Understanding the Sales Force

APRIL 25, 2014

Especially this Friday when you get my powerful rant below, as well as two bonus articles! The Selling Power Blog has my new article on why consultative selling is so difficult. And over at Top Sales World , my article on the premature announcement that SPIN Selling is dead is one of the top 10 articles for last week.

Harvest 218

Harvest Inbound Inside Sales Outbound 218

SBI Growth

JANUARY 25, 2013

5 Traits You Need to Be an ‘A’ Player in 2013. This article will help you figure this out, as well as identify next steps. As a sales rep, every so often you must ask yourself the question: Are you aiming for the bull’s-eye…or wearing it? Evolving faster than your competition has never been more important than today.

Outside Sales 319

Outside Sales Inside Sales Compensation Follow-up 319

Understanding the Sales Force

FEBRUARY 28, 2014

Understanding the Sales Force by Dave Kurlan For double article Friday, in addition to my Sales Pipeline Nazi article, I have the following bonuses for you: For those of you who wanted to attend the Webinar on the Sales Candidate Analyzer, here is a link to the recording. c) Copyright 2013 Dave Kurlan' Download it here.

Forecasting 188

Forecasting Pipeline Sales Forecasts Webinar Metrics 188

Understanding the Sales Force

DECEMBER 11, 2012

I present my Top Articles on Sales Process: Baseball's Huge Impact on Sales Performance. c) Copyright 2013 Dave Kurlan (c) Copyright 2013 Dave Kurlan Understanding the Sales Force by Dave Kurlan I write often about sales process. Sales Process - Top 10 Reasons Why Sales are Lost. Best Way to Sell and/or Manage a Sales Force?

Sales Process 120

Sales Process Automotive Sales Methodology Sales 120

Increase Sales

DECEMBER 7, 2012

A recent article about talent management in Inc Magazine suggested some ways to “ hand onto your best & brightest” employees. Of course this article implies small business owners t those in business leadership roles actually know who are their best and brightest employees. . #3 – The Global Marketplace. #4

Small Business 125

Small Business Small Business Webinar Metrics Facebook 125

SBI Growth

OCTOBER 31, 2012

If you’d like to learn more after reading this article, click here. Use this article as a starting point. In fact: In the absence of crystal clear data, the Sales VP loses the strategic negotiation. Data is the most effective way to influence strategy, especially against political headwinds. The Story of the New Sales VP.

Influencer 282

Influencer Strategy Policies Lead Gen 282

Understanding the Sales Force

NOVEMBER 5, 2014

Today I learned that an article I wrote back in November of 2013, Increase in Social Selling Yields No Increase in KPI''s , was named Top Sales Article of the Month for October 2014 by Top Sales World. At face value, one might come to the exact same conclusion as we did in 2013, that it''s having limited impact on sales.

Social Selling 256

Social Selling Revenue Inbound Face-to-face 256

Sales Training Connection

APRIL 1, 2013

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 the Winter 2013 – in the Medical Sales – Blog Round-up. Click here.

Health Care 93

Health Care Training Sales Pharmaceuticals 93

Sales Training Connection

NOVEMBER 28, 2012

Selling with to hospitals and physicians - 2013 trends. As we edge towards the end of 2012, medical sales people are thinking about closing out 2012 strong – providing momentum for a good start in 2013. Let’s take a look at four critical issues affecting hospitals and physicians as 2013 unfolds. Hospital consolidation continues.

Health Care 90

Health Care Referrals Trends Lead Rank 90

HeavyHitter Sales

FEBRUARY 23, 2013

Based upon my experience, here’s my list of the best companies to sell for in 2013. Cadence Design Systems  www.cadence.com – 2012 was a big year for Cadence with revenues growing to $1.326 billion… 2013 promises to be even better.  Other Steve W.

Company 152

Company Analytics Enterprise Enterprise 152

Keith Rosen

OCTOBER 24, 2013

Keith Rosen’s company, Profit Builders, was named one of Selling Power’s Top 20 Training Companies for 2013. Feedback from each company’s clients played a much greater role in this year’s selection process than in previous years. 5) strength of client satisfaction. 5) strength of client satisfaction.

Company 119

Company Training Sales Coaching Coaching 119

Your Sales Management Guru

AUGUST 5, 2013

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. KNOXVILLE, Tenn.,

Influencer 82

Influencer Marketing Face-to-face Retail 82

The Science and Art of Selling

JANUARY 17, 2014

For two weeks in December 2013, ShareBloc ran a contest to find the Top Content Marketing Posts of 2013 as part of their open beta launch. My article about the Agreement Frame was #1 in Sales Management for 2013, and #10 in the overall contest! Read my article: Objection-Handling Technique: The Agreement Frame.

Sales Management 52

Sales Management SAP Top of Funnel Sales Qualified Lead 52

Fill the Funnel

DECEMBER 3, 2012

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. Zig Ziglar.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

SBI

DECEMBER 18, 2013

In all, there were 16 categories that honored thought-leaders; books, blogs and articles; software tools; and useful resources. For me personally, I was honored to get a Silver award for best Sales Blog Post of 2013. Why Your Focus on Quota is Killing Revenue Growth (Silver medal winner for best Sales Blog Post of 2013).

Quota 135

Quota CRM SAP Forecasting 135

Sales Training Connection

DECEMBER 10, 2012

In our last blog we posted 4 hospital-physician issues impacting medical sales in 2013: Hospital consolidation continues. Hospital-physician alignment grows. ACOs are on the rise. Hospitals will continue employing physicians. Selling with to hospitals. ©2012 Sales Horizons, LLC.

Health Care 108

Health Care Customer Government Trends 108

SBI Growth

NOVEMBER 20, 2012

If you have read my past three articles on content marketing ( article 1 , article 2 , and article 3 ), then this percentage number is strikingly similar. My guess is that the percentage number of 39% will shrink in 2013. Q: Which types of content do you and your organization plan on using in 2013?

Marketing 314

Marketing Hiring Strategy Buyer Persona 314

Understanding the Sales Force

DECEMBER 18, 2013

Understanding the Sales Force by Dave Kurlan My vision, of how the future of selling is shaping up, appears in today''s (the December 18, 2013) issue of Top Sales Magazine. After you have read the article, please contribute your comments, suggestions, visions, rebuttals and opinions which are all welcome right here.

Sales Talent 235

Sales Talent Video Course Up-Sell 235

Understanding the Sales Force

MAY 5, 2014

Understanding the Sales Force by Dave Kurlan During the past 9 years I have written the occasional Top 5, Top 10 and Top 20 Articles and we have now put them into a series of their own. Top 10 Kurlan Sales Articles of 2013. 10 Best Sales Force Articles That You Probably Didn''t Read (Yet). Top 16 Problems with CRM.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

Understanding the Sales Force

NOVEMBER 7, 2013

The latest proof can be found in this July 2013 USA Today article. I''ll give you the important facts, but you should shoot over there and read the entire article. The article said that in June, "the number of jobs in sales and related occupations jumped a whopping 445,000 to a four-year-high of 15.8 million."

Hiring 246

Hiring Inbound Trends Positioning 246

SBI Growth

SEPTEMBER 16, 2013

Picture this: we opened the presentation with this question: “Are you going to make your 2013 revenue number?” This article will provide you with insights and strategies for still making the number in 2013. This no-cost tour presents findings from SBI’s market research in 2013. 5 Keys to Closing Strong in 2013.

Pipeline 306

Pipeline ACT Competition Top of Funnel 306

Sales and Marketing Management

JULY 11, 2013

Issue Date: 2013-07-10. Teaser: In the second part of a two-part article, we look at three additional steps to stop losing to the competition. In the second part of a two-part article, we look at three additional steps to stop losing to the competition. Author: Rick Reynolds. read more'

How To 205

How To Competition Sales 205

Understanding the Sales Force

JANUARY 13, 2014

I wrote an article back in September of 2013 that asked the question, Are Sales and Sales Management Candidates Getting Worse? 2013 Candidates Recommended by Role and Difficulty. (c) c) Copyright 2013 Dave Kurlan' Consider the way that most companies hire people for sales roles. Register here.

Hiring 267

Hiring Face-to-face Groups Webinar Metrics 267

Jonathan Farrington

MARCH 16, 2013

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.

PointClear 55

PointClear Groups Twitter Survey 55

Understanding the Sales Force

MAY 28, 2014

Among all of the important articles this month is mine on The Top 5 Reasons Salespeople Fail to Meet Quota and the Common Link to All 5 Reasons. Also in the June issue are the Top Sales Article and Top Blog Article for May. Sales Lessons from Baseball''s 2013 World Series. Some of them just shouldn''t be selling!

Training 246

Training Coaching Comparison Territories 246

Understanding the Sales Force

MARCH 4, 2013

Understanding the Sales Force by Dave Kurlan This recent article in the Harvard Business Review Blog was as far off target as any I have ever debunked. By the way, I'll be leading our top-rated Sales Leadership Intensive in Boston, May 14-15, 2013, and we'll be doing justice to all six of my competencies. Darwinian Sales Culture.

Sales Leadership 220

Sales Leadership Energy Coaching Study 220

The ROI Guy

JULY 9, 2013

To kick off 2013, Gartner predicted that the reigns on worldwide IT spending would loosen, forecasting an increase of 4.2% 2013 Challenges for IT Solution Providers Revenue growth is extremely important for IT solution providers, as this growth is required to sustain high valuation multiples and shareholder equity. by mid-year).

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

Understanding the Sales Force

APRIL 29, 2013

Read this article and be sure to read the comments - a disagreement between me and the editor of the study. Make sure you read this article too, written when the study appeared in the Harvard Business Review. c) Copyright 2013 Dave Kurlan' Also worth noting, the approach or methodology is only one part of selling.

Sales Management 196

Sales Management Lead Rank Consultative Selling Study 196

Understanding the Sales Force

OCTOBER 16, 2013

My post marks the 6th time I have strongly felt the need to question an article appearing on their pages. The November 2013 issue featured an article titled Dismantling the Sales Machine. c) Copyright 2013 Dave Kurlan' It was a survey! Those aren''t sales coaching questions, those are tick marks in the CRM system!

Sales Process 249

Sales Process Margin Survey Forecasting 249

SBI Growth

NOVEMBER 14, 2012

Actually, this article isn’t about your standard numbers. This article is about your ICP – that is to say, your Ideal Competency Profile numbers. You’re at a point in the year where you are discussing 2013. Now is the perfect time to approach the subject when you’re in discussions regarding quota, compensation and 2013 goals.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

Customer Centric Selling

JANUARY 7, 2013

Sales Training Article: How to Build Customer Loyalty in the New Year By Geoffrey James, Inc. As we enter 2013, the business world remains in a state of uncertainty. Have a great 2013, everyone! Read more sales training articles from CustomerCentric Selling® - The Sales Training Company. Will the economy recover?

Loyalty 51

Loyalty Training Trade Show Customer 51

Understanding the Sales Force

AUGUST 28, 2013

Understanding the Sales Force by Dave Kurlan Earlier this week I wrote this article about the importance of using specific words and phrases at specific times. In the article I mentioned "at just the right time" but I didn''t elaborate. c) Copyright 2013 Dave Kurlan'

Conversion 245

Conversion Decision Maker Vendor Competition 245

Understanding the Sales Force

NOVEMBER 13, 2013

I wrote this article for SoldLab and it was posted there today. Please vote for Top Sales & Marketing Thought Leader , Top Sales & Marketing Blog , and Top Sales & Marketing Article. c) Copyright 2013 Dave Kurlan' Who is holding them accountable and allowing this malpractice to continue?

Decision Maker 313

Decision Maker Proposal Sales Cycle Exact 313

SBI Growth

AUGUST 10, 2012

Your sales team needs this from you to make your product launch in 2013 successful. On their June 28 th earnings call, the CEO announced the delayed release (again) of the Blackberry 10 until January, 2013. 2013 is around the corner. Plan – Develop a plan to bridge the gap between product, marketing and sales in 2013.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

Understanding the Sales Force

JUNE 4, 2014

Understanding the Sales Force by Dave Kurlan The Selling Power Blog published a new article of mine, The Top 10 Steps Salespeople Can Take to Improve. The article includes a really terrific video on the importance of tonality. Just 3 years ago , when I wrote this article about the subject, it was 8 attempts and I thought that was high.

Territories 268

Territories Exercises Video ACT 268

Understanding the Sales Force

APRIL 15, 2013

Understanding the Sales Force by Dave Kurlan Two articles caught my attention today. A sales candidate with either the Lack of Desire or the Lack of Commitment would neutralize all ten of the traits the article referred to! Any combination of 3 or more would certainly neutralize all ten of the traits referred to in the article.

Research 291

Research Insurance Insurance Face-to-face 291

Understanding the Sales Force

JULY 15, 2013

I''ve criticized some of Geoffrey''s articles in the past but this one, 3 Reasons Why Most Presentations Fail , is really good. I checked and o f the 1,000 plus articles I have written for Understanding the Sales Force , exactly two have been about presentations and presenting. c) Copyright 2013 Dave Kurlan'

Exact 247

Exact Sales Prospecting Company 247