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Will Gibney

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VP Sales Marketing , ecoast

10 points

Trusted Marketing Advisor for IT vendors and solution providers. For past ten years servered as marketing and sales leader for eCoast. eCoast is a Inc 5000 company (past 3 years) who's core business is creating and executing outbound demand ...

Trusted Marketing Advisor for IT vendors and solution providers. For past ten years servered as marketing and sales leader for eCoast. eCoast is a Inc 5000 company (past 3 years) who's core business is creating and executing outbound demand generation campaigns for vendor's channel communities. Major eCoast client's include: Cisco, HP, Microsoft, Avaya, and Brocade.
LinkedIn Profile: www.linkedin.com/in/wgibney
Twitter: www.twitter.com/wgibney

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Dec. 21, 2010

Will Gibney and 11 other people answered this question

Sales Calls Best Practices: What are your 3 tips for successfully getting through the gate keeper?

Here's my top 3...
1. You need a firm professional approach.
Hi, this is Bob calling from XYZ. I’m trying to locate John Smith. Then be silent. I wouldn't be rude but be very direct and authoritative.
2. Don't sell the gatekeeper. Easy trap to ... more

General Management

Nov. 12, 2010

Will Gibney and 21 other people answered this question

Teleprospecting Best Practices: What are your 3 tips for successful teleprospecting?

Craig,
Great question and some really great answers. I'm all fired up to start cold calling again!
Here's my top 3:
1. Get the prospect in a positive state of mind.
Get them to say YES! Think about it. People have been trained by annoying ... more

Nov. 9, 2010

Will Gibney and 2 other people answered this question

How often should you perform list hygiene to your in-house prospect list?

Hi Karen,
Here's a great blog article from 2009 with stats on how data goes south within one year.
Based on this data, I think you would conclude at least once every year would be the minimum! I know we do.
http://blog.reachforce.com/sales-and-marketing-tips/6-scary-dirty-data-stats/
Good luck! Will. more

Database Marketing

Email Marketing

Email Marketing Strategies

Oct. 28, 2010

Will Gibney and 5 other people answered this question

Sales Training: How do you determine the starting goals for new sales reps?

Hi Charlie,
Based on being both sales rep and now managing them I would base the initial goals on more on activity than results.
Most new entry level sales people have to prospect, so a couple good metrics I use:
1. Number of cold calls ... more

Sales Relationships

Oct. 27, 2010

Will Gibney and 8 other people answered this question

Have you used outsourced appointment setting firms?

Craig,
As the VP of Sales for an appointment setting company (eCoast) we find it works best for companies who sell primary off-line. For example, many of our customers are channel partners/IT Solution Providers.
In terms of marketing ROI, appointment setting is very trackable. However, ... more

Inside Sales Management

Inside Sales Resources

Oct. 27, 2010

Will Gibney and 4 other people answered this question

What's the strangest question you've been asked in a job interview?

I like the Microsoft Manhole question! I get bored interviewing people so I try to change it up and have some fun. The one quesiton I ask people now if I like them...
"Do you believe in extraterrestrial life forms exist?" I think it's suppose ... more

Human Resources

Human Resource Management

Interview Questions

Oct. 8, 2010

Will Gibney and 1 other person answered this question

How to enlarge my online business ?

Hi Arthur,
I would suggest you look at your website first and determine how optimized you are. You can do this for free at Hubspot's webgrade. http://websitegrader.com/
Hope that helps.
Will.
www.willgibney.com more

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