Share what you know with millions of people

Focus is the best place to turn what you know into remarkable content

×

Steven Connolly

Follow Following Unfollow

Senior Product Manager, OneSource Information Services

10 points

Nov. 16, 2011

Steven Connolly and 4 other people answered this question

How much research should a sales rep do before a sales call?

Thanks for posting that article Craig. It's such a delicate balance between knowing what to say and spending too much time trying to find what to say. We've all read the articles claiming that "cold calling is dead" but really what that's saying is cold ... more

Sept. 30, 2011

Steven Connolly recommends this answer by Craig Rosenberg

What do you expect from data.com?

I feel like this is a lot of "lipstick on the pig". This is Jigsaw with a fancy new name and marketing campaign behind it. If you just want data to send unsolicited emails or cold call, you can use data.com but it is really ... more

Information Technology

Sept. 23, 2011

Steven Connolly and 2 other people answered this question

How can we use social media in B2B relationships?

Such a big question Chirasree! Much of the answer depends on the nature of your B2B relationship. If you're selling services, you can find out a great deal about the people you're trying to sell to via LinkedIn and Twitter and potentially Facebook if the ... more

Customer Service

April 14, 2011

Steven Connolly and 12 other people answered this question

Agree or disagree: Is it easier than ever to reach prospects on the phone?

I agree wholeheartedly with Trish. It's all about how you can construct a compelling reason to call at the right time. Merely being connected to someone socially isn't enough nor is having the best pitch on your product or service. Be interesting and be relevant ... more

March 10, 2011

Steven Connolly recommends this answer by Lisa Gschwandtner

What were your biggest take-aways from the Sales 2.0 2011 conference?

Not sure if this is what Miles means, but the crowd seemed a bit less universally overwhelmed/confused by how to shop for Sales 2.0 solutions and products (although making appropriate buying decisions does remain a significant point of interest for attendees). Maybe that accounts for ... more

Jan. 9, 2011

Steven Connolly and 4 other people answered this question

How do you push the productivity of your sales reps without being seen as a slave driver?

I coach youth soccer and if you go into a season with the expectation that the kids are just going to be "productive", you're going to drive yourself crazy. You need to define the goals for development and identify the tools (practice drills and games) ... more

Sales Management

Sales Performance

Sales Productivity

Nov. 11, 2010

Steven Connolly and 10 other people answered this question

What is your method for getting "in the door" with that "perfect" lead?

Hi Tim,
Our sales people use Sales Triggers (from our own iSell product) to identify leads when they're more likely to be in a buying situation. Exec Changes for a VP of Sales is a very relevant Sales Trigger. Things that are more subtle are ... more

Following 1 Topic

Following 0 People

Followed by 2 People

Knowledgeable in 4 Topics

#71 of 99

#132 of 220

#162 of 290

#1173 of 2156