Brian Carroll, Jon Miller, Craig Rosenberg, Aaron Ross, and Marylou Tyler discussed how to perfect your company's outbound sales practices to double your results.

Topics Included:

Three reasons salespeople struggle with outbound sales
Where to begin when you need your sales team to generate more leads
Why you MUST separate prospectors from closers
How to motivate and compensate sales reps (inside and outside)

Speakers

Brian Carroll

Executive Director, Appl...

MECLABS

details

Jon Miller

VP of Marketing

Marketo

details

Craig Rosenberg

Vice President, Sales an...

Focus.com

details

Marylou Tyler

CEO & Best Selling Autho...

Predictable Revenue

details

Aaron Ross

Founder, Managing Partne...

Predictable Revenue, Inc...

details

Participants

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@themanagr tweeted

RT @laureneharper THANK YOU to our esteemed @Focus Experts @SGersh @demandgendave @the_hekler & @ThorJohnson for a GREAT #FocusRT27! via

July 28, 2011

@LaurenEHarper tweeted

THANK YOU to our esteemed @Focus Experts @sgersh @demandgendave @the_hekler & @ThorJohnson for a GREAT #FocusRT27!

July 27, 2011

@Focus tweeted

Dial in now for the @Focus Roundtable: The Future of Demand Generation http://t.co/UoTboLY #FocusRT27 #demandgen #sales

July 27, 2011

@LaurenEHarper tweeted

The @Focus Roundtable: The Future of Demand Generation starts in 20 mins! Call in! http://t.co/Sh36JF8 #FocusRT27 #marketing

July 27, 2011

@tracymgroves tweeted

I'm attending @Focus Roundtable: The Future of Demand Generation on 7/27 at 1 PM PT. http://t.co/UoTboLY #FocusRT27

July 27, 2011

@LaurenEHarper tweeted

Join us today at 1pm to discuss The Future of Demand Generation w/ @sgersh @the_hekler @ThorJohnson http://t.co/Sh36JF8 #FocusRT27

July 27, 2011

@DeborahC2C tweeted

I'm attending @Focus Roundtable: The Future of Demand Generation on 7/27 at 1 PM PT. focus.com/c/HkV/ #FocusRT27

July 27, 2011

@ideatrotter tweeted

Attending @Focus Roundtable: Doubling Results With All-Star Outbound Sales Practices [5/27] http://t.co/yymabmj #FocusRT27

July 13, 2011

@trle tweeted

RT @cjablonski Bottom line: Authenticity, relevance, plus being yourself & genuinely helpful are the ingredients to successful outbound sales #focusRT27

May 29, 2011

@brianjcarroll tweeted

RT @cjablonski Bottom line: Authenticity, relevance, plus being yourself & genuinely helpful are the ingredients to successful outbound sales #focusRT27

May 27, 2011

@DrJTwin tweeted

RT @focus Dial in NOW for the @Focus Roundtable: Doubling Results With All-Star Outbound #Sales Practices http://t.co/ZT9cWa3 #FocusRT27 #management

May 27, 2011

@aschottmuller tweeted

RT @funnelholic #FocusRT27 Sales guys without dedicated inside team will spend 15-40% of their time prospecting instead of closing

May 27, 2011

@funnelholic tweeted

RT @LaurenonFocus 2 be max effective- you've got to go in saying, who can I help here? vs. who can help me? @maryloutyler #FocusRT27 #Sales

May 27, 2011

Craig Rosenberg asked a question

How do you develop truly authentic sales people? (in this case, inside sales people)

This idea of authenticity in your sales approach really resonated with me. We should continue to dig on how to instill this in our sales people particularly the inside sales folks who skew younger and more inexperienced.

May 27, 2011

38 Answers · Answer this Question

@LaurenonFocus tweeted

RT @cjablonski Bottom line: Authenticity, relevance, plus being yourself & genuinely helpful are the ingredients to successful outbound sales #focusRT27

May 27, 2011

@mschmier tweeted

Just fini! "Doubling Results W/ All-Star Outbound Sales Practices" event - http://t.co/S9EAVwJ. See all the Q&A/comments. #FocusRT27.

May 27, 2011

@JJRiquelmeM tweeted

RT @focus Dial in NOW for the @Focus Roundtable: Doubling Results With All-Star Outbound #Sales Practices http://t.co/ZT9cWa3 #FocusRT27 #management

May 27, 2011

@cjablonski tweeted

Bottom line: Authenticity, relevance, plus being yourself & genuinely helpful are the ingredients to successful outbound sales #focusRT27

May 27, 2011

Lauren Harper added a comment

Thanks everyone for a great roundtable! I am excited to listen in to Round 2!

May 27, 2011

Reply to this comment

Craig Rosenberg Replied on May 27, 2011

Agreed, that was fun.

kenny madden added a comment

thanks everyone. Great roundtable.

May 27, 2011

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Lance Teel asked a question

Great show team

May 27, 2011

Be the first to answer

@LaurenonFocus tweeted

To be max effective- you've got to go in saying, who can I help here? vs. who can help me? @maryloutyler #FocusRT27 #Sales

May 27, 2011

@LaurenonFocus tweeted

Q from @funnelholic how do you arm the phone based reps to be authentic? #Sales #FocusRT27

May 27, 2011

Todd Beutel asked a question

Aaron how would I get ahold of a copy of your book? Thanks, I appreciate it.

May 27, 2011

1 Answer · Answer this Question

@LaurenonFocus tweeted

Q from @motoceo authenticity- what does it mean to you- and how does it matter to #sales? #FocusRT27

May 27, 2011

kenny madden added a comment

talk like you do with your friends. ( professionally of course) why do a lot of salespeople sound like radio disc jockeys? be the same in the boardroom as the pub. ( within reason of course :)

May 27, 2011

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@B2BLeadBlog tweeted

RT @funnelholic #focusRT27 Define the target first. @jonmiller2 & @brianjcarroll

May 27, 2011

@cjablonski tweeted

RT @funnelholic #FocusRT27 @jonmiller2 Marketing today is air-war. Prospecting is ground war. PS I know he was going to come out of the wordwork

May 27, 2011

@B2BLeadBlog tweeted

RT @LaurenonFocus You've got to be clear about who the right companies are and then who the right people are within those companies @brianjcarroll #FocusRT27

May 27, 2011

kenny madden added a comment

tell them something they do not know about their own company.

May 27, 2011

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