Comments on: The Question Isn't, "How Big Is Their Rolodex?" http://davesteinsblog.esresearch.com/2009/05/27/the-question-isnt-how-big-is-their-rolodex/ Dave Stein's Blog for Sales Leaders Thu, 29 Jul 2010 13:54:21 -0500 http://wordpress.org/?v=2.9.1 hourly 1 By: Stephen Kohnle http://davesteinsblog.esresearch.com/2009/05/27/the-question-isnt-how-big-is-their-rolodex/comment-page-1/#comment-670 Stephen Kohnle Thu, 18 Jun 2009 20:55:24 +0000 http://www.davesteinsblog.com/?p=2395#comment-670 I agree. As a 20 year sales professional, the value of a good sales person has to be greater than his/her Rolodex. I agree. As a 20 year sales professional, the value of a good sales person has to be greater than his/her Rolodex.

]]> By: Dave Stein http://davesteinsblog.esresearch.com/2009/05/27/the-question-isnt-how-big-is-their-rolodex/comment-page-1/#comment-669 Dave Stein Tue, 02 Jun 2009 23:47:22 +0000 http://www.davesteinsblog.com/?p=2395#comment-669 Again you and I agree, Eliot. Thanks for the comment. Again you and I agree, Eliot. Thanks for the comment.

]]> By: Eliot Burdett http://davesteinsblog.esresearch.com/2009/05/27/the-question-isnt-how-big-is-their-rolodex/comment-page-1/#comment-668 Eliot Burdett Tue, 02 Jun 2009 19:31:45 +0000 http://www.davesteinsblog.com/?p=2395#comment-668 “From contacts in their Rolodex, how many decision-makers, in my target market, who could conceivably acquire my product within one year, can the candidate secure a meeting with?” --very well put Dave. I have seen it in spades that a rollodex is quickly out of date or not relevant to the new company/selling effort. The most successful sales leaders spend as much time assessing competencies and qualifying what someone will sell rather than what they have done or who they know (knew). Eliot Burdett. www.peaksales.com/blog “From contacts in their Rolodex, how many decision-makers, in my target market, who could conceivably acquire my product within one year, can the candidate secure a meeting with?”

–very well put Dave.

I have seen it in spades that a rollodex is quickly out of date or not relevant to the new company/selling effort.

The most successful sales leaders spend as much time assessing competencies and qualifying what someone will sell rather than what they have done or who they know (knew).

Eliot Burdett.
http://www.peaksales.com/blog

]]> By: Dave Stein http://davesteinsblog.esresearch.com/2009/05/27/the-question-isnt-how-big-is-their-rolodex/comment-page-1/#comment-667 Dave Stein Thu, 28 May 2009 16:11:37 +0000 http://www.davesteinsblog.com/?p=2395#comment-667 Another good point from you, Keith. Thanks. Another good point from you, Keith. Thanks.

]]> By: Keith Bossey http://davesteinsblog.esresearch.com/2009/05/27/the-question-isnt-how-big-is-their-rolodex/comment-page-1/#comment-666 Keith Bossey Thu, 28 May 2009 12:54:54 +0000 http://www.davesteinsblog.com/?p=2395#comment-666 I agree that the rolodex should be severely discounted in hiring. Good sales people are those that follow a deliberate process that will take them to the "right" contacts quicker than those that rely on past (possibly outdated) contacts. Is the salesperson organized, can he/she ask good questions, can they challenge a prospect with new ideas? These are more important. I agree that the rolodex should be severely discounted in hiring. Good sales people are those that follow a deliberate process that will take them to the “right” contacts quicker than those that rely on past (possibly outdated) contacts. Is the salesperson organized, can he/she ask good questions, can they challenge a prospect with new ideas? These are more important.

]]> By: Dave Stein http://davesteinsblog.esresearch.com/2009/05/27/the-question-isnt-how-big-is-their-rolodex/comment-page-1/#comment-664 Dave Stein Wed, 27 May 2009 20:32:58 +0000 http://www.davesteinsblog.com/?p=2395#comment-664 Sure, Mike. Possible. But the inference of the term "Rolodex" in the traditional sense means that if I sold directly to Jeffrey Immelt at GE before, there's an expectation that I can secure a meeting with him as a representative of my new company. Sure, Mike. Possible. But the inference of the term “Rolodex” in the traditional sense means that if I sold directly to Jeffrey Immelt at GE before, there’s an expectation that I can secure a meeting with him as a representative of my new company.

]]> By: Mike Wise http://davesteinsblog.esresearch.com/2009/05/27/the-question-isnt-how-big-is-their-rolodex/comment-page-1/#comment-665 Mike Wise Wed, 27 May 2009 20:22:09 +0000 http://www.davesteinsblog.com/?p=2395#comment-665 Well put. Taking it a step further wrt Linkedin, how much of that Rolodex is Web enabled and thus connected to 2nd and 3rd-level connections via Linkedin? Can the ex-SAP'er leverage the successful SAP installs into referrals for the new gig? Possible? Well put. Taking it a step further wrt Linkedin, how much of that Rolodex is Web enabled and thus connected to 2nd and 3rd-level connections via Linkedin? Can the ex-SAP’er leverage the successful SAP installs into referrals for the new gig? Possible?

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