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2013 Top Sales World Contributors Team Unveiled

Jonathan Farrington

The 2013 contributors line-up has been finalized over at Top Sales World , and these are the sales experts who will be working with TSW this year: They will be writing articles, providing tips, taking part in roundtables and interviews etc. This is the group that will be … Writing articles for the Top Sales magazine. Providing articles and tips on Top Sales World site. million.

30 Web Tools in 30 Days 2013 Edition

Fill the Funnel

I have done my best to make it worth bookmarking and coming back each day to learn about one of the cool new tools in the 2013 Edition of 30 Tools in 30 Days. Original article: 30 Web Tools in 30 Days 2013 Edition ©2013 Fill the Funnel. 30 in 30 - 2013 Web Tools 30 tools eBook Sales tools If you would like to receive your own copy, click below. All Rights Reserved.

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Dreamforce 2013: Get Your Print-Out of the Must-See Tools Exhibitor Map #DF13

Smart Selling Tools

With all the people walking around the Dreamforce campus, keep a look-out for people that are wearing this button: It means they’ve been selected as one of our Top 40 Sales Tools of 2013. Next week I’ll partake in the world’s largest migration of the Salesforce CRM ecosystem. Destination, as always, is San Francisco. If you want to attend the sessions you’ll need to buy a ticket.

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Reflections on 2013: Social Proof, Quota Killers, Failing CRM, and Recommendations

Smart Selling Tools

For me personally, I was honored to get a Silver award for best Sales Blog Post of 2013. Since 2013 is coming to a fast close, I thought I would offer some of our most popular posts here, including the one that took the silver. Why Your Focus on Quota is Killing Revenue Growth (Silver medal winner for best Sales Blog Post of 2013). Most organizations live and die by quota.

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The Biggest 2013 HR Challenge for Sales is 2014

Sales Benchmark Index

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. Talent management is a top priority for HR leaders who support sales organizations. Recruiting is critical. So too is talent development; maximizing the potential of human capital. But they should. It is an example, not the whole story.

Sales Influencers 2013 Predictions

Score More Sales

The 2013 predictions about selling this year are out! At the end of last year, they asked us all what we thought would be the trends for sellers and sales leaders in 2013. The piece – 2013 Make or Break Predictions from the Top Sales Influencers Online was just released yesterday. Why 2013 Will be the Year of the Buyer. Marketing Automation Becomes a Necessity.

3 Key Must Have Sales Strategies for 2013

A Sales Guy

If you run or lead a sales team, there are a bazillion things your 2013 sales strategy can and should contain. That being said, there are three general or macro things your 2013 sales strategy MUST have to be complete; a social selling strategy, a content marketing strategy and deliberate learning plan. If your 2013 lacks deliberate learning, you will find yourself behind the curve.

Top Sales Books to Read in 2013

Fill the Funnel

This years Top Sales Books to Read in 2013. 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. Please note that my Top Sales Books to Read in 2013 does not include any of the “classics” in sales. Top Sales Books to Read in 2013. Salespeople have changed as well. Sold!

How We Chose The 2013 Top 50 Sales & Marketing Influencers

Jonathan Farrington

. Details of how each member of the 2013 list was chosen will appear here within the next few days – JF. General 2013 Top Sales & Marketing Influencers

2013 -The FIVE Critical Challenges ….

Jonathan Farrington

My intention is to produce a free new white paper, which will be ready for distribution on December 31st – “The FIVE Most Significant Challenges Facing Every Company Everywhere in 2013″ and today, I can give you a flavor … Challenge One: Finding the Opportunities. For example, how many companies do you know that can tell you exactly what each lead is costing them?

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Sales Lessons from Baseball's 2013 World Series

Understanding the Sales Force

So, as in baseball''s 2013 Playoffs, can your struggling salespeople step up and become the performers you need them to be? c) Copyright 2013 Dave Kurlan Understanding the Sales Force by Dave Kurlan I love comparing baseball with selling. I said it had to "hit" me first. It''s the eve of Game 6, but people are still debating the final plays and resulting call that ended Game 3.

3 Big Challenges for the CSO in 2013

Sales Benchmark Index

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. Remember how unsure you felt at the beginning of 2012? If you’re like most of the CSOs we’ve interviewed, chances are you feel better about this year. The storm clouds have passed.

The Worst Sales Call of 2013

Sales Benchmark Index

In 2013 our consultants attended 463 live sales calls. These “experts” used the entire 2013 SKO meeting to “train” the sales force. We always compare notes with each other, singling out especially successful or poor appointments. In October, we participated in the worst sales call of the year. Why was this call the winner of this dubious honor? The appointment was bad. And why?

5 Steps for HR to Develop 2013 Sales Leaders

Sales Benchmark Index

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. The top fear of HR leaders for 2012 was finding or developing leaders. If your company isn’t looking for sales leadership today, just wait. The average tenure of a Sales VP is 19 months! Better to be ready for the day when it occurs.

The Best Marketing Blog Posts of 2013

Vertical Response

If there’s one thing that’s certain about successful marketing strategies this year, it’s that content marketing, blogging in particular, rocked 2013! Blogging is more important than ever, and this “ 2013 Blogconomy ” infographic via ignitespot makes it very clear why: Interesting content is one of the top 3 reasons people follow brands on social media.

5 Marketing Trends That will Impact 2013

Sales Benchmark Index

From my point of view, three big trends will affect marketing planning in 2013. As we head into 2013, it is taking on new meaning. An important step to take for 2013 is to bring these together into a comprehensive digital marketing strategy that best connects with your customers. The power of brand will resurge in 2013 as a dominating force. Branding Resurges.

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The Case for Smarter CRM in 2013

Score More Sales

Mid-sized companies need better tools to help understand what customers need and want. Mid-sized companies also need better ways to help the sales team capitalize on potential and actual sales opportunities. It went on to say that many midsize businesses still rely on traditional, non-integrated customer management, sales tracking or marketing systems. Get buy-in.

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Who are the Top Sales Influencers in 2013?

The Sales Hunter

OpenView Sales Labs has recently released its list of 25 Top Sales Influencers for 2013. I want to share this list, as well as Top Sales World’s list of 50 Top Sales and Marketing Influencers of 2013. 25 Top Sales Influencers for 2013 by OpenView Labs. 50 Top Sales and Marketing Influencers for 2013 by Top Sales World. That’s right! Blog leadership

Make 2013 a “No Excuse” Year

The Sales Hunter

A new year will soon begin and one resolution you need to make to yourself is to not make any excuses in 2013. Make 2013 the year it all comes together. Right now is the time to start organizing the key objectives of each quarter in 2013. You have a sense as to what will or will not happen in 2013. Make 2013 the year you’re prepared.

Medical Sales – Blog Round-up – Summer 2013

Sales Training Connection

If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during 2013 – in the Medical Sales – Blog Round-up. Medical Sales. Click here to take a read. If you find the Medical Sales – Blog Round-up helpful, why not subscribe to the Sales Training Connection ? .

Medical Sales – Blog Round-up – Fall 2013

Sales Training Connection

If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during 2013 – in the Medical Sales – Blog Round-up. Medical Sales. Click here to take a read. If you find the Medical Sales – Blog Round-up helpful, why not subscribe to the Sales Training Connection ? .

4 Buyer Trends That Will Shake Marketing in 2013

Sales Benchmark Index

Let us look at four buyer trends bound to shake up marketing in 2013: 1. Without one in place for 2013, the probability of standing apart from the din of clicks will be remote. Allocating marketing spends on content forms buyers do not want is a bigger risk in 2013. The likelihood this type of content will be read, “as is”, is less in 2013. Turn off the fire hose please!

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Top 10 Kurlan Sales Articles of 2013

Understanding the Sales Force

Also, I did not include the article that was awarded a Gold Medal for Top Sales & Marketing Article of 2013 earlier this week. Here they are in no particular order - My Top 10 Articles of 2013: SALES. This is my last article of 2013 - Have a great holiday and we''ll get back together here in January. (c) c) Copyright 2013 Dave Kurlan SALES MANAGEMENT.

Pipeliner 2013: Looking back at a great year!


The past year 2013 have been an amazing for Pipeliner CRM. The post Pipeliner 2013: Looking back at a great year! We’ve grown as a product – we released five major updates including many enhancements and fixes. We’ve grown as a community – we attended incredible conferences, reached 15 000 Facebook fans, and started great animated sit-com. We’ve grown as a company – we welcomed [.] appeared first on Pipeliner CRM Blog. Pipeliner

In 2013, the Challenge Will Again Be To Deliver More With Less

Jonathan Farrington

Here then are six steps you can take in 2013 that will help you achieve those increased targets: Step One: Understand your operation. - “ I want you to deliver more …… - Profit. Sales. Productivity. Customers. Quality. Oh, and, by the way, you’ve got less … - Money. Staff. Time” Sound familiar? Do you know your operation well enough to improve it?

Top 10 Sales Leadership Tips From 2013 - So Far

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan On the heels of The Top 5 Sales Leadership Articles of 2013 comes the Top 10 Sales Leadership Tips of 2013. Each of these tips are excerpts from articles I wrote during the first six months of 2013. c) Copyright 2013 Dave Kurlan It''s not that cold calls don''t work; it''s that salespeople truly suck at making cold calls!

12 Ways To Increase Your Sales In 2013

MTD Sales Training

With the year-end fast approaching and 2013 looming on the horizon I wanted to share with you my top tips for increasing your sales in the new year. There are certain things you should be focusing on. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Why is Selling Going Inside?

Jonathan Farrington

The number of Inside Sales departments is projected to grow from 800,000, in 2009, to over 2 million in 2013.”. General 2013 Top Sales & Marketing Influencers Inside Sales Internal Sales Top Sales academy . “ Customers everywhere increasingly prefer virtual interactions with sellers. Trend data reveal that sales organizations are shifting resources from outside to inside sales.

Top 10 Marketing Blog Posts of 2013 (So Far)

Vertical Response

We’re well through half of 2013 and what better way to celebrate, reflect, and/or refresh than with a roundup of the top 10 posts (so far) from the VR Marketing Blog. To ensure you haven’t missed anything, check out the most popular marketing blog posts (favorited by all of you) of 2013 thus far: 10. © 2013, VR Marketing Blog. Read More. Read More. Read More.

The #1 Killer of 2013 Product Launches (and how to beat it)

Sales Benchmark Index

The new product launch is around the corner. You are counting on your product marketing manager for a successful launch. Are they up to the task by using a Buyer’s Process Map as their content guide? One of the best movies of the 1980’s was Raiders of the Lost Ark. The adventures of Indiana Jones rank as a top ten movie of all time. You’ll find a grainy image and poor sound quality. No worries.

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Top 5 Sales Leadership Articles of 2013 - So Far

Understanding the Sales Force

c) Copyright 2013 Dave Kurlan Understanding the Sales Force by Dave Kurlan I found it difficult to select the top 5 articles because top 5 means different things to me. Most Popular? Most Commented? Most Linked To? Favorite? Written in the last 6 months? Read in the last 6 months? I couldn''t narrow it down to a single article so I decided to go with the topics above. MOST LINKED TO ARTICLE.

Top 50 Sales & Marketing Influencers for 2013

Your Sales Management Guru

5, 2013—Top 50 Sales/Marketing Influencer Ken Thoreson , author of articles and book series for sales leaders, renowned author, columnist, speaker and Acumen Management Group principal, has earned a spot on Top Sales World ’s 2013 “ Top 50 Sales & Marketing Influencers list. In addition to an active speaking schedule that includes August engagements at the Cloud Summit 2013 and Retail Solution Provider Association’s RetailNOW Convention and Expo, Thoreson is also working on a new E-book based on his consulting experiences and includes reader comments/suggestions.

New 2013 Sales Quota = HR Get Ready!

Sales Benchmark Index

Sales teams are getting their 2013 numbers. 2013 results will uncover some long-hidden flaws in the sales force. You’ll get an excerpt of CAP library items and multiple other tools that you can use to help Sales make 2013 one of the best years yet. If historical performance was used to set the new quotas, expect status quo. Yes, that's right - correct quotas can cause fallout!

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Maximize Your "B Player" Sales Talent in 2013

Sales Benchmark Index

By now, HR and Sales leaders have solidified their common 2013 goals. The insights offered by Thomas DeLong and Vineeta Vijayaraghavan may be 10 years old, but they are especially relevant for 2013. Enter 2013 with a plan to get the most out of your talent. Welcome to the final SBI blog post of the year! A comprehensive talent management plan is essential. Time for Topgrading.

The Biggest Mistake a Marketing Leader Can Make in 2013

Sales Benchmark Index

SBI’s CEO Greg Alexander, was recently quoted in Hubspot’s “ 20 Marketing Trends & Predictions for 2013 & Beyond ”. Right now the biggest mistake a marketing leader can make in 2013 is to not invest in Content Marketing. You’re right, it can be a heavy lift but one well worth it in 2013. 2013 is a pivotal year for Marketing Leaders. It produces results. link].

Top 50 Sales & Marketing Influencers of 2013

Jeffrey Gitomer's Sales Blog

We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us. Leadership Sales Social Media Jeffrey Gitomer Blog jeffrey gitomer sales blog sales blog

Operationalize Personas to Meet Your 2013 Goals

Sales Benchmark Index

Do you want to increase sales and meet your 2013 goals? Finally, subscribe to our blog and continue to learn about Buyer Personas and how they will help your organization meet your 2013 goal. Hey, Sales Operations leaders. Encourage sales and marketing to build personas and build a plan to operationalize them immediately. They have under delivered and under whelmed. Call to Action.

Direct Content Marketing is Born – Prepare for 2013

Sales Benchmark Index

The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. This is the adoption of Content Marketing principles into outbound direct marketing. Direct Content Marketing is born. Content Marketing works. B2B Marketing teams are seeing fruit from their investment in content marketing to fuel Lead Generation efforts; 2-3x increase in the quantity of inbound leads.

Are You Ready for 2013?

Increase Sales

The New Year is almost here and the question to be asked is not what are your resolutions or goals as small business owner, but this simple one: Are you ready for 2013? So again, are you and your small business ready for 2013? To get from where you are now and where you want to be requires you to know where you are with 100% crystal clarity. Share on Facebook.

My Three Words for 2013

The Sales Blog

My Three Words for 2013 is a post from: The Sales Blog | S. Here are my three words for 2013: Platform : A platform is something you stand on. In 2013, I’m going to focus a lot of my effort and energy on building my platform. But, I’m going to add a few major pieces to my platform building initiatives in 2013. Related posts: My Predictions for Sales in 2013.