SBI Growth

OCTOBER 31, 2012

Benchmarking: We review your sales metrics against your competitors AND those outside your peer group. your peer group. We observe how their understanding of the Buyer’s Journey compares to yours. For example, think about the compensation battle I mention above. An SPB can show if your comp leads or lags v.

Influencer 282

Influencer Strategy Policies Lead Gen 282

HeavyHitter Sales

FEBRUARY 23, 2013

Based upon my experience, here’s my list of the best companies to sell for in 2013. Cadence Design Systems  www.cadence.com – 2012 was a big year for Cadence with revenues growing to $1.326 billion… 2013 promises to be even better. 

Company 152

Company Analytics Enterprise Enterprise 152

Your Sales Management Guru

AUGUST 5, 2013

5, 2013—Top 50 Sales/Marketing Influencer Ken Thoreson , author of articles and book series for sales leaders, renowned author, columnist, speaker and Acumen Management Group principal, has earned a spot on Top Sales World ’s 2013 “ Top 50 Sales & Marketing Influencers list. Ken Thoreson, Acumen Management Group, Ltd.

Influencer 82

Influencer Marketing Face-to-face Retail 82

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. Zig Ziglar.

Face-to-face 132

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

Your Sales Management Guru

DECEMBER 3, 2012

Sales Leadership: 2013 Sales Theme. At this time of the year everyone is working on your sales business plans for 2013 and finishing budgets and forecasts. Think through your goals for the 2013, what approach and attitude do you want your sales team to consider or act on throughout the year.

Sales Leadership 82

Sales Leadership Incentives Incentive Motivation 82

The ROI Guy

NOVEMBER 1, 2012

This year revealed further changes in IT Buyers and Mobility, with important implications for IT Sales and Marketing strategies in 2013 and beyond. trillion in 2013, a 3.8 IT Spending Growth Remains Challenge Worldwide IT spending is estimated to surpass $3.7 percent increase from 2012 projected spending of $3.6

Buyer 96

Buyer Decision Maker Vendor Face-to-face 96

Understanding the Sales Force

JANUARY 13, 2014

I wrote an article back in September of 2013 that asked the question, Are Sales and Sales Management Candidates Getting Worse? They may eventually hire 50% of the candidates they interviewed, a group of finalists that represented 75% of the phone interview group, who represented perhaps a third of the resumes collected.

Hiring 267

Hiring Face-to-face Groups Webinar Metrics 267

Understanding the Sales Force

DECEMBER 6, 2013

Understanding the Sales Force by Dave Kurlan Yesterday I was leading a training program for a group of veteran Objective Management Group (OMG) Partners and experienced sales trainers. And if you love my Blog, I would sure appreciate your vote for Top Sales Blog of 2013. c) Copyright 2013 Dave Kurlan'

Sales Process 302

Sales Process Webinar Metrics Intent Groups 302

BrainShark

SEPTEMBER 6, 2013

We’re looking forward to a very busy September and October as we hit the road to meet customers along our 11-city Creating Memorable Brainshark Presentations workshop and User Group tour

Groups 62

Groups Meeting Customer 62

Anthony Cole Training

MARCH 19, 2013

Tony Cole – President, Anthony Cole Training Group. Ask what is important and why it’s important. Important Note: If you’re not patient enough to get the whole answer, then don’t ask the question. 5 – Consistently prospected. 4 – Had conversations with the right people – decision makers. 9 – Did everything possible to succeed.

Hiring 198

Hiring Banking Survey Conference 198

Your Sales Management Guru

OCTOBER 1, 2012

Preparing for 2013. I thought I might simply highlight a few points from both sessions since there are pertinent for everyone as we move into 2013. Acumen Management Group Ltd. Panel Discussion. There were four panelists -all with real world experience in selling and marketing.

Sales Management 71

Sales Management Top of Funnel Hiring Lead Rank 71

Jonathan Farrington

MARCH 16, 2013

The 2013 contributors line-up has been finalized over at Top Sales World , and these are the sales experts who will be working with TSW this year: They will be writing articles, providing tips, taking part in roundtables and interviews etc. This is the group that will be … Writing articles for the Top Sales magazine.

PointClear 55

PointClear Groups Twitter Survey 55

Allego

JANUARY 10, 2023

Yuchun Lee and Mark Magnacca—long-time entrepreneurs with successful careers in different industries—launched Allego in 2013 to transform how people learn and succeed at work. They launched a startup and in 2013 released the app that would become the Allego platform. a leading sales and presentation training firm. Happy Employees.

Unica 118

Unica Sales Enablement Vendor Lead Rank 118

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

Understanding the Sales Force

SEPTEMBER 9, 2013

The darker dotted line is the trend for the percentage of sales management candidates that were recommended by Objective Management Group for the same time period. During the past 12-18 months, good performers have been a rarity among both groups with mediocore and poor candidates being the norm rather than the exception.

Sales Management 288

Sales Management Hiring Compensation Trends 288

Score More Sales

JANUARY 15, 2014

has indicated you are a fellow group member of xoombi.com ·Since you are a person I trust, I wanted to invite you to join my network on LinkedIn. I have to think about the value of the group. Since this particular group has 38,985 members, I’m not inclined to connect to anyone simply because we are in the same group.

LinkedIn 246

LinkedIn Lead Rank Lead Scoring Hotels 246

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. The chamber, the business networking groups, the peer groups, the resource groups, etc.

Social Selling 199

Social Selling Networking Groups Twitter 199

Leading Results Rambings

AUGUST 23, 2013

Converged media = paid+owned+earned” – Steve Rubel (quoting Altimeter Group – I think). Content Marketing Inbound Marketing Marketing Sales arianna huffington Christopher Penn Dan Moyle dharmesh shah hubspot inbound 2013 Jill Konrath mitch joel nate sliver seth godin' Don’t sell stuff, sell results” – Mike Lieberman.

Hubspot 45

Hubspot Inbound Conference Trends 45

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

Emissary

JANUARY 25, 2022

After joining UnitedHealth Group in early 2004, Mike was named Chief Information Officer of UnitedHealth Technologies (UHT). In July 2008, Mike assumed the role of Chief Technology Officer, UnitedHealth Group IT. He retired from UnitedHeath Group in late 2019 and formed Connly Solutions, LLC. Interested in pairing with Mike?

Networking 52

Networking Meeting Enterprise Enterprise 52

Anthony Cole Training

AUGUST 29, 2013

Or do you know you need stronger sales people to combat how difficult selling has become in 2013 but you know you need a better tool? Dave Kurlan, CEO of Objective Management Group, will lead you through a compelling 45-minute session on how the magic in OMG''s Sales Candidate Assessment will put sales hiring problems in the rear view mirror.

Hiring 175

Hiring Webinar Metrics Groups Objections 175

Score More Sales

AUGUST 16, 2013

Always a good recommendation: the Fresh Sales Strategies group on LinkedIn as well as the Inside Sales Experts group on LinkedIn. That’s plenty for now. Future editions will share the best sales books and we will have some interviews with inspiring sellers.

Resources 182

Resources B2B Webinar Metrics Lead Rank 182

The ROI Guy

OCTOBER 18, 2012

In our recent ValueStory™ roadshows , this has been a great discussion topic, and the reasons discussed seem to be focused on: The Rise of the Economic Buyer – CFOs and financial executives are “large and in charge” of more groups and more purchase decisions, putting in place more financial scrutiny and hurdles to any purchase decision.

ROI 73

ROI Case Study Comparison Margin 73

Understanding the Sales Force

NOVEMBER 7, 2013

The latest proof can be found in this July 2013 USA Today article. Not only that, our company, Objective Management Group , will need to change it''s BHAG from 14 million to 16 million salespeople evaluated! c) Copyright 2013 Dave Kurlan' It''s simply not true. million." That''s in the USA alone.

Hiring 246

Hiring Inbound Trends Positioning 246

Selling Essentials RapidLearning Center

NOVEMBER 28, 2023

. ‘Near-peers’ In the study, researchers divided a class of third-year med students into two groups. After the lectures, Group One — the control group — attended traditional tutorials led by the professor, who answered questions and elaborated on the lecture content. Why such a stunning difference?

Study 52

Study Groups Lead Rank Lead Scoring 52

The ROI Guy

OCTOBER 26, 2012

Decisions that used to involve a limited set of technical decision makers now include several business group leaders, finance and procurement at the table, and more executive reviews and layers of approvals in the background. You Decide.

Marketing 65

Marketing Decision Maker ROI Proposal 65

Understanding the Sales Force

MARCH 4, 2013

By the way, I'll be leading our top-rated Sales Leadership Intensive in Boston, May 14-15, 2013, and we'll be doing justice to all six of my competencies. c) Copyright 2013 Dave Kurlan Or compare with my 10 Kurlan Sales Management Competencies.

Sales Leadership 220

Sales Leadership Energy Coaching Study 220

The ROI Guy

JANUARY 15, 2013

2013 - The Year for Sales Enablement? By a wide margin, SiriusDecisions indicates that Marketing would rather spend the incremental 10% on their bread-and-butter, Demand Creation (35%), followed by Brand (17%). Enablement ranked fifth in priorities for the incremental spend, with only 1 in 10 indicating that this would be their priority.

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

Selling Essentials RapidLearning Center

OCTOBER 6, 2021

They were divided into three groups, each of which received a different orientation experience. In the control group , new hires were given general information about the job and company. In the organization-oriented group , the focus was on what made the company unique. Breaking Them In or Eliciting Their Best?

Journal 98

Journal Groups Retention Face-to-face 98

Score More Sales

DECEMBER 31, 2012

We are just sharing some favorites, including one amazing video (get your pen and paper out for it) from our friend Todd Schnick of The Intrepid Group, our own top posts, and some great sales community sites. Sit down with a coffee or tea and gain some insights to help you kick 2013 off as the best sales year ever.

Video 210

Video Social Media Outbound Hubspot 210

Understanding the Sales Force

MAY 28, 2014

The coach of this team provided some very good, advanced coaching to this group of very coachable, extremely talented kids and he ran some terrific, fast-paced drills. In order for your best salespeople to improve, they need to be part of a group that won''t hold them back, allowing for more advanced, faster paced skills training.

Training 246

Training Coaching Comparison Territories 246

Sales 2.0

JULY 25, 2016

We’ve overcooked the concept of “inbound marketing” if we’ve convinced sales people to rely on their marketing group to “catch leads in a big net” and deliver them to the sales people. In 2013 CEB updated the research and found that the number shifted to 65%. Read the full post here.

PointClear 150

PointClear Outbound Inbound Study 150

Score More Sales

JANUARY 27, 2014

attend a Toastmasters group or Dale Carnegie. 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.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

Score More Sales

DECEMBER 16, 2013

I tend to recommend LinkedIn groups where your buyers are, as well as online association communities where your industry niche is. It can take as little as 20 minutes a day to stay relevant in up to 6 online communities including a number of LinkedIn groups. You can do this by being in a number of places online.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

SBI Growth

NOVEMBER 4, 2013

Less than 60 days remain in 2013. Over these remaining weeks, conversations with SVP-Sales have focused on 3 areas: What can I still do to Make the Number in 2013 ? As 2013 winds down, 2014 naturally ramps up. With such a large group and such little time, you’re very limited. I recommend you read it and download the tool.

Hiring 296

Hiring Buyer Persona ROI Follow-up 296

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. I’d suggest taking some time and splitting them into two groups. The first group is ‘B’ players that can become ‘A’ players in 18 months. The second group is ‘B’ players who cannot. Your thoughts should now turn to 2014.

Territories 300

Territories Scale Guidelines Groups 300