Understanding the Sales Force

AUGUST 27, 2013

Understanding the Sales Force by Dave Kurlan. Selling is about having a conversation. Not just any conversation, but one where a prospect recognizes that you are different from everyone else. It''s a conversation, not 50 questions. It''s a conversation, not 50 questions. c) Copyright 2013 Dave Kurlan'

Conversion 224

Conversion Conference Call-back Sales Cycle 224

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. c) Copyright 2013 Dave Kurlan' If you ask the right questions and get the timing right along with it, you''ll get the results you are looking for as well. (c)

Conversion 245

Conversion Decision Maker Vendor Competition 245

Understanding the Sales Force

JUNE 2, 2014

Understanding the Sales Force by Dave Kurlan HR Directors love our sales candidate assessments because when they finally learn to select the right salespeople their job becomes easier and they become heroes! Promises of great success would lead you to believe that this is not a difficult sale but it doesn''t always go that smoothly.

Conversion 249

Conversion Decision Maker Compensation Sales 249

The Pipeline

SEPTEMBER 12, 2013

Thursday, September 19, 2013. In a recent survey of 1,000 IT decision makers at Fortune ranked, small and medium-sized companies, DiscoverOrg found cold – sales calls and e-mails affect and “more importantly disrupt vendor selection.”. This webinar will focus on the critical elements of executing a Proactive Prospecting sales call.

Cold Calling 276

Cold Calling Webinar Metrics Conversion How To 276

No More Cold Calling

DECEMBER 6, 2022

Sales buzzwords are as abundant as bees in summer, and they’re so overused that they’ve lost all their sting. Sales buzzwords are meaningless at best, and annoying at worst. Disrupt, disruptive innovation, disruptive technology: These seem to be the fashionable phrases from 2013, and I say we leave them there. How about you?

Fashion 207

Fashion Pivotal Cold Calling Quota 207

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. Salespeople have changed as well. Zig Ziglar.

Face-to-face 132

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

Velocify

DECEMBER 3, 2012

The Ultimate Contact Strategy provides a ready-to-use road map to rev up your sales process in 2013. And if history repeats, Sales leaders are undoubtedly spending a significant amount of time strategizing on how they’ll hit a bigger number in 2013. Improves sales processes and top line sales growth?

Leads360 90

Leads360 Sales Process Inside Sales Study 90

Understanding the Sales Force

JULY 11, 2013

Understanding the Sales Force by Dave Kurlan I have written many articles on the importance of and how to use a consultative approach to differentiate you and your company from your competitors and their companies so that the decision is not based on price. c) Copyright 2013 Dave Kurlan' Role Playing with colleagues. Accountability. (c)

Conversion 209

Conversion Guidelines Face-to-face Call-back 209

SBI Growth

OCTOBER 31, 2012

In Business Services companies, Operations executives usually have more power than Sales executives. Operations leaders often have a disproportionate amount of influence over Sales functions. Sales executives, by contrast, are often viewed as wanting to take foolish risks. Ops says Sales doesn't understand the business.

Influencer 282

Influencer Strategy Policies Lead Gen 282

SalesProInsider

MARCH 27, 2024

Well, I thought the message about my meltdown in February, about the deadline for submitting Conversations That Sell for Financial Advisors , was my unveiling of personal insights and vulnerability. In fact, those conversations made the event more meaningful, impactful, and memorable. Upleveling all my training. What do you think?

Face-to-face 62

Face-to-face Compensation Conversion Conference 62

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

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. ©2012 Sales Horizons, LLC.

Health Care 90

Health Care Referrals Trends Lead Rank 90

SBI

DECEMBER 18, 2013

Top Sales World just held their annual ceremony for the Top Sales and Marketing Awards. It’s truly an exciting time for those in the marketing and sales profession. And Jonathan and Gerhart’s Top Sales and Marketing Awards ceremony is a good place to start. Most organizations live and die by quota.

Quota 135

Quota CRM SAP Forecasting 135

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

A Sales Guy

JANUARY 26, 2014

Sometimes the most obvious is ignored especially when it comes to sales and overall business growth. Happy is not a word usually used within sales training. When sales people are engaged in asking those open ended questions, the end result is to create an emotional gap between the desired results and the existing status quo.

Conversion 127

Conversion Face-to-face Small Business Small Business 127

The Pipeline

JANUARY 31, 2022

Craig brings a deep wealth of knowledge about sales and revenue success. Sitting at the intersection of sales tech and sales methodology. Craig has a proven and unique ability to identify trends that impact sales and how to either leverage the good, and avoid the risky. Craig’s Gartner Blog: [link].

Sales Methodology 173

Sales Methodology Segment Trends Research 173

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. In no particular order they are: Top 10 Sales Competencies. Top 10 Sales Management Functions. 10 Sales Coaching Examples.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

Sales Training Connection

DECEMBER 10, 2012

In our last blog we posted 4 hospital-physician issues impacting medical sales in 2013: Hospital consolidation continues. Let’s take a look at what in means in hospital procedure and practice and then explore some jump-start steps medical sales reps could take to be responsive. ©2012 Sales Horizons, LLC.

Health Care 108

Health Care Customer Government Trends 108

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. Plus, check out what you might have missed from No More Cold Calling this month: Pick Up the Damn Phone and Have Sales Conversations.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

Sales and Marketing Management

SEPTEMBER 8, 2013

Issue Date: 2013-09-09. Teaser: Sales coaching must be intentional, planned and scheduled. Whether you are the coach or the coached, both parties need to prepare for the content, tone and structure of a sales coaching conversation in order for it to have real value. Author: Jason Jordan. read more'

Sales Coaching 217

Sales Coaching Coaching Intent Conversion 217

Score More Sales

JANUARY 7, 2014

If you don’t, you should borrow one, under the guise of babysitting for a family member or friend – and then work to have some conversations. Yes, I’m half-kidding, but also know that if you have NOT been around little kids for a while, you are really missing out on the basics of people skills as well as sales fundamentals.

Inside Sales 225

Inside Sales Call-back Lead Rank Lead Scoring 225

SBI Growth

JANUARY 2, 2013

Another year has gone by, and you fell short on your sales number. 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. Talent Assessment of Sales Leadership and Sales Reps.

Lead Rank 267

Lead Rank Lead Scoring Sales Qualified Lead Lead Gen 267

SBI Growth

AUGUST 8, 2012

Marketing, do you have a sales quota tied to Lead Generation ? 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. If not, you will soon.

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation 276

Understanding the Sales Force

JULY 31, 2013

Understanding the Sales Force by Dave Kurlan It is difficult to have a conversation about sales and marketing without discussing some of the areas where they tend to bump into each other, create friction, and disagree. How Marketers Can Help Shorten Sales Cycles & Close More Sales.

Marketing 186

Marketing Sales Cycle Conversion Sales 186

Score More Sales

OCTOBER 14, 2013

If you are in a sales role and do not experience regular wins of some type, you probably won’t feel very motivated or inspired. Why not create a different sales activity goal each week for yourself or with your team? In selling you need to be focused on doing activities that lead to sales. Get inspired with Quick Wins.

Inside Sales 224

Inside Sales Lead Rank Lead Scoring Sales Qualified Lead 224

Score More Sales

SEPTEMBER 15, 2013

If you are not a sports enthusiast, please read on, because even if you know nothing about football you could benefit from this post, and learn more about how sports conversations can help you in business. . The league was made up of some of my favorite sales guru colleagues and I ended up taking SECOND place. Weekly sales goals.

Sports 221

Sports Lead Rank Lead Scoring Outbound 221

Understanding the Sales Force

OCTOBER 16, 2013

Understanding the Sales Force by Dave Kurlan It''s amazing what Harvard Business Review will print on their pages when it comes to the subject of sales. The November 2013 issue featured an article titled Dismantling the Sales Machine. So they say. Here are some of the many problems with their premise.

Sales Process 249

Sales Process Margin Survey Forecasting 249

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. Find out if your sales resources are aligned with growth opportunity by using the Sales Growth Pin Pointer.

Opportunity 316

Opportunity Strategy Banking Territories 316

Understanding the Sales Force

JUNE 18, 2013

Understanding the Sales Force by Dave Kurlan World-Class Sales Organization. World-Class Sales Organization. Many would say it''s about the size of the sales force. And a few would point to sales leadership and discipline. World-Class Sales Organization. Sales Architecture. Sales Infrastructure.

Sales Leadership 224

Sales Leadership Lead Rank Sales Qualified Lead Sales Talent 224

Score More Sales

DECEMBER 27, 2013

In the first two posts in this series we talked about gaining visibility to grow sales as well as putting a plan in place. The pros – being in a clear space so that you can focus on “net new” sales will far outweigh the chore of getting stacks of papers scanned and organized digitally. Now how are you going to make this happen?

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

Score More Sales

DECEMBER 12, 2013

It is particularly rampant after product training or annual sales off-sites. Can you have a conversation as though you had met up on the sidelines of your son or daughter’s or niece’s or nephew’s soccer game? The post Sales Prescription Without Diagnosis is Malpractice appeared first on Score More Sales.

Lead Rank 226

Lead Rank Lead Scoring Ideal Customer Profile Outbound 226

Sales and Marketing Management

MARCH 11, 2013

Issue Date: 2013-03-12. Teaser: Are your sales conversations managed through a hodgepodge of emails? Understanding the current state of your sales enablement strategy is key to managing a well-oiled sales engine. Are your sales conversations managed through a hodgepodge of emails? Author: Dustin Sapp.

Engineering 159

Engineering Sales Enablement Conversion Strategy 159

The Sales Hunter

NOVEMBER 12, 2013

I must admit that I was hooked on Joanne Black’s new book the moment I read the line… “Whether you read this book in 2013, 2023 or 3013, you will witness much change throughout your lifetime. ” She also wrote a great sales book called “No More Cold Calling.” ” Sales Motivation Blog.

Sales Technology 191

Sales Technology Face-to-face Referrals Cold Calling 191

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

Understanding the Sales Force

DECEMBER 16, 2013

Understanding the Sales Force by Dave Kurlan We read about yet more school shootings, abductions, madmen dictators'' plans to rule the world, and any of the other recurring events that must be the work of pure evil. I also think the sales world is going a bit crazy too. I also think the sales world is going a bit crazy too.

Sales Process 205

Sales Process Sales Cycle Sales Leadership LinkedIn 205

Score More Sales

DECEMBER 17, 2013

In sales it is all about execution – the art of making things happen. Instead of rewriting your pitch or re-organizing your list of who to contact, pick up the phone and reach out to have conversations. Work to have 12 actual conversations today. Must be in a B2B sales role. That’s right – I said TALK to – not dial for.

Inside Sales 203

Inside Sales Lead Rank Lead Scoring Buyer 203

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. We did pretty well this year!

Sales Talent 235

Sales Talent Video Course Up-Sell 235