Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. Salespeople have changed as well. Zig Ziglar.

Face-to-face 132

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

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? Do you move players out?

Sports 107

Sports Exercises Objections Positioning 107

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. Many companies employ statisticians or other demand planners to predict what sales will occur. Author: Danny Smith.

Enterprise 302

Enterprise Enterprise Top of Funnel Funnel 302

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. It went on to say that many midsize businesses still rely on traditional, non-integrated customer management, sales tracking or marketing systems. What will you do with it and how will that look?

CRM 235

CRM Guidelines Data Compensation 235

HeavyHitter Sales

FEBRUARY 23, 2013

I’ve had the privilege to work with and study hundreds of companies and their sales organizations. Based upon my experience, here’s my list of the best companies to sell for in 2013. While it includes companies than range from start-ups to billions in sales, all of these businesses share three common qualities. Other Steve W.

Company 152

Company Analytics Enterprise Enterprise 152

SBI Growth

OCTOBER 31, 2012

In Business Services companies, Operations executives usually have more power than Sales executives. Operations leaders often have a disproportionate amount of influence over Sales functions. Sales executives, by contrast, are often viewed as wanting to take foolish risks. Ops says Sales doesn't understand the business.

Influencer 282

Influencer Strategy Policies Lead Gen 282

Keith Rosen

OCTOBER 24, 2013

Keith Rosen’s company, Profit Builders, was named one of Selling Power’s Top 20 Training Companies for 2013. ” Representatives for the publication say that editors assembled the list for the benefit of sales leaders that want to reach higher levels of productivity and performance. .” About Profit Builders.

Company 119

Company Training Sales Coaching Coaching 119

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. There are lots of sales tools to help you. There are lots of sales tools! Well, you get a head start in a very positive direction. Shorten the sales cycle.

Webinar Metrics 125

Webinar Metrics Guarantee Referrals Sales Tools 125

Understanding the Sales Force

NOVEMBER 7, 2013

Understanding the Sales Force by Dave Kurlan As you probably know, many people have been writing premature obituaries about the impending death of selling. The latest proof can be found in this July 2013 USA Today article. Another important point from the article was that it is now taking three months to fill a sales position.

Hiring 246

Hiring Inbound Trends Positioning 246

The Sales Hunter

JANUARY 1, 2013

How’s your sales process? Do you have any sales trash? Sales trash is what I refer to as activities you do that really don’t bring any value to the sales process and ultimately don’t result in MORE sales. Time to throw that stuff out and start 2013 on the right foot. It’s free.

Motivation 230

Motivation Video Prospecting Sales Process 230

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. One attendee asked the hypothetical question, "What is the most difficult part of the sales process?" Appropriate Positioning.

Sales Process 302

Sales Process Webinar Metrics Intent Groups 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. Let’s take a look at what in means in hospital procedure and practice and then explore some jump-start steps medical sales reps could take to be responsive. ©2012 Sales Horizons, LLC.

Health Care 108

Health Care Customer Government Trends 108

Understanding the Sales Force

JANUARY 13, 2014

Understanding the Sales Force by Dave Kurlan It’s an interesting question and one that has more than one answer. I wrote an article back in September of 2013 that asked the question, Are Sales and Sales Management Candidates Getting Worse? Consider the way that most companies hire people for sales roles.

Hiring 267

Hiring Face-to-face Groups Webinar Metrics 267

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. We discussed a variety of topics, but specifically on the topic of what was marketing’s contribution/responsibility to growing the sales funnel vs what is expected from the sales team.

Sales Management 71

Sales Management Top of Funnel Hiring Lead Rank 71

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.

Inside Sales 225

Inside Sales Lead Rank Lead Scoring Outbound 225

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. Compare this with world class performance of exceeding your Sales Strategy goals. Executives – you understand the corporate position on the gaps.

Strategy 293

Strategy Analysis Quota Resources 293

Score More Sales

FEBRUARY 10, 2014

Recently a panel discussed 9 of the top sales myths in business-to-business selling. I had the honor and pleasure of being a panelist, along with two of my favorite sales and marketing experts, Nancy Nardin of Smart Selling Tools and Matt Heinz of Heinz Marketing. It will keep me looking to bust some more sales myths.

B2B 240

B2B Hiring Webinar Metrics Lead Rank 240

Allego

OCTOBER 19, 2023

That was when we learned Allego was named a Leader for Sales Readiness in The Forrester Wave : Sales Readiness Solutions, Q4 2023. While that is a worthy accomplishment on its own, what’s even more meaningful is that Allego is now the only one of the sales readiness leaders to also be named a leader in the sales content solutions Wave.

Revenue 71

Revenue Vendor Report Sales Enablement 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. Third, assess your current sales team. www.AcumenManagement.com.

Sales Leadership 68

Sales Leadership Revenue Hiring Compensation 68

Score More Sales

FEBRUARY 27, 2014

Looking for great sales talent? A panel of sales hiring and retention experts spoke yesterday at the AA-ISP Boston Chapter event. (If If you are not aware, the AA-ISP stands for American Association of Inside Sales Professionals). Devon McDonald, Director Sales & Marketing Support, OpenView Venture Partners.

Hiring 223

Hiring Sales Talent NetSuite Lead Rank 223

SBI Growth

AUGUST 1, 2013

This time of year, Sales Ops leaders are often faced with a pressing question. We’re nearly 60% through 2013. Today’s post is about a simple approach to improve efficiency with current sales resources. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute."

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

SBI Growth

JANUARY 30, 2013

You just received your quota for 2013. Excellence in 2013 starts with you. A key trait of top quartile sales leaders is their ability to ask for help. Read on to better understand HOW to leverage resources to Make the 2013 number. Your sales reps often don’t know the true reason they lose a deal. It went up.

Resources 321

Resources Networking Face-to-face Quota 321

SBI Growth

SEPTEMBER 16, 2013

Your efforts this month and next will help to solidify your sales success. 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?” 5 Keys to Closing Strong in 2013.

Pipeline 306

Pipeline ACT Competition Top of Funnel 306

The Sales Hunter

APRIL 15, 2013

Sales motivation is not rocket science. It is, very simply put, allowing yourself to be in a position to win regardless of what may occur to you. Below is a sales motivation checklist with vital questions. Do I sound positive and outgoing when I talk with people on the phone? ” Sales Motivation Blog. .”

Motivation 238

Motivation Influencer Selling Skills Maximizer 238

Score More Sales

JULY 11, 2013

He was my sales colleague. It can take weeks or months for some in sales to truly qualify a sales opportunity. This exercise will help you determine if a sales opportunity is probable or not – it can save you hours or months of effort, and it can help you close business sooner. Get More Answers. Get those answers.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

Score More Sales

SEPTEMBER 15, 2013

The league was made up of some of my favorite sales guru colleagues and I ended up taking SECOND place. Recently I gave a talk at Hubspot’s INBOUND 2013 marketing conference on Blocking and Tackling – Turning Leads into Sales in Five Simple Steps. So what does this have to do with sales? Weekly sales goals.

Sports 221

Sports Lead Rank Lead Scoring Outbound 221

The Sales Hunter

AUGUST 26, 2013

Sales is a great profession! Each year I’m in sales, I come to appreciate and respect it that much more. One of the reasons I respect the profession so much is the ability to make a positive impact on people. Every day, those of us in sales get to connect with numerous people. ” Sales Motivation Blog. .”

Motivation 220

Motivation Customer Service Positioning Closing 220

Score More Sales

DECEMBER 27, 2013

In the first two posts in this series we talked about gaining visibility to grow sales as well as putting a plan in place. If this is your new quota, or new list of contacts or achievements you must accomplish in your position, we’d just encourage you do to one step at a time, with forward motion going every day. Through taking action.

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

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. Whatever it is you are good at in the sales profession, use those skills to motivate you. Check out the below video to better understand what I mean: Copyright 2013, Mark Hunter “The Sales Hunter.”

Video 202

Video Selling Skills Motivation Customer Service 202

Score More Sales

SEPTEMBER 16, 2013

Some of the newest people to become inside sales reps are those who have left the field for now – perhaps forever. Many outside sales positions with fat travel accounts and face-to-face client meetings are slowly being switched over to inside positions. Thousands of outside rep jobs have even been eliminated.

Inside Sales 182

Inside Sales Face-to-face Travel Outside Sales 182

Score More Sales

DECEMBER 2, 2013

Sometimes in sales you just need to start over with your messaging. If you are in an open environment, jot down (or record with their permission) what the most successful peers you work with say on the phones that opens up dialogue and even creates sales opportunities. Work in an office on your own or away from other sales reps?

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

The Sales Hunter

JUNE 21, 2013

If you’re a sales leader — and by that I mean a person who leads salespeople — then the last thing you should be doing is closing sales. Your job is to lead the sales team and coach your salespeople. Your job description doesn’t say anything about closing sales. ” Sales Motivation Blog.

Closing 243

Closing Sales Leadership Sales Coaching 243

SBI Growth

JULY 1, 2013

You see visions of making your 2013 and 2014 sales number. If you’re like most VP-Sales, this is money you most likely don’t have. If you’re like most VP-Sales, this is money you most likely don’t have. If you want to survive as VP-Sales, these projects must get off the ground. 2) Rethink Sales Team Head Count.

Salary 267

Salary Epiphany Top of Funnel Revelation 267

Score More Sales

JULY 31, 2013

As a sales leader I used to have to hire sales people. 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. We were WRONG half of the time, and we were all very successful as former sales reps ourselves. Increase Opportunities.

Hiring 183

Hiring Lead Rank Lead Scoring Compensation 183

Sales Evangelist

DECEMBER 28, 2015

Our first episode went live on the 26th of December in 2013. I would like to say a million thanks to everybody who has contributed to the success of The Sales Evangelist Podcast in one way or another. Now that the new year is […] The post TSE 238: How Do I Become More Positive In 2016? appeared first on The Sales Evangelist.

Positioning 40

Positioning Sales 40

The Sales Hunter

JULY 8, 2013

I’m going to throw a wrench into this belief and do it all for the sake of creating sales motivation and getting the week off to a great start. Objective of your call is the person on the other end is going to tell you some very positive reasons why they like doing business with you. ” Sales Motivation Blog.

Motivation 224

Motivation Selling Skills Positioning Objections 224

Sales and Marketing Management

MARCH 29, 2019

Author: Paula Sanders There’s a lot of hype around artificial intelligence, but the reality of its impact to sales and marketing strategies promises to be positive. However, just as technology has evolved, so has the customer’s sales approach. Successful organizations have metrics in place for staff, especially in sales.

Marketing 209

Marketing Webinar Metrics Software Software 209