Understanding the Sales Force

OCTOBER 21, 2013

Understanding the Sales Force by Dave Kurlan Last week I wrote an article, Now That You Have a Sales Process, Never Mind , that was very critical of an article that appeared in Harvard Business Review. This highly successful, elite salesperson, has a Sales Quotient of 140 (out of a possible 173) or better.

Lead Rank 250

Lead Rank Decision Maker Sales Qualified Lead Call-back 250

Understanding the Sales Force

JANUARY 28, 2016

I continue to be amazed at the staying power of my 2005 book, Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. 3 publishers have contacted me this year about writing a 10th Anniversary Edition, a revised and updated edition, or a follow-up. So it got me thinking.

Hubspot 60

Hubspot Solutions Selling Up-Sell Follow-up 60

Understanding the Sales Force

APRIL 3, 2014

Most of the sales bloggers don''t touch on rejection but when it does comes up, it''s usually in the context of fear, as in fear of rejection. Objective Management Group (OMG) measures something a bit different; difficulty recovering from rejection. The increasing likelihood of a sale. Nothing will stop him. No problem.

Face-to-face 215

Face-to-face Decision Maker Call-back Outbound 215

Sales and Marketing Management

NOVEMBER 22, 2017

Sales manager: I’d like to know what rewards the reps would like for our next incentive. Sales rep: Cash! Sales manager: Sounds good. You may be a seasoned sales manager, fatigued by trying to come up with innovative ways to motivate your reps. Author: Tim Houlihan Why we don’t know what motivates us best. Don’t do it.

Motivation 191

Motivation Incentives Incentive Lead Rank 191

Adaptive Business Services

MARCH 23, 2022

Professionally – started my career running an engineering documentation group, which I like to say is exactly as exciting as it sounds. I started my first marketing blog in 2005, then sold it in 2010 and started the Webbiquity blog. But I have reviewed some very interesting online tools for sales pros. And maybe Twitter.

Social Selling 101

Social Selling Social Media Twitter Networking 101

Selling Essentials RapidLearning Center

FEBRUARY 9, 2022

The researchers asked half of the accountants – the control group — to go about their business normally. The result: Compared with the control group, the accountants who engaged in these brief daily exercises felt less stressed and more positive about their jobs and were significantly more productive. Daily exercise.

Exercises 52

Exercises Scale Lead Rank Lead Scoring 52

Smooth Sale

OCTOBER 17, 2022

In our continually shrinking and complex world, we need leaders who know how to lead and maneuver through intricate group dynamics and communicate across different cultures. I did not know what white male privilege was or that I was enjoying such a privilege until 2005. Sales Tips: Ethnic Minority and Women Leaders.

Hiring 78

Hiring Engineering Education Lead Rank 78

Smooth Sale

MARCH 17, 2022

The insights are essential for business growth and the precursor for successful sales. Janice is listed in the Top 50 Global Thought Leaders and Influencers on Customer Experience, 2020 and 150 Women B2B Thought Leaders You Should Follow, 2021 and LinkedIn Sales 15 Innovating Sales Influencers to Follow, 2021.

Scale 78

Scale Hiring Lead Rank Report 78

MJ Hoffman

APRIL 22, 2019

Who’s likelier to make a mistake: The rookie sales rep who’s never sold a day in their life, or the veteran rep who’s been on the front lines for nine years? I asked a group of salespeople I was training to describe the purpose of an email subject line. If it were 2005, that would have been a great response.

Buyer Persona 69

Buyer Persona Hubspot Account Guarantee 69

Pointclear

JANUARY 15, 2013

What is called “Inside Sales”, “Sales Support”, “Telesales” and dozens of other names is growing 15x faster than field sales—in fact, my colleague, Jonathan Farrington, published a blog stating that within three years 80 – 90% of all B2B transactions will be done online—most with some form of sales support but not field sales.

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

Hubspot Sales

FEBRUARY 23, 2018

Originally held in 2005, this one-week program from MIT’s Sloan School of Management is now partially available online. Everyone (whether or not they participate in the program) will have access to online lectures and office hours, but participants will also get a peer group. How to plan your business logistics. Length: Self-paced.

Course 143

Course Training Analysis Exercises 143

Score More Sales

MAY 10, 2013

They say time flies when you are having fun – especially in sales. We included it because I’m crazy about LinkedIn as a sales tool, and because LinkedIn and I go way back – nine years, in fact. As member 29,426 in a peer group of 225 million +, you could say I saw great potential in LinkedIn way back when.

LinkedIn 206

LinkedIn Lead Rank Hiring Webinar Metrics 206

Sales Hacker

MARCH 2, 2021

If you missed episode 149 check it out here: What Makes a Great Sales Leader with Hunter Madeley. Subscribe to the Sales Hacker Podcast. From hubcaps to Hubspot: Michelle’s sales career [1:27]. What has changed in sales leadership since 2005 [8:43]. How did you get started in sales in the first place?

Hubspot 59

Hubspot Lead Rank Lead Scoring Media 59

Appbuddy

NOVEMBER 4, 2021

By 2005, Salesforce acquired nearly 15,500 customers. As businesses moved more teams—not just sales, but also service and marketing—into Salesforce, the platform became a companywide system of truth. They saw common problems across departments and had to learn how to work with massive groups of records, handling inevitable exceptions.

SalesForce 52

SalesForce Data CRM Webinar Metrics 52

Increase Sales

FEBRUARY 20, 2015

This is why marketing is the first phase of the 3 Phase Sales Process. The focus for this online social media webinar was the topic of writing as being a critical sales skills. Ton and I shared several groups and through our interchanges this opportunity presented itself. Here you can expand your market reach and sales leads.

Social Media 70

Social Media Influencer Media Marketing 70

Adaptive Business Services

FEBRUARY 6, 2019

Later, as my business began to morph, that site was repurposed to supporting our leads group and my writing focus was redirected to this site. is the home for our professional networking group, and as we strongly believe in all forms of networking … I wanted to start a new educational series toward maximizing those goals. True story.

Networking 48

Networking Cold Calling Epiphany Face-to-face 48

Zoominfo

JANUARY 21, 2019

Thus far, we’ve covered the most-read articles for sales professionals and recruiters. Since its inception in 2005, YouTube has become more than just the most popular video-sharing platform– it’s one of the most popular websites on the internet, period. Ready to learn more about the state of B2B lead generation? Keep reading.

Marketing 164

Marketing B2B Lead Generation Social Media 164

Adaptive Business Services

JANUARY 31, 2018

I’m not even so sure how good of a salesperson I was but, inside of two years I was the sales manager. From then until 2005, just about my entire career was in management and ownership positions. Sometimes I was a selling manager who was asked to secure my own sales in addition to managing my teams. Trial by fire.

Cold Calling 54

Cold Calling Buyer Persona Referrals Social Media 54

Hubspot Sales

MAY 14, 2019

Who's likelier to make a mistake: The rookie sales rep who's never sold a day in their life, or the veteran rep who's been on the front lines for nine years? I asked a group of salespeople I was training to describe the purpose of an email subject line. If it were 2005, that would have been a great response.

Quota 94

Quota Forecasting Buyer Persona Networking 94

Appbuddy

OCTOBER 29, 2021

At first, email was only used by an exclusive group of university researchers, government employees, and members of the military within the U.S. Widely recognized as the first ever spam campaign, this effort resulted in a slap on the wrist from a high-ranking Pentagon official, but also generated $13 million in sales for Thuerk’s company.

Lead Rank 52

Lead Rank Lead Scoring Channels Call-back 52

Sales and Marketing Management

FEBRUARY 26, 2019

workers has ranged from a low of 26 percent in 2000 and 2005 to the recent six-month high of 34 percent. Many of the managers, sales coaches and consultants who responded to a query we posted while researching this story said purposeful work is the only way to drive engagement. And these numbers were up from past Gallup surveys.

Insurance 120

Insurance Insurance Commission Lead Rank 120

DialSource

NOVEMBER 22, 2016

Tillman, 34, was selected to the “40 Under 40” due in part to his success with DialSource, a company he co-founded in 2005 as an undergraduate student at UC Davis. Describing himself as “Sacramento Proud through and through,” Tillman is dedicated to the community of the area, even creating the first sanctioned Ph.D

Nonprofit 28

Nonprofit Telemarketing Hiring Journal 28

Pointclear

OCTOBER 13, 2011

Ken Murray is a 30 year veteran of the Inside Sales space. He has designed and built inside sales campaigns for numerous Fortune 500 companies. His sales teams have sold over 168,000 products annually and produced north of 700 million dollars in annual sales. They hired us, and we took over their sales from soup to nuts.

Outsourcing Services 160

Outsourcing Services Lead Generation Top of Funnel Leads 160

Jonathan Farrington

DECEMBER 3, 2012

It seems inconceivable that the Top Sales projects launched almost seven years ago – that makes us older than Twitter! But in fact it is true: It was in 2005 when I first reached out to a very small group of established sales experts to see if they would contemplate joining me to create a number of pioneering collaborative initiatives.

Twitter 37

Twitter Groups Influencer Sales 37

OpenSymmetry

AUGUST 18, 2016

We are committed to continue providing our clients with the tools and skills required to help reduce costs, increase revenues, lower risks, and have greater visibility as it relates to their sales compensation needs. Media: Founded in 1979 and acquired in 2005 by Mansueto Ventures, Inc. The 2016 Inc. Methodology. The 2016 Inc.

Ideal Customer Profile 40

Ideal Customer Profile Conference Microsoft Compensation 40

Sales and Marketing Management

OCTOBER 1, 2017

Author: Jason Liu Sales enablement software has been around for a while now. What you might not know, however, is that the sales enablement market is poised for a major paradigm shift that will forever alter sales enablement platform strategies and set the industry on a new path. History of the Sales Enablement Market.

Sales Enablement 261

Sales Enablement Marketing Vendor Infusion 261

Score More Sales

JULY 24, 2014

I met world-renowned sales expert Jill Konrath virtually back in 2005 or so, after she had written her first best-selling sales book, Selling to Big Companies. Her book came out, I read it, and I wrote a review for my fledgling B2B sales blog. That is all in the past now because Sales Shebang® re-launched this week.

B2B 206

B2B Conference Twitter Influencer 206

The ROI Guy

DECEMBER 9, 2010

Presenting to a group of IT managers in the UK, Dr Richard Berglin of Dot Net Solutions, outlined the ROI of cloud solutions, the specific areas in which savings can be made, and the flexibility benefits of a cloud solution infrastructure. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market.

ROI 40

ROI Social Media Media B2B 40

Hubspot Sales

MARCH 9, 2022

Most are non-profits and focus on lending to people or entities that align with their mission, such as women, minorities, and other underserved entrepreneurial groups. Grameen America has a unique business model which begins with the borrower forming a group with four other like-minded women. Microlending Companies.

Nonprofit 99

Nonprofit Small Business Small Business Banking 99

Nutshell

JUNE 29, 2021

In 2005, it released Zoho CRM , followed by Projects and Sheets in 2006, and Zoho Meeting in 2007. Its users also enjoy the ability to create multiple sales pipelines , customize reports, and integrate with third-party software through native integrations and Zaps where the integrations fall short. And Zoho’s growth continued.

CRM 116

CRM Hubspot SalesForce Google 116

The ROI Guy

JANUARY 17, 2011

Alinean calls this new age-of-austerity Frugalnomics, and it forever changes the way B2B sales and marketing needs to connect with, engage and sell to buyers. The tool suite results in over 1,000 leads per month, with estimated 4 to 5% conversion rate of leads to sales. But up-front purchase price isn’t everything.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

The ROI Guy

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? These two market drivers will have important implications into 2011 and beyond for B2B sales enablement and marketing strategies and budgets. The invitation often coming after key decisions have already been made.

ROI 40

ROI B2B Social Media Buying Cycle 40

The ROI Guy

JANUARY 10, 2011

Frugalnomics Reigns As the budget focus shifts from day-to-day operations towards supporting business growth it is important to remember that IT decision makers, as well as influencers from other groups, remain frugal. The news is good for worn down IT managers and IT sales professionals and marketers.

ROI 40

ROI Social Media Decision Maker Survey 40

The ROI Guy

DECEMBER 15, 2005

According to 2005 research by Accenture, 15% of companies are at the proof-of-concept stage with BI, 22% are engaged in a pilot, and 36% have committed to one or more solutions. Creating powerful dashboard applications for various user groups to help gain visibility into overall performance and specific key performance indicators.

ROI 40

ROI SCM Distribution Analytics 40

Sales Hacker Training

DECEMBER 8, 2020

Subscribe to the Sales Hacker Podcast. Sam Jacobs: This week on the show, we’ve got Luke Rogers, the Vice President of Sales at Instabase. He now leads the sales function at a really promising and high-growing unicorn called Instabase. Learn how modern sales teams with deals, win deals now. We’re on iTunes.

Hiring 119

Hiring Top of Funnel Scale Banking 119

Hubspot Sales

AUGUST 2, 2018

The Best Sales Movies of All Time. Lord of War (2005). Kurt Russell plays a hotshot used car hustler who dreams of running for state senate in Robert Zemeckis’s outrageous sales satire. Playing the manager in charge of doling out prospective sales leads, Kevin Spacey’s cold-blooded smarm has rarely been more effective.

Film 111

Film Epiphany Insurance Insurance 111