick is to get your message through all the ... more

Appointment Setting

Lead Generation

Steve Lightstone and 7 other people answered this question

Oct. 13, 2009

Cold Calling: Dead or Alive?

Jeff Ogden rightly points out that the environment now demands higher skills to ask the deep questions. Higher skills though force a new, maybe insurmountable, challenge: Maintain or improve your ROI with cost effective and scalable delivery of “new” cold calling.
There is another way ... more

Steve Lightstone recommends this answer by Kathy Tito

Oct. 10, 2009

How do you get past the secretary when trying to reach a prospective client?

Be careful how you leverage (or if you leverage) the person's name. Can sound condescending or cheesey, especially if coming from male to female. more

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