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Sales

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Todd Schnick and 1 other person answered this question at this roundtable

30 minutes ago

20 Years of Selling—A Discussion of Truth [2/3 @ 11 am]

What skills are essential for success in sales today?

people skills. next question?

Marketing Technology

Peter Johnston and 2 other people answered this question at this roundtable

3 hours 18 minutes ago

Top Technology Marketers to Watch in 2012 [1/31 @ 1 pm]

How should B2B tech marketers best manage influencers?

The days when a salesperson talked to one individual and he/she then championed the idea throughout the organisation have long gone.
Now put an idea on a meeting agenda and by the time the meeting rolls round everyone can find vendors, reasons to do or ... more

Ravindra Gehlot and 63 other people answered this question

yesterday

What are your favorite motivational quotes?

Human Resources

Motivational Quotes

Sarah Payne and 4 other people answered this question

Feb. 10, 2012

Which tactic do you find most efficient in B2B lead gen and why?

In a nutshell, the tactic used by www.galaxc.com. Their portal which is to be launched soon, makes it possible for the best outcomes to be achieved in terms of quality, price and delivery times for the sourcing business and at the same time provides qualified ... more

Contact Centers

Email Marketing

Alex Shootman and 4 other people answered this question

Feb. 10, 2012

How should senior executives be spending their time? Where do they have the greatest impact?

Dave - to me the toughest part about the senior sales executives job is the realization that you really do not 'do' much. And in fact when you look at your calendar you need to see a higher percentage of 'communication' in your calendar than ... more

Sales Management

Frank Rumbauskas and 2 other people answered this question

Feb. 10, 2012

Why is it that some sales people say cold calling is dead? If cold calling is really dead, what other means are there for creating leads?

I agree with both Matt and Mark. But, you'd be really surprised how many industries are still pushing the idea of calling strangers completely at random. It goes on more than you'd think. Particularly in the telecom and insurance industries, along with uniforms, and a ... more

Frank Rumbauskas and 1 other person answered this question at this roundtable

Feb. 10, 2012

Round Two: Getting the Most Out of Google+ For Your Business [2/7 @ 11 am]

With Google now charging for maps and other services it used to offer for free, do you see them charging for Google+ business pages in the future?

Nah. AdWords is their cash cow. Google+ business pages are more real estate to show ads.

Business Application

Trish Bertuzzi and 9 other people answered this question

Feb. 10, 2012

How to make cold prospects warm customers?

Be human
Speak their language
Tell a bigger story
Selling is about people having conversations. When you reach out to someone, whether through a referral or just on your own, you need to quickly and concisely communicate to them that you understand their business and ... more

Catherine Goldberg announced a roundtable

Feb. 9, 2012

How Not to Coach Your Salespeople

Performance Evaluation

Michael A Brown and 2 other people answered this question

Feb. 9, 2012

Do strategic partnerships trump the sales process?

Hi Dean! Perusing the Wall Street Journal and other business publications, one might reasonably conclude that all money and profits come from strategic alliances and “partnerships.” It’s almost as if the folks running the organizations think that the mere fact of collaboration or linkage generates ... more

Strategic Partnerships

Don Fitchett answered this question

Feb. 9, 2012

Where can I find manufacturers' reps?

LinkedIn.com is the best place to find Reps. Also see http://www.maintenance.org as you are dealing with a maintenance product. more

Manufacturing Reps

nikil123 jagal and 19 other people answered this question

Feb. 9, 2012

How do you decide which customers are more important than others?

The prospects are the lead generators for the business. the customers are well aware about the company and company reputation, and we only maintain the good rapport with them, but the prospects are those where we need to understand the business process and maintain good ... more

Customer Service

Customer Experience Management

Richard McCartney and 18 other people answered this question at this roundtable

Feb. 9, 2012

Top Technology Marketers to Watch in 2012 [1/31 @ 1 pm]

Does the B2B distinction matter any more?

I just wanted to send my apologies - for some reason (other than my battery ran out as I was writing this post) my entry seems to have been entered several times. Sorry. more

Michael A Brown and 1 other person answered this question

Feb. 8, 2012

If your existing client chooses to issue an RFP for new business, should you be worried?

It certainly is a caution flag, but not necessarily bad news.
Stay positive and focus on graceful yet forthright requalification. Begin with a simple, “Tell me the story. How come?” Possible answer categories include:
• They have to, to satisfy a real or perceived external ... more

Client Relationship

RFP Preparation

Robert Kennedy and 1 other person answered this question at this roundtable

Feb. 8, 2012

Round Two: Getting the Most Out of Google+ For Your Business [2/7 @ 11 am]

Should a company create our Google Plus page even if we're not ready to staff it?

That's great information Brian. I did not know about the Qwikster story but good to know. We are a small organization but have been using tools like HootSuite to work with our social media. I am hoping that they integrate with Google+ very shortly. more

Business Application

Frank Rumbauskas answered this question

Feb. 8, 2012

What are some of your best practices for researching prospects?

I love LinkedIn and Facebook. They give you enough "inside information" to find ways to connect on a personal level. In the end, people buy people over features, benefits, price, etc., and if you can find common interests via social media and then connect based ... more

Frank Rumbauskas and 1 other person answered this question

Feb. 8, 2012

What are some leading indicators you use as early buying signals?

Any invitation to continue the transaction. I grew up in New Jersey and when I explain to people that if you walk in and make a cold call in NJ and the person says, "What the ____ do you want," in the context of NJ ... more

Events

Social Media and Content Marketing For Business Q&A Feb 14 @ 11 am PT
The Rise of Pinterest in B2B Feb 15 @ 11 am PT
ERP – Priming Your Business to Deliver Value From Strategy to Operations Feb 15 @ 1 pm PT
How Not to Coach Your Salespeople Feb 16 @ 1 pm PT
BI's Intersection with Social Media Feb 22 @ 2 pm PT

Top Contributors

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Craig Rosenberg

Points: 2523

Vice President, Sales and Ma... Follow Following Unfollow

Dave Brock

Points: 1966

President and CEO Follow Following Unfollow

Matt Heinz

Points: 1630

President Follow Following Unfollow

Chris Selland

Points: 1254

Chief Marketing Officer Follow Following Unfollow

Michael A Brown

Points: 1202

President Follow Following Unfollow

Lauren Harper

Points: 1125

Community Manager Follow Following Unfollow

Tamara Schenk

Points: 1122

VP Sales Enablement Follow Following Unfollow

Carlos Hidalgo

Points: 1077

CEO Follow Following Unfollow

Tibor Shanto

Points: 1051

Sales/Marketing Follow Following Unfollow

Trish Bertuzzi

Points: 1034

President Follow Following Unfollow

Scott Albro

Points: 1029

Founder, CEO Follow Following Unfollow

Brian Vellmure (@BrianVellmure)

Points: 970

Principal/Founder Follow Following Unfollow

Kevin Gaither

Points: 796

CEO and Founder Follow Following Unfollow

Michael Fox

Points: 783

CEO Follow Following Unfollow

Caty Kobe

Points: 741

Community Manager Follow Following Unfollow

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