Increase Sales

FEBRUARY 23, 2013

For most to overcome this sales challenge of “I need prospects,” begins with marketing. Earlier this week I wrote about this sales challenge from a prospecting perspective. The goal of marketing is also two-fold: Make a friend (new sales lead, center of influence or strategic partner).

Prospecting 145

Prospecting Advertising Advertising Face-to-face 145

Score More Sales

SEPTEMBER 3, 2013

Want to get slowed down as a sales prospector and waste a lot of time? Call on the wrong prospects. I would go so far as to say that some sellers waste 2 months out of every year going after the wrong prospective customers. We get calls from companies every week who want us to evaluate or use their sales tool.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

Understanding the Sales Force

FEBRUARY 7, 2014

Understanding the Sales Force by Dave Kurlan This is the second weekly installment of Finding New Business and Sales. This week I was interviewed by Jason Kanigan and he asked some great questions about using the phone for prospecting. ECSELL SALES COACHING SUMMIT IN CHARLOTTE NC - What Does Commitment to Sales Success Mean?

Webinar Metrics 179

Webinar Metrics Conference Sales Cycle Sales Coaching 179

No More Cold Calling

APRIL 30, 2020

I recounted that story in my recent presentation—“ Sales Experts Channel: How to Recession Proof Your Sales in 9 Killer Steps ”—because it perfectly illustrates a key business insight. Watch the webinar, take notes, and let me know one action you will take … immediately. Reps told me they didn’t need to have sales conversations.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

Score More Sales

APRIL 4, 2013

We are, as a business community, being BOMBARDED with sales tools. Once we have the tools, we still need to craft interesting and compelling content in the form of sales messages to our prospective customers and existing clients. We will take questions and comments live during the webinar and look forward to your contributions.

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

Increase Sales

JULY 8, 2013

of the recruiters will use LinkedIn even more in 2013. Recruiters are salespeople whose sales prospects are skilled qualified employee. By engaging in eduction based marketing, busy salespeople can employ LinkedIn in the same manner to reach their passive sales prospects. Share on Facebook.

Social Media 128

Social Media Media Prospecting LinkedIn 128

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. It is a free webinar and I think we share some great ideas. Micro Sales Productivity Tips. Macro Sales Productivity Tips.

Opportunity 227

Opportunity Webinar Metrics Lead Rank Lead Scoring 227

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 Ideal Customer Profile Marketing 321

The Sales Hunter

MAY 30, 2013

Prospecting is without a doubt one of the hardest parts of the selling process. If you happen to work for IBM or any other large company, then prospecting is certainly a lot easier thanks to the name recognition and the amount of money large companies like IBM spend on advertising. Copyright 2013, Mark Hunter “The Sales Hunter.”

Webinar Metrics 180

Webinar Metrics Construction Cold Calling Advertising 180

Understanding the Sales Force

MAY 22, 2014

Understanding the Sales Force by Dave Kurlan I read this terrific post from our friends at New-Hire.com about the best sources for candidates in general. It certainly applies to sales candidates as well. Not only are the best sources a moving target, but the candidates themselves can be looked at the same way.

Sales Management 244

Sales Management Top of Funnel Decision Maker Webinar Metrics 244

Score More Sales

NOVEMBER 26, 2012

Working hard in sales but not accomplishing enough? Set a number for appointments / webinars / meetings that you’d feel good about if you got and work toward that number. Declare a sales goal you want to accomplish and give some detail – it needs to be specific and time bound.

Webinar Metrics 260

Webinar Metrics Outbound System Account 260

SBI Growth

NOVEMBER 10, 2013

More often than not, sales and marketing live in siloes. For a company to survive these days, sales and marketing must work in concert. The best marketing leaders know how to overcome the divide and gain credibility with sales. And they involve the sales team in the process. It will only help the sales team.

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

Score More Sales

JUNE 17, 2013

Do you have a prospective customer relationship that went dark on you? webinar recordings. Work this week to find one or two new pieces of insight you can share with your more probable prospective buyers. The post Inside Sales Power Tip 118 – Share Insight appeared first on Score More Sales. ROI Calculators.

Inside Sales 200

Inside Sales Outsourcing Services Lead Rank Lead Scoring 200

Increase Sales

JULY 15, 2013

Believe it or not, advertising spending in newspapers is down 4% in the first Quarter of 2013 compared to the first quarter of 2012. Source Kantar Media June 2013) Yet in that same time frame Outdoor advertising is up 4.3%. Sales is changing yet remaining the same. Sales sales coaching sales managers small business owners'

Small Business 157

Small Business Small Business Advertising Advertising 157

Score More Sales

SEPTEMBER 5, 2013

How can sales grow based on these ideas? Top sellers and sales leaders have always appreciated predictability such as specific dates on the calendar for annual planning, quarterly planning, coaching sessions, and reviews. We have incorporated this into our marketing and sales –. But in business?

Lead Rank 233

Lead Rank Lead Scoring Webinar Metrics Referrals 233

Score More Sales

FEBRUARY 12, 2013

1) They feel they don’t have the time to “add” social strategies to their sales and marketing repertoire. I’m excited to present this week at a webinar co-sponsored by Linkedin and DocuSign called, 10 Ways to Utilize Social Selling in 2013. 3) They don’t know how to get started.

Social Selling 236

Social Selling Webinar Metrics Retail Outbound 236

Hubspot Sales

FEBRUARY 14, 2024

The last thing you want from a sales email is sleazy, spammy… or even sales-y copy. That might sound counterintuitive, but I interviewed Yuval Ackerman , email strategist, who shared her top tips for writing sales email marketing that don’t give you the ick! Gaudio’s sales emails receive: 36.3% click-through.

Data 105

Data Segment Email Marketing Webinar Metrics 105

Zoominfo

APRIL 16, 2018

If you’re one of the few sales professionals who’s never heard of Keenan the Sales Guy, here’s a little introduction. Keenan is the self-described CEO/President and Chief Antagonist of A Sales Guy Inc. With more than 20 years of sales experience, Keenan has influenced, learned, and shaped the world of sales.

Journal 171

Journal Case Study Influencer Sports 171

Pointclear

JUNE 6, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. B2B Trade Show Marketing Circa 2013: Everything is the Same, Everything is Different. Only 16 Percent of B2B Consumers Prefer Live Webinars. Live webinars have been a staple marketing tactic for B2B since the decline in trade show marketing.

B2B 190

B2B Buyer Trade Show PointClear 190

Increase Sales

OCTOBER 14, 2013

Boy you can feel the sweat dripping down the faces of SMB owners and sales professionals during the fourth (4th) quarter of the current business growth year. Note: These is a difference between dripping sales desperation and drip marketing. Sales Coaching Tip: Drip marketing does work over time. Share on Facebook.

Social Media 146

Social Media Media Webinar Metrics Face-to-face 146

Understanding the Sales Force

OCTOBER 21, 2013

Understanding the Sales Force by Dave Kurlan Last week I wrote an article, Now That You Have a Sales Process, Never Mind , that was very critical of an article that appeared in Harvard Business Review. This highly successful, elite salesperson, has a Sales Quotient of 140 (out of a possible 173) or better.

Lead Rank 253

Lead Rank Decision Maker Call-back Sales Qualified Lead 253

SBI Growth

SEPTEMBER 4, 2012

Answer: Partner with Sales. Here are two ways marketing leaders with limited resources and small budgets can partner with sales to generate results. Engage the Sales Force to Understand the Buyer. Vet your Content with the Sales Force. Prospects lost to a Competitor. Understanding the Buyer. Current Customers.

Marketing 288

Marketing Face-to-face Hiring Social Media 288

Understanding the Sales Force

MARCH 14, 2013

Understanding the Sales Force by Dave Kurlan I just read the 13 Traits of An Outstanding Salesperson , an article that appeared on Inc.com. A true sales Hunter's mentality is to actually find as many sweet spot opportunities as possible and not waste time pursuing those with low odds of closing. c) Copyright 2013 Dave Kurlan

Hiring 256

Hiring Motivation Webinar Metrics Opportunity 256

Pointclear

MAY 29, 2012

Rich Eldh kicked off the general sessions at 1:00 on Tuesday, May 22 stating that marketing and sales aligned companies enjoy 5.3 On demand webinars perform 5 times better than live events. Synchronize the client/prospect/employee experience across all channels. I am “in” for 2013. times more revenue and 6.2

Revenue 174

Revenue Demand Generation Agencies SAP Webinar Metrics 174

Increase Sales

NOVEMBER 16, 2012

Time is quickly running out for small business owners to sales managers and all those in between to meet those sales goals and revenue targets not too mention profits. The end of the year sales stampede to increase sales is gaining speed as it does every year from early November to late December.

Small Business 164

Small Business Small Business ACT Sales Goal 164

Increase Sales

JANUARY 15, 2013

Years ago when in a sales leadership role, sometimes my greatest challenge was the other employees’ reluctance to see the big picture when it came to responding to customers’ requests such as a delivery right before quitting time. In sales leadership, the ability to communicate is critical. ” (Source Innermetrix).

Sales Leadership 138

Sales Leadership Wireless Vendor Webinar Metrics 138

Score More Sales

JULY 26, 2013

It dawned on me recently during a webinar when one of my co-panelists, the ever proper sales guru Jonathan Farrington spoke in his brilliant British accent, “Sellers are arrogant”. The amazing thing about listening socially is that you may just stumble into a sales opportunity or two by doing this. Buyers have changed.

Company 212

Company Revelation Face-to-face Webinar Metrics 212

Increase Sales

JANUARY 30, 2013

Years ago I heard a rather high priced sales consultant talk about finding the sales pain and figuratively having your ideal potential customer or prospect bleeding all over the place. However if sales is the transference of feelings and is first about emotion, how much emotion is too much?

Webinar Metrics 146

Webinar Metrics Small Business Small Business Facebook 146

Understanding the Sales Force

JANUARY 22, 2014

Understanding the Sales Force by Dave Kurlan This is the 8th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Why is that?

Proposal 235

Proposal Sports Sales Qualified Lead Scale 235

No More Cold Calling

OCTOBER 13, 2016

Eliot Burdett, CEO of Peak Sales Recruiting, explains why in this month’s guest post. Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better? Fears also rose over technology stealing sales jobs following the advent of both the phone and internet.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

SBI

FEBRUARY 12, 2013

Social selling should be thought of, in my humble opinion, as a means to discover, engage, and interact with potential prospects. Sellers have an opportunity like never before, to accomplish all three—with more prospects than we dared dream of at any prior time in history. I’ll be sharing my own favorite during the webinar.

Social Selling 135

Social Selling Scale Webinar Metrics Networking 135

Fill the Funnel

MAY 1, 2013

Most informed sales pros get the social selling concept. Join Us For a Webinar to Learn More about LinkedIn Contacts. Reserve your Webinar seat now at: https://www1.gotomeeting.com/register/378315953. Part of the power of LinkedIn is the network itself; over 225 million potential connection, leads, and prospects.

LinkedIn 127

LinkedIn Webinar Metrics Ideal Customer Profile Top of Funnel 127

SBI

JANUARY 29, 2014

One of the Oldest Tenets in Sales is Just Plain Wrong ” debunking the myth (or at least disputing it) that people decide with emotion and justify with logic. If we can understand how they are intertwined, we can provide better service to our prospects and customers during the decision process. Myth #1: Sales is a Numbers Game.

Lead Rank 139

Lead Rank Lead Scoring Quota Lead Qualification 139

Increase Sales

MARCH 5, 2013

The question of “Am I cut out for sales?” As noted in a previous blog post on this subject, I asked these three questions: “What are my beliefs about sales, marketing, selling and keeping?”. Within the business to business selling or sales arena, most salespeople are asked this question at least once a week if not daily.

Small Business 129

Small Business Small Business Objections Webinar Metrics 129

Increase Sales

JANUARY 11, 2013

As I read the most recent data regarding these wants by Richardson Sales Training , I am not sure if business to business sales representatives (B2B) understand the reality of SMB (small to mid size business). So these SMB business owners expect their sales team to generate their own new sales leads. The reality is 98.2%

Small Business 152

Small Business Small Business Outbound Inbound 152

A Sales Guy

JANUARY 29, 2013

Sales people and heads of Sales, from the sales manager all the way to the CSO fail because they don’t know how to get it done. I’ve spent much of January listening to my clients and their sales staff go through their 2013 sales plans. It is that simple. They are the cornerstone to success.

Webinar Metrics 117

Webinar Metrics Sales Social Media Strategy 117

Sales Hacker

AUGUST 4, 2023

Earlier this week, we announced that my new company, the GTMfund , has acquired my old company, Sales Hacker , from my…other old company, Outreach. I’ve gone through a mix of emotions, reliving the insane 10-year journey that came out of a young Max being naively intellectually curious about how to scale sales at a startup.

Hiring 61

Hiring Scale Conference Call-back 61