SBI Growth

JANUARY 30, 2013

You just received your quota for 2013. Excellence in 2013 starts with you. Read on to better understand HOW to leverage resources to Make the 2013 number. Train your team on areas of deficiency. Coach to buyer requirements, wants, needs, fears, and challenges. The goal is to get access to your buyers.

Resources 321

Resources Networking Face-to-face Quota 321

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. Salespeople have changed as well.

Face-to-face 132

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

Increase Sales

FEBRUARY 19, 2013

If being successful as a salesperson is all about having someone buy your solution, then most sales training really is buying training isn’t it? Now there are some efforts in the sales training industry that discuss being an assistant to the buyer. Share on Facebook.

Training 127

Training Discount Buyer Analysis 127

Sales and Marketing Management

JUNE 8, 2017

Author: SMM On April 6, leaders from across the meetings and events industry came together to support the second annual Global Meetings Industry Day (GMID). Net Optimism Score for incentive travel in the fall of 2016 was 26 percent, meaning the industry is still moderately positive about the outlook for incentive travel.

Travel 205

Travel Incentives Incentive Lead Rank 205

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SEPTEMBER 9, 2013

Prospects and buyers are so busy. Prospects and buyers hear and read so many things throughout the course of their week that it really takes something special to jar them. You need to jar your buyers into attention by crafting well-written messages that stand out. Create sales messaging around these buyer types.

Inside Sales 222

Inside Sales Lead Rank Lead Scoring Buyer Persona 222

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OCTOBER 21, 2013

What would be much more effective for me is to go to industry events that represent who my buyers are. It could be an annual event that comes to my city, or I may go once a year to a big event where all of my buyers’ industry counterparts meet up. What Spokes in Your Wheel? . How do you build your network?

Networking 215

Networking Inside Sales Lead Rank Lead Scoring 215

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NOVEMBER 11, 2013

One way you can be more successful in remote selling – that is, selling when you are not in front of your prospective buyer in person, is to have more impact with your messaging. Buyers don’t need that and they certainly don’t want that anymore, if they ever did. .” Put more about the buyer first.

Inside Sales 221

Inside Sales Lead Rank Lead Scoring Call-back 221

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NOVEMBER 1, 2013

Buyers and sellers are doing a dance where the buyer has gotten research and ideas online or through another trusted source – perhaps even narrowed their choices down, and now work to find what they believe is the best value for them. You might call a potential buyer ten times over the course of a few months.

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

SBI Growth

JANUARY 7, 2014

Your market and buyers are changing rapidly. Buyers you’ve sold to for years may soon be gone. Hiring people with industry experience. We are seeing this more and more across all industries, not just SaaS. A December, 2013 study by marketingcharts.com proves the need for speed. Now, they change every couple months.

Inside Sales 288

Inside Sales Hiring Sales Qualified Lead Field Sales 288

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DECEMBER 16, 2013

Because buyers buy differently than they used to, smart sellers are now thinking about how they are viewed online and in various virtual ways. Various studies of buyer behavior show now that buyers are much further along their buying process when they engage with potential vendors.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

Tenfold

AUGUST 30, 2017

What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. So, it pays to ask: How do B2B buyers search for tech solutions and how can you ensure you’re there, at every stage of their buyer’s journey? B2B Buyer Behavior. The Digital Age Buyer’s Journey.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

Understanding the Sales Force

SEPTEMBER 9, 2013

Companies are spending more money on sales force evaluations, sales training, consulting, sales leadership development, sales process, infrastructure and sales recruiting services than 5 years ago. Quizzes by Quibblo.com (c) Copyright 2013 Dave Kurlan' There are probably twice as many books on the subject than just 10 years ago.

Sales Management 288

Sales Management Hiring Compensation Trends 288

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DECEMBER 2, 2013

You can determine this in a pretty simple manner – are you leaving voice mail messages for the right prospective buyers but getting no replies? Do you send out e-mail messages to potential buyers and NEVER get a reply other than, “we’re all set?” How can you pique your potential buyer’s interest?

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

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FEBRUARY 21, 2014

We talked at length about how two trends have changed the way sellers sell and buyers buy – that is that we are a social, mobile, b2b world now. As buyers we need simple solutions that work, and as sellers we need to be able to go to one place for data and insight – not so many places that we get frustrated and slow. Keeping it Simple.

Lead Rank 231

Lead Rank Lead Scoring Microsoft Twitter 231

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FEBRUARY 10, 2014

Matt (check out his blog here ) talked about hiring myths in sales – specifically whether previous industry experience is required for your sales position and even whether previous sales experience is required. She wrote in detail about her points on the Smart Selling Blog. What’s the biggest myth in selling that YOU see?

B2B 240

B2B Hiring Webinar Metrics Lead Rank 240

Hubspot Sales

OCTOBER 29, 2017

In 2013, American companies alone spent $164.2 billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. Clearly, if your team needs sales training, there's a lot of options out there. Best Sales Videos.

Channels 112

Channels Video Training Hiring 112

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JUNE 17, 2013

Do so by adding value with content – insight which could help your buyer. ———————————– According to Cliff Pollan, CEO of Visible Gains, buyers are demanding sellers bring more value to the table. training materials. training materials.

Inside Sales 200

Inside Sales Outsourcing Services Lead Rank Lead Scoring 200

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AUGUST 12, 2013

If you spend part of your day calling prospective buyers, you must find a way to connect with them on some level in order to earn ten or fifteen more minutes of their time. It differentiates who moves forward with a buyer and who does not. ” (assuming you are Lowe’s or another of their larger industry counterparts).

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Cold Calling 213

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MAY 20, 2013

I don’t remember ever hearing about this idea in sales training (I’ve been through so many programs over my sales career) but I immediately knew it to be true when it registered in my head. If you don’t have some type of connection to the buyer, you have some value to add in the way of sharing insight.

Inside Sales 250

Inside Sales Lead Rank Lead Scoring Call-back 250

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JULY 27, 2013

For example: If you don’t have a professional photo (or a photo at all) – buyers and strategic partners won’t take you seriously. I can vouch for the following individuals and organizations to help you gain specific ideas that help you better position yourself to attract and connect with the right buyers you serve.

Social Selling 189

Social Selling Maximizer Resources LinkedIn 189

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AUGUST 28, 2013

I am the first one to embrace technology – in fact most everyone I work with these days is involved in the technology industry or has new technological aspects to their businesses. We’d love to hear your thoughts.

Webinar Metrics 212

Webinar Metrics Lead Rank Lead Scoring Outbound 212

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OCTOBER 18, 2013

These are the names from marketing who are potential prospects or people you find on an industry list. Does it show what stage each of your sales opportunities (or your buyers’ buying opportunities) is in? These items above are a basic minimum in 2013 (heading into 2014) for a seller. How do you handle pre-prospects?

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

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APRIL 26, 2013

What is new in CRM in 2013? Moderator and CRM / Social Industry leader Paul Gillin asked fantastic questions including: What are best practices for broader adoption of CRM? I content that it is a time issue for sales reps – they need to focus on what is most important and get as much face time with buyers as possible.

CRM 179

CRM SugarCRM Guidelines Face-to-face 179

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DECEMBER 21, 2012

corporate leaders on how today’s buyers are changing the way we must do business. Buyers have high expectations which are set by others in your industry – for example when front desk staff greet you buy name at leading hotel chains – you expect that everywhere. This study was done by interviewing nearly 400 U.S.

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

Understanding the Sales Force

OCTOBER 28, 2013

I have continued to urge readers how important it is to sell using a consultative, buyer-focused methodology and a formal, structured sales process. What if buyers should dictate the process? What if we should sell the way buyers want to buy? c) Copyright 2013 Dave Kurlan' Want to know what happened?

Case Study 220

Case Study Study Decision Maker Inbound 220

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OCTOBER 7, 2013

Have you had a powerful, passionate conversation about your industry with a prospective buyer when you were feeling sorry for yourself? The reason you need and must have a fresh start is that your attitude and mindset will determine your future success. Ever closed a deal with a chip on your shoulder? It just doesn’t happen.

Inside Sales 200

Inside Sales Lead Rank Lead Scoring Outbound 200

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APRIL 29, 2013

There are three points to consider when thinking about following up with prospects, buyers, and with leads: A. Depending on the study and your industry, you’ll see that it takes 6-12 connects (or touches) with a potential buyer to bring a sales opportunity to closure. Most sellers do not follow-up enough.

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261

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NOVEMBER 26, 2013

You will be able to see and participate in conversations that those in your targeted industries are sharing. join groups in the industries your customers and prospective buyers belong to. Your profile can serve as inbound marketing for you – in other words, the key words and phrases you use in your profile are all searchable.

LinkedIn 226

LinkedIn Trade Show Ideal Customer Profile Lead Rank 226

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JULY 26, 2013

Buyers have changed. You can throw at them what most of your clients like, and arrogantly assume this will work for them, or you can talk with them and hear what is going on in their industry and from their own communication on social networks. They proposed an idea, and the frustrated buyer loved it. (Merriam Webster).

Company 212

Company Revelation Face-to-face Webinar Metrics 212

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MAY 29, 2013

“I’m calling about Marriott” – if Marriott is one of your clients and this prospect is in the hospitality industry. Reference a common point between you and your buyer, or your company and their company. They should cover different points of value to the buyer. Be somewhat vague or mysterious.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

Increase Sales

JULY 7, 2013

Today’s buyers are far more receptive to education based marketing. Sales Training Coaching Tip: Having a commanding presence begins with thoroughly understanding your client, the industry and your solutions. And shouldn’t this be the ultimate goal in any sales presentation, focusing on the buyer and not on you?

Travel 131

Travel Education Case Study Influencer 131

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NOVEMBER 20, 2013

Use Twitter to listen for those talking about your industry – competitors, partners, existing clients and potential buyers. Dive into LinkedIn and learn how through groups and through seeing what key target companies and individuals are doing can lead your sales team toward more helpful sales messaging.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

Understanding the Sales Force

OCTOBER 28, 2013

I have continued to urge readers how important it is to sell using a consultative, buyer-focused methodology and a formal, structured sales process. What if buyers should dictate the process? What if we should sell the way buyers want to buy? c) Copyright 2013 Dave Kurlan' Want to know what happened?

Decision Maker 173

Decision Maker Inbound Buyer Lead Rank 173

No More Cold Calling

OCTOBER 13, 2016

B2B buyer engagement is at an unprecedented low. . While the benefits of inbound marketing are critical, we are also seeing periods of low buyer engagement. Involving well-trained salespeople will improve these numbers. Buyers want an educated salesperson for big spends or new products. . needs us more than ever.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

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MAY 27, 2013

In past posts I’ve talked about how your social footprint is your 365 day per year, 24×7 online trade show where your buyers and potential referral partners can learn about you on their own schedule. There are three major reasons you need to have regular time blocked off in your calendar for being social online.

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

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MAY 10, 2013

Listen and engage with their market and industry to offer insight to their buyers. I also recommend people visit LinkedIn Training and Support Resources for videos and webinars specific to sellers. Build their network of trusted peers to grow their reach. I know this will continue to be my first stop on the web each day.

LinkedIn 206

LinkedIn Lead Rank Hiring Webinar Metrics 206

Delicious Sales

MAY 2, 2012

Training (4995). Buyer (2086). MORE >> Industry. 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? MORE >> THE SALES INSIDER AUGUST 13, 2013 What Shakespeare Can Teach You About Predictive Analytics Predictive analytics and Shakespeare have more in common than you think.

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99