HeavyHitter Sales

NOVEMBER 7, 2020

As Senior Vice President of sales for AuditBoard, the 3rd fastest growing technology company in North America as ranked on Deloitte Technology’s Fast 500, my focus is on revenue growth because it is one of the most important financial metrics in determining the market valuation of a company. million in revenue compared to $145.8

Lead Rank 78

Lead Rank Lead Scoring Analysis Marketing 78

Score More Sales

NOVEMBER 20, 2013

They went so far as to say that many of us “other sales experts” don’t know what we are talking about when it comes to understanding business improvement and revenue increases. McKinsey Global Institute Report, “The Social Economy: Unlocking Value and Productivity Through Social Technologies” – July 2012.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

Score More Sales

JANUARY 4, 2013

For those of us who have been in the sales profession for any length of time, you know that your sales leader or head of the company has revenue goals for you to hit. Sometimes they are realistic and helpful, other times they are poor guesses done by people who don’t know how to set good revenue goals.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

Understanding the Sales Force

AUGUST 2, 2012

Let's take mobile apps for example. However, if the salesperson says, "We can help you recover $3 million in lost revenue and solve your customer retention problem for around $50,000 over the next 8-12 months", it sounds like a bargain and a no-brainer. Compare the two examples above and you'll see both the answer and the obstacle.

Comparison 251

Comparison Closing Retention Examples 251

SBI Growth

DECEMBER 13, 2012

For example, the sales metric of "revenue performance" is a lagging indicator. Contrast "revenue performance" with " sales pipeline." Here are examples of 7 leading indicators for HR and the talent condition they indicate: Ramp Failure Rate: Scalability of the sales force. They are lagging indicators.

Hiring 282

Hiring Sales Talent Ideal Customer Profile Analytics 282

Understanding the Sales Force

JANUARY 7, 2013

That leads to your KPI's (Key Performance Indicators) or metrics that drive revenue. Suppose for example that you currently have your salespeople reporting the # of new conversations, # of new meetings scheduled and # of qualified opportunities. c) Copyright 2012 Dave Kurlan How can you tighten up your metrics?

Sales Qualified Lead 186

Sales Qualified Lead Leads Marketing Qualified Lead Forecasting 186

SBI Growth

JANUARY 15, 2013

Will upper management be able to rely on your sales revenue forecasts in 2013? Let’s say the 2013 sales revenue target was set at an even $500 million. Of all the opportunities put in your pipeline during 2012, how many actually closed? It’s a new year. Your Q1 forecast calls for $120 million and you come in at $108 million.

Forecasting 267

Forecasting Sales Forecasts Buyer Persona How To 267

Understanding the Sales Force

APRIL 16, 2012

Understanding the Sales Force by Dave Kurlan The weather, with temperatures reaching the high 80's, was completely unfavorable for the runners entered in the 2012 Boston Marathon. I reviewed the 2012 Sales Performance Management Report, published by the Aberdeen Group and gleened some interesting statistics.

Hiring 188

Hiring Territories Compensation Forecasting 188

SBI Growth

JANUARY 20, 2013

As the books are closed on 2012, you can reflect on your performance. For example did you: Reach your New Customer acquisition targets? Remember: Cost of a mis-hire is a clear silent revenue killer. It’s indicates net new revenue today, future upsell/cross and a myriad of other revenue opportunities. ROIC / ROC.

Hiring 306

Hiring Margin Quota Inbound 306

Pointclear

JULY 10, 2012

Here are the results for Q1, 2001 through Q2, 2012: The numbers say the following to me: Leads trend in the direction of GDP. So, companies can use GDP to anticipate changes in lead rates which could affect quotas and revenue projections. When the GDP is up, the lead rate increases, and vice-versa. Lead rates never dropped to zero.

Lead Generation 150

Lead Generation PointClear Leads Marketing Qualified Lead 150

Score More Sales

NOVEMBER 1, 2012

Craft a “60 Day Focus Plan” This plan helps you or your team stay on point with what needs to be done, namely revenue generation. It doesn’t have to only be a revenue goal, it could be something like developing an exhaustive list of prospects for a new service, for example.

Outbound 216

Outbound Influencer Revenue Lead Management 216

Understanding the Sales Force

JANUARY 7, 2013

That leads to your KPI's (Key Performance Indicators) or metrics which drive revenue. Suppose for example that you currently have your salespeople report the number of new conversations, new scheduled meetings and qualified opportunities. c) Copyright 2012 Dave Kurlan How can you tighten up your metrics? Harder is Easier.

Sales Qualified Lead 191

Sales Qualified Lead Leads Marketing Qualified Lead Cold Calling 191

Pointclear

JANUARY 15, 2013

For example, our staff averages 42.7 For example, in 2012 91% of our revenue was from existing clients—and we will grow about 20% this year. For example, in 2012 91% of our revenue was from existing clients—and we will grow about 20% this year. How long have their clients been with them?

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

Understanding the Sales Force

JULY 10, 2012

If you would like to establish new accounts and generate a significant increase in revenue, there are several things you can do: You can hire hunters - salespeople who will find and close those new accounts. For example, I was featured on the cover of the July Issue of Top Sales Associates Magazine and was interviewed by Linda Richardson.

Telemarketing 201

Telemarketing Hiring Outbound Inbound 201

Understanding the Sales Force

AUGUST 2, 2012

Let's take mobile apps for example. However, if the salesperson says, "We can help you recover $3 million in lost revenue and solve your customer retention problem for around $50,000 over the next 8-12 months", it sounds like a bargain - a no-brainer. Compare the two examples above and you'll see both the answer and the obstacle.

Comparison 169

Comparison Closing Retention Examples 169

Score More Sales

MAY 28, 2013

For midsize companies there was no shortage of ideas, examples, and tools to help any company improve marketing, sales, and procurement. Having been to last year’s event, I found this year’s Summit in Nashville, with more than 3,000 attendees to be meatier, yet easier to digest. Marketing Study Update.

Company 208

Company Film Study Lead Rank 208

Score More Sales

DECEMBER 21, 2012

Buyers have high expectations which are set by others in your industry – for example when front desk staff greet you buy name at leading hotel chains – you expect that everywhere. Better focus on our buyers and our customers will mean greater revenues and consistent growth next year. This study was done by interviewing nearly 400 U.S.

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

Understanding the Sales Force

JUNE 25, 2012

While there could be a tremendous amount of business they are managing, they are not setting a good example for others on the sales force and the bad significantly outweighs the good. Unless of course, all you see is the revenue they manage and then you will be blind to all the bad they are responsible for.

Pipeline 184

Pipeline Motivation Coaching Account 184

Score More Sales

MAY 16, 2012

Finding ways to shorten your prospective customers’ buying cycle which brings revenue in sooner is a very good thing. Example: Look at how and when follow-up is happening and how it is happening. Share Analyzing Sales Opportunities in Your Pipeline originally appeared on Score More Sales on May 16, 2012.

Opportunity 206

Opportunity Pipeline Hiring Top of Funnel 206

SBI Growth

OCTOBER 14, 2012

You are also concerned that addressing the bottleneck will negatively disrupt the revenue stream. An Example of Reframing the Problem: We were in discussions with a $75 MM software organization. They were missing the number in 2012 and he believed sales training was the answer. The bottleneck can easily be misdiagnosed.

Hiring 292

Hiring Sales Qualified Lead Lead Generation Revenue 292

Score More Sales

APRIL 27, 2012

Example: A marketing executive prospect works for an electric utility. A client has a patented technology that helps electric utilities increase revenues in a revenue-flat period when some utilities ratings are actually being downgraded. At most, the two could partner for great benefit.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Score More Sales

APRIL 27, 2012

Example: A marketing executive prospect works for an electric utility. A client has a patented technology that helps electric utilities increase revenues in a revenue-flat period when some utilities ratings are actually being downgraded. At most, the two could partner for great benefit.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

SBI Growth

NOVEMBER 9, 2012

They expect a 20% increase over your “best case” 2012 finish. For example, he should be able to provide beneficial, foundational contributions, such as: Sales Strategy: 1) Creating a Sales Process that Correlates to Buyer’s Journey, 2) “Operationalizes” Marketing Materials (Personas, Blogs, Webinars, Etc.) Who do you turn to for help?

Hiring 303

Hiring Webinar Metrics Sales Operations Forecasting 303

The Pipeline

AUGUST 16, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Let me give you an example from my world. Having done the above work, I know that many sales leaders are looking for more prospects, more new revenue opportunities. Your email address will not be shared. December 2011. April 2011.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

Increase Sales

NOVEMBER 2, 2012

With less than two months to close the books on 2012, desperation is beginning to kick in for those small business owners, entrepreneurs and salespersons who have yet to fully increase sales. I approved the message to illustrate a great example of how not to engaged in micro-blogging.

Small Business 136

Small Business Small Business Coaching Construction 136

Zoominfo

FEBRUARY 25, 2018

A 2014 study revealed that the ten most socially connected brands saw 31% greater revenue growth than the least connected brands. Take the American Rifleman for example. On the morning of July 20 th , 2012, the magazine tweeted, “Good morning, shooters. Happy Friday! Weekend plans?”

Social Media 147

Social Media Media B2B Marketing 147

Pointclear

AUGUST 22, 2011

For many, the planning for 2012 starts next month, right after Labor Day. And, for many, the goal for 2012 will be to finally implement marketing automation. It’s imperative to present the need for a new lead management process, supported by automation, in terms of revenue. Well, we’re in the dog days of August.

Marketing 164

Marketing Lead Qualification Lead Management Lead Nurturing 164

Score More Sales

FEBRUARY 22, 2013

We teach sales professionals about the “Big 10″ items you need to pay attention to and do correctly for success on growing your visibility and your revenues using LinkedIn as a tool. I have written about them before – the generic or “slightly modified” request to connect on LinkedIn.

LinkedIn 248

LinkedIn Networking Ideal Customer Profile Outbound 248

Pointclear

APRIL 19, 2017

Mark Hunter – Mark said: “After 10+ years of working with companies and salespeople through my consulting work, I felt it was time to write my first book, " High-Profit Selling: Win the Sale Without Compromising on Price ", which released in 2012,” he shared with the group. An example: “Six steps to a perfect test drive.”).

Conference 124

Conference Outbound Social Media PointClear 124

Score More Sales

FEBRUARY 27, 2013

Example: If I am an IBM business partner, I’d have saved searches for everything IBM, so that I could re-tweet and share the content I find valuable and pertinent to my business. By far the most important thing you can do now – today – is to set up a Twitter account if you have not already (where ‘ya been?), and learn how to listen.

Twitter 232

Twitter Strategy Prospecting Promotion 232

Sales Training Connection

OCTOBER 21, 2013

For example, have you unknowingly sanctioned the dramatic decrease in profits by driving revenue gains by permitting your sales team to negotiate price reductions? ©2012 Sales Horizons, LLC. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Compensation 108

Compensation Study Negotiation Training 108

Highspot

JULY 29, 2022

Next up in our #CustomerSpotlight series we have Robby Halford, Head of Revenue Enablement at Sparrow. I’ve been in the enablement practice since 2012. For example, Dr. Dover, down at the University of Texas, Dallas, wrote one of the first papers on enablement.

Pivotal 52

Pivotal Airlines Travel Hotels 52

Score More Sales

JUNE 5, 2013

The new book is a must read for anyone who values business building or who needs to grow business because of the examples and stories which prove out Porter’s ideas. She mentions PeopleBrowser research shows that within a niche, we are just THREE degrees apart. Think about that for a minute.

Networking 219

Networking Top of Funnel Lead Rank Lead Scoring 219

Increase Sales

JANUARY 10, 2013

This customer even though a top revenue producing account with good and stable profit margins was secured prior to the third generation taking over this family owned small business. Each day there are thousands of examples of poor sales leadership behaviors being demonstrated by those in sales management as well as by small business owners.

Small Business 151

Small Business Small Business Sales Management Epiphany 151

Sales Hacker

NOVEMBER 6, 2017

Managing a sales team is definitely a challenge, but until you have managed or been on a sales team building revenues at +20% MoM AT SCALE, you may be in for a swift and rude awakening. David is SVP of Revenue & Operations for Rocket Lawyer where his team has grown revenues from $2 million to over $40 million in just four years.

Hiring 90

Hiring Lead Rank Lead Scoring Oracle 90

Sales Training Connection

AUGUST 10, 2012

For example, have you unknowingly sanctioned the dramatic decrease in profits by driving revenue gains by permitting your sales team to negotiate price reductions? ©2012 Sales Horizons, LLC. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Compensation 109

Compensation Study Negotiation Training 109

Pointclear

OCTOBER 2, 2012

He adds that there is value in qualified leads where there are not specific timeframes or budgets identified early on: “We actually have found, and our research bears this out, that warm leads often ignored by salespeople represent significant revenue. A couple of efforts, and then it just goes by the boards.

Sales Qualified Lead 185

Sales Qualified Lead Lead Generation Lead Rank Marketing Qualified Lead 185