Proactive Prospecting Roundtable

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

 

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?

Kevin Higgins, President, Fusion Learning

 

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