Comments on: “Loose Talk” At The Sales 2.0 Conference, Boston, MA http://salesoperationsblog.com/2009/05/22/sales-20-conference-boston/ Insights into the Science of Selling Thu, 03 May 2012 11:45:03 +0000 hourly 1 http://wordpress.org/?v=3.2.1 By: Quinn Rasmussen http://salesoperationsblog.com/2009/05/22/sales-20-conference-boston/#comment-57 Quinn Rasmussen Tue, 01 Jun 2010 14:04:56 +0000 http://salesoperationsblog.com/?p=307#comment-57 Wow I am literally the only comment to your incredible post! Wow I am literally the only comment to your incredible post!

]]> By: Stella Eaton http://salesoperationsblog.com/2009/05/22/sales-20-conference-boston/#comment-56 Stella Eaton Sat, 29 May 2010 00:21:12 +0000 http://salesoperationsblog.com/?p=307#comment-56 salesoperationsblog.com's done it once more. Amazing post! salesoperationsblog.com’s done it once more. Amazing post!

]]> By: Cold Calling Trends in 2010: The Good, The Bad, and The Ugly « http://salesoperationsblog.com/2009/05/22/sales-20-conference-boston/#comment-55 Cold Calling Trends in 2010: The Good, The Bad, and The Ugly « Mon, 24 May 2010 14:18:42 +0000 http://salesoperationsblog.com/?p=307#comment-55 [...] To “Ditch The Pitch”. At the Sales 2.0 Conference last year, Gerhard Gschwandtner, Founder and CEO of Personal Selling Power Inc, coined the phrase [...] [...] To “Ditch The Pitch”. At the Sales 2.0 Conference last year, Gerhard Gschwandtner, Founder and CEO of Personal Selling Power Inc, coined the phrase [...]

]]> By: Top 10 Sales Operations Blog Posts of 2009 « http://salesoperationsblog.com/2009/05/22/sales-20-conference-boston/#comment-54 Top 10 Sales Operations Blog Posts of 2009 « Tue, 29 Dec 2009 19:31:03 +0000 http://salesoperationsblog.com/?p=307#comment-54 [...] Loose Talk At The Sales 2.0 Conference In Boston [...] [...] Loose Talk At The Sales 2.0 Conference In Boston [...]

]]> By: Automating Incentive Comp With Xactly « http://salesoperationsblog.com/2009/05/22/sales-20-conference-boston/#comment-53 Automating Incentive Comp With Xactly « Sat, 11 Jul 2009 13:10:12 +0000 http://salesoperationsblog.com/?p=307#comment-53 [...] month I attended the Sales 2.0 conference in Boston and heard a presentation from Joe Dawe, the Senior Director of Business Operations at Akamai. Joe [...] [...] month I attended the Sales 2.0 conference in Boston and heard a presentation from Joe Dawe, the Senior Director of Business Operations at Akamai. Joe [...]

]]> By: Tom Gaydos http://salesoperationsblog.com/2009/05/22/sales-20-conference-boston/#comment-52 Tom Gaydos Tue, 02 Jun 2009 15:18:50 +0000 http://salesoperationsblog.com/?p=307#comment-52 Great coverage, Marci! On the topic of cold calling, I was just having a conversation about this topic with a few of our reps the other day. The problem with cold callng is the actual "cold" part. If a rep is in a building or office park where cold calling would make for an efficient use of time, I adivse them to at least be smart about it. Take a cell phone picture of the directory, then go back and put in an hour or so of research into these companies (or use online tools ahead of time to look up businesses in the building or vicinity). If you go in there with a healthy number of targets, armed with info on the companies and at least a specific person or two to ask for at each organization, you're a lot more likely to get past the gatekeeper and make a personal connection. I'm not sure if that qualifies as a "social" call or not, but it is certainly a more intelligent cold call. Great coverage, Marci!

On the topic of cold calling, I was just having a conversation about this topic with a few of our reps the other day. The problem with cold callng is the actual “cold” part. If a rep is in a building or office park where cold calling would make for an efficient use of time, I adivse them to at least be smart about it. Take a cell phone picture of the directory, then go back and put in an hour or so of research into these companies (or use online tools ahead of time to look up businesses in the building or vicinity). If you go in there with a healthy number of targets, armed with info on the companies and at least a specific person or two to ask for at each organization, you’re a lot more likely to get past the gatekeeper and make a personal connection.

I’m not sure if that qualifies as a “social” call or not, but it is certainly a more intelligent cold call.

]]> By: Robert Lesser http://salesoperationsblog.com/2009/05/22/sales-20-conference-boston/#comment-51 Robert Lesser Thu, 28 May 2009 05:36:29 +0000 http://salesoperationsblog.com/?p=307#comment-51 Thanks Marci for the great coverage of the event. I have included your post along with all other posts (that I could find) covering the Boston Sales 2.0 Conference: http://www.directimpactnow.com/leadgentools/blog/index.php I took a different tack for my blog by interviewing a couple of the panelists (from Network Solutions and PTC). Look forward to seeing you at the next event! Thanks Marci for the great coverage of the event.

I have included your post along with all other posts (that I could find) covering the Boston Sales 2.0 Conference:
http://www.directimpactnow.com/leadgentools/blog/index.php

I took a different tack for my blog by interviewing a couple of the panelists (from Network Solutions and PTC).

Look forward to seeing you at the next event!

]]> By: Marci Reynolds http://salesoperationsblog.com/2009/05/22/sales-20-conference-boston/#comment-50 Marci Reynolds Tue, 26 May 2009 10:13:58 +0000 http://salesoperationsblog.com/?p=307#comment-50 George, Thanks for the comment. On cold calling.. it seems like every sales consultant is attempting to coin a replacement phrase.. cold, warm, social. Who knows what's next! - Marci Reynolds George,

Thanks for the comment. On cold calling.. it seems like every sales consultant is attempting to coin a replacement phrase.. cold, warm, social. Who knows what’s next!

- Marci Reynolds

]]> By: Kathy Tito http://salesoperationsblog.com/2009/05/22/sales-20-conference-boston/#comment-49 Kathy Tito Sat, 23 May 2009 01:38:34 +0000 http://salesoperationsblog.com/?p=307#comment-49 Great summary of key points Marci! Ditch the pitch is the best catch phrase I heard all day - this is such a great KPI. I'm certain that the amount of time spent talking goes down as the age of the sale professional goes up! Great summary of key points Marci! Ditch the pitch is the best catch phrase I heard all day – this is such a great KPI. I’m certain that the amount of time spent talking goes down as the age of the sale professional goes up!

]]> By: George Terry http://salesoperationsblog.com/2009/05/22/sales-20-conference-boston/#comment-48 George Terry Fri, 22 May 2009 20:56:18 +0000 http://salesoperationsblog.com/?p=307#comment-48 Marci, Great article, this is very beneficial for those of us who can not attend these functions. I liked the comment on Cold call vs Social call, although I do believe the Social call the prospector needs to be careful to avoid sounding like they are reading from a script or driving too direct to the sale. "Probing" is an art, that is why I agree the social aspect is great when you have the opportunity to use it. Maybe they should be called "Warm" calls..... Marci,

Great article, this is very beneficial for those of us who can not attend these functions. I liked the comment on Cold call vs Social call, although I do believe the Social call the prospector needs to be careful to avoid sounding like they are reading from a script or driving too direct to the sale. “Probing” is an art, that is why I agree the social aspect is great when you have the opportunity to use it. Maybe they should be called “Warm” calls…..

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