No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. I wrote that in 2013, back when virtual sales meetings weren’t the only option. For more on referral selling, tune into my new sales TV show— Back in the Black on The Sales Experts Channel.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

SBI Growth

NOVEMBER 3, 2012

Prioritization through 3 lenses: What sales productivity problems should you fix in 2013? Your peers told us what they are doing during this event and how they are prioritizing for the 2013 sales strategy inside their regions. Question : What Sales Productivity Problem should you Fix in 2013? H ow to Sequence. Do you have one?

Scale 282

Scale Face-to-face Promotion Lead Rank 282

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. This is in spite of the fact that most of it is created for sales and channel enablement purposes. Training, training, training.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

SBI Growth

AUGUST 10, 2012

Trained the sales force and channel partners on the new product. This is very different than product training. 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.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

No More Cold Calling

APRIL 30, 2020

I recounted that story in my recent presentation—“ Sales Experts Channel: How to Recession Proof Your Sales in 9 Killer Steps ”—because it perfectly illustrates a key business insight. How People, Not Technology, Seal the Deal —in 2013, because I was alarmed by the unleashed dependence on technology by sales teams.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

Understanding the Sales Force

MAY 1, 2014

We go to market through a global network of certified partners - our channel - and we spent considerable meeting time talking about them. Train, coach, train and coach some more. It''s not very difficult to upgrade the quality of your sales force or channel. Evaluate and thrive!

Hiring 218

Hiring Webinar Metrics Channels Policies 218

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

The ROI Guy

JANUARY 8, 2013

Although I too am more optimistic about 2013 compared to last, there are clear and immediate challenges that deserve action regardless. 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.

Proposal 71

Proposal Decision Maker ROI Lead Rank 71

Sales and Marketing Management

JUNE 8, 2017

This is particularly evident in channel programs. Additionally, sales and employee programs tend to outpace channel and customer programs in their use of individual travel regardless of company size. Planners also expressed concern for the level of training for hotel managers and sales­people.

Travel 205

Travel Incentives Incentive Lead Rank 205

Score More Sales

JULY 27, 2013

Below are some of my fantastic and amazing social selling colleagues – all of us, like Score More Sales, are LinkedIn Sales Solutions Channel Partners. What is a LinkedIn Sales Solutions Channel Partner? If you don’t maximize all the capabilities of LinkedIn now – you’ll fall short.

Social Selling 189

Social Selling Maximizer Resources LinkedIn 189

Score More Sales

DECEMBER 23, 2013

Last year I was able to buy the home I wanted which is on the train line into the office. Write in the present tense. Here’s an example: I enjoy my job helping companies with technology and have been rewarded handsomely for it. I’ve put up enough consistent numbers that in the summer I work 4 days with three off during July and August.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

Score More Sales

FEBRUARY 21, 2014

You can control what you do and say on your company website, and link to your channel partners or other associates rather than somehow finding ads and links to competitor sites. Ultimately, your company owns its website and all the great content outside of your website resides on other people’s sites.

Lead Rank 231

Lead Rank Lead Scoring Microsoft Twitter 231

SBI Growth

JULY 22, 2013

You have to make the rest of 2013 with the sales heads you have.” Establish a fun atmosphere with good feedback channels. Training your sales team how to social sell will immediately improve your sales pipeline. Book a social selling training in three weeks. We are short of our bottom line number. Make the sales job fun.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

SBI Growth

DECEMBER 3, 2013

You rolled out 2013’s initiative at sales kickoff. It was done via event based training. Because you believe you have capable people, you delivered the training. During the training, everybody nods. During the training, everybody nods. The CEO was asking him “did the training work?” Problem 1—Poor Roll Out.

Groups 297

Groups Follow-up SalesForce Training 297

Understanding the Sales Force

FEBRUARY 21, 2014

The Sold Lab portal posted this article of mine on Why Sales Training Doesn''t Work. Then, Evan Carmichael did a terrific job interviewing me for this video on his YouTube channel. c) Copyright 2013 Dave Kurlan' Understanding the Sales Force by Dave Kurlan Today you''ll receive multiple articles and a bonus video too!

Airlines 186

Airlines Video Channels Follow-up 186

Grant Cardone

DECEMBER 26, 2019

In 2013 Maria became the first Portuguese woman to summit Mount Everest. Then she swam the English Channel. Go swim the English Channel if you must—but I suggest you invest in yourself through proper training materials so you can raise YOUR INCOME right where you are. Next up was Mount Everest.

Everest 86

Everest Hotels Airlines Conference 86

Score More Sales

APRIL 4, 2013

Hear about how one of us grew business through messaging to CEOs about what she learned about them on social channels. Find out how another sales leader connected her prospect to a speaking opportunity and what happened as a result.

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

Increase Sales

FEBRUARY 23, 2013

Advertising is a channel or an activity. Marketing just like sales training coaching or even self improvement is an investment. If you are free on Thursday, March 7, 2013 from 12-12:30pm, you may find this free webinar the 3 Sales Buying Rules of interest. False Belief #1 – Marketing is advertising. Share on Facebook.

Prospecting 145

Prospecting Advertising Advertising Face-to-face 145

Score More Sales

MAY 10, 2013

Take a look today at the new channels on LinkedIn Today - it is easier now to learn what your customers and prospective customers are thinking and reading about. I also recommend people visit LinkedIn Training and Support Resources for videos and webinars specific to sellers. LinkedIn has evolved and improved month in and month out.

LinkedIn 206

LinkedIn Lead Rank Hiring Webinar Metrics 206

Pointclear

AUGUST 21, 2013

In reality, all three channels work together to help each other and I get more catalogs in the mail today than I did in the ’80s. Originally published on salesandmarketing.com, June 7, 2013. When the Internet came to be, people said that catalogs would go out of business because people would buy online. Gold Calling, Cold Calling 2.0

Cold Calling 221

Cold Calling Sales Qualified Lead Outbound Direct Mail 221

Sales Training Connection

FEBRUARY 11, 2013

In regard to this type of feedback, successful sales managers work with their sales teams to develop a communication channel for surfacing the problems and addressing the best ways to solve them. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Sales Management 117

Sales Management Coaching Sales Coaching Training 117

Delicious Sales

MAY 2, 2012

Training (4995). Channels (799). 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. Topics Major Topics.

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Score More Sales

MAY 28, 2013

If you have not seen the survey results yet, take a look to hear about omni-channel shoppers and more. Marketing Study Update. I’ll be posting more about the top findings of IBM’s annual Chief Marketing Officer survey. Procurement Study. It was fascinating to hear about the new procurement study benchmarking top Chief Procurement Officers.

Company 208

Company Film Study Lead Rank 208

Pointclear

APRIL 30, 2013

Click to start video at this point — Social media and mobile markets are more than just ways of boosting one''s reach within LinkedIn, Twitter, and Facebook, there are real robust tools for utilizing and analyzing these marketing channels, Jamie expressed. Training Tool: www.60seconduniversity.com. That means you need to be there!

Lead Rank 248

Lead Rank Lead Scoring Leads Marketing Qualified Lead 248

Mindtickle

JANUARY 28, 2020

The concept of sales enablement is relatively new (originating in 2013 ), and its definition is still evolving as technologies and processes advance. It paves the way to wider communication channels and frequent collaboration. Analytics: Sales enablement gives you visibility into your reps’ understanding of their training.

Sales Enablement 72

Sales Enablement Top of Funnel Lead Rank Lead Scoring 72

The ROI Guy

JANUARY 16, 2014

Examining their 2013 predictions, Gartner indicated IT spending would rise 4.2% When the dust settled on 2013, the IT spending growth was a mere 0.4%. So how well do your sales professionals and channel partners engage with value? However, as has been proven over the past two years, this forecast may be dramatically optimistic.

Forecasting 92

Forecasting Proposal Decision Maker ROI 92

Crunchbase

MAY 14, 2020

Abel’s wealth of knowledge in the software as a service space is demonstrated by not only his success at G2, but his previous work; he founded and led BigMachines, a leading SaaS CPQ company, to its acquisition by Oracle in 2013 for over $400 million. CEO of JBarrows Sales Training. VP of Sales Training at Vector Solutions.

Top of Funnel 132

Top of Funnel Scale Twitter LinkedIn 132

Hubspot Sales

MARCH 20, 2018

If you're an IT reseller, value-added reseller (VAR), or channel partner advising clients on any part of the front office (marketing, sales, or customer success) -- especially for businesses under 1,000 employees -- there are a few trends you should be aware of. Four Software Trends IT Resellers, VARs, and Channel Partners Should Watch.

Lead Rank 86

Lead Rank Trends Lead Scoring Outsourcing Services 86

Mindtickle

JANUARY 28, 2020

The concept of sales enablement is relatively new (originating in 2013 ), and enablement definition is still evolving as technologies and processes advance. It paves the way to wider communication channels and frequent collaboration. Analytics: Sales enablement gives you visibility into your reps’ understanding of their training.

Sales Enablement 52

Sales Enablement Top of Funnel Lead Rank Lead Scoring 52

Sales Evangelist

FEBRUARY 1, 2021

A study of the Harvard Business Review in 2013 showed that organizations with sellers who share the same ethnicity as their clientele were 152% more likely to understand their clients’ needs better. Reach him via these channels: LinkedIn , Instagram , Twitter , and Facebook about any sales concerns. Try Skipio at www.Skipio.com.

Benefit 40

Benefit Survey Study Report 40

Sales Evangelist

FEBRUARY 1, 2021

A study of the Harvard Business Review in 2013 showed that organizations with sellers who share the same ethnicity as their clientele were 152% more likely to understand their clients’ needs better. Reach him via these channels: LinkedIn , Instagram , Twitter , and Facebook about any sales concerns. Try Skipio at www.Skipio.com.

Benefit 40

Benefit Survey Study Report 40

The ROI Guy

APRIL 8, 2014

increase from 2013 spending levels (and a 0.1% Examining their 2013 predictions, Gartner indicated IT spending would grow 4.2% When the dust settled on 2013, the IT spending growth was a mere 0.4%. So how well do your sales professionals and channel partners engage with value? trillion in 2014, a 3.2% for the year.

Forecasting 65

Forecasting ROI Proposal Decision Maker 65

Tenfold

AUGUST 30, 2017

This share spans across a variety of channels. The Salesforce’s Pardot survey, 2013 State of Demand Generation Report, claims that 71.7 The Multiple-Channel B2B Buyer. The multiple-channel buyer is always connected and researching online through mobile phones, tablets and desktops. Know the Modern B2B Buyer.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

Sales Evangelist

FEBRUARY 1, 2021

Three reasons why diversity and inclusion are important It helps you understand your clients better. A study of the Harvard Business Review in 2013 showed that organizations with sellers who share the same ethnicity as their clientele were 152% more likely to understand their clients’ needs better. Try Pipedrive today for FREE!

Benefit 40

Benefit Survey Study Report 40

The ROI Guy

NOVEMBER 10, 2014

Despite significant changes in prospect expectations, sales leadership recognizing that value selling is needed in order to meet quota, and the millions spent on solution / value selling messaging and training, only about one in ten sales professionals engage with “value”. Percent in 2014 Gartner Forecasts 3.1%

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

Crunchbase

MAY 14, 2020

Her clout is truly admirable, and her channels are filled with thought leadership content and helpful advice. After serving as an aviation executive at JetSuite, vice president of sales at Flexjet, and holding numerous other sales positions, she now offers executive coaching and sales training services nationwide. Megan Bowen.

Top of Funnel 101

Top of Funnel Hiring Twitter Lead Rank 101

Partners in Excellence

OCTOBER 27, 2014

While there’s some variance, I tend to see the following: Sales Training. Go To Customer/Sales Deployment Models/Inside/Outside/Channel/Web/Hybrid. And the same ones that I saw in 2013, 2012………1980. Sales Process/Methodology. Systems/Processes/Tools. Recruiting/Onboarding. Marketing/Sales Integration.

Fashion 89

Fashion Face-to-face Analytics Social Media 89