Sales and Marketing Management

JANUARY 28, 2013

Issue Date: 2013-01-29. Author: Jaynie Smith. Teaser: Drop the company history and mission statement from the sales presentation and give prospects the information they need to make a purchase. But what exactly is that? But what exactly is that? read more

Exact 228

Exact Prospecting Company Sales 228

Your Sales Management Guru

JULY 30, 2012

Sales Leadership: Impacting Your 2013 Revenue. However, by adding new salespeople in the next 90 days, they will be ready to be contributors in 2013. . Lots to do, but preparing now for next year will ensure you get a head start on 2013 and this time next year you will be enjoying the summer! This becomes the key starting point.

Sales Leadership 68

Sales Leadership Revenue Hiring Compensation 68

No More Cold Calling

APRIL 26, 2021

I wrote that in 2013, back when virtual sales meetings weren’t the only option. 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. Your competition is probably still fooling around with technology.”. Customer testimonials and case studies can be effective.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Zoominfo

NOVEMBER 20, 2020

Founded in 2013, SMACT works as a leading management and enterprise IT services company. We sat down with William Wright, Senior Account Manager, SMACT Works to talk through his experience with ZoomInfo Engage. . The company is known for its unrivaled practical experience in solving enterprise and business challenges.

PeopleSoft 221

PeopleSoft Oracle Enterprise Enterprise 221

SBI Growth

JULY 1, 2013

You see visions of making your 2013 and 2014 sales number. Examine the overall sales/marketing budget spend left for 2013. By this time, it’s the end of 2013. Whether you’re ahead or behind 2013 plan, thoughts must now begin to shift. We’ve all had moments where we get great business ideas. Then reality hits.

Salary 267

Salary Epiphany Top of Funnel Revelation 267

SBI Growth

OCTOBER 9, 2012

3) Focus your attentions on kick starting 2013. Let the B’s and C’s roll forward to Q1 and strengthen your 2013 pipeline. Creates Vision: You know that even if you don’t quite make your Q4 number, you have tons of B and C opportunities sitting in your pipeline just waiting to be pounced on in Q1 of 2013. You’re ahead!

How To 244

How To Top of Funnel Funnel Face-to-face 244

SBI Growth

NOVEMBER 22, 2012

The third of four regional stops to nail down 2013 budgets for the Sales EVP and the CFO. Heading into 2013, use this information to set quotas. That’s the third time he’s said something along these lines in the past ½ hour. The meeting was just about over and there’s still little common ground. How much is that for each opportunity?

Segment 288

Segment Customer Territories Penetration 288

Understanding the Sales Force

SEPTEMBER 17, 2013

c) Copyright 2013 Dave Kurlan' I''ll be speaking at the EcSell Institute Fall Sales Coaching Summit in Chicago next week. I last mentioned EcSell in an extremely popular article, This is How Sales Managers Should Coach Their Salespeople. Back to my story. Today is your lucky day! The conversation to which you just listened is easy to learn.

Coaching 201

Coaching Exact Webinar Metrics Sales Leadership 201

The Sales Hunter

APRIL 13, 2013

How to discount correctly: Copyright 2013, Mark Hunter “The Sales Hunter.” BUT, I know that sometimes it has to be done. If you find yourself having to discount, you MUST pair it with a reduction in service. If that sounds crazy, check out the below video to see exactly what I mean. ” Sales Motivation Blog. .

Discount 174

Discount Video Strategy Selling Skills 174

Understanding the Sales Force

NOVEMBER 13, 2013

c) Copyright 2013 Dave Kurlan' What they do change, is they add a phrase to the beginning of each message. They say, "Houston, in the dark.". They are moving blindly, without direction, without feedback, without certainty. They are in the dark. They are in the dark. And please vote for OMG, a finalist for Top Sales Assessment Tool. (c)

Decision Maker 313

Decision Maker Proposal Sales Cycle Exact 313

Understanding the Sales Force

NOVEMBER 5, 2013

In a recent mining of Objective Management Group''s data from June of 2013, there was a huge increase in the number of salespeople using social sites like LinkedIn, Twitter, Facebook, Spoke, Plaxo and Reachable for selling. c) Copyright 2013 Dave Kurlan' It''s almost exactly the same as it was 10 years ago!

Social Selling 199

Social Selling Networking Groups Twitter 199

The Sales Hunter

NOVEMBER 11, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” Positive environments are contagious and that is exactly the purpose. When people allow themselves to be open, they become willing to become engaged in being more positive and more focused on achieving what others might think is impossible. Your objective is simple.

Motivation 263

Motivation Objections Positioning Exact 263

Understanding the Sales Force

JULY 15, 2013

c) Copyright 2013 Dave Kurlan' Talk about their history and clients instead of their prospects'' issues. Fail to differentiate themselves. I checked and o f the 1,000 plus articles I have written for Understanding the Sales Force , exactly two have been about presentations and presenting.

Exact 247

Exact Sales Prospecting Company 247

Pipeliner

JULY 18, 2022

The 2013 Boston Marathon runners were sent a message with the motivating subject: “Congrats, you survived the Boston Marathon!” Prior to the 2013 bombing incidents, Adidas certainly sent this exact subject to competitors of numerous other races. There is no exact formula for a successful email marketing strategy.

Email Marketing 90

Email Marketing Marketing Campaigns Segment 90

SBI Growth

OCTOBER 4, 2012

You’re faced today with some projects you need to get completed going into 2013. Do you really want to have this exact same conversation with the CEO next year? Are you going to risk making the number in 2013 on such an important piece of work? Your team becomes more valuable and you can fill a need simultaneously.

Sales Qualified Lead 267

Sales Qualified Lead Hiring Face-to-face Territories 267

Understanding the Sales Force

JANUARY 9, 2013

One of the symptoms of this problem is the wonderfully suspicious plan for 2013. Them: Our plan for 2013 is to maintain revenue where it is. Including: Frustration, Long sales cycles, Stalls, Put-offs, Delays, Excuses, Missed numbers, Lack of traction, Under-achievers, and much, much more. Ready for this? That's a plan?

Commission 203

Commission Revenue Course Sales Cycle 203

Understanding the Sales Force

OCTOBER 16, 2013

The November 2013 issue featured an article titled Dismantling the Sales Machine. As recently as April of 2013, Objective Management Group''s (OMG) data on 650,000 salespeople overall, and 50,000 from the past 12 months showed that 91% of the companies did not have a formal, structured sales process in place. It was a survey!

Sales Process 249

Sales Process Margin Survey Forecasting 249

Understanding the Sales Force

APRIL 21, 2014

They don''t look at your bottom performers, but know that your underachievers have some of the exact same traits and styles as your top performers. Image credit: wavebreakmediamicro / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan' Benchmarking can be useful when it comes to training your salespeople.

Hiring 258

Hiring Groups Exact Face-to-face 258

The Sales Hunter

DECEMBER 11, 2012

Sales prospecting must be planned, and when I say planned, I mean the exact details of who is going to be called and what is going to discussed. Want to boost your sales prospecting success in 2013? Sign up for my free Monday morning sales video that will begin in 2013… Yes! I want the Monday sales motivation video !

Motivation 188

Motivation Video Exact Prospecting 188

The Sales Hunter

JULY 18, 2013

” Copyright 2013, Mark Hunter “The Sales Hunter.” The six items listed above have a couple of things in common, most notably they all take into consideration the self-centered salesperson. The real question we need to ask is, “How many more sales could I close if I didn’t do any of the six?”

Cold Calling 241

Cold Calling Customer Service Consultative Selling Selling Skills 241

Score More Sales

DECEMBER 2, 2013

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Eight Best Ideas for Voicemail Success.

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

Understanding the Sales Force

FEBRUARY 26, 2014

c) Copyright 2013 Dave Kurlan' I would like to remind you of a white paper on trust that I published a couple of years ago. I conducted a study and we got some incredible, eye-popping data, that shows who trusts whom, by industry, and exactly when and why salespeople are distrusted. It''s a must-read. You can download it right here. (c)

Face-to-face 266

Face-to-face Ideal Customer Profile Hiring Collateral 266

Understanding the Sales Force

OCTOBER 9, 2013

c) Copyright 2013 Dave Kurlan' One of the 11 factors that has a great deal to do with the length of the sales cycle is whether or not the sales force and/or the salespeople have an effective sales process. As you can see from the image above, nobody was following an effective sales process.

Sales Cycle 255

Sales Cycle Analysis Analytics Pipeline 255

The Sales Hunter

AUGUST 6, 2013

That exact rule applies, regardless of what we’re selling. Copyright 2013, Mark Hunter “The Sales Hunter.” When you think of an investment, you think of something you’re going to receive — and the something you expect to receive is going to exceed the cost you’re willing to pay for it.

Cold Calling 209

Cold Calling Consultative Selling Selling Skills Benefit 209

The Sales Hunter

NOVEMBER 3, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” How focused are you, and do you allow yourself to be swayed by outside voices and noises that tend to be overwhelmingly negative? In fact, they started off this season right where they left off — terrible. If it can work for the Boston Red Sox, it can and will work for you.

Sports 214

Sports Motivation Exact Influencer 214

The Sales Hunter

AUGUST 27, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” When we ask customers long drawn out questions, we wind up losing their attention and, in turn, we many times wind up answering the question ourselves. Now that is a recipe for disaster and yet it is exactly what happens. ” Sales Motivation Blog.

Sales Process 250

Sales Process Cold Calling Consultative Selling Selling Skills 250

The Sales Hunter

AUGUST 12, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” An example might be an analysis or testing process. Something like this can be an excellent POE, as it will expose you to more. Having a POE that offers you more conversation with the customer is exactly what you want. Test the idea and see what the results are.

Sales Process 229

Sales Process Consultative Selling Selling Skills Customer Service 229

The Sales Hunter

NOVEMBER 15, 2013

In fact, one of the best ways to deal with bubble thinking is to be doing the exact opposite. Copyright 2013, Mark Hunter “The Sales Hunter.” Challenge is it’s very easy to get swept up in “bubble thinking,” and we then begin to adjust our prioirities and focus our time based on our bubble thinking.

Real Estate 204

Real Estate Selling Skills Influencer Energy 204

Score More Sales

NOVEMBER 20, 2013

We’ll continue to ruminate, debate and discuss the exact value of social selling – in the meantime, I have more notices of prospects opening emails I sent, and my daily LinkedIn email to read showing me trigger events to follow-up on – so I’ll get back to you soon.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

The Sales Hunter

DECEMBER 26, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” Conversations are seen as less threatening to customers and., therefore, the customer is much more likely to be engaged. This is just another one of the many reasons why great salespeople are great. How much time do you spend developing the questions you want to ask?

Cold Calling 212

Cold Calling Consultative Selling Face-to-face Selling Skills 212

The Sales Hunter

MAY 21, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” Nobody wants to be called a “pricing coward,” but that is exactly what many salespeople are. Being a pricing coward is a real problem for one simple reason: You give up a lot of profit that simply does not have to be given away. ” Sales Motivation Blog.

Discount 204

Discount Call-back Up-Sell Benefit 204

The Sales Hunter

OCTOBER 29, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” Notice each quick tip does not involve discounting your price. I’m very much against using price to close year-end sales for two simple reasons. One, you’re giving away profit, and profit is exactly what you’re looking for at year-end! ” Sales Motivation Blog.

Consultative Selling 246

Consultative Selling Call-back Discount Selling Skills 246

No More Cold Calling

NOVEMBER 15, 2012

Yes, I’m following my own process and actively building a qualified pipeline for 2013. What does 2013 look like (no chilly, slow-poke Januarys here). <link>Comment I’m scheduling daily calls with prospects and asking at least two people a day who they know that I should meet. I’ll take that challenge every day.

Referrals 199

Referrals Sales Qualified Lead Decision Maker Face-to-face 199

Understanding the Sales Force

JUNE 17, 2013

By marketing-modified, I mean that the actual findings are the exact same findings you will see on their standard personality test, but the names or labels of the findings have been modified to sound as if they are sales findings. c) Copyright 2013 Dave Kurlan'

Hiring 228

Hiring Construction Exact Groups 228

SBI Growth

NOVEMBER 23, 2012

It’s about creating a strong start in 2013. If Marketing does its job right, it improves your personal bottom line. If not, instead of selling, you do their job for them…at a personal cost. What exactly is content marketing? I’ve described the problem and the personal impact of not having Content Marketing. I’m putting you ahead of the curve.

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

Score More Sales

DECEMBER 23, 2013

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Your Most Important Plan.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

Understanding the Sales Force

OCTOBER 2, 2013

c) Copyright 2013 Dave Kurlan' For CEO''s and Presidents: Does it sometimes make sense to take control rather than delegate? Here are some options: Email me. Learn more. Request samples. Read a Case History. 20 Conditions that Dictate a Sales Force Evaluation. The Top 10 Sales Management Functions. (c)

Sales Management 243

Sales Management Objections Analysis Groups 243