Score More Sales

MAY 30, 2013

You can download the complete results from the IBM State of Marketing 2013 Global Survey. Increase Opportunities. The post What is the State of Marketing in 2013 appeared first on Score More Sales. basic info will be asked for – definitely worth downloading.). Expand Your Pipeline. Close More Deals. Close More Deals.

Marketing 241

Marketing Lead Rank Lead Scoring Survey 241

Score More Sales

JANUARY 31, 2014

Total perfection in managing your time is impossible – so try for a 1% improvement in keeping this focus: Important activities that lead you to more / better sales opportunities and ultimately to new revenue. Increase Opportunities. The post Improve Productivity to Grow Sales Opportunities appeared first on Score More Sales.

Opportunity 227

Opportunity Webinar Metrics Lead Rank Lead Scoring 227

SBI Growth

DECEMBER 15, 2012

At this point in the year, you are prepping for SKO 2013. Product Training sessions are conducted. The New 2013 sales strategies are presented. How do you Get your AEs to Stop Grumbling about 2013? Moving Towards World Class in 2013. Always capitalize on the best sales opportunities.

Compensation 244

Compensation Follow-up Up-Sell Maximizer 244

SBI Growth

AUGUST 10, 2013

I was lucky enough to be introduced to a sales team’s top performer for 2013. Her pipeline was full of opportunities likely to close this quarter. Training dollars are being misallocated. Convert more leads into opportunities. Her sales manager knew her potential and sent her to a weeklong sales training.

Training 293

Training Top of Funnel Hiring Hotels 293

A Sales Guy

JANUARY 14, 2013

If you run or lead a sales team, there are a bazillion things your 2013 sales strategy can and should contain. A good sales strategy and plan should target and address all the micro challenges and opportunities your business is facing. If your 2013 lacks deliberate learning, you will find yourself behind the curve.

Strategy 122

Strategy Social Media Social Selling Lead Generation 122

SBI Growth

MAY 29, 2013

Sales training eats up a lot of this non selling time. As Sales Leaders we know sales training is key though. The ASTD(American Society for Training & Development) reports an 18% increase in productivity for every 3 hours spent training. But traditional training methods cost more with fewer results than before.

Maximizer 306

Maximizer Training Face-to-face Webinar Metrics 306

Mindtickle

AUGUST 28, 2023

With those unique circumstances in mind, the importance of effective sales training cannot be overstated. In this blog post, we’ll outline the unique challenges faced in pharmaceutical sales training and provide practical solutions. What are some challenges in pharmaceutical sales training?

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

The Sales Hunter

MAY 2, 2013

I spend a lot of time with division heads, sales managers and salespeople, and it’s not unusual for the topic of sales training to be discussed — especially in context of how important it is or isn’t. . Does sales training really deliver better outcomes for sales teams? Sales training helps build confidence.

Training 206

Training Sales Management Motivation Sales 206

Understanding the Sales Force

JULY 10, 2013

That''s one of the primary reasons that so many companies are complaining that there aren''t enough new business opportunities in the pipeline. c) Copyright 2013 Dave Kurlan' The lesson here is that these new sources of potential business are simply that - sources of potential business - that you can''t control.

Opportunity 221

Opportunity Pipeline Hiring Real Estate 221

Score More Sales

MARCH 26, 2013

Mid-sized companies also need better ways to help the sales team capitalize on potential and actual sales opportunities. How could you not lose extremely valuable information about potential sales opportunities this way? Mid-sized companies need better tools to help understand what customers need and want.

CRM 235

CRM Guidelines Data Compensation 235

HeavyHitter Sales

FEBRUARY 23, 2013

Based upon my experience, here’s my list of the best companies to sell for in 2013. They provide fantastic technology-based solutions, have great leadership teams, and offer high growth rate career opportunity environments! We help our customers to uncover and realize opportunities for improving quality, efficiency, and outcomes.”.

Company 152

Company Analytics Enterprise Enterprise 152

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. Hospital consolidation continues.

Health Care 90

Health Care Referrals Trends Lead Rank 90

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. This statement is reinforced at every potential opportunity. Creating a “Drive Statement” can assist you. For example, I have seen one that was simply: Growth!

Sales Leadership 82

Sales Leadership Incentives Incentive Motivation 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

Increase Sales

FEBRUARY 25, 2013

Is your scarcity thinking preventing you from capitalizing on the many LinkedIn opportunities? If you have had any of these thoughts, then you are potentially locked into scarcity thinking and drowning in the sea of missed LinkedIn opportunities. Frankly who cares provided the opportunity is not contrary to my business ethics?

LinkedIn 127

LinkedIn Opportunity Lead Rank Referrals 127

Anthony Cole Training

MARCH 19, 2013

BUT, of all the points Jean made, this one hit me like a ton of bricks because it pertains to every client facing opportunity an FA or LBR has! Do you have the right people that, when aligned, motivated, trained and managed, will get you to your mission? Tony Cole – President, Anthony Cole Training Group.

Hiring 198

Hiring Banking Survey Conference 198

SalesProInsider

MARCH 27, 2024

I said no to misfit clients and opportunities. As I look at the next 12 months, I have challenges ahead, and so many freaking opportunities! Upleveling all my training. Financial Advisor sales training doesn’t have to focus on pushy tactics or high-pressure pitches. I made staffing changes. Solo for the first month.

Face-to-face 62

Face-to-face Compensation Conversion Conference 62

SBI Growth

SEPTEMBER 16, 2013

Recently we trained a team of 50+ sales reps from a B2B enterprise company. Picture this: we opened the presentation with this question: “Are you going to make your 2013 revenue number?” This article will provide you with insights and strategies for still making the number in 2013. 5 Keys to Closing Strong in 2013.

Pipeline 306

Pipeline ACT Competition Top of Funnel 306

Increase Sales

AUGUST 5, 2013

Years gone by, sales training was provided by small businesses (under 500 employees) be it through human resources or recognized sales training coaching consultants. Sales training is still needed. With information doubling at the speed of light, sales training is now becoming the responsibility of each salesperson.

Training 118

Training Hiring Small Business Small Business 118

SBI Growth

MAY 12, 2013

For opportunities more than 60% probable, you can accurately forecast revenue. These are the opportunities you can taste. Time starved managers give crucial hours to these opportunities. Are your SMs tracking progress from the time the lead converts into an opportunity? Does the team need help qualifying opportunities?

Top of Funnel 293

Top of Funnel Funnel Decision Maker Forecasting 293

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. But while it may be as close as you can get to in-person, it’s not, and you’re not.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Understanding the Sales Force

MAY 5, 2014

Top 10 Kurlan Sales Articles of 2013. Top 5 Success Factors for a Sales Training Initiative. Top 25 Prerequisites for Successful Sales Training and Sales Development. Top 10 Sales Training Realities Versus What You Believed. Top 10 Reasons Why Opportunities Die. Top 10 Sales Leadership Tips From 2013.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

Sales Training Connection

DECEMBER 2, 2013

Sales Training. Sales Training. Switching topics to sales training, we do not have the corresponding percentages as to the time sales trainers spend lecturing but whatever the percentage – it is higher than it needs to be. Let’s explore why flipping should be applied to sales training and how one might do it.

Training 112

Training Exercises Travel Call-back 112

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. Quantify the value of the prospect''s opportunity or cost of their problem. c) Copyright 2013 Dave Kurlan' Get Prospect to an Emotional level.

Sales Process 302

Sales Process Webinar Metrics Intent Groups 302

Your Sales Management Guru

OCTOBER 1, 2012

Preparing for 2013. Last week I had the opportunity to participate in another conference (14th of the year), they are always great times when you can hear other speakers, learn new ideas and meet new people. I thought I might simply highlight a few points from both sessions since there are pertinent for everyone as we move into 2013.

Sales Management 71

Sales Management Top of Funnel Hiring Lead Rank 71

Your Sales Management Guru

JUNE 16, 2013

Your July Sales Training Tip: YouTube.com. Normally at this time of the year, I am reminding my clients that it’s time to begin building their 3 rd Quarter sales training plans. Those of you that are regular readers know that Acumen Sales Mangers plan their entire quarter sales training plans at the beginning of each quarter.

Training 90

Training Video Meeting Sales Leadership 90

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities. Social Selling training budgets increased 48% in 2013.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

Sales Training Connection

JANUARY 8, 2013

Key Account Executives Sales Training. Over the years we have had the opportunity to design sales training initiatives for numerous companies having Key Account sales teams. One additional insight relates to the nature of the sales training. One aspect of getting it right is sales training.

Account 98

Account Training Territories Margin 98

Score More Sales

AUGUST 19, 2013

I''ll be speaking at Inbound 2013 this week - a whole conference about Inbound Marketing put on by HubSpot. Typically, as more leads come in, they get distributed around the inside sales team and everyone is trained on responding as quickly and professionally as possible. Increase Opportunities. Expand Your Pipeline.

Inbound 201

Inbound Outbound Inside Sales Lead Rank 201

Sales Training Connection

JANUARY 23, 2013

But what about sales training ? When all is said and done and a determination is made that a new sales force design structure is needed, is there also a need for additional training? If so, what are the considerations for crafting that training? So, some type of training should be part of the implementation plan.

Training 103

Training Pivotal Commission Quota 103

Score More Sales

JANUARY 9, 2014

Even when you have that “big deal” a-l-m-o-s-t closed… be working to fill your pipeline with the next opportunities. Increase Opportunities. Always be on the lookout – always be prospecting. Deals fall through. Buyers are on the web now looking for your goods and services. Expand Your Pipeline. Close More Deals.

Ideal Customer Profile 231

Ideal Customer Profile Lead Rank Lead Scoring Outbound 231

Increase Sales

JULY 5, 2013

During lunch a Vice President of a regional bank asked me this very pointed question: Why doesn’t sales training for banks stick? My quick and direct response was “banks and other financial institutions continue to use the same training providers they have been using for the last 20 plus years.”

Banking 136

Banking Training Infusion Retention 136

Understanding the Sales Force

MARCH 7, 2013

Understanding the Sales Force by Dave Kurlan I wrote an article for the March 2013 issue of Top Sales World Magazine that debriefs an actual sales call. Please join me: Tuesday, March 12, 2013 10 AM Eastern Time Register. Please join me: May 14-15, 2013 Westin Copley Hotel, Boston More Information (c) Copyright 2013 Dave Kurlan

Examples 199

Examples Hotels Sales Leadership Webinar Metrics 199

Score More Sales

JANUARY 27, 2014

keep track of all sales opportunities. update your sales opportunities daily. Increase Opportunities. Here are the first 50 of a list of 101 ways to “snap out of it” and score more sales: read a recommended sales book. bookmark a sales blog and read regularly. hire a prospecting coach. attend a sales conference.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

The Sales Hunter

JULY 27, 2013

Used correctly, though, it is a sales leadership technique that can boost a salesperson’s sales motivation and open up opportunities that otherwise would go uncovered. Check out the below video to see the best way and time to have a “four-legged sales call”: Copyright 2013, Mark Hunter “The Sales Hunter.”

Video 192

Video Sales Management Consultative Selling Motivation 192

Sales Training Connection

JULY 24, 2013

Sales training and “stickiness” – two phrases often heard in the same breath when talking with VPs of Sales and Sales Training Directors. The need for sales training to be “sticky” is clear – no one disputes it … but everyone also agrees it’s tough to achieve. A Classic – ’63 Corvette.

Training 105

Training Maximizer Face-to-face Discount 105

Hubspot Sales

OCTOBER 29, 2017

In 2013, American companies alone spent $164.2 billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. Clearly, if your team needs sales training, there's a lot of options out there. 5) Brian Tracy.

Channels 111

Channels Video Training Hiring 111