A Sales Guy

DECEMBER 7, 2012

If you buy into the premise that it’s people behind success, which we should, then understanding your teams strenths and weaknesses should be at the core of your 2013 planning. Knowing that achieving your 2013 goals is directly dependent on your team, have you asked yourself are they up to the task?

Sports 107

Sports Exercises Objections Positioning 107

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

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

Score More Sales

MARCH 26, 2013

I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions.

CRM 235

CRM Guidelines Data Compensation 235

Keith Rosen

OCTOBER 24, 2013

Keith Rosen’s company, Profit Builders, was named one of Selling Power’s Top 20 Training Companies for 2013. For that, I am deeply grateful and with our relentless commitment to continued innovation, I look forward to making a positive impact on as many people and companies throughout the world as we can.”.

Company 119

Company Training Sales Coaching Coaching 119

SBI Growth

OCTOBER 31, 2012

The “position power” prized by middle managers in bureaucracies ensures mediocrity instead. In reality, field managers use “policy” to obstruct deals they don’t agree with. In this way, a thousand small negotiations unfold every day. And over time, companies forget what great performance looks like. In the absence of data, risks aren’t taken.

Influencer 282

Influencer Strategy Policies Lead Gen 282

SBI

DECEMBER 11, 2012

Do you want to accomplish more in 2013? If you want 2013 to be better–in whatever way you define that to be–you will need to take charge of change. Well, you get a head start in a very positive direction. This is your chance to get a head-start on your 2013 game plan, and make it your best year yet!

Webinar Metrics 125

Webinar Metrics Guarantee Referrals Sales Tools 125

Sales and Marketing Management

DECEMBER 15, 2013

Issue Date: 2013-12-16. Teaser: Frontline salespeople are in a good position to determine what and when customers will buy, but often they are not fully involved in the enterprise’s formal planning process. Author: Danny Smith. Many companies employ statisticians or other demand planners to predict what sales will occur.

Enterprise 302

Enterprise Enterprise Top of Funnel Funnel 302

Sales Training Connection

DECEMBER 10, 2012

In our last blog we posted 4 hospital-physician issues impacting medical sales in 2013: Hospital consolidation continues. Rethink how your products and service can be positioned to add value to helping your physicians and other clinical staff do what they plan to do and rehearse how you will talk about that added value.

Health Care 108

Health Care Customer Government Trends 108

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. 2. Others believed it was to increase the relationship position as prospects today more knowledgeable because of web site and internet access. Panel Discussion.

Sales Management 71

Sales Management Top of Funnel Hiring Lead Rank 71

Your Sales Management Guru

JULY 30, 2012

Sales Leadership: Impacting Your 2013 Revenue. Yes, I am fully aware it is still 2012 and there are five months left in this year to exceed your quota and hopefully you are well positioned from a pipeline, marketing and headcount to achieve your goals. Many organizations are starting early stage strategic planning at this stage.

Sales Leadership 68

Sales Leadership Revenue Hiring Compensation 68

The Sales Hunter

JANUARY 1, 2013

Time to throw that stuff out and start 2013 on the right foot. Unless you’re willing to change what you do for 2013, then the results you’re going to get are going to be no different than what you got this year. . Personally, I think 2013 can look better than 2012. It starts next Monday, January 7, 2013.

Motivation 230

Motivation Video Prospecting Sales Process 230

SBI Growth

SEPTEMBER 16, 2013

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. This no-cost tour presents findings from SBI’s market research in 2013. 5 Keys to Closing Strong in 2013.

Pipeline 306

Pipeline ACT Competition Top of Funnel 306

Understanding the Sales Force

DECEMBER 6, 2013

Appropriate Positioning. And if you love my Blog, I would sure appreciate your vote for Top Sales Blog of 2013. If I''ve inspired you this year, I would appreciate your vote for Top Sales Thought Leader of 2013. (c) c) Copyright 2013 Dave Kurlan' How many of your salespeople can do all of this in their first meeting?

Sales Process 302

Sales Process Webinar Metrics Intent Groups 302

Sales Evangelist

DECEMBER 28, 2015

Our first episode went live on the 26th of December in 2013. Now that the new year is […] The post TSE 238: How Do I Become More Positive In 2016? Our first episode went live on the 26th of December in 2013. Happy birthday to us! appeared first on The Sales Evangelist. First off, we are two years old. Happy birthday to us!

Positioning 40

Positioning Sales 40

Understanding the Sales Force

NOVEMBER 7, 2013

The latest proof can be found in this July 2013 USA Today article. The article also said that "T hirty-five percent of sales managers couldn''t find qualified candidates for open positions." Another important point from the article was that it is now taking three months to fill a sales position. c) Copyright 2013 Dave Kurlan'

Hiring 246

Hiring Inbound Trends Positioning 246

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. This will create open positions you can fill with ‘A’ level talent. By this time, it’s the end of 2013. Whether you’re ahead or behind 2013 plan, thoughts must now begin to shift.

Salary 267

Salary Epiphany Top of Funnel Revelation 267

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? 2013 Candidates Recommended by Role and Difficulty. (c) c) Copyright 2013 Dave Kurlan' Understanding the Sales Force by Dave Kurlan It’s an interesting question and one that has more than one answer.

Hiring 267

Hiring Face-to-face Groups Webinar Metrics 267

Sales and Marketing Management

JULY 31, 2013

Issue Date: 2013-07-01. Teaser: Many of those in management positions want to be more inspiring, but aren't sure how to get there. Many of those in management positions want to be more inspiring, but aren't sure how to get there. read more'

Positioning 243

Positioning Data How To 243

SBI Growth

AUGUST 23, 2012

Here it comes, the 2013 budgeting process. On top of finishing out 2012, you need to determine which Sales Strategy initiatives to prioritize in order to make the 2013 number. This tool provides you with the ability to rate each of your key initiatives across the 5 variables that are critical to hitting the 2013 number.

Strategy 293

Strategy Analysis Quota Resources 293

Score More Sales

JANUARY 13, 2014

It is challenging and stressful to get a new sales position – even if you already work for the company in another position, or if you already have been in sales elsewhere and consider yourself a pretty good seller. Read anything you can get your hands on that could positively support your role. Increase Opportunities.

Inside Sales 225

Inside Sales Lead Rank Lead Scoring Outbound 225

SBI Growth

NOVEMBER 3, 2012

Prioritization through 3 lenses: What sales productivity problems should you fix in 2013? Your peers told us what they are doing during this event and how they are prioritizing for the 2013 sales strategy inside their regions. Question : What Sales Productivity Problem should you Fix in 2013? H ow to Sequence. Do you have one?

Scale 282

Scale Face-to-face Promotion Lead Rank 282

SBI Growth

MARCH 17, 2013

To get to the position of CMO or VP of Marketing, you are a top talent. Reaching the most senior marketing position requires A-Player talent. This approach to learning is positive. To hit your number for 2013 you may need to evolve. Crush Your Number in 2013. Marketing as a skill is no different. Campaign Planning.

Marketing 314

Marketing Social Media Lead Generation Campaigns 314

The Sales Hunter

NOVEMBER 11, 2013

Focus your effort on helping create an environment by looking at the positive and the possible, not the negative and the naysayer comments of others. By helping others see the positive and the possible, you can’t help but see it and believe it yourself. Positive environments are contagious and that is exactly the purpose.

Motivation 263

Motivation Objections Positioning Exact 263

Jonathan Farrington

JANUARY 12, 2013

The positive performances seen in some countries such as Brazil and Japan, and the slow and steady progress in North America were encouraging. Here is a brief guide of what to expect in 2013: Asia Pacific. In terms of air travel, prices are set to increase modestly in 2013. Latin America.

Travel 38

Travel Forecasting Airlines Hotels 38

Score More Sales

FEBRUARY 10, 2014

Matt (check out his blog here ) talked about hiring myths in sales – specifically whether previous industry experience is required for your sales position and even whether previous sales experience is required. He was promoted from inside sales to a coveted outside position within 2 years. We’d love your thoughts.

B2B 240

B2B Hiring Webinar Metrics Lead Rank 240

The Sales Hunter

DECEMBER 30, 2013

Regardless of what you did or did not do, it’s important to look at 2013 in a positive light. Take a few minutes and reflect back on the positive things you accomplished. Do you want to go into the new year reflecting on the positive or the negative? For me it’s an easy answer — the positive!

Motivation 169

Motivation Selling Skills Positioning Competition 169

SBI Growth

JANUARY 30, 2013

You just received your quota for 2013. Excellence in 2013 starts with you. Read on to better understand HOW to leverage resources to Make the 2013 number. Recognize positive behavior that led to wins. It went up. You barely made the number last year. How can you squeeze more out of your team? Yet, you are not alone.

Resources 321

Resources Networking Face-to-face Quota 321

SBI Growth

AUGUST 1, 2013

We’re nearly 60% through 2013. Competitive Position. With no increased budget and only five months remaining in 2013, efficiency is needed. Time is running short for 2013. This time of year, Sales Ops leaders are often faced with a pressing question. Just five months left. Option 1 : Add resources. Strategic Fit.

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

SBI Growth

JULY 19, 2013

Either way, your 2014 number will outpace 2013. You can’t repeat your 2013 sales strategy in 2014. Can you guarantee that you’ll see a positive ROI? It was necessary in 2013, and will be in 2014 as well. Behind Your Number – You, on the other hand, have two things to think about: “How much will the number grow for 2014?

Guarantee 296

Guarantee Exercises Follow-up ROI 296

The Sales Hunter

DECEMBER 30, 2013

I would hope by me not putting the word “positive” ahead of impact player you wouldn’t see it as being anything other than a positive attribute. What are the things you will do in the year ahead that will allow you be a positive impact on people you come in contact with? ” Sales Motivation Blog.

Motivation 257

Motivation Account Positioning Sales 257

Score More Sales

FEBRUARY 27, 2014

It was interesting to hear all the ways they reach out to gain visibility for candidates to find them as they hire recent college graduates for their BDR positions. Even someone you don’t hire should leave with a positive feeling from all those who they interacted with.

Hiring 223

Hiring Sales Talent NetSuite Lead Rank 223

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

Allego

OCTOBER 19, 2023

Forrester is one of the most influential research and advisory firms in the world, so Allego’s position highlights for us, our sustained excellence. And we feel it solidifies our position as one of the most forward-thinking revenue enablement providers in the market. To say I am excited is an understatement.

Revenue 71

Revenue Vendor Report Sales Enablement 71

Score More Sales

JANUARY 28, 2014

This is the Watson techno brain popularized by Jeopardy fame – IBM’s massive computer think-tank that is now positioned to help solve really big issues in medicine, health care, and also in business. For a company that received over 6,800 patents just in 2013 – the future in analyzing and interpreting data has all the growth potential ahead.

Data 208

Data Health Care Retail Lead Rank 208

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. Just like any business decision, you need to generate a positive ROI. It will help you balance Q4.

Hiring 296

Hiring Buyer Persona ROI Follow-up 296

The Sales Hunter

AUGUST 17, 2013

What I have found is that if salespeople continue to build upon their strengths, they will come across more positive and confident. Check out the below video to better understand what I mean: Copyright 2013, Mark Hunter “The Sales Hunter.” What are your selling strengths? You need to leverage these to the fullest. .

Video 202

Video Selling Skills Motivation Customer Service 202