Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. Top Sales Books to Read in 2013.

Face-to-face 132

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

Understanding the Sales Force

MARCH 13, 2013

Sales Management must spend 50% of their time coaching salespeople like this: An enormous part of developing salespeople these days is helping them to differentiate themselves from your competitors. Effectively applying a consultative sales process helps to accomplish this. c) Copyright 2013 Dave Kurlan

Coaching 264

Coaching Sales Management Decision Maker Competition 264

Anthony Cole Training

MARCH 19, 2013

There are several GREAT speakers in the general sessions, but it is not a conference where you will find constant discussions about the art and science of selling or sales management. Whenever I hear a talk, a message or a point of view, I find myself automatically translating it to sales and sales management.

Hiring 198

Hiring Banking Survey Conference 198

Sales Training Connection

SEPTEMBER 18, 2013

Sales Manager Tip. Each year sales managers spend a substantive amount of time and effort helping their sales team use their time with the customer more effectively. Front-line sales manager who can provide their sales teams more time to work with customers, not on paperwork can make a big difference quickly.

Top of Funnel 116

Top of Funnel Funnel Sales Management Coaching 116

Sales Training Connection

OCTOBER 9, 2013

Sales Managers – it’s what you say and how you say it. A hallmark of a great sales manager is being a good communicator. For example, front-line sales managers are the critical screens through which messages travel from top management to the sales team. ©2013 Sales Momentum ®.

Sales Management 124

Sales Management Face-to-face Sales Leadership Quota 124

Increase Sales

FEBRUARY 9, 2013

The reality is much of the organizational structure for mid size to small businesses (SMB) today including having a sales manager is based on some of the practices of years gone by much larger companies with over 100 employees and multiple locations. Possibly by having a sales manager, you have created a hurdle for your sales team?

Sales Management 146

Sales Management Hiring Webinar Metrics Sales Leadership 146

Sales Training Connection

FEBRUARY 11, 2013

You need a superior sales team and maintaining a superior sales team requires f ront-line sales managers who coach and who are good at it. But for sales managers to be good at coaching, feedback must run both ways. From the sales rep perspective the feedback can take two very different forms: 1.

Sales Management 117

Sales Management Coaching Sales Coaching Training 117

Sales Training Connection

FEBRUARY 25, 2013

Sales Coaching. Front-line sales managers are the “pivotal job” for improving sales productivity. That means – if companies want to improve sales revenue and optimize sales profitability, they should do everything they can to make sure front-line sales managers are doing what they should be doing.

Sales Management 132

Sales Management Coaching Pivotal Sales Coaching 132

Sales Training Connection

NOVEMBER 22, 2013

Sales managers. There’s little doubt that sales managers are the pivotal job for creating a superior sales team. And, a critical responsibility for the sales manager is coaching. Most people agree that sales coaching is important and can make a difference. ©2013 Sales Momentum, LLC.

Sales Management 119

Sales Management Sales Coaching Sports Coaching 119

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. This issue also features the 2013 Award Winners of the Top Sales & Marketing Awards in 18 Categories. I congratulate all of them!!

Sales Talent 235

Sales Talent Video Course Up-Sell 235

Sales Training Connection

NOVEMBER 3, 2013

New sales managers. New sales managers face a lot of new challenges. As they seek to develop the skills to work through new challenges, there is a tendency to gravitate back to what they know how to do – in the case of new sales managers , it’s usually selling. ©2013 Sales Momentum, LL.

Sales Management 117

Sales Management Face-to-face Pivotal Coaching 117

Sales Training Connection

MAY 6, 2013

It’s easy to manage a sales team when there’s consensus on where you’re going and how you’re going to get there. That’s when sales managers face some challenges. But if agreement can’t be reached even at that level, then the sales manager makes the call. ©2013 Sales Horizons, LLC.

Sales Management 119

Sales Management Hiring Face-to-face Sales Leadership 119

Sales Training Connection

APRIL 5, 2013

Kanter was writing about leadership in general, we thought her message held merit for front-line sales managers. Most sales managers work in a highly demanding and challenging environment. Clearly it is important to help sales managers learn how to create an environment where accountability is valued and taken seriously.

Sales Management 114

Sales Management Sales Coaching Coaching Sales Leadership 114

Sales Training Connection

DECEMBER 18, 2013

Salespeople often raise problems with their sales managers that require fixing. Here are two approaches for this problem-fix type discussion: Approach 1 – Some salespeople raise problems with their sales managers salestraining with the conversation culminating in the salesperson simply “tossing the ball” to the sales manager.

Sales Management 119

Sales Management Coaching Training Sales Coaching 119

Sales Training Connection

JUNE 6, 2013

Sales rep to sales manager transition. You were a top sales person. You’ve just been promoted to sales manager – you have a team of 12 sales reps. The good news is you now have the pivotal job for improving the sales effectiveness of your organization. Remember you are now a sales manager.

Sales Management 124

Sales Management Top of Funnel Pivotal Coaching 124

Sales Training Connection

MARCH 4, 2013

Sales managers and off-the-cuff comments. We’ve noticed that one of many adjustments new sales managers must make is thinking about the impact of off-the-cuff comments. Because they are now in sales management, what the new sales manager says is taken more seriously. Management Messaging.

Sales Management 108

Sales Management Sales Coaching Training Influencer 108

Understanding the Sales Force

OCTOBER 16, 2013

The November 2013 issue featured an article titled Dismantling the Sales Machine. Here''s the premise: Companies that have been rigorously enforcing sales process should stop doing so because it is resulting in longer sales cycles, decreased conversion rates, unreliable forecasts and depressed margins.

Sales Process 249

Sales Process Margin Survey Forecasting 249

SBI Growth

JANUARY 2, 2013

But you can excel in 2013 because of your shortcomings in 2012. And with these answers come chances for improvement in 2013. Talent Assessment of Sales Leadership and Sales Reps. Build specific competency and accountability based scorecards for Sales Leadership and Sales Reps. What about a “qualified lead?”

Lead Rank 267

Lead Rank Lead Scoring Sales Qualified Lead Lead Gen 267

Sales Training Connection

JANUARY 14, 2013

Sales managers. A year ago, we published a post on the importance of sales managers to assess their prior year’s performance and to incorporate the results of that self-assessment into their plans for the new year. Good managers are always asking themselves and others about what they could do better or differently.

Sales Management 114

Sales Management Face-to-face Coaching Construction 114

Sales Training Connection

MARCH 27, 2013

Second, most people agree that coaching is a must-do for developing a superior sales team. Some don’t do it because they think their sales managers are experienced so they know how to coach. Others pass because their sales managers are busy, so coaching training is not viewed as a good use of time.

Coaching 115

Coaching Sales Management Training Consultative Selling 115

SBI Growth

DECEMBER 4, 2012

A post for Sales and HR leaders to ensure success of 2013’s Sales compensation plan. Fast forward to April of 2013. A Chief Sales Officer is meeting with Sales VPs and the VP of Sales Operations. They are trying to decide between keeping and scrapping the recently-implemented Sales Comp Plans.

Compensation 292

Compensation Channels Fashion Construction 292

SBI Growth

AUGUST 8, 2012

Sign up for our Make the Number Tour if you would like to see how your peers are allocating people, money and time in 2013. Over the last 12 months we: Surveyed over 10,000 sales representatives. Surveyed over 4,500 sales managers. Reviewed over 5,000 documents from with some the world’s best B2B sales organizations.

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation 276

Sales Training Connection

JUNE 19, 2013

Medical device sales and sales managers. The cornerstone for making the adjustment will be the front-line sales manager. The same report showed the sales difference between the top 25% and bottom 25% of sales managers was a stunning 80%. Get serious about sales training and development.

Pivotal 100

Pivotal Health Care Hiring Sales Management 100

Understanding the Sales Force

MAY 15, 2014

Understanding the Sales Force by Dave Kurlan Yesterday I was on three separate calls with sales managers whose salespeople needed to fill their pipelines but hadn''t. It won''t sound like a conversation, they won''t sound real, but they will sound like a telemarketer reading from a script and nobody will want to speak with them.

Telemarketing 259

Telemarketing Pipeline Course Meeting 259

SBI Growth

AUGUST 6, 2012

Are your sales resources properly aligned with growth opportunity ? The Sales Leader is about to receive the 2013 Revenue Number. He will rely on you, the Head of Sales Operations, for sales strategy advice. It is your job to equip sales management with these figures. Won deals in half the time.

Opportunity 316

Opportunity Strategy Banking Territories 316

Understanding the Sales Force

SEPTEMBER 17, 2013

While most of these roleplays and coaching moments are memorable, impactful and terrific learning events for everyone on the sales force, some of these conversations tend to be more memorable than others. I''ll be speaking at the EcSell Institute Fall Sales Coaching Summit in Chicago next week. c) Copyright 2013 Dave Kurlan'

Coaching 201

Coaching Exact Webinar Metrics Sales Leadership 201

Jonathan Farrington

DECEMBER 7, 2012

This week Inc.com announced that bad managers cost the economy $360 billion in lost productivity annually. Hopefully, your sales managers aren’t making any personal contributions to this statistic. Either way, we thought it couldn’t hurt to assemble some collective insight for better sales management as we move into 2013.

Sales Management 37

Sales Management Hiring Oracle Conference 37

Increase Sales

JULY 15, 2013

Believe it or not, advertising spending in newspapers is down 4% in the first Quarter of 2013 compared to the first quarter of 2012. Source Kantar Media June 2013) Yet in that same time frame Outdoor advertising is up 4.3%. Salespeople truly must become far more innovative in their sales solutions. Share on Facebook.

Small Business 157

Small Business Small Business Advertising Advertising 157

Understanding the Sales Force

DECEMBER 16, 2013

The controversy continues to escalate, especially in some private LinkedIn groups, where comments are on the rise to Why Win Rates are at an All-Time Low and What is the Most Difficult Part of the Sales Process? A properly designed, staged, optimized process is all about the customer-centric conversation. Register here. **.

Sales Process 205

Sales Process Sales Cycle Sales Leadership LinkedIn 205

Costello

DECEMBER 11, 2018

With a background in sales, finance, and operations, he’s crafted his experiences into a career in sales enablement. In 2013, Cory hired a sales coach and has been receiving coaching ever since right up until the day before our conversation. What is The Sales Enablement Playbook about and why did you write it?

Sales Enablement 45

Sales Enablement Conversion Sales Methodology Hiring 45

Understanding the Sales Force

JUNE 18, 2013

Let''s discuss the challenges of this model in a smaller company where there may be a half dozen salespeople or less reporting to one sales manager. How is that one person supposed to handle: Sales Leadership. Sales Architecture. Sales Infrastructure. Sales Talent Management. Sales Enablement.

Sales Leadership 224

Sales Leadership Lead Rank Sales Qualified Lead Sales Talent 224

Score More Sales

FEBRUARY 14, 2014

To make this a practical and valuable day, I thought I’d send a message to those in an inside sales career – sellers and sales managers alike. A Valentine for Inside Sales. You have live conversations and sound both interested in the other person as well as helpful to add value and ideas for them.

Inside Sales 208

Inside Sales Lead Rank Lead Scoring Outbound 208

SBI Growth

NOVEMBER 22, 2012

The third of four regional stops to nail down 2013 budgets for the Sales EVP and the CFO. Then you have to design a plan that reps, managers, directors all follow to maximize the up-side. Execute the Plan – Build a consensus with Sales management on how they can execute on the plan. Keep the conversation going.

Segment 288

Segment Customer Territories Penetration 288

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. The crowd enjoying Sales Mastery India 2012.

Construction 255

Construction Promotion Sales Leadership B2B 255

Understanding the Sales Force

OCTOBER 15, 2013

What if your average sale or account drops? What if 10% fewer conversations convert to meetings? What if your sales cycle extends by 2 months? However, within one week you should know the top-of-the-funnel metrics like attempts to conversations and conversations to meetings and whether those have changed since 2011.

Top of Funnel 271

Top of Funnel Margin Sales Cycle Retention 271

No More Cold Calling

DECEMBER 31, 2013

And yes … Pick Up the Damn Phone and have a personal conversation. What’s the most important lesson you’ve learned in 2013? Associations Enterprise Sales Management Small Business' Never forget that we ultimately do business with people, not with companies. Your connection is not technology. Comment Here.

Small Business 191

Small Business Small Business Exercises Enterprise 191

No More Cold Calling

JUNE 10, 2021

My entire career had been sales and sales management, and my best business had always come from referrals. I asked salespeople and sales leaders I knew if they liked to get referral introductions. Fast forward to 2013. That got me thinking. I had the germ of an idea, but I needed to validate it.

Referrals 385

Referrals Cold Calling Webinar Metrics Outbound 385