HeavyHitter Sales

JANUARY 1, 2012

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors.

Trends 121

Trends Decision Maker Study Analysis 121

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DECEMBER 22, 2011

Sales Tips and Strategies to Grow Revenues. Refine B2B Sales Process in 2012 With Tools and Attitude. A new calendar year always brings the possibility of discussions of business process improvement and in particular, sales process improvement. Doesn’t that impact sales? Sales people and marketers are human.

Lead Rank 155

Lead Rank Lead Scoring Sales Process B2B 155

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DECEMBER 16, 2011

Sales Tips and Strategies to Grow Revenues. Putting the Social Into CRM Predictions for 2012. They cannot do simple reports to determine the cost of a closed deal this year as compared to last year, and they often don’t know what is fully in the pipeline of each of their sales reps. Consulting. Unbelievable?

Lead Rank 172

Lead Rank Lead Scoring CRM Top of Funnel 172

SBI

DECEMBER 8, 2020

Top Sales Tools of 2020 and the Digital Sales Revolution. Today, I’m announcing the solution providers I’ve selected for the final cut of the Top Sales Tools of 2020 list. I include more than 20 solutions that can make a huge impact on sales. December 8, 2020. Let’s take a look back over time.

Top of Funnel 169

Top of Funnel Sales Tools Tools InsideView 169

SBI

SEPTEMBER 25, 2012

Dreamforce 2012: A Spectacular Spectacle. I just returned from Dreamforce 2012. The recap lists some intriguing must –see sales tools that caught my attention while making my rounds visiting and chatting with vendors. While those numbers top those of previous years, the show seemed less crowded.

SalesForce 114

SalesForce Hotels Vendor Networking 114

Fill the Funnel

NOVEMBER 30, 2011

My list of top sales books to read in 2012 consists of books that were published during 2011 and contain innovative, fresh ideas about selling, customer expectations, and how to improve your ability to win new business customers. The dynamic between sales person and buyer has changed in many ways over the last few years.

Social Media 134

Social Media Media Top of Funnel Face-to-face 134

Understanding the Sales Force

OCTOBER 25, 2012

Understanding the Sales Force by Dave Kurlan. My colleague, Steven Rosen, has published a new Sales Management Book which you should read. It's called 52 Sales Management Tips and it's the kind of book that you can read in less than an hour! c) Copyright 2012 Dave Kurlan

Sales Management 188

Sales Management Motivation Coaching Account 188

No More Cold Calling

JUNE 10, 2021

I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. Fifty of the company’s best clients said they’d be glad to refer them! I asked salespeople and sales leaders I knew if they liked to get referral introductions.

Referrals 385

Referrals Cold Calling Webinar Metrics Outbound 385

Understanding the Sales Force

JULY 31, 2014

Understanding the Sales Force by Dave Kurlan. Let''s leave the world of sales and look at my favorite topic for analogies, baseball, and although it''s very difficult this year, my favorite team, the Boston Red Sox. Under first year GM Ben Cherington, the 2012 Red Sox were horrible. Back to sales.

Hiring 224

Hiring Engineering Promotion Coaching 224

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

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JANUARY 29, 2013

Mike, who is a B2B sales guy asked me a great question: “WHY DON’T MORE SALES REPS PRACTICE ASKING FOR REFERRALS AFTER THE SALE…. Just like most humans, many sales professionals fear rejection. Asking for referrals as a regular part of a company’s sales activities requires organization, process, and a plan.

Referrals 263

Referrals InsideView Outbound LinkedIn 263

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MAY 21, 2012

It’s a simple concept – being strategic in your thinking, planning and acting in sales works. These are calls to people you may or may not know – and they are all people who can refer you to others – or support you in the sales opportunity you are already working on.

Lead Rank 229

Lead Rank Lead Scoring Intent Outbound 229

Alice Heiman

MARCH 31, 2022

In this episode of Sales Talk for CEOs, Amy talks about what it takes to become a trailblazer in a new market, including the role of passion, storytelling, networking, and referrals. DuRossAmy, co-founder of @VinetiWorks, joins #Sales Talk for #CEOs to discuss how to blaze a trail in an entirely new market! you’ll want to listen in.

Biotechnology 84

Biotechnology Scale Pharmaceuticals Marketing 84

The Sales Hunter

FEBRUARY 17, 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. They Could Be Called B2P Sales! Feb 17, 2012. These people definitely exist in B2B sales.

Motivation 172

Motivation B2B Decision Maker Hiring 172

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

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JANUARY 31, 2012

Sales Tips and Strategies to Grow Revenues. Sales Tips for the End of the Pipeline. by Lori Richardson on January 31, 2012. You know these guys through dozens of web searches and references. The sales opportunity has stalled – which we talked about last week. Simply by doing this, your sales will grow.

Lead Rank 275

Lead Rank Lead Scoring Pipeline Top of Funnel 275

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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

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MAY 8, 2013

Going through the motions in a sales position is bad for you as a sales rep and it is not good for your company, either. One of the best things a company can do to get this message across is to have the company president or CEO stand in front of new sales reps (on-boarding training, perhaps?) and make this clear.

Inside Sales 212

Inside Sales Licensing Lead Rank Lead Scoring 212

Jeffrey Gitomer

JULY 7, 2011

Is your customer willing to take that risk by referring you? Are they willing to risk a friendship or relationship they have by referring someone to you? Referrals are the highest percentage sales call in the universe. Get Sales Blog Updates. Sales Management. Sales Videos. The Sales Bible.

Referrals 299

Referrals Hiring Social Media Loyalty 299

The Sales Hunter

FEBRUARY 10, 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 10, 2012. But taken collectively, they compound into such a difference in your sales.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

Understanding the Sales Force

NOVEMBER 5, 2012

Understanding the Sales Force by Dave Kurlan Today I received a request for all of my articles to date which reference Objective Management Group's Sales VP/Director Assessment. Out of nearly 1,000 articles, I hadn't referenced OMG's Sales VP/Director Assessment even once! c) Copyright 2012 Dave Kurlan

Lead Rank 204

Lead Rank Lead Scoring Leads Marketing Qualified Lead 204

The Sales Hunter

DECEMBER 16, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. 9 Sales Motivation Ideas You Can Use NOW. Everyone knows if you want to be successful in sales, you have to be motivated.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

The Sales Hunter

NOVEMBER 29, 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. 6 Great Sales Questions to Ask Prospects. What are some great sales questions to ask prospects?

Motivation 219

Motivation Prospecting Hiring Ideal Customer Profile 219

The Sales Hunter

JANUARY 25, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Debunking the Myth of “Inside Sales” Jan 26, 2012. When somebody tells me they do inside sales, I want to choke.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

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

No More Cold Calling

DECEMBER 10, 2020

Just consider the stereotypes about your own generation: Generation Z (1997–2012) was born with phones in their hands and are tech wizzes. This isn’t the first time I’ve heard the grandmother reference. Let’s reach across generations: Hire a grandmother to speak at your virtual sales kickoff or next sales meeting.

Face-to-face 421

Face-to-face Motivation Hiring Guidelines 421

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FEBRUARY 29, 2012

Sales Tips and Strategies to Grow Revenues. The Top 2 Sales Tips to Leverage the People in Your CRM or Contact System. by Lori Richardson on February 29, 2012. The idea is to identify 25-75 individuals who can refer what you do to many others – and tag them as referrers. 50 DAYS To Build Your Sales – 2nd edition.

CRM 174

CRM Top of Funnel Lead Rank Lead Scoring 174

The Sales Hunter

JUNE 19, 2012

The most popular sales prospecting strategy used by salespeople is what I refer to as spraying and praying. The best sales prospecting processes are built on discipline by the salesperson. I’ve been writing a lot in this blog the last few months regarding sales prospecting and I now have a solution for you.

Prospecting 185

Prospecting Strategy Call-back Benefit 185

Understanding the Sales Force

MAY 31, 2012

Understanding the Sales Force by Dave Kurlan I borrow heavily from sports. There are just so many similarities to sales that it's difficult for me to refrain from making the associations. However, there is one area of sports for which there is no sales analogy. c) Copyright 2012 Dave Kurlan Say it isn't so!

Sports 180

Sports Competition ACT Up-Sell 180

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JUNE 17, 2011

Sales Tips and Strategies to Grow Revenues. 5 Ways to Get Sales Leads to Fill Your Pipeline. Gets narrower as you move to the right, at Interested / Consulted With / Qualified / Selected / Closure / Reference. When someone is referred to you, their guard is somewhat down. 50 DAYS To Build Your Sales – 2nd edition.

Lead Rank 269

Lead Rank Lead Scoring Sales Qualified Lead Pipeline 269

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JUNE 12, 2013

If I could give you a sales team of enthusiastic champions to build your visibility and ultimately your revenues without writing a check, would that be helpful? Imagine that sales team I mentioned earlier. These people are the ones that you refer on an ongoing basis too. No Dues Required. Increase Opportunities.

Referrals 224

Referrals Lead Rank Lead Scoring Networking 224

The Pipeline

OCTOBER 31, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s Have You Read The Sales Book About? Sales eXchange – 121. Look at the specifics of the content and how it relates to your accounts, you sales. December 2011. November 2011.

Pipeline 253

Pipeline Top of Funnel Hiring Real Estate 253

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MAY 8, 2012

They can actually refer you business. Strategize with your sales team on your company’s distinct advantages and make bullet-pointed lists for when they are crafting messaging with prospective customers. We all write, speak, train, coach, or mentor within the B2B sales world. They can help you to stand out.

Industry 204

Industry Competition Lead Rank Lead Scoring 204

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MAY 8, 2012

They can actually refer you business. Strategize with your sales team on your company’s distinct advantages and make bullet-pointed lists for when they are crafting messaging with prospective customers. We all write, speak, train, coach, or mentor within the B2B sales world. They can help you to stand out.

Industry 204

Industry Competition Lead Rank Lead Scoring 204

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SEPTEMBER 17, 2012

Remember the business conference or sales offsite you attended to sharpen your skills – perhaps you were a speaker. Visibility: You grow your potential to meet more people who can refer your company or you by gaining visibility. Even if you were an attendee, you can benefit from being connected to a great event through curation.

B2B 194

B2B Opportunity Banking Conference 194

The Sales Hunter

JULY 10, 2012

You’ve been chasing a sales prospect you think will turn into a great customer, but for one reason or another, the trail has gone cold. If you’re in a market where the selling cycle is short and there are a huge number of sales prospects you can turn into customers, then your strategy should be upfront and direct.

Prospecting 210

Prospecting Google Up-Sell Follow-up 210

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JANUARY 7, 2013

Imagine me stopping to read the one that came in with this first sentence: I’m a sales guy. It wasn’t until THEN that he went on to tell me about the company he works for with the amazing sales app he wants me to know about. Is it possible he used the same opener to get other sales bloggers attention?

Outbound 245

Outbound Energy Industry Influencer 245