SBI Growth

SEPTEMBER 16, 2012

This year is no different than years prior in that every VP of Sales is getting ready for the annual 2013 sales planning season. Your CMO will love you for it, and furthermore, you can now hold him accountable for delivering the number of opportunities down the funnel that you need to make your 2013 number. The answer: Marketing.

Top of Funnel 267

Top of Funnel Funnel Demand Generation Targets Demand Generation 267

The Sales Hunter

DECEMBER 27, 2012

Below are what you all thought were the best posts of 2012! Check them out again for great insights that may fuel your sales motivation heading into 2013. Copyright 2012, Mark Hunter “The Sales Hunter.” 14 More Sales Motivation Quotes to Keep You Going. VIDEO: Three Fatal Mistakes When Giving Your Price.

Motivation 203

Motivation Video Sales Prospecting 203

The Sales Hunter

DECEMBER 10, 2012

A quick way to help you achieve more sales success in 2013 is first by taking credit for everything you accomplished in 2012 and second by never forgetting all the success you had. Take 20 minutes and review your 2012 calendar. Let’s make 2013 a huge success! Look at the meetings you had.

How To 175

How To Energy Video Follow-up 175

Score More Sales

MAY 30, 2013

You can download the complete results from the IBM State of Marketing 2013 Global Survey. The post What is the State of Marketing in 2013 appeared first on Score More Sales. basic info will be asked for – definitely worth downloading.). Increase Opportunities. Expand Your Pipeline. Close More Deals.

Marketing 241

Marketing Lead Rank Lead Scoring Survey 241

SBI Growth

JANUARY 9, 2013

The top fear of HR leaders for 2012 was finding or developing leaders. Our 2012 sales leader research finds it is still a big fear for 2013. Here are five steps for HR to build a sales leadership pipeline in 2013: 1. If your company isn’t looking for sales leadership today, just wait. Leverage them as you can.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

The Sales Hunter

NOVEMBER 23, 2012

What does your sales plan look like for 2013? Regardless of your position, you still need to develop a set of sales leadership goals for 2013. Make 2013 your year for taking your sales leadership to the next level. Make 2013 your year for taking your sales leadership to the next level. ” Sales Motivation Blog.

Sales Leadership 208

Sales Leadership Objections Motivation Positioning 208

SBI Growth

JANUARY 21, 2013

Remember how unsure you felt at the beginning of 2012? Here are the biggest threats to the CSO in 2013. The consensus on Wall Street is a strong 2013. At SBI, we’ve seen very aggressive quotas and targets for 2013. 2013 is going to be tough year. The storm clouds have passed. Europe has stabilized (for now).

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

Score More Sales

DECEMBER 31, 2012

Sit down with a coffee or tea and gain some insights to help you kick 2013 off as the best sales year ever. Finally, sites we urge you to check out to help 2013 get off to a great start: Top Sales World. Wishing the best in 2013. 3 Tips to Keep Your Sales Focus. 5 Lessons I Learned from Zig Ziglar.

Video 210

Video Social Media Outbound Hubspot 210

SBI Growth

JANUARY 18, 2013

During the interview, I was surprised to hear the biggest HR challenge for 2013. The sales force is tentative - 2013 will be a repeat of 2012. This post will focus on a single example of HR’s positive impact for a sales organization. 2014 and Beyond. It is to align the talent to where the market will be in 2014.

Retention 292

Retention Compensation Ideal Customer Profile Channels 292

The Sales Hunter

JANUARY 10, 2013

The question is, “Are you still using 2012 strategies to sell or, even worse, are you still using 2002 strategies?” ” We’re now in 2013, and although it may seem like things haven’t changed, they have. Can you honestly say you know the key issues your customers are going to face in 2013?

Face-to-face 205

Face-to-face Motivation Competition Up-Sell 205

No More Cold Calling

DECEMBER 20, 2012

What’s your best referral story of 2012? That’s way I created my referral contest, The Best Referral Story of 2012. I’d love to write about you, post your stories on my website (with attribution, of course), and select a few stories to include in my new book due out in 2013. You deserve the spotlight. You deserve the spotlight.

Referrals 176

Referrals Cold Calling Sales Qualified Lead Call-back 176

SBI

DECEMBER 11, 2012

Do you want to accomplish more in 2013? If you want 2013 to be better–in whatever way you define that to be–you will need to take charge of change. I guarantee you’ll walk away with one or more tools you can implement immediately to start you down the path toward higher achievement in 2013. Do you want to do more?

Webinar Metrics 125

Webinar Metrics Guarantee Referrals Sales Tools 125

HeavyHitter Sales

FEBRUARY 23, 2013

Based upon my experience, here’s my list of the best companies to sell for in 2013. It’s a phenomenal success story and 2012 annual revenues were up 63%. Cadence Design Systems  www.cadence.com – 2012 was a big year for Cadence with revenues growing to $1.326 billion… 2013 promises to be even better. 

Company 152

Company Analytics Enterprise Enterprise 152

SBI

DECEMBER 18, 2012

It’s hard to believe that 2012 is nearly behind us. If you are new to our blog, or if you’d just like to revisit some of these topics, I’ve provided a list of our top ten blog posts from 2012 below. And we have big plans for 2013. Our Top 10 Blog Posts of 2012.

Vendor 128

Vendor Sales Cycle Software Software 128

SBI Growth

JULY 28, 2012

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Strategy 282

Strategy Sales 282

BrainShark

DECEMBER 28, 2012

This December we’re focusing on the best of 2012, and what to look forward to in 2013. First, make sure to check out our roundup of the top ten PowerPoint tips and top ten video marketing tips of 2012.

Video 62

Video Marketing 62

Increase Sales

DECEMBER 7, 2012

With 2012 quickly coming to an end, maybe now is the time to consider talent management as you engage in strategic thinking for 2013 and begin to make those necessary course corrections to your strategic business plan. Share on Facebook.

Small Business 125

Small Business Small Business Webinar Metrics Facebook 125

Score More Sales

MARCH 26, 2013

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

CRM 235

CRM Guidelines Data Compensation 235

SBI

SEPTEMBER 25, 2012

Dreamforce 2012: A Spectacular Spectacle. I just returned from Dreamforce 2012. One thing you can be sure of, there will be no other event like it in 2013. You’ve probably read over and over, that there were 90,000 people registered, 750 sessions, and more than 350 exhibitors.

SalesForce 114

SalesForce Hotels Vendor Networking 114

Score More Sales

DECEMBER 3, 2012

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Territories 220

Territories Distribution Outbound Outside Sales 220

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. consists of books that were published between October 2011 and December 2012. In fact, I am convinced that the most successful sales people in 2013 will begin to think as much as a marketer as they do a sales person. Top Sales Books to Read in 2013. Zig Ziglar.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

The Sales Hunter

DECEMBER 4, 2012

As 2012 comes to an end, it’s time to assess who or what is responsible for your success or lack of success. 2012 is quickly coming to a close and yes, we need to keep pushing as hard as we can to close as many sales this year as possible. It’s free and it’s my way to help you make 2013 your best year ever.

Closing 260

Closing Video Motivation Up-Sell 260

Sales Training Connection

NOVEMBER 28, 2012

Selling with to hospitals and physicians - 2013 trends. As we edge towards the end of 2012, medical sales people are thinking about closing out 2012 strong – providing momentum for a good start in 2013. Let’s take a look at four critical issues affecting hospitals and physicians as 2013 unfolds.

Health Care 90

Health Care Referrals Trends Lead Rank 90

A Sales Guy

DECEMBER 7, 2012

If you buy into the premise that it’s people behind success, which we should, then understanding your teams strenths and weaknesses should be at the core of your 2013 planning. Knowing that achieving your 2013 goals is directly dependent on your team, have you asked yourself are they up to the task?

Sports 107

Sports Exercises Objections Positioning 107

Understanding the Sales Force

JULY 31, 2014

Under first year GM Ben Cherington, the 2012 Red Sox were horrible. Ben inherited part of that team but he engineered the draft, trades, signings, releases and promotions that became the final design of the 2012 Red Sox. The Red Sox fooled everyone and finished first, winning the American League championship and 2013 World Series.

Hiring 224

Hiring Engineering Promotion Coaching 224

The ROI Guy

NOVEMBER 1, 2012

This year revealed further changes in IT Buyers and Mobility, with important implications for IT Sales and Marketing strategies in 2013 and beyond. trillion in 2013, a 3.8 percent increase from 2012 projected spending of $3.6 IT Spending Growth Remains Challenge Worldwide IT spending is estimated to surpass $3.7

Buyer 96

Buyer Decision Maker Vendor Face-to-face 96

Jonathan Farrington

DECEMBER 29, 2012

I began 2012 - as I do any and every year - with optimism and a “cunning plan” I tend to believe that 80% of any success we enjoy is down to the planning stage, and there is no greater satisfaction than to witness a well thought out strategy being fully realized. So onto - or into - 2013. I cannot wait to get cracking.

Competition 35

Competition Report Groups Objections 35

Sales and Marketing Management

MAY 15, 2014

Teaser: In 2012 and 2013, Ask Forensics, a sales consulting firm, evaluated 57 lost sales opportunities for Fortune 500-level corporations, representing $626 million in revenue. Issue Date: 2014-05-01. Author: Paul Nolan. Here's a look at what they discovered.

Revenue 136

Revenue Opportunity Sales 136

Pointclear

MAY 29, 2012

I am “in” for 2013. Try “Download this Guide” or “View Webinar” but NEVER “Submit Form”… (I have heard this before but it is worth repeating). Surveys generate a tremendous amount of content that can be repurposed inexpensively. Well worth the fee. Educational and fun. Food was great!

Revenue 174

Revenue Demand Generation Agencies SAP Webinar Metrics 174

Your Sales Management Guru

JULY 30, 2012

Sales Leadership: Impacting Your 2013 Revenue. Yes, I am fully aware it is still 2012 and there are five months left in this year to exceed your quota and hopefully you are well positioned from a pipeline, marketing and headcount to achieve your goals.

Sales Leadership 68

Sales Leadership Revenue Hiring Compensation 68

Sales Training Connection

DECEMBER 10, 2012

In our last blog we posted 4 hospital-physician issues impacting medical sales in 2013: Hospital consolidation continues. ©2012 Sales Horizons, LLC. Hospital-physician alignment grows. ACOs are on the rise. Hospitals will continue employing physicians. Selling with to hospitals.

Health Care 108

Health Care Customer Government Trends 108

A Sales Guy

JANUARY 3, 2012

The best thing a sales person can do in 2012 is start a blog. Reach will be the holy grail of selling in 2012 and beyond. However, by the 4th quarter of regular blogging (3-4 days a week) and into 2013 you will start to see the fruits of your labor. Of all the things you can do in 2012 to respond to the change is start to blog.

Cold Calling 102

Cold Calling Lead Generation Competition Industry 102

The ROI Guy

JANUARY 8, 2013

This represents a significant uptick in spending growth from the anemic 2012 rate of only 1.2%. In fact, Gartner predicted that 2012 growth was going to be 3.7% Although I too am more optimistic about 2013 compared to last, there are clear and immediate challenges that deserve action regardless.

Proposal 71

Proposal Decision Maker ROI Lead Rank 71

The ROI Guy

OCTOBER 18, 2012

According to IDC’s annual 2012 Buyer Experience Study , it was not Product Information, Peer/Customer References, Industry Trends, Competitive Comparisons and Case Studies, but by a large margin, Financial Justification / ROI. So what do your Customers think is the most valued sales and marketing content ? You Decide.

ROI 73

ROI Case Study Comparison Margin 73

Understanding the Sales Force

MARCH 7, 2013

Understanding the Sales Force by Dave Kurlan I wrote an article for the March 2013 issue of Top Sales World Magazine that debriefs an actual sales call. Please join me: Tuesday, March 12, 2013 10 AM Eastern Time Register. Please join me: May 14-15, 2013 Westin Copley Hotel, Boston More Information (c) Copyright 2013 Dave Kurlan

Examples 199

Examples Hotels Sales Leadership Webinar Metrics 199

The ROI Guy

OCTOBER 29, 2012

If you think your sales teams could do better, here are some important guides that will be vital for addressing the Sales Cycle Dilemma in 2013: Empowering Sales with Mobile Value Selling Product, Solution Value? Sources: · IDC Sales and Marketing Advisory’s 2012 Buyer Experience Study. You Decide.

Sales Cycle 72

Sales Cycle Decision Maker Proposal Buying Cycle 72

Sales and Marketing Management

JULY 28, 2013

Issue Date: 2013-07-01. Teaser: Even though $18 billion was invested in customer relationship management systems in 2012, many sales leaders continue to struggle to get value from their investment. Author: By Dave Stein, CEO and Founder, ES Research Group, Inc. read more'

Maximizer 166

Maximizer CRM System Groups 166