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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

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What do your sales leaders do to help salespeople overcome their aversion to prospecting?
Bill Dawson, Director, Small Business, Scotiabank

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Hugh Johnson, VP SMB – Ontario & Atlantic, Telus

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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

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Bill Dawson, Director, Small Business, Scotiabank

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Please share one unique idea with us around what your salespeople are doing to secure meetings.
Brad Furtney, VP, Sales – Web Portal, Sympatico.ca

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In your experience, what separates the Good from Great prospectors?
Hugh Johnson, VP SMB – Ontario & Atlantic, Telus

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How do you measure prospecting ability when you are hiring new salespeople?
Nick Lisi, VP, Americas Operations, SAS

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How do you reward and recognize the right kind of prospecting behaviours?
Brad Furtney, VP, Sales – Web Portal, Sympatico.ca

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Tell us about the best prospector in your sales organization.
Nick Lisi, VP, Americas Operations, SAS

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Do you have any programs or processes in dealing with adversity and rejection?
Bill Dawson, Director, Small Business, Scotiabank

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Nick Lisi, VP, Americas Operations, SAS

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Kevin Higgins, President, Fusion Learning

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What are your thoughts on compensation?
Hugh Johnson, VP SMB – Ontario & Atlantic, Telus

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How do you handle prospecting in an enterprise salesforce situation?
Nick Lisi, VP, Americas Operations, SAS

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Kevin Higgins, President, Fusion Learning

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On expense accounts and being proactive
Nick Lisi, VP, Americas Operations, SAS

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Previous BLS Audio Highlights

Kevin Higgins, President, Fusion Learning

Defining Sales Culture

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Sales Culture – Disengagement Story

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Lou Gizzarelli, President, Neopost Canada

Aligning and engaging salespeople with sales strategy

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Sales compensation linked to sales behaviours

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Rewarding and recognizing top sales performers

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One key to success – Neopost Way of Selling

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Brian Ford, Head of Sales, Payments & Cash Management, HSBC

Open concept drives collaboration and teamwork

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Using balanced scorecard to set sales behaviours

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Great sales training drives higher engagement scores

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Tom Reikman, SVP Marketing, Aviva Canada

Bottom up strategy development increases buy-in

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Non-monetary rewards – 3 best practices

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Neil King, VP Business Development, Shepell•fgi

Engaging a remote sales force

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Emile Mabro, Vice President & General Manager, Vicwest

Customer involvement to improve sales processes

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Brad Furtney, VP Sales, Sympatico.ca

What are some behavioural measures that drive sales performance?

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Greg Gulyas, VP, Sales & Marketing, IBM Global Services

Sales methodology integrated with management system

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Carmen Hogan, Director, National Accounts, Sun Life Financial

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Louis Hutton, AVP and Regional Manager, HSBC Bank Canada

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Dave Difelice, AVP Credit Services, Canadian Tire Financial Services

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David Sudbury, Chief Compliance Officer and Secretary, Honda Financial Services

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