Alice Heiman

APRIL 19, 2023

LeanData’s sales organization’s head count might seem too costly to some. One example, split the customer success manager role into two positions. Join us to learn the customer-centric sales enablement process that makes LeanData recession-proof. One checking in to monitor the account health and ensure renewal.

Strategy 75

Strategy Hiring Customer Scale 75

Sales and Marketing Management

JUNE 27, 2019

This transformation is permeating all areas of the enterprise – from marketing to sales to product development and even finance and human resources. However, sales is also an area ripe for innovation when it comes to AI-powered solutions. While sales drives the bottom line, marketing helps sales find and qualify leads.

Marketing 274

Marketing Lead Rank Lead Scoring Analytics 274

Increase Sales

JANUARY 1, 2012

Today is the first day of 2012. Looking to my overall sales goals, I was for the most part on target. For example, my Alexa ranking started the year at 309,224, ended at 163,227 and reached 148,525 in mid November of 2011. Goals that were not achieved and been revisited, reworked and are on my 2012 action plans.

Infusion 88

Infusion Penetration Education Distribution 88

The Pipeline

DECEMBER 27, 2012

There numerous histories and origins attributed to Boxing Day, so it’s only proper that we add to tradition from a sales point of view. While it is true that sale cycles tend to transcend numbers on a calendar page, people do have a habit of marking time, change and commitment to specific dates, especially the new year.

Referrals 222

Referrals Maximizer Sales Cycle Quota 222

A Sales Guy

NOVEMBER 19, 2011

Vail Resorts is killing it from a social media perspective and EpicMix photo is just another example of this. Right now you can only get photo’s from their photographes, however I’ve been told you will soon be able to take your own pictures and upload them to your EpicMix account. They are gonna love it.

Social Media 96

Social Media Ideal Customer Profile Twitter Facebook 96

Sales and Marketing Management

MAY 19, 2012

Issue Date: 2012-05-20. If your sales team assumes, for example, that they know their clients’ needs, they will direct their actions and resources toward addressing those needs. Author: Rick Reynolds. Teaser: Assumptions are full of risk. But what if their assumptions are wrong? Your company risks losing critical business.

Resources 222

Resources Examples Sales Company 222

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. If your company isn’t looking for sales leadership today, just wait. The average tenure of a Sales VP is 19 months! Managing multi-generational sales forces.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

The Sales Hunter

FEBRUARY 13, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Sales Amateur or Sales Professional? Feb 13, 2012. Phase 1: Talk Too Much (Sales Amateur). FREE Resources.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

Understanding the Sales Force

DECEMBER 11, 2012

Understanding the Sales Force by Dave Kurlan. Coaching – 1 st of the 10 Kurlan Sales Management Competencies. 5 Keys to Effective Sales Coaching. 10 Sales Coaching Examples – One Size Does Not Fill All. Coaching – 1 st of the 10 Kurlan Sales Management Competencies. 5 Keys to Effective Sales Coaching.

Sales Coaching 214

Sales Coaching Coaching Sales Management Sales 214

The Sales Hunter

JANUARY 10, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. STOP Letting Customers Control Sales Negotiations. Jan 11, 2012. Copyright 2012, Mark Hunter “The Sales Hunter.”

Negotiation 190

Negotiation Ideal Customer Profile Customer Hiring 190

Score More Sales

APRIL 15, 2013

“You have two ears and one mouth for a reason,” said my sales manager years ago, and it wasn’t the first time he had said it. Example of a question that is not powerful: “How are you today?” ” Example of a question that is more powerful: “Compared to this day last year, how are things going?”

Inside Sales 205

Inside Sales Outbound Buyer B2B 205

Score More Sales

MARCH 22, 2012

It is exciting to announce the first of a series of roundtable conversations on what a sales influencer is. This is important because: 1) What company or brand doesn’t want to have a sales influencer on board? I’ll be moderating a panel of Sales Influencers on Thursday, March 29 at Focus. Keep your eyes out for them.

Influencer 174

Influencer Company Outbound Vendor 174

Score More Sales

FEBRUARY 7, 2013

In sales we work hard to create mutual next steps with prospective customers and ultimately to help buying opportunities for these prospects – these buyers. Younger sales reps tend to be more used to an interruption-based work day filled with texts, chat, some e-mail and perhaps phone calling all as a part of their day.

CRM 238

CRM Outbound Tools Study 238

Understanding the Sales Force

OCTOBER 12, 2012

Understanding the Sales Force by Dave Kurlan I was in Istanbul this week, speaking to nearly 250 sales and business leaders. Some examples of "there" exist right here in the USA! Salespeople with Need for Approval are affected throughout the sales process. c) Copyright 2012 Dave Kurlan Don't believe me?

Comparison 263

Comparison Exact Sales Examples 263

Score More Sales

JUNE 3, 2013

A common issue among newer remote (inside) sales pros is that we tend to latch on to one person within a company to call on. This is one of the TOP issues I see when meeting with an inside sales team or with individual sellers. The post Inside Sales Power Tip 116 – Call Deep appeared first on Score More Sales.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Decision Maker 213

The Sales Hunter

FEBRUARY 16, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Feb 16, 2012. I saw an example of this recently at and event with nearly 100 people.

Networking 222

Networking Motivation Hiring Ideal Customer Profile 222

Score More Sales

MAY 27, 2013

An example would be a sales rep in telecommunications understanding where their telecom and data prospects (and customers) spend time online – so they can see and hear them talking about what’s new with employees bringing devices from home and how that might factor into data issues at their clients’ corporate offices.

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

Score More Sales

MAY 23, 2012

For mid-market companies, Kline says that businesses can now use analytics much more effectively, citing the term “glocal” as an example: Glocal: a combination of a global strategy instituted locally for a particular geographic area. There is no more mass marketing. Customers demand a more personal and local experience.

Loyalty 201

Loyalty Retail Customer Lead Rank 201

The Sales Hunter

FEBRUARY 3, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. B2B Phone Sales Cold-Calling: It Still Works! Feb 03, 2012. Copyright 2012, Mark Hunter “The Sales Hunter.”

Cold Calling 186

Cold Calling Motivation B2B Hiring 186

Understanding the Sales Force

AUGUST 2, 2012

Understanding the Sales Force by Dave Kurlan It's not really the price as much as it's the context for which that price is provided. Let's take mobile apps for example. Compare the two examples above and you'll see both the answer and the obstacle. c) Copyright 2012 Dave Kurlan The answer is the context.

Comparison 251

Comparison Closing Retention Examples 251

SBI Growth

SEPTEMBER 11, 2012

Deploying a Sales Force Automation tool will not solve the challenges facing your Sales organization. The Sales organization isn’t short on data, it is short on knowledge. Every Sales Leader needs innovative recommendations right now. How are you going to help your VP of Sales to hit the number?

Territories 306

Territories Top of Funnel Analysis Penetration 306

SBI Growth

FEBRUARY 6, 2013

It is the first night of sales kickoff for a $400 million communications company. My sales force tells me they can’t make it. Before that I spent a small fortune on sales training. Did you know that I personally made 27 sales calls this year? All 2012 did was buy me some time. I knock on door 1107. No kidding Greg.

Banking 288

Banking Software Software Competition 288

Score More Sales

APRIL 22, 2013

Where do you fit as a sales professional? No doubt about it, you need to learn specific skills and do them extremely well to succeed at the top level in your sales career. For example, if you are not saying anything compelling, interesting, or piquing my curiosity, I won’t ever call you back. This Webinar Might Help: .

Inside Sales 212

Inside Sales Lead Rank Webinar Metrics Sports 212

The Sales Hunter

SEPTEMBER 25, 2012

Allowing your customer to choose between two options will allow you to increase your sales by allowing your customer to feel like they’re in control. Let me give you an example as to how easy this approach is. ” The only thing that makes this difficult is if you have not planned for it from the start of the sales call.

Closing 219

Closing Customer Motivation Examples 219

Score More Sales

APRIL 8, 2013

Recently I wrote about how being more creative in sales opens up bigger opportunities for you and your company. It has caused me to think about creativity and concrete examples. Translate that to your sales career. He could have been extremely happy with that.

Inside Sales 224

Inside Sales Outbound Conference Intent 224

The Sales Hunter

FEBRUARY 14, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Feb 14, 2012. Don’t view voicemail as part of the sales pitch or decision-making process.

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

SBI Growth

DECEMBER 13, 2012

B2B Sales organizations are rapidly transforming to compete in the world of Sales 2.0. But will the sales talent keep pace? HR leaders will play a major role in success of the Sales 2.0 But what about new HR metrics for sales organizations? Contrast "revenue performance" with " sales pipeline."

Hiring 282

Hiring Sales Talent Ideal Customer Profile Analytics 282

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. In my sales career I had new revenue goals that seemed attainable, others that seemed like a healthy stretch – doable if everything worked together.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

SBI Growth

JANUARY 15, 2013

Will upper management be able to rely on your sales revenue forecasts in 2013? Many Sales Ops leaders I’ve spoken with are proud of a +/- 10% forecast accuracy. Let’s say the 2013 sales revenue target was set at an even $500 million. Two steps to fix your CRM-based sales forecasting. Sales guys tend to be too optimistic.

Forecasting 267

Forecasting Sales Forecasts Buyer Persona How To 267

The Sales Hunter

NOVEMBER 13, 2012

Last week I found myself in a discussion with a sales manager regarding the subject of sales leadership and what does it really entail. Our discussion centered around the quality of the sales call, but it made me think about it from a different perspective. The measurement of sales leadership is in gaining new insights.

Sales Leadership 207

Sales Leadership Leads Marketing Qualified Lead Sales Process 207

The Pipeline

MARCH 2, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Impact Questions , Interactive Selling , Negotiations , Price , Sales Strategy , Sales Success , execution. Sign up for our Email Newsletter.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

SBI Growth

SEPTEMBER 11, 2012

Deploying a Sales Force Automation tool will not solve the challenges facing your Sales organization. The Sales organization isn’t short on data, it is short on knowledge. Every Sales Leader needs innovative recommendations right now. How are you going to help your VP of Sales to hit the number?

Territories 264

Territories Top of Funnel Analysis Penetration 264

The Sales Hunter

DECEMBER 7, 2012

I’m not talking about your company or what you sell as being a sales leader. What I’m talking about is would your customers say you are a sales leader? It’s easy for us to think of ourselves as being a sales leader. Below are a few criteria of a sales leader. ” Sales Motivation Blog.

Customer 233

Customer Sales Leadership Motivation Benefit 233

The Sales Hunter

APRIL 10, 2012

And if you aren’t really listening to your customer, you could miss vital information that not only will affect your sales success, but more importantly will affect your relationship with that customer. Let me give you an example that seems subtle on the surface, but is profound. ” Granted, this is an extreme example.

Pharmaceuticals 211

Pharmaceuticals Face-to-face Follow-up Motivation 211

Score More Sales

NOVEMBER 26, 2012

Working hard in sales but not accomplishing enough? Declare a sales goal you want to accomplish and give some detail – it needs to be specific and time bound. The “science” aspect of selling will help you grow sales by 10-30% or more.

Webinar Metrics 260

Webinar Metrics Outbound System Account 260

The Sales Hunter

DECEMBER 23, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Sales Motivation: Customers Will Always Pay More For Confidence. ” Sales Motivation Blog.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

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. A similar scenario faced hundreds of sales leadership executives. 32% reported that their sales cycle is too long.

Hiring 188

Hiring Territories Compensation Forecasting 188