Score More Sales

JULY 31, 2013

As a younger sales manager, I was wrong 75% of the time when hiring who I thought would be a stellar sales producer using my gut. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips. Over time, my stats got better – to 50%. Expand Your Pipeline.

Hiring 183

Hiring Lead Rank Lead Scoring Compensation 183

Sales Training Connection

MARCH 27, 2013

Second, most people agree that coaching is a must-do for developing a superior sales team. Over the last 30 years we have designed numerous coaching programs for companies engaged in large B2B sales. Some don’t do it because they think their sales managers are experienced so they know how to coach.

Coaching 115

Coaching Sales Management Training Consultative Selling 115

SBI Growth

AUGUST 17, 2012

Want to know what marketing leaders are going to do differently in 2013? Register HERE for our 6 th annual research project, Making the Number: How your Peers are Allocating People, Money & Time in 2013. In a recent survey conducted via LinkedIn, we asked marketing leaders around the globe what their focus will be in 2013.

Sales Qualified Lead 244

Sales Qualified Lead Marketing Qualified Lead Top of Funnel Leads 244

Score More Sales

JULY 8, 2013

Looking back over my sales career I would have to say that my focus, for the role I had at any given time, varied due to a number of things – external and internal to the company I worked for. I have also managed sales teams. Summer B2B Sales Challenge Revisited. Share and they help others. Close More Deals.

Inside Sales 218

Inside Sales Lead Rank Lead Scoring Distribution 218

Understanding the Sales Force

MAY 9, 2014

Understanding the Sales Force by Dave Kurlan When most sales bloggers write about selling, we almost always discuss direct B2B sales. Channel sales is quite different. This is more like traditional B2B sales. Copyright: blueximages / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan'

Channels 221

Channels Retail Hotels Territories 221

Score More Sales

JULY 17, 2013

Certainly that leaves a LOT of room for improvement in B2B sales teams everywhere. A panel on The New Sales Reality included three of my favorite people: Matt Bertuzzi – the brilliant marketing mind at The Bridge Group, Inc. Devon McDonald – Director of Sales & Marketing Support at OpenView Partners. Close More Deals.

Hiring 192

Hiring B2B Video Lead Rank 192

Bernadette McClelland

OCTOBER 30, 2012

Together with my promoter, Tanuja Vashisthi, founder of BRICCKS, we successfully launched Sales Mastery India to a little under 200 B2B sales leaders and sales people, on October 17-19th and are already gearing up for Sales Mastery India, 2013. Bernadette and Madhavan P Senior VP of TATA Tele Services.

Construction 255

Construction Promotion Sales Leadership Sales 255

Score More Sales

SEPTEMBER 9, 2013

This was a tip I learned from one of the most favorite of my 21 sales managers over my selling career – a former IBM top sales rep and leader who would say this so regularly that it was ingrained in my 20-something brain and has been there ever since. Think of the best sales person you know. Increase Opportunities.

Inside Sales 222

Inside Sales Lead Rank Lead Scoring Buyer Persona 222

SBI Growth

JULY 13, 2013

Dave was promoted to be Acme’s VP of Sales for the Americas. He did it as a District Sales Manager. Dave became VP of Sales for the Americas. Dave became VP of Sales for the Americas. In the first 6 months he: Did monthly pipeline reviews with every sales manager. The EVP of WW Sales was disappointed.

Promotion 310

Promotion Fashion Trends B2B 310

Score More Sales

MAY 6, 2013

Go now to Top Sales Academy and if you are a sales leader or aspire to be one, and join in on the first group of ten sessions about Sales Management and Leadership. Then join me for the Internal (Inside) Sales Series. The post Top Sales Academy Offers Online Sales Education appeared first on Score More Sales.

Education 194

Education Lead Rank Lead Scoring Outbound 194

SBI Growth

SEPTEMBER 14, 2012

HR can help the Sales leader to improve recruiting results and play a vital role in making the sales number in 2013. HR and Sales leaders often fail in the execution of convincing the top talent to make the career move. Making the sales number in 2013 depends on upgrading your sales talent.

Sales Talent 312

Sales Talent Territories Compensation Quota 312

Understanding the Sales Force

APRIL 14, 2014

We are actually in the field, working with companies, their leadership teams, their sales management teams, their salespeople and helping them navigate these choppy waters and develop modern, effective sales processes, strategies, tactics and styles. Image credit: rtimages / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan'

Top of Funnel 250

Top of Funnel Inside Sales Conference Webinar Metrics 250

Pointclear

JULY 17, 2013

To read an excerpt from her latest book, Smart Sales Manager , click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. Here’s why: Inside sales teams continue to grow at 15% each year.

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

Zoominfo

APRIL 16, 2018

He’s skied more than 1 million vertical feet in 2013 and 2014 at Vail Colorado and more than 600K vertical feet each season since then. Reason Number Five: He runs A Sales Guy U. Keenan runs a company aptly named A Sales Guy U. If you haven’t already, you should check out the Sales Guy U website.

Journal 171

Journal Case Study Influencer Sports 171

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. In particular, focus on areas of training and coaching if you are looking to improve sales performance. Training, training, training.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Pointclear

DECEMBER 18, 2012

Anthony is also the Managing Director of B2B Sales Coach & Consultancy, a boutique sales coaching and consulting company. In addition, he is author of The Sales Blog , where he writes about sales and selling, sales management, the sales process, and what it takes to succeed.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201

Delicious Sales

MAY 2, 2012

Sales (12918). Sales Management (2614). Inside Sales (849). Outside Sales (81). B2B (1578). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Is your sales process slow or fast? Topics Major Topics. Marketing (6398). Training (4995).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

SBI

MARCH 20, 2018

It’s not as if companies in years past weren’t training and enabling their sales forces; it’s just that the term “enablement” wasn’t yet a common part of the B2B sales lexicon. But don’t forget that your sales managers need enablement too. How many managers are naturally adept at all (or even most) of these areas?

Sales Enablement 139

Sales Enablement Hiring Face-to-face Course 139

Increase Sales

AUGUST 28, 2013

Possibly no where is there more job role confusion than in B2B sales for small businesses to even Global Fortune 500 firms. Researching sales leads, establishing connections through social media sites such as LinkedIn to building relationships are all part of B2B marketing. Sales management is looking to increase sales.

Small Business 137

Small Business Small Business Social Media B2B 137

Pointclear

MARCH 13, 2014

which assists sales trainers in selecting the appropriate providers. Dave, a former sales rep, sales manager, VP of sales, competitive sales strategist, consultant, and sales trainer, has worked in 26 countries—with companies from the Fortune 10 to start-ups. By Dan McDade.'

Inside Sales 235

Inside Sales Social Selling Outbound Lead Rank 235

SBI Growth

AUGUST 10, 2013

I was lucky enough to be introduced to a sales team’s top performer for 2013. Julie’s Sales Operations leader thought I could learn a lot from her. Her sales manager knew her potential and sent her to a weeklong sales training. To survive in B2B selling in 2014 a new set of skills is required.

Training 293

Training Top of Funnel Hiring Hotels 293

Understanding the Sales Force

AUGUST 18, 2015

And the rest were written by marketers who might sell a lot more of their services if they can convince you that sales process is dead. The second page of the Google search results was even worse, including proclamations that B2B selling is dead and that field sales is dead. April 29 2013. Don't get me wrong.

Inbound 120

Inbound Inside Sales Sales Process Top of Funnel 120

Score More Sales

APRIL 30, 2013

A TOOL JUST FOR SALES MANAGEMENT? They think it is simply for management’s benefit. So do these two things with your sales reps: Show them the value of the one or two reports that will benefit them greatly. Salespeople tend to not embrace CRM when it is complicated, unwieldy, and slows them down. Increase Opportunities.

CRM 291

CRM Revenue SugarCRM System 291

Crunchbase

OCTOBER 20, 2021

If you follow B2B sales—especially software or other technical sales—you’ve likely realized that B2B sales cycles seem to be getting longer, more complicated and extremely competitive. The current job market for sales engineers.

Analytics 52

Analytics Engineering Hiring B2B 52

SBI Growth

NOVEMBER 23, 2012

It gets great reviews from C-Level executives, marketers and even sales managers. But how does Content Marketing help the Sales Rep? Today’s post outlines the benefits of Content Marketing from the Sales Rep’s perspective. I had a recent conversation with a Sales Rep named Seth. This is the Problem.

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

SBI Growth

JUNE 29, 2013

And, it speeds sales productivity, which is the ultimately the name of the performance management game. A February 2013 report by Aberdeen Research validates the impact of gamification. One sales manager at a leading B2B technology firm recently shared his experience: “I forced my team to enter everything into Salesforce.com.

Hiring 326

Hiring Case Study Lead Rank Lead Scoring 326

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. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling.

Inside Sales 205

Inside Sales Outbound Buyer B2B 205

Bernadette McClelland

JANUARY 15, 2017

On my return home, I was asked to prepare for an interview and one of the questions was whether I had seen any changes over the past few years in the B2B sales space and if so, what were those changes? From 4 people in 2013 according to CSO Insights to an average of 7 people in 2016 according to the Gartner Group.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

Fill the Funnel

DECEMBER 12, 2012

As you wrap-up what I hope was a successful 2012 and begin preparation for 2013, I think you will find some great ideas about sales tools during two Webinars to register for. Minimize Your Workload and Maximize Your Sales with Web Tool Automation. 31 Must-Have Sales Tools in 2013.

Webinar Metrics 112

Webinar Metrics Sales Tools Tools Top of Funnel 112

Janek Performance Group

OCTOBER 25, 2023

In B2B selling, we often focus on new accounts. However, according to Altify: Companies receive 60 percent of their sales revenue from existing customers. It’s putting their needs ahead of the sale to form long-term relationships. In fact, according to HubSpot , 70 percent of B2B customers expect in-depth personalization.

Account 62

Account Survey Analysis Scale 62

SBI Growth

AUGUST 31, 2013

Sales Rep turnover at AdzaTran (a B2B transportation equipment supplier) has been increasing lately. Dani, the VP of North America Sales, is frustrated. Modified the sales compensation and quotas. Revised sales territories. Shifted around Sales Managers. Gather input from your sales force.

Hiring 310

Hiring Transportation Follow-up Lead Rank 310

Sales Training Connection

APRIL 12, 2013

Sales simulations - engage senior sales leadership. Over the years we have conducted numerous training projects for companies engaged in major B2B sales. Recently we completed a project that made us rethink the importance of the level of engagement of the senior sales leadership – specifically the VP of Sales.

Training 104

Training Sales Leadership Coaching Vendor 104

Sales Training Connection

AUGUST 3, 2013

New product launches and your sales force. Every year B2B companies market develop a dazzling array of new products. As our conversation wandered to the topic of product launches, Jerry noted “too frequently in B2B sales situations only 5% to 15% of the incentive opportunity is allocated to payment for new products sales.

Compensation 105

Compensation Incentives Incentive Coaching 105

Pipeliner

MAY 22, 2020

One B2B software company I worked for always presented small-to-medium business (SMB) pricing as discounted from the large-system list price. He used poker as an example, but the same holds for sales. The post Discounting Belongs in Every Sales Tookit appeared first on SalesPOP! Discounts create perceptions of high value.

Discount 98

Discount Vendor Buyer Retail 98

Pointclear

NOVEMBER 8, 2012

She teaches sales and management courses at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. 2013: A Resurgence in Developing People for the New Sales Landscape. The next PowerViews will be with Bob Kelly of The Sales Management Association.

Video 174

Video Journal Up-Sell Education 174

Sales Training Connection

APRIL 3, 2013

New product launches and your sales force. Companies in the B2B market develop a dazzling array of new products. The discussion addresses both product training and sales skills training. The ideas originate from our launch projects with clients in the B2B marketplace. ©2013 Sales Horizons, LLC.

Ideal Customer Profile 108

Ideal Customer Profile Face-to-face Engineering Training 108

SBI

OCTOBER 16, 2012

Social Selling and Big Data at the Upcoming Sales & Marketing 2.0 Next week, Sales Dot Two Inc., will host the Sales & Marketing 2.0 The focus is purported to be on the benefits of big data for B2B sales organizations with an emphasis on social technologies. Transforming into a Dynamic B2B Sales Team.

Conference 131

Conference Social Selling Data Marketing 131