SBI Growth

JULY 22, 2013

You have to make the rest of 2013 with the sales heads you have.” There are 10 best practices Sales VPs have taken to ensure this doesn’t happen. Below are five of the 10: Sales Manager/VP field sales rides : Participating with your sales reps on more field calls leads to increased revenue.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

Score More Sales

JULY 31, 2013

As a younger sales manager, I was wrong 75% of the time when hiring who I thought would be a stellar sales producer using my gut. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips. Expand Your Pipeline. Increase Opportunities.

Hiring 183

Hiring Lead Rank Lead Scoring Compensation 183

SBI Growth

NOVEMBER 7, 2013

Last year you got your 2013 quota in mid-February. This caused mass confusion, frustration and demotivation on your sales team. Do you have at least 3x quota in the pipeline? Do you have enough sales people to cover the new quota? Set up a planning session with your sales managers immediately.

Quota 296

Quota Demand Generation Demand Generation Targets Negotiation 296

Score More Sales

JULY 17, 2013

Video for sales training and coaching is a given. Nothing fully replaces in-person interaction with prospects, clients, or in-house training, yet video can work as a close second in augmenting in-person meetings. Devon McDonald – Director of Sales & Marketing Support at OpenView Partners. Expand Your Pipeline.

Hiring 192

Hiring B2B Video Lead Rank 192

Understanding the Sales Force

APRIL 21, 2014

Benchmarking can be useful when it comes to training your salespeople. If you have two regions that are performing similarly, selling the exact same products or services to the exact same types of customers, against the exact same competitors, you can benchmark the training.

Hiring 258

Hiring Groups Exact Face-to-face 258

Understanding the Sales Force

JUNE 18, 2014

Install the most useful and helpful sales applications, pipeline management and analytics to drive performance. Optimize the Sales Process so that it is milestone centric, properly sequenced, timed and weighted to make the forecasts more reliable. c) Copyright 2013 Dave Kurlan' That''s easy!

Hiring 228

Hiring SAP Consultative Selling Forecasting 228

Understanding the Sales Force

JANUARY 28, 2013

On the other hand, veteran salespeople believe that they know everything and everyone and probably could lead the sales training class. The real problem is that the CEO's, Presidents, Owners, Sales VP's, Sales Directors and Sales Managers to whom these veteran salespeople report are simply afraid of them.

Face-to-face 208

Face-to-face Margin Coaching Proposal 208

Score More Sales

SEPTEMBER 9, 2013

This was a tip I learned from one of the most favorite of my 21 sales managers over my selling career – a former IBM top sales rep and leader who would say this so regularly that it was ingrained in my 20-something brain and has been there ever since. Expand Your Pipeline. Increase Opportunities. Close More Deals.

Inside Sales 222

Inside Sales Lead Rank Lead Scoring Buyer Persona 222

Score More Sales

JULY 8, 2013

Looking back over my sales career I would have to say that my focus, for the role I had at any given time, varied due to a number of things – external and internal to the company I worked for. I have also managed sales teams. Expand Your Pipeline. We’d love to hear your tips and suggestions that work.

Inside Sales 218

Inside Sales Lead Rank Lead Scoring Distribution 218

Score More Sales

MAY 6, 2013

Go now to Top Sales Academy and if you are a sales leader or aspire to be one, and join in on the first group of ten sessions about Sales Management and Leadership. Then join me for the Internal (Inside) Sales Series. Expand Your Pipeline. May 7th is the date of the first session. Increase Opportunities.

Education 194

Education Lead Rank Lead Scoring Outbound 194

Understanding the Sales Force

MAY 9, 2014

When we work with companies selling through channels, the sales processes, metrics, sales management, sales coaching, sales training, messaging and coaching must be different from what we do with direct B2B sales forces. Channel sales is quite different. Do you sell through a channel?

Channels 221

Channels Retail Hotels Territories 221

Delicious Sales

MAY 2, 2012

Sales (12918). Training (4995). Sales Management (2614). Inside Sales (849). Outside Sales (81). Sales Process (1775). Pipeline (1320). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Is your sales process slow or fast?

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Understanding the Sales Force

JUNE 18, 2014

Install the most useful and helpful sales applications, pipeline management and analytics to drive performance. Optimize the Sales Process so that it is milestone-centric, properly sequenced, timed and weighted to make the forecasts more reliable. c) Copyright 2013 Dave Kurlan' That''s easy!

Hiring 147

Hiring SAP Consultative Selling Forecasting 147

Understanding the Sales Force

JANUARY 28, 2013

On the other hand, veteran salespeople believe they know everything there is to know, everyone they need to know, and could probably lead the sales training class. The real problem is that the CEO's, Presidents, Owners, Sales VP's, Sales Directors and Sales Managers that these veteran salespeople report to are simply afraid of them.

Face-to-face 130

Face-to-face Margin Coaching Proposal 130

Understanding the Sales Force

MARCH 5, 2014

Many small companies do not have sales managers, leaving the Presidents, CEO''s and owners serving in that role on-demand. New salespeople require knowledge, onboarding, training, coaching, direction, training, coaching, support, training, coaching, accountability and attention. (I If they even survive that long.

Hiring 130

Hiring Conference Coaching Up-Sell 130

Keith Rosen

JANUARY 16, 2013

Target Audience: This webinar is for any CEO, executive, VP, sales manager and every people manager. I’m delivering one of about 2 free webinars in all of 2013 and next week’s webinar is one of them! The webinar description is below: Sales training does not develop sales champions.

Webinar Metrics 113

Webinar Metrics Coaching Retention ACT 113

Customer Centric Selling

NOVEMBER 18, 2013

Sales Training Article: How to Survive the Late Release of Your New Quota. By Dan Perry, Sales Benchmark Index (SBI) Last year you got your 2013 quota in mid-February. This caused mass confusion, frustration and demotivation on your sales team. Do you have at least 3x quota in the pipeline?

Quota 53

Quota Training Hiring Demand Generation 53

Your Sales Management Guru

NOVEMBER 26, 2012

On my flight to Seattle I was pondering what this week’s blog might contain; it occurred to me that in reflecting on the past year and looking forward towards 2013 a quick summary of a few basic actions sales leadership must take to succeed would be of value. Recruiting is sales leadership’s marketing campaign for sales leads.

Journal 77

Journal How To Sales Leadership Pipeline 77

Score More Sales

APRIL 30, 2013

A TOOL JUST FOR SALES MANAGEMENT? They think it is simply for management’s benefit. So do these two things with your sales reps: Show them the value of the one or two reports that will benefit them greatly. Expand Your Pipeline. Increase Opportunities. Close More Deals.

CRM 291

CRM Revenue SugarCRM System 291

Customer Centric Selling

FEBRUARY 20, 2013

Sales Training Article: Requisite Skills for Supporting Sales By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company This article is a continuation from last week's article , as part of the IIWII series. With few exceptions, sellers want to achieve quota.

Training 51

Training Lead Rank Sales Qualified Lead Call-back 51

Your Sales Management Guru

MAY 6, 2013

This week I thought I would use this forum to let my readers know of Two Sales Leadership training programs in May that you should plan to attend. The first is Friday May 10 th , Building Predictable Revenue: Sales Management Systems. The second is May 28 th , 1pm EST: Creating Sales Compensation Plans for High Performance.

Compensation 74

Compensation Forecasting Penetration Sales Leadership 74

Understanding the Sales Force

JANUARY 22, 2014

Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Do Technical Salespeople Need Sales Training? Why Doesn''t Sales Methodology Get More Attention? Getting a Sales Organization to Buy-In to Sales Training.

Proposal 233

Proposal Sports Sales Qualified Lead Scale 233

Sales Hacker

NOVEMBER 6, 2017

Managing a sales team is definitely a challenge, but until you have managed or been on a sales team building revenues at +20% MoM AT SCALE, you may be in for a swift and rude awakening. 12 Expert Tips For Managing a Successful Sales Team. 500 list of Fastest Growing Companies for 2013.

Hiring 90

Hiring Lead Rank Lead Scoring Oracle 90

Chorus.ai

MARCH 4, 2020

Hillary and her sister, when shopping with their parents at the department store, would pretend they were sales assistants and ask, “What can I help you with today?” After graduating from college in 2013, Hillary took some time to travel the world and volunteer before returning to the U.S. These sessions are usually about an hour.

Travel 118

Travel Retail Lead Rank Face-to-face 118

Your Sales Management Guru

JULY 7, 2013

If those advantages are enough to convince you that it’s time to “think narrow,” you may want to start by attending my session at WPC 2013 in Houston. Adding “ Thought Leadership ” to your vertical plan will create the gravity to keep your sales pipeline jammed with the right prospects. See you in Houston!

Marketing 86

Marketing Trade Show Ideal Customer Profile Face-to-face 86

Sales Hacker

OCTOBER 30, 2018

by The American Association of Inside Sales Professionals 2013-2018. Her award-winning sales firm Factor 8 has been instrumental in helping sales teams with their sales and management development programs. Her company #GirlsClub is dedicated to changing the face of sales leaders.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111

Your Sales Management Guru

OCTOBER 16, 2012

Sales organizations often drain their pipelines by the end of December. It’s important to ensure that marketing and prospecting levels remain constantly focused on future pipeline development. Having a strong foundation can make all the difference in how you end the year and position yourself for 2013. Ken Thoreson.

Compensation 77

Compensation Vendor Pipeline System 77

The ROI Guy

APRIL 12, 2013

With such low adoption, it should not be a surprise that despite some good wins, your new value-focused sales tools might not be garnering the anticipated usage. So how do you achieve sales tool adoption in 2013? For a program this important, formalized sales tool coaching is a requirement.

Sales Tools 68

Sales Tools Tools Incentives Incentive 68

Score More Sales

JANUARY 9, 2014

When I was in my early years in technology sales, I had a great sales manager named Clarence Waters. Even when you have that “big deal” a-l-m-o-s-t closed… be working to fill your pipeline with the next opportunities. Inside Sales Power Tip 130 – Know Your Buyer. . Expand Your Pipeline.

Ideal Customer Profile 231

Ideal Customer Profile Lead Rank Lead Scoring Outbound 231

Understanding the Sales Force

MAY 6, 2013

Anyway, those 3 data points (not following best practices, no business, nothing useful there) would be quite useful to a sales manager that wanted to coach him up or hold him accountable for change. Without a doubt, the highlight of any Sales Management or Sales Leadership program is always the 6 hours we spend on coaching.

Coaching 232

Coaching Sales Coaching Sales Leadership Sports 232

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. Thank you to those who lead sales teams. Expand Your Pipeline. This valentine is for you. We appreciate you too.

Inside Sales 208

Inside Sales Lead Rank Lead Scoring Outbound 208

Understanding the Sales Force

OCTOBER 15, 2013

What if it takes the sales equivalent of 51 points to meet budget? This is one of the advantages of pipeline management and CRM. The real issues are: Will sales managers pay any attention to the metrics or look only at sales? Will they change the metrics on the fly and provide training and coaching to help?

Top of Funnel 271

Top of Funnel Margin Sales Cycle Retention 271

Score More Sales

FEBRUARY 25, 2014

Determination, persistence and energy–everything a sales manager wants in a new hire, expressed metaphorically to win a job. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips. Expand Your Pipeline. Increase Opportunities.

Hiring 229

Hiring Lead Rank Lead Scoring Inside Sales 229

Understanding the Sales Force

FEBRUARY 6, 2013

Top Performing Companies Invest 63% More on Sales Training. The Top Two Sales Initiatives for Companies were Access to More Information (42%) and CRM (40%). Objective Management Group (OMG), has evaluated nearly 10,000 sales forces and 650,000 salespeople and sales managers. Do you see what I see?

Hiring 218

Hiring Study Lead Rank Lead Scoring 218

Understanding the Sales Force

FEBRUARY 6, 2013

Top-performing companies invest 63% more on sales training. The top 2 sales initiatives for companies were access to more information (42%) and CRM (40%). Objective Management Group (OMG), has evaluated nearly 10,000 sales forces and 650,000 salespeople and sales managers. Do you see what I see?

Hiring 203

Hiring Study Lead Rank Lead Scoring 203

MEDDIC

OCTOBER 19, 2021

The way it was born, it was at PTC, that we built really a sales machine with hundreds of really successful salespeople trained this way. How much do you think you should customize this process for your individual role in sales or role in sales management? For instance, I don’t do time management.

Sales Qualified Lead 52

Sales Qualified Lead Sales Methodology Forecasting Hiring 52

Chorus.ai

MARCH 23, 2020

No doubt, many sales leaders are feeling unmoored, and even a bit alone, as they are faced with guiding a remote sales team and managing a sales pipeline in this challenging environment. My hope is that it will help sales leaders know they aren’t alone and, hopefully, think, “OK.

Face-to-face 81

Face-to-face Hiring Video Coaching 81