The Pipeline

NOVEMBER 2, 2013

November 26, 2013 – Toronto. From practical tips, to innovative strategies, The Art of Leadership is designed to teach and provide leaders with directly related, easily applied tools and techniques that can be implemented within any corporate culture. Colin Powell, USA (Ret.) , Col.

Relationals 271

Relationals Strategy Tools Opportunity 271

Fill the Funnel

APRIL 28, 2014

I hope you discover, or as in my case re-discover the ease of use and benefits of this grandfather of the tools world. The availability of 3rd party tools for both PC and Mac to record the sessions produced excellent in both audio and video quality. It is worth exploring how it might prove beneficial to you and your colleagues.

Skype 116

Skype Tools Revelation Conference 116

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. 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.

Sales Management 71

Sales Management Top of Funnel Hiring Lead Rank 71

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 ? I recommend you read it and download the tool. As 2013 winds down, 2014 naturally ramps up. As a result, PowerPoint is a tool that should be used sparingly.

Hiring 296

Hiring Buyer Persona ROI Follow-up 296

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

Understanding the Sales Force

FEBRUARY 26, 2014

It''s also very consistent with the late Steven Covey''s philosophy as related in his book, The Speed of Trust. We wondered aloud whether credibility and trust were really the same thing, related, or completely separate conclusions. c) Copyright 2013 Dave Kurlan' It''s about the importance of trust. Do you agree?

Face-to-face 266

Face-to-face Ideal Customer Profile Hiring Collateral 266

Understanding the Sales Force

JUNE 4, 2014

Despite the abundance of tools to help you connect with people, the physical act of speaking with these connections is becoming exponentially more difficult. Most of the focus on persistence is related to contacting new prospects. They get nothing because they deserve nothing because they did nothing related to actual selling!

Territories 268

Territories Exercises Video ACT 268

Sales and Marketing Management

JUNE 15, 2018

I could relate, as I just had two elderly parents move into assisted living at a cost of $8,700 a month. This online tool becomes a bonding experience for your staff and external relationships. I did a load of research to quantify the value of this (small) investment and was inspired by some significant data related to users.

Hiring 191

Hiring Lead Rank Face-to-face Banking 191

SBI Growth

SEPTEMBER 28, 2012

This project will help you hit the number in 2013 and give you the recognition you deserve when competing against your peers. Download the sales project tracking tool from our annual sales research review event here to help you stay on track. Field adoption – measuring tool utilization. Cost – relative to the business impact.

Hiring 267

Hiring Tools Objections Sales 267

Understanding the Sales Force

AUGUST 18, 2015

They are basically ready to proclaim that anything selling related, that they don't really understand or find it necessary to do, is not needed and dead. I love and use some of their tools and services and recommend them to clients too. But the key word here is tools. Tools don't replace selling. April 29 2013.

Inbound 120

Inbound Inside Sales Sales Process Top of Funnel 120

The Pipeline

DECEMBER 22, 2014

Percent in Potential Revenue, Accenture Research , shows, “Just 59 percent of sales representatives are expected to achieve his/her quota in 2014, down from 67 percent in 2013.” This despite the rise in “social selling” and related apps. Execution, everything else is just talk.

Data 275

Data Cold Calling Revenue Social Selling 275

Score More Sales

AUGUST 12, 2013

Telling a quick story can help pique a buyer’s interest IF it relates to your potential buyer’s world. The three other customers in the aviation space using the tools your company sells and why they won’t ever give them up. ” (assuming you are Lowe’s or another of their larger industry counterparts).

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Cold Calling 213

Score More Sales

SEPTEMBER 27, 2013

But how does this relate to midmarket sales teams? This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. My expectations were met. 2 businesses accomplished this in my sample.

Retention 254

Retention Company Customer Lead Rank 254

Sales and Marketing Management

MARCH 29, 2019

Fueled by a six-fold increase in venture capital investment, the number of jobs requiring AI-related skills has more than quadrupled since 2013. AI is creating new technology jobs and revolutionizing how enterprises meet their IT needs.

Marketing 209

Marketing Webinar Metrics Software Software 209

Understanding the Sales Force

OCTOBER 9, 2013

At my sales consulting company, Kurlan & Associates , we use, love and strongly recommend Membrain as a sales pipeline tool. c) Copyright 2013 Dave Kurlan' As you can see from the image above, nobody was following an effective sales process. That gives you a sense for how we go about answering questions for companies.

Sales Cycle 255

Sales Cycle Analysis Analytics Pipeline 255

Partners in Excellence

OCTOBER 12, 2014

Related Posts: Observations On Dreamforce 2013 Technology Is Wonderful, But…… The “Remora Fish” Of Sales 2.0 Tools Don’t Get Distracted By The Numbers What’s Your Special Number? No related posts. Take a look at Dreamforce 2014 by the numbers. Click on the image to enlarge it.).

Conference 87

Conference Networking Relationals Tools 87

Understanding the Sales Force

JANUARY 8, 2014

The origins of Social Selling go back to early human life too, although, the tools that have given social selling its name are relatively new. They are great salespeople, performing at elite levels, and if you provide them with great new tools, they still will be performing at an elite level. c) Copyright 2013 Dave Kurlan'

Social Selling 275

Social Selling Top of Funnel Groups Trends 275

Understanding the Sales Force

JANUARY 27, 2014

They were assessed with OMG''s tools, and assembled into 5 teams, all selling the exact same product. I am leading a Webinar introducing OMG''s Candidate Analyzer, an awesome web tool available to users of OMG''s Sales & Sales Management Candidate Assessments. I''ll be showing everyone how to access the tool and how to use it.

Case Study 288

Case Study Study Lead Rank Lead Scoring 288

SBI Growth

DECEMBER 30, 2012

I offer you an executive summary of key takeaways from SBI’s marketing related posts. Pinpoint the areas that you need to improve your Marketing Strategy for in 2013. I have given my team the tools to write great content ? What best practices have you applied to your business? What opportunities are planned for the future?

Marketing 297

Marketing Face-to-face Lead Rank Lead Scoring 297

SBI Growth

NOVEMBER 11, 2013

This no-cost tour presents findings from SBI’s research in 2013. You’ll have access to a host of guides, templates and tools. The complete list includes the tasks and related advice, like this: Register for our Make the Number Tour to get the complete list. If you are starting a CSO search, you need this tool.

Hiring 282

Hiring Follow-up Exercises Positioning 282

Sales and Marketing Management

DECEMBER 12, 2017

His tools included 33 RPM records where the trick to keeping people on the dance floor (and increasing thirst or drink sales) was to blend songs according to beats per minute (BPM). I have to admit I struggle with noticing all the coursework related to poetry. Author: Dan Seidman How to get smart — even degreed — online.

Film 185

Film Transportation Education Analysis 185

SBI Growth

OCTOBER 4, 2013

The review presents findings from SBI’s market research in 2013. Gain access to guides and tools to help you make the number in 2014. Sales Capacity: Driving revenue is directly related to the time available to pursue active opportunities. This type of research will earn you respect and a listening ear. Bottom-Up Quota Setting.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

Jeffrey Gitomer

JANUARY 14, 2013

My 2013 New Year’s Kickstart Project!? I want to use tools and techniques anyone else can copy. The criteria: Your project has to be business related. Then, send me an email ( andyhorner@aceofsales.com ) by 12PM EST (noon) on January 28, 2013. Instead of a resolution, each year I commit to a New Year’s Kickstart!

Webinar Metrics 214

Webinar Metrics Video Follow-up Twitter 214

Score More Sales

SEPTEMBER 30, 2013

As a seller, the thanks you show for the following two situations can be directly related to the all-around success you will gain in the profession. What social selling tool can do that for you? I submit that there is more power in this idea than in most any other aspect of selling, and have written about its power before.

Inside Sales 236

Inside Sales Decision Maker Lead Rank Lead Scoring 236

The Pipeline

APRIL 28, 2016

There is no shortage of productivity or enablement tools available to sales people and sales organizations. Over the last decade or so they have also been able to bring sales enablement tools into the mix. At the core, productivity tools should shift time in your favour. By Tibor Shanto – tibor.shanto@sellbetter.ca .

Commission 120

Commission Tools Webinar Metrics Objections 120

SBI Growth

OCTOBER 6, 2013

I also discuss some underlying causes of the complaints that may not be compensation-related. To get this tool, sign-up here. You will get access to more guides and tools to help sales compensation planning. Let’s say sales weren’t spectacular in 2013. It describes over 10 complaints Sales forces have on sales comp.

Compensation 293

Compensation Territories Incentives Incentive 293

Score More Sales

JUNE 28, 2013

There are still a lot of B2B companies who turn away from social tools. Now that warmer days, visits to and with relatives, plus more social events start happening, it’s clear that Summer in North America is upon us. Some of you are so into technology that you don’t pick up the phone enough.

B2B 196

B2B Lead Rank Lead Scoring Referrals 196

The ROI Guy

JANUARY 18, 2013

For a typical $1B firm, a lack of good Sales Enablement is resulting in: $14M of wasted sales and marketing expenses, generating leads that are not effectively engaged, or investing in tools and content that are not used or not effective, $100M of lost revenue opportunities, some 10% of total annual revenue.

Sales Enablement 73

Sales Enablement ROI Lead Rank Lead Scoring 73

SBI Growth

DECEMBER 22, 2012

Plus, you can download a tool to assess your current Reps’ “source-ability” scores. Q1 of 2013 is a busy time to refill empty Sales territories. The downloadable tool has an additional 6 areas described. First, look for groups that relate to the position you’re filling. Downloading the tool (below) will give you 6 more.

Hiring 275

Hiring Territories LinkedIn Groups 275

Fill the Funnel

SEPTEMBER 23, 2013

If your answer to these questions is yes, then today’s tool should be a good addition to your toolbox. Scapple is an easy-to-use tool for getting ideas down on-screen as quickly as possible and then making connections between them all. Stack notes in columns of related ideas. Do you do your best work on a whiteboard?

Tools 115

Tools Top of Funnel Proposal Engineering 115

The ROI Guy

APRIL 12, 2013

You’ve worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today’s more empowered, skeptical and frugal buyer. And you are not alone, as SiriusDecisions reports that the average company now spends a whopping $43K on marketing content and sales tools per salesperson per year.

Sales Tools 68

Sales Tools Tools Incentives Incentive 68

Delicious Sales

MAY 2, 2012

Tools (2872). MORE >> Tools. Relationals (3226). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? MORE >> THE SALES INSIDER AUGUST 13, 2013 What Shakespeare Can Teach You About Predictive Analytics Predictive analytics and Shakespeare have more in common than you think.

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Understanding the Sales Force

FEBRUARY 20, 2014

You can relate to the customer side. WEBINAR - How to Get the Most from OMG''s Sales Candidate Analyzer Tool February 26, 11 AM ET Register. April 23 Email me (c) Copyright 2013 Dave Kurlan' It has gone on for just as long, may be just as important, and the customer finally got what they wanted. I''m talking about THE car.

Scale 214

Scale Referrals Webinar Metrics Conference 214

SBI Growth

SEPTEMBER 26, 2012

Click here to get free advice on how your peers are planning for a busy Q4 and 2013. They relate to the problem the customer in the study was solving for. Click here to participate in our Q3 Make The Number tour event and get a copy of the risk assessment tool shown below. Get ahead of this issue, by building a Q4 strategy now.

Closing 303

Closing Lead Rank Lead Scoring Customer 303

Score More Sales

MAY 28, 2013

For midsize companies there was no shortage of ideas, examples, and tools to help any company improve marketing, sales, and procurement. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Company 208

Company Film Study Lead Rank 208

Sales Hacker

SEPTEMBER 11, 2020

For instance, if you’re selling into a cloud security startup, it will likely focus on developing its core security products, but it will need to outsource tools like HR software, email marketing tools, and so forth. “We Most buyers are tech-savvy and open to trying new tools. And they usually aren’t afraid to try new solutions.

Outsourcing Services 77

Outsourcing Services Scale Vendor Pivotal 77

Fill the Funnel

OCTOBER 8, 2013

SweetProcess is a web tool that helps you document all those repetitive tasks that eat up your valuable time. What got me so excited when I discovered this tool is that it has a far broader application than just for those in Operations. My training business will never be the same after discovering this tool.

Scale 106

Scale Top of Funnel Funnel Hiring 106