Your Sales Management Guru

JANUARY 3, 2012

Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan. b. Launch (Kickoff meeting), move to Tools to execute. d. Commission and performance reports.

Hiring 70

Hiring Collateral Lead Rank Trade Show 70

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. Social media platforms are now your best tools. © MASP - Fotolia.com. ©2012 Fill the Funnel.

Social Media 134

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

Score More Sales

JANUARY 11, 2013

Ed and I spoke recently about the trends, and I shared with him my concerns about how so many smaller organizations are overwhelmed by tools, technology, and strategies for growth. So many new cloud-based tools have not only come to market, but many are tried-and-true now. They want to be where their customers are.

Coremetrics 238

Coremetrics Analytics Trends Outbound 238

Score More Sales

FEBRUARY 7, 2013

But time and again, we get bombarded with interruptions, alerts, tools, and technology. Three Tech Traps to Avoid: Tool Overwhelm. Get one specific tool to track information and one tool for projects. Unfortunately in a corporate environment there are added tools, sometimes departmental tools and customer tools.

CRM 238

CRM Outbound Tools Study 238

The ROI Guy

JANUARY 9, 2012

For those who thought 2012 might offer some much needed relief, a new survey uncovers Executives’ pessimistic sentiment going into 2012, indicating significant economic concerns and a strong focus on cutting costs and improving efficiency versus driving growth.

Buyer 69

Buyer Proposal B2B Discount 69

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

Score More Sales

MAY 16, 2012

You have a robust, helpful CRM tool that gives you several helpful reports which you can review each week, and lists you can easily pull up on a just-in-time basis. You have a poor CRM tool, perhaps not cloud-based and it is difficult to use with poor reporting capabilities. You probably fall into one of three camps: A.

Opportunity 206

Opportunity Pipeline Hiring Top of Funnel 206

Score More Sales

APRIL 30, 2013

Many CRM tools are set up in a complicated way so a rep spends too much time learning them and then using them. A tool is nothing but a tool without a process. Instead of trying to fit a square peg into a round hole, you can find tools that help you customize what you do and even add better process in some cases.

CRM 291

CRM Revenue SugarCRM System 291

The ROI Guy

OCTOBER 9, 2012

To help organizations understand their current cloud readiness, and help build a solid strategy to overcome fears, Microsoft leveraged content from the Cloud Security Alliance (CSA) and worked with Alinean to develop the Cloud Security Readiness Tool. Click here to run the Cloud Security Readiness Tool (powered by Alinean) for yourself.

Microsoft 71

Microsoft Tools Commission Conference 71

The ROI Guy

MAY 25, 2012

Quick on the heels of a similar study , Gartner reports that CFOs are large, and in charge of technology investments, continuing to increase their control over IT decision making over the past 12 months. To explore how Value Marketing and Selling tools could make a difference, click here. The high cost of “doing nothing” 2.

Report 82

Report Survey Influencer Study 82

Score More Sales

AUGUST 6, 2012

These were some of the big findings by the report titled, CSO Insights 2012 Impact of Data Access on Sales performance Report: Why Big Data Should Be a Big Deal for Sales , sponsored by Lattice Engines. CSO Insights surveyed 218 CEOs, CSOs, sales execs and managers during June 2012 in an online study.

Data 197

Data CRM Survey Study 197

Understanding the Sales Force

OCTOBER 4, 2013

I''ll share the results of their own validation: They conducted a 7-day pilot in April of 2012 and hired 23 salespeople. They reported that 9 of the 10 they hired that were not recommended all failed, and that 12 of the 13 they recommended succeeded. Our assessment recommended 13 of them, and did not recommend 10.

Hiring 260

Hiring Licensing System Consumer 260

Awarathon

AUGUST 24, 2023

Here are some well-known names: SAP Twilio Zoom Check Point Second Nature’s Features: AI sales training Sales certificates Gamified challenges Reports and analytics Slide presentation simulation Built-in LMS or Integrate with yours Quantified Quantified was founded in 2012 it provides sales simulation and sales coaching using artificial persona.

Software 52

Software Software Training Lead Rank 52

The ROI Guy

NOVEMBER 30, 2011

The continued economic uncertainty may define 2012, as “Frugalnomics” remains in full effect driving companies to be more spendthrift and risk adverse. With the importance of finance in the selection process, the following five best practices can help drive better success in 2012: 1.

ROI 79

ROI Vendor Survey Proposal 79

SBI Growth

DECEMBER 13, 2012

The KPMG report describes the new HR metrics needed across the enterprise. They only report history and offer little predictive insight to make course corrections. Download this tool to shape the metrics most relevant to your organization. Finish up 2012 with your current metrics and then implement a clean slate for 2013.

Hiring 282

Hiring Sales Talent Ideal Customer Profile Analytics 282

Score More Sales

NOVEMBER 20, 2013

McKinsey Global Institute Report, “The Social Economy: Unlocking Value and Productivity Through Social Technologies” – July 2012. IBM Social Business Global Client Creates Products Faster, with a 23% Improvement in Cycle Time for New Products – July 2012. It is one of the no-brainer, must do sales tools to look into.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

Score More Sales

JUNE 26, 2012

Even if a percentage of your customers are on social tools and platforms now – you need to be there as well. There are many cloud-based tools to help grow your visibility, do niche research, and learn more about your existing and prospective customers. If you don’t have time, you can hire help through some amazing web tools.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

SBI Growth

OCTOBER 31, 2013

The statistics I share below are from SBI’s 2012 Sales & Marketing Research. You will have access to guides, templates and tools. These tools will help you excel in your current and future sales positions. No direct reports? Without getting too deep into the weeds, below are 5 steps to sell smarter. of a rep’s time.

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

The Pipeline

OCTOBER 14, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. With the right tools, measuring the right variables, we can become sales alchemists. Pipeline reporting tools are falling short of meeting the wide array of sales executives’, sales managers’, and frontline sales professionals’ needs.

Pipeline 198

Pipeline Lead Rank Lead Scoring Top of Funnel 198

Zoominfo

AUGUST 9, 2018

billion worldwide in 2019, up from $2 billion in 2012 ( source ). 94% of marketers said a tool that provides continuous, autonomous optimization across channels would be appealing to them ( source ). 94% of marketers said a tool that provides continuous, autonomous optimization across channels would be appealing to them ( source ).

Marketing 160

Marketing Lead Rank Lead Scoring Outbound 160

Pointclear

MAY 30, 2012

Andrew is currently Editorial Director at G3 Communications, as well as Editor and Publisher of DemandGen Report. While some of these spaces are still being defined where marketing automation plays with CRM, he believes we’ll see M&A activity in 2012. Look for Greater Process Integration and Alignment in 2012.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154

SBI

OCTOBER 10, 2017

The past five years have seen rapid growth in MarTech with the number of MarTech applications rising from 350 in 2012 to more than 5 ,000 in 2017[1]. Preliminary findings will be available by the time of the conference, with a final report expected in mid-November. You’ll receive a copy of the final report at no charge.

Survey 139

Survey Sales Enablement Trends Conference 139

HeavyHitter Sales

FEBRUARY 23, 2013

It’s a phenomenal success story and 2012 annual revenues were up 63%. Cornerstone OnDemand’s Software-as-a-Service provides a simple, user-friendly interface with advanced reporting and analytics features.”.   Akamai www.akamai.com - Akamai closed out 2012 with record results on both the top and bottom line. Other Steve W.

Company 152

Company Analytics Enterprise Enterprise 152

No More Cold Calling

AUGUST 23, 2018

According to LinkedIn’s State of Sales Report , 77 percent of buyers won’t engage with salespeople who haven’t done the necessary homework to gain insights or knowledge about their business, and 64 percent of B2B decision-makers wouldn’t engage with a salesperson if the communication was not personalized. subject matter experts).

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

Pointclear

JUNE 28, 2012

2012: Transformational Change, the New Buyer & Big Data. Click to start video at this point — Asked about what is happening or not happening in marketing and sales in 2012 that surprises him, Rich notes there’s been more transformational change in the past eight to twelve months than he’s seen in the previous nine years.

Marketing 247

Marketing Outbound Inbound Vendor 247

The Pipeline

AUGUST 5, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in CRM , Communication , Guest Post , Review , Sales 2.0 , Sales Success , Sales Tool , Sell Better , execution. We were honestly amazed at the great tools we found. Sales Tool. Your email address will not be shared.

Pipeline 275

Pipeline Hiring Travel Twitter 275

Score More Sales

DECEMBER 21, 2012

You can download the report here from IBM. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. 2) Drive capture and use of customer insights – focus on the right analytics for answers.

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

Sales Hacker

DECEMBER 29, 2022

So why did HBR declare the solution selling methodology dead in 2012? Buyers in 2012 had come a long way from the buyers of the 1980s. They wanted a document solution tool which would provide analytics and reporting, merge with their existing systems, and would be fit to scale. Well, they had a fair point.

Solutions Selling 114

Solutions Selling Exact Buyer Sales Methodology 114

No More Cold Calling

MAY 30, 2013

Only 63 percent of sales reps met quota in 2012, according to the 19th annual CSO Insights Sales Performance Optimization study , the same number as the previous year. The report states: “When there is a sufficient quantity of leads, sales can find enough opportunities to reach the targeted goal.

Quota 214

Quota Meeting Sales Qualified Lead Cost per Lead 214

Score More Sales

JUNE 29, 2012

With less focus on poorly organized meetings, redundant reporting, and repetitious work, they kept all eyes on the prize – those activities that lead to revenues. They used cloud-based sales tools as tools and understood their lack of value without process, plan and methodology.

Pipeline 183

Pipeline Hiring Lead Rank Lead Scoring 183

The Pipeline

MARCH 6, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Get your copy now and gain instant access to dozens of e-books, special reports and audio programs from some of the sales world’s leading experts! Sales Tool. Your email address will not be shared. December 2011. November 2011.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

Score More Sales

JANUARY 8, 2013

Jen Mueller, sideline reporter for the Seattle Seahawks had a quick conversation with Seahawks star quarterback Russell Wilson recently and shared a lesson for us all in sales about the power of the words we choose to use. Click here to view the embedded video. Have you tried other words and then measured the results both ways?

Travel 258

Travel Outbound Influencer Buyer 258

Pointclear

AUGUST 16, 2012

Click to start video at this point — Asked about the current debate between outbound marketing vs. inbound marketing, Dave advocates using a variety of tools based on needs and goals. And we need to leverage all those tools appropriately. Alignment: More of the Right Conversations & Reporting to the Same Exec.

Outbound 154

Outbound Inbound Social Media Call-back 154

SBI

AUGUST 6, 2013

According to Gartner Group, Total Worldwide CRM Software revenue in 2012 was $18 Billion. But get ready to shake your head and drop your jaw; the same report reminds us that CRM adoption is less than 50% (poor adoption is around 74%). That means that $9 Billion worth of CRM investments in 2012 alone face a questionable return.

CRM 136

CRM PipelineDeals Face-to-face Sales Methodology 136

The Pipeline

APRIL 27, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Sales Tool. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

SBI Growth

JANUARY 5, 2013

77% of all Sales Managers reported fewer sales calls in 2012. Download the Sales Manager Situational Coaching Tool to immediately change your coaching.). Gone are the days riding with a rep on numerous calls to one customer. This means customer interactions are at a premium. They need to be cherished.

Coaching 319

Coaching Sales Management Buyer Negotiation 319

MTD Sales Training

JANUARY 3, 2012

As 2012 dawns I have been thinking a great deal about how best to consolidate and optimise your social media efforts for the year ahead, and I have been researching some fantastic online tools which can help you to easily manage and increase your level of social media activity to continuously provide reliable leads and boost sales.

Twitter 136

Twitter Account Social Media Media 136