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3 New Sales Article Series, A Holiday Tradition and Future Blog #1000

Understanding the Sales Force

That's right; since 2006, I've posted nearly 1,000 articles. And, if you haven't noticed them before, there are also article series on: Data and Research (all based on science). Sales Pipeline (by far the biggest frustration of 2012). Music and Selling (c) Copyright 2012 Dave Kurlan Case Histories (cool stuff).

Hiring 163
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How to Find a Sales Mentor

Score More Sales

Lori, Trish, and Jill August, 2012. I first met Jill Konrath after reading her new book, Selling to Big Companies in early 2006. Trish Bertuzzi has set a standard in research and factual study of B2B Inside Sales, and is top thought leader for it. To be professional in any career, you need mentors.

How To 284
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7 Critical Skills of the Social Seller

SBI Growth

Jill remains Eloqua’s #1 Sales Rep since 2006. Surely Jill has made adjustments since 2006. Source – CEB, The New High Performer Playbook, Arlington VA, 2012). This means the Buyer is researching before you enter the picture. All of our client research on this topic at SBI yields the same result.

Eloqua 276
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Time Available For Selling, Again……

Partners in Excellence

They cite an alarming fact: “the amount of time reps spend in non-sales or administrative activities increased by 33% between 2004-2006 and 2010-2012.” They spend more time in research, preparation, and other areas. So yes, I get it, but I’m not sure I buy the conclusions.

Maximizer 115
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How Will You Sell With A Restrictive US Privacy Policy Act?

SalesforLife

From 2004-2012, Sales for Life was focused almost exclusively on sales recruiting. From 2012 to present — in partnership with Jamie Shanks we decided to dig deeper into the modern sales issues faced by the sales community so they don’t fall behind today’s buyers. 2006-2014: The Portable Sales Era.

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PowerViews with Bob Thompson: Evolving from RPM 1.0 to RPM 2.0

Pointclear

Bob has three decades of experience in sales, technical support, consulting, research, and online community development. 2012 Trends: Interconnectedness & Reluctance to Make Aggressive Decisions. That’s something I’ve found in my research about how top performing businesses do their thing so well.

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PowerViews with Jill Konrath: Changing Buyers Require Retooled Sales Reps

Pointclear

2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. Click to start video at this point — Asked about reasons why recent research is showing fewer sales reps made quota last year than in 2006, Jill says there are a lot of factors at work. Why Reps Aren’t Meeting Quotas: Changing Roles of Buyers & Reps.

Buyer 154