Resource Library - Sales Nuggets
Audio Library
Hear Sales Executives from leading sales organizations including HSBC, Aviva and IBM share their perspectives on topics including: aligning salespeople to sales strategy; rewarding top sales performers; and using balanced scorecard to set sales behaviours.
Proactive Prospecting Roundtable, Tuesday October 4, 2011, Hear Sales Leaders share their best practices to increase client face time
How do you involve your sales leaders to drive and support focused prospecting efforts?
Nick Lisi, VP, Americas Operations, SAS
What do your sales leaders do to help salespeople overcome their aversion to prospecting?
Bill Dawson, Director, Small Business, Scotiabank
Hugh Johnson, VP SMB - Ontario & Atlantic, Telus
Please share a specific example of a process you have put in place to foster a great prospecting culture.
Brad Furtney, VP, Sales - Web Portal, Sympatico.ca
Bill Dawson, Director, Small Business, Scotiabank
Please share one unique idea with us around what your salespeople are doing to secure meetings.
Brad Furtney, VP, Sales - Web Portal, Sympatico.ca
In your experience, what separates the Good from Great prospectors?
Hugh Johnson, VP SMB - Ontario & Atlantic, Telus
How do you measure prospecting ability when you are hiring new salespeople?
Nick Lisi, VP, Americas Operations, SAS
How do you reward and recognize the right kind of prospecting behaviours?
Brad Furtney, VP, Sales - Web Portal, Sympatico.ca
Tell us about the best prospector in your sales organization.
Nick Lisi, VP, Americas Operations, SAS
Do you have any programs or processes in dealing with adversity and rejection?
Bill Dawson, Director, Small Business, Scotiabank
Nick Lisi, VP, Americas Operations, SAS
Kevin Higgins, President, Fusion Learning
What are your thoughts on compensation?
Hugh Johnson, VP SMB - Ontario & Atlantic, Telus
How do you handle prospecting in an enterprise salesforce situation?
Nick Lisi, VP, Americas Operations, SAS
Kevin Higgins, President, Fusion Learning
On expense accounts and being proactive
Nick Lisi, VP, Americas Operations, SAS
Previous BLS Audio Highlights
Kevin Higgins, President, Fusion Learning
Defining Sales Culture
Sales Culture - Disengagement Story
Lou Gizzarelli, President, Neopost Canada
Aligning and engaging salespeople with sales strategy
Sales compensation linked to sales behaviours
Rewarding and recognizing top sales performers
One key to success - Neopost Way of Selling
Brian Ford, Head of Sales, Payments & Cash Management, HSBC
Open concept drives collaboration and teamwork
Using balanced scorecard to set sales behaviours
Great sales training drives higher engagement scores
Tom Reikman, SVP Marketing, Aviva Canada
Bottom up strategy development increases buy-in
Non-monetary rewards - 3 best practices
Neil King, VP Business Development, Shepell•fgi
Engaging a remote sales force
Emile Mabro, Vice President & General Manager, Vicwest
Customer involvement to improve sales processes
Brad Furtney, VP Sales, Sympatico.ca
What are some behavioural measures that drive sales performance?
Greg Gulyas, VP, Sales & Marketing, IBM Global Services
Sales methodology integrated with management system
Carmen Hogan, Director, National Accounts, Sun Life Financial
Louis Hutton, AVP and Regional Manager, HSBC Bank Canada
Dave Difelice, AVP Credit Services, Canadian Tire Financial Services
David Sudbury, Chief Compliance Officer and Secretary, Honda Financial Services
