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. Acumen Management Group Ltd. operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Panel Discussion.

Sales Management 71

Sales Management Top of Funnel Hiring Lead Rank 71

Understanding the Sales Force

OCTOBER 2, 2013

Understanding the Sales Force by Dave Kurlan A title like, "Presidents & CEO''s: 4 Out of 5 Sales Managers Are Ineffective", will cause some Sales Directors, Sales VP''s and Sales Managers to click and read the article. Do you have a way to objectively evaluate sales management performance?

Sales Management 243

Sales Management Objections Analysis Groups 243

Your Sales Management Guru

AUGUST 5, 2013

Your Sales Management Guru Blog Author on “Top 50 Sales & Marketing Influencers” List . Speaker, consultant, and author Ken Thoreson’s updated Sales Manager’s Tool Kit now available . One of the new approaches we’re taking with sales organizations is Business Guidance Selling.” . KNOXVILLE, Tenn.,

Influencer 82

Influencer Marketing Face-to-face Retail 82

Score More Sales

APRIL 30, 2013

Most sales reps believe these are really not for them as much as they are for leadership. So how can we increase revenues with CRM? A TOOL JUST FOR SALES MANAGEMENT? They think it is simply for management’s benefit. We need to tackle these reasons and barriers to success.

CRM 291

CRM Revenue SugarCRM System 291

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. Top Sales Books to Read in 2013.

Face-to-face 132

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

SBI Growth

OCTOBER 31, 2012

In this environment, validated data is essential for the sales organization to prevail. It’s crucial for quantifying appropriate sales risks. It’s indispensable for fighting the status quo and accelerating revenue growth. In fact: In the absence of crystal clear data, the Sales VP loses the strategic negotiation.

Influencer 282

Influencer Strategy Policies Lead Gen 282

Increase Sales

JANUARY 10, 2013

As I listened to her, I realized that even today with all the management and sales training; the countless books and webinars; and the availability of small business coaches and consultants, there are far too many short sighted sales managers and small business owners. as per your existing sales agreements.

Small Business 151

Small Business Small Business Sales Management Epiphany 151

Understanding the Sales Force

DECEMBER 18, 2013

Understanding the Sales Force by Dave Kurlan My vision, of how the future of selling is shaping up, appears in today''s (the December 18, 2013) issue of Top Sales Magazine. This issue also features the 2013 Award Winners of the Top Sales & Marketing Awards in 18 Categories. I congratulate all of them!!

Sales Talent 235

Sales Talent Video Course Up-Sell 235

Sales Training Connection

FEBRUARY 25, 2013

Sales Coaching. Front-line sales managers are the “pivotal job” for improving sales productivity. That means – if companies want to improve sales revenue and optimize sales profitability, they should do everything they can to make sure front-line sales managers are doing what they should be doing.

Sales Management 132

Sales Management Coaching Pivotal Sales Coaching 132

SBI Growth

NOVEMBER 3, 2012

One of the biggest problems a VP of Sales faces is prioritization. Prioritization through 3 lenses: What sales productivity problems should you fix in 2013? How do you know fixing these problems will have the greatest impact on revenue? Question : What Sales Productivity Problem should you Fix in 2013?

Scale 282

Scale Face-to-face Promotion Lead Rank 282

SBI Growth

AUGUST 6, 2012

Are your sales resources properly aligned with growth opportunity ? The Sales Leader is about to receive the 2013 Revenue Number. He will rely on you, the Head of Sales Operations, for sales strategy advice. A majority of our revenue comes from Financial Services companies, but I need to know more.

Opportunity 316

Opportunity Strategy Banking Territories 316

SBI Growth

NOVEMBER 22, 2012

The word has come down - sales costs need to remain flat next year. But, of course, at the same time revenue needs to increase by 8%. Sitting with the Regional Sales VP, the scowl returned to his face. The third of four regional stops to nail down 2013 budgets for the Sales EVP and the CFO. How it Begins.

Segment 288

Segment Customer Territories Penetration 288

Understanding the Sales Force

JANUARY 9, 2013

Understanding the Sales Force by Dave Kurlan It's my way, of course. The biggest issue affecting salespeople, sales managers, sales leaders and even Presidents and CEO's is this: For most of them, the way they know, the way they do it today, the way they have always done it, is the "best way". And your way. That's a plan?

Commission 203

Commission Revenue Course Sales Cycle 203

SBI Growth

AUGUST 17, 2012

Think of the lost revenue. Want to know what marketing leaders are going to do differently in 2013? Register HERE for our 6 th annual research project, Making the Number: How your Peers are Allocating People, Money & Time in 2013. How does a marketing leader prove to sales that their leads are the “real deal?".

Sales Qualified Lead 244

Sales Qualified Lead Marketing Qualified Lead Top of Funnel Leads 244

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. Finding the right contact – and context – for sales outreach is time consuming. Decrease research time.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

SBI Growth

OCTOBER 4, 2013

To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. The review presents findings from SBI’s market research in 2013. Top-Down Quota Setting: Metrics that mean the most to Upper Management and Owners. Historical Revenue Performance: Usually the baseline for drafting next year''s quota.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

The Sales Hunter

FEBRUARY 25, 2013

They play a key role in the sale process, but I believe strongly salespeople and customer service people are to be doing two different tasks. Salespeople are all about maximizing revenue for their company, and they do that primarily by getting new customers and selling incremental volume to existing customers.

Customer Service 251

Customer Service Customer Discount Maximizer 251

SBI Growth

NOVEMBER 14, 2012

We won’t touch on revenue, percentage of quota, customer retention, etc. 66% of Sales Reps believe that increasing the time invested by sales managers would help to increase their sales. Don’t wait for your manager to come to you. You’re at a point in the year where you are discussing 2013.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

SBI Growth

MARCH 22, 2013

In particular, the front-line Sales Manager - a critical role responsible for marshaling a team of revenue makers. This post includes a downloadable Sales Leader Curriculum. This tool is perfect for HR Business Partners who serve the Sales function. It will help to prevent vacant Sales Management positions.

How To 312

How To Sales Leadership Exercises Proposal 312

Score More Sales

OCTOBER 9, 2013

Q4 is here, for those of you working in sales and working off of a calendar year. Sales leaders want to drive as much revenue as possible from their sales team – is that you? This panel session is part of the Sales Management Summit on BrightTALK. ” Answer: Not much. Register now.

Webinar Metrics 214

Webinar Metrics Closing Strategy Lead Rank 214

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 enough sales people to cover the new quota? Set up a planning session with your sales managers immediately. How many actual opportunities by sales person is that?

Quota 296

Quota Demand Generation Demand Generation Targets Negotiation 296

SBI Growth

AUGUST 8, 2012

Sign up for our Make the Number Tour if you would like to see how your peers are allocating people, money and time in 2013. Over the last 12 months we: Surveyed over 10,000 sales representatives. Surveyed over 4,500 sales managers. Reviewed over 5,000 documents from with some the world’s best B2B sales organizations.

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation 276

SBI Growth

SEPTEMBER 5, 2012

As if the looming year end wasn’t pressure enough for a sales leader trying to meet sales quota, will the loss of top sales reps pile on? The HR Leader can take some concrete steps to stop the exit of sales reps and therefore the loss of revenue. Immediate Help for Sales. But how do you know?

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

Understanding the Sales Force

JANUARY 28, 2013

For companies who want to grow revenue, veteran salespeople cause more problems than any other factor. 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. c) Copyright 2013 Dave Kurlan

Face-to-face 208

Face-to-face Margin Coaching Proposal 208

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. This is more like traditional B2B sales.

Channels 221

Channels Retail Hotels Territories 221

No More Cold Calling

DECEMBER 7, 2017

But they will definitely miss quota if sales managers continue to focus on the wrong behaviors and don’t shift their priorities. They have short-term thinking: They task account based sales teams with finding new sales leads, building qualified pipelines, and closing deals. Revenue is a lagging indicator.

Account 189

Account Referrals Sales Qualified Lead Quota 189

Understanding the Sales Force

JANUARY 28, 2014

This is the 10th 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. Do Technical Salespeople Need Sales Training? I will be speaking at the Sales 2.0

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

Understanding the Sales Force

JULY 16, 2013

The reason that any of these examples would be implemented at a company is usually to improve the sales culture, generate additional revenue and improve sales effectiveness. c) Copyright 2013 Dave Kurlan' Beyond these obvious challenges exists a 600 pound gorilla. Don''t risk it. You''ll be glad you did. (c)

CRM 211

CRM Training Sales Process Up-Sell 211

Pointclear

OCTOBER 9, 2013

We’re nearing the last quarter of 2013, and another year of sales will soon be behind us. An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. Jim is also the President of Sales Leakage Consulting, Inc.

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

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

Partners in Excellence

AUGUST 31, 2021

As far back as 2013, only 24% of executives believed their employees were highly engaged. Low company engagement has an adverse impact on revenues, across the US, more than $550B in lost revenue. So we shouldn’t be surprised. And we created it! Survey after survey, for years has shown declining employee engagement.

Survey 92

Survey Lead Rank Lead Scoring Revenue 92

A Sales Guy

OCTOBER 16, 2012

To stop the cycle, sales leaders and the CEO need the discipline to spend Q4 focusing on the team and the organization in addition to Q4 revenue and closing out the year. Starting the new year right, and in this case 2013, means having the right structure, people, processess, and strategies in place. revenue growth.

Margin 117

Margin Territories Channels Sports 117

SBI Growth

JULY 13, 2013

Dave was promoted to be Acme’s VP of Sales for the Americas. He did it as a District Sales Manager. Dave became VP of Sales for the Americas. Dave became VP of Sales for the Americas. In the first 6 months he: Did monthly pipeline reviews with every sales manager. Dave was a turnaround guy.

Promotion 310

Promotion Fashion Trends B2B 310

Increase Sales

JUNE 20, 2013

Believe it or not in spite of all the articles, books, sale training coaching and enterprise consulting on creating a culture of high performance, there are still Fortune 500 companies who are clueless when it comes to creating a united sales strategy where there exists a culture of collaboration among their sales management and team members.

Strategy 137

Strategy Hiring Coaching Conference 137

SBI Growth

NOVEMBER 23, 2012

It gets great reviews from C-Level executives, marketers and even sales managers. But how does Content Marketing help the Sales Rep? Today’s post outlines the benefits of Content Marketing from the Sales Rep’s perspective. I had a recent conversation with a Sales Rep named Seth. The Challenger Sale, 2012).

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

Understanding the Sales Force

MARCH 14, 2014

In between training sessions, salespeople must be coached on consultative selling by their sales manager. In the case of this sales force, sales managers were spending only 12% of their time on coaching and it didn''t include coaching to reinforce, develop or improve consultative selling skills. You should try it!

Consultative Selling 253

Consultative Selling Training Conference Coaching 253

Delicious Sales

MAY 2, 2012

Sales (12918). Sales Management (2614). Inside Sales (849). Outside Sales (81). Revenue (1783). Sales Process (1775). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Is your sales process slow or fast? Topics Major Topics.

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99