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This broadcast features Steven Kaplan, Neubauer Family Professor of Entrepreneurship and Finance, speaking at the 2008 Management Conference. He shares his research on how successful CEOs are efficient, proactive, and persistent. Chicago GSB Podcast
In the second in a series of conversations with leaders in the ExpressionEngine community I talk with Erik Reagan of Focus Lab, LLC of Savannah Georgia.
Erik has been a prominent member of the community for several years now and has distinguished himself through insightful presentations at various conferences. As an EE expert and gifted business manager, Erik speaks with clarity on questions of structure, ethics, priorities and focus.
In this talk we discuss the importance of how the sales process serves to shape a company. And as such, how important it is that the sales process be carefully crafted, shaped and governed with the future of the company in mind. We discuss the power of saying no and turning business away as an indicator and tool to control the definition of a company. We discuss the importance of embracing word of mouth marketing and how project management, planning and an overall dedication to quality serve as the best sales tool.
Kevin Gaither talks to Aaron Ross, Founder of Pebblestorm and author of Predictable Revenue, to discover how he turned Salesforce.com into a $100 million sales machine.
00:00 From NASA nerd to $100 million Salesforce Revenue Stream 00:25 Introducing ThisWeekIn Sales 00:58 Your Sales Nightmare? 01:57 How did Aaron Ross become a sales professional? 02:58 “I love shooting guns!” 02:34 Aaron was a NASA programmer at an early age 04:13 How did you develop your outbound call sales process at Salesforce? 05:39 How to feed a starving sales staff with no leads? 06:30 The importance of creating a flow of sales leads with short emails 06:58 “I do not believe in cold calls!” 07:54 Throwing away email assumptions 08:33 Ask for referrals without selling directly, respect authenticity and simplicity 09:11 Top down approach without selling directly, but then what? 09:43 The $100K sales engine. 10:26 “It’s a lot easier to start your day with emails in your inbox” 10:56 Don’t have your sales people do everything. (What if you could double you success rate?) 11:25 Multitasking is an illusion. Single task and you can be amazing 12:25 You can’t dabble in closing. You need to an expert. 13:25 “I can do it all” is a bad idea: outbound and inbound should both be specialized 14:25 The four core roles: outbound, inbound, closers, and account management. 15:04 “Work harder and make more calls” 15:30 Sales isn’t ditch digging. 16:45 Doing more of what you done doesn’t get results if it’s not working. 17:35 Slowing down to speed up. 18:15 Summary: Blackberry sized emails and specialization. 19:20 Hiring, Training, Incenting: Creating culture 20:25 Sink or swim culture without mentoring can delay success 22:30 The difference between having fun at work and liking your job 23:15 Involving the sales team on developing their own compensation program 25:00 A team with integrity can be your first line of defense if they help design compensation plan 27:20 Daniel Pink book Drive, How Do you Motivate your reps? 28:57 What can a sales person do in 10 minutes to increase their success