Increase Sales

FEBRUARY 9, 2013

The reality is much of the organizational structure for mid size to small businesses (SMB) today including having a sales manager is based on some of the practices of years gone by much larger companies with over 100 employees and multiple locations. Possibly by having a sales manager, you have created a hurdle for your sales team?

Sales Management 146

Sales Management Hiring Webinar Metrics Sales Leadership 146

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

Understanding the Sales Force

MARCH 7, 2013

Understanding the Sales Force by Dave Kurlan I wrote an article for the March 2013 issue of Top Sales World Magazine that debriefs an actual sales call. Please join me: Tuesday, March 12, 2013 10 AM Eastern Time Register. I'll also be hosting our Annual Spring Sales Leadership Intensive in Boston.

Examples 199

Examples Hotels Sales Leadership Webinar Metrics 199

SBI Growth

JANUARY 2, 2013

But you can excel in 2013 because of your shortcomings in 2012. And with these answers come chances for improvement in 2013. Talent Assessment of Sales Leadership and Sales Reps. Build specific competency and accountability based scorecards for Sales Leadership and Sales Reps. What about a “qualified lead?”

Lead Rank 267

Lead Rank Lead Scoring Sales Qualified Lead Lead Gen 267

Understanding the Sales Force

JANUARY 27, 2014

Just as important, we were able to neutralize the effect of good versus bad sales management and coaching. There simply wasn''t any sales management and the coaching they received was consistent. I am not suggesting that when you select the right salespeople, sales management is unnecessary. Register. (c)

Case Study 288

Case Study Study Lead Rank Lead Scoring 288

Understanding the Sales Force

FEBRUARY 24, 2014

If they don''t complete the application and assessment, then why do sales managers and HR managers try so hard to get them to do it? Sales Managers and Sales Leaders repeat a nother big mistake during the first interview when they prematurely sell the sales opportunity to the candidates.

Company 196

Company Webinar Metrics Compensation Study 196

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%. Salespeople truly must become far more innovative in their sales solutions. Share on Facebook.

Small Business 157

Small Business Small Business Advertising Advertising 157

Score More Sales

OCTOBER 9, 2013

Either way, I’d like to personally invite you to an action-packed, full-of-ideas webinar we are calling Kick Butt Strategies to Close the Year Strong. On Oct 16th at Noon Eastern / 9:00AM Pacific, please join me and my powerhouse co-panelists as we uncover: Sales-derailing mistakes that sellers inadvertently make. Register now.

Webinar Metrics 214

Webinar Metrics Closing Strategy Lead Rank 214

No More Cold Calling

JUNE 10, 2021

My entire career had been sales and sales management, and my best business had always come from referrals. I asked salespeople and sales leaders I knew if they liked to get referral introductions. Fast forward to 2013. The program consisted of eight 30-minute webinars plus live facilitation.

Referrals 385

Referrals Cold Calling Webinar Metrics Outbound 385

Understanding the Sales Force

SEPTEMBER 17, 2013

I last mentioned EcSell in an extremely popular article, This is How Sales Managers Should Coach Their Salespeople. I have secured that webinar''s audio from which that coaching session took place. c) Copyright 2013 Dave Kurlan' Back to my story. Today is your lucky day!

Coaching 201

Coaching Exact Webinar Metrics Sales Leadership 201

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

MAY 1, 2014

One-person sales consulting firms, self-appointed experts, telling, but not doing, what they say. If you were to read through each of the 1,150 articles I have posted on this blog since 2006, and organize, sort, create a flow and edit it all into a Sales Management Bible, we would have one enormous how-to guide.

Hiring 218

Hiring Webinar Metrics Channels Policies 218

Increase Sales

DECEMBER 10, 2012

Hmm, I just received another webinar email on sales training offered by some experts. In reading the short bullet points, the emphasis again was on specific sales coaching technical issues, technical sales skills, the professional behaviors of sales management as well as poor organizational processes and procedures.

Training 137

Training Webinar Metrics Sales Coaching Coaching 137

Jonathan Farrington

NOVEMBER 13, 2012

My intention is to produce a free new white paper, which will be ready for distribution on December 31st – “The FIVE Most Significant Challenges Facing Every Company Everywhere in 2013″ and today, I can give you a flavor … Challenge One: Finding the Opportunities.

Face-to-face 38

Face-to-face Sales Qualified Lead Webinar Metrics Retention 38

Understanding the Sales Force

APRIL 14, 2014

We are actually in the field, working with companies, their leadership teams, their sales management teams, their salespeople and helping them navigate these choppy waters and develop modern, effective sales processes, strategies, tactics and styles. Image credit: rtimages / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan'

Top of Funnel 250

Top of Funnel Inside Sales Conference Webinar Metrics 250

Increase Sales

DECEMBER 20, 2012

Yet for sales success, to be able to consistently achieve the small business goals to increase sales requires self leadership for every person on the sales team as well as those in sales management. For many small businesses, the small business owner is the sales management or part of the sales management team.

Small Business 127

Small Business Small Business Lead Rank Webinar Metrics 127

Pointclear

JULY 17, 2013

To read an excerpt from her latest book, Smart Sales Manager , click here. To listen to a webinar on this topic, click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations.

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

Understanding the Sales Force

FEBRUARY 6, 2013

Objective Management Group (OMG), has evaluated nearly 10,000 sales forces and 650,000 salespeople and sales managers. Its data shows that the average score on the Sales Posturing Index, a collection of attributes that suggest how effectively salespeople differentiate themselves, is only 34 out of 100.

Hiring 218

Hiring Study Lead Rank Lead Scoring 218

Understanding the Sales Force

FEBRUARY 28, 2014

Understanding the Sales Force by Dave Kurlan For double article Friday, in addition to my Sales Pipeline Nazi article, I have the following bonuses for you: For those of you who wanted to attend the Webinar on the Sales Candidate Analyzer, here is a link to the recording. Inaccurate sales forecasts are legendary.

Forecasting 188

Forecasting Pipeline Sales Forecasts Webinar Metrics 188

Increase Sales

DECEMBER 4, 2012

As sales managers to small business owners look forward to 2013, this sales leadership talent of developing others will probably become even more critical. Finding qualified sales people is an ongoing struggle for many small businesses. Then keeping those sales people is the next challenge.

Sales Leadership 156

Sales Leadership Small Business Small Business Webinar Metrics 156

Understanding the Sales Force

FEBRUARY 6, 2013

Objective Management Group (OMG), has evaluated nearly 10,000 sales forces and 650,000 salespeople and sales managers. Its data shows that the average score is only 34 out of 100 on the Sales Posturing Index (a collection of attributes which suggests how effective salespeople are in differentiating themselves).

Hiring 203

Hiring Study Lead Rank Lead Scoring 203

Increase Sales

MARCH 19, 2013

For those in any sales leadership role including the small business owners, the sales management team or the professional salespeople, the consistency to increase sales is the bottom line. This FREE webinar is on April 4, 2013 from 12-12:30pm CST. Share on Facebook.

Sales Leadership 144

Sales Leadership Lead Rank Lead Scoring Face-to-face 144

SBI Growth

JUNE 29, 2013

And, it speeds sales productivity, which is the ultimately the name of the performance management game. A February 2013 report by Aberdeen Research validates the impact of gamification. One sales manager at a leading B2B technology firm recently shared his experience: “I forced my team to enter everything into Salesforce.com.

Hiring 326

Hiring Case Study Lead Rank Lead Scoring 326

Understanding the Sales Force

JANUARY 14, 2014

Last week, Dennis Connelly wrote a good article on another important conversation , the one between the sales manager and the salesperson. And Frank Belzer wrote an important article on the Architecture of a Sales Force]. Image credit: huntstock / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan'

Sales Methodology 269

Sales Methodology Negotiation Proposal Analysis 269

Increase Sales

FEBRUARY 28, 2013

If you as a small business leader or sales manager want to increase sales, then consider reviewing how you think about the purpose of sales and begin to expand that definition so that you truly experience consistent business growth. Share on Facebook.

Webinar Metrics 138

Webinar Metrics Small Business Small Business Referrals 138

Increase Sales

MARCH 4, 2013

How many times have I heard from small business owners to sales managers the following: “What we at XYZ company have is a sales problem.” And in probably 95% of the instances, they do not have a sales problem because sales are just a symptom of other undiagnosed problems including: Poor executive Leadership.

Webinar Metrics 128

Webinar Metrics Small Business Small Business Face-to-face 128

Zoominfo

APRIL 16, 2018

He’s skied more than 1 million vertical feet in 2013 and 2014 at Vail Colorado and more than 600K vertical feet each season since then. Reason Number Five: He runs A Sales Guy U. Keenan runs a company aptly named A Sales Guy U. Keenan is a PSIA Certified Level 2 ski instructor.

Journal 171

Journal Influencer Case Study Sports 171

Understanding the Sales Force

OCTOBER 21, 2013

if you aren''t available for those three events, then perhaps you''re available for my International Webinar on Thursday, October 24, when I''ll discuss the reason why 4 Out of 5 Sales Managers are Ineffective and What You can Do About it. c) Copyright 2013 Dave Kurlan' Register. (c)

Lead Rank 250

Lead Rank Decision Maker Sales Qualified Lead Call-back 250

Understanding the Sales Force

FEBRUARY 28, 2014

Understanding the Sales Force by Dave Kurlan For double article Friday, in addition to my Sales Pipeline Nazi article, I have the following bonuses for you: For those of you who wanted to attend the Webinar on the Sales Candidate Analyzer, here is a link to the recording. Inaccurate sales forecasts are legendary.

Forecasting 120

Forecasting Sales Forecasts Webinar Metrics Pipeline 120

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

FEBRUARY 19, 2013

(Sales Training Coaching Tip: Selling on value usually ignores what is important to the buyer because the premise beings with the salesperson as he or she learned through the sales training.). For example, years ago I had a meeting with a VP of Sales for a large manufacturing plant. Share on Facebook.

Training 127

Training Discount Buyer Analysis 127

SBI

JANUARY 29, 2014

This week, I took part in a webinar hosted by DocuSign to debunk some of 2013’s most prevalent myths. Keeping in mind that we only had one hour, my co-presenters on the panel, Lori Richardson of Score More Sales , and Matt Heinz of Heinz Marketing , narrowed our choices down to three apiece. Myth #1: Sales is a Numbers Game.

Lead Rank 139

Lead Rank Lead Scoring Quota Lead Qualification 139

Sales Hacker

MAY 18, 2020

We founded Sales Hacker in 2013 to give sales practitioners – the folks in the weeds who are responsible for driving revenue – a platform to share their knowledge with a broad audience. Today, Sales Hacker became a true B2B sales community. So Asa goes to the Sales Management Channel on Sales Hacker….

Sage 67

Sage Hiring Survey Webinar Metrics 67

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.

Proposal 233

Proposal Sports Sales Qualified Lead Scale 233

SBI

AUGUST 13, 2013

“Inside Sales now generates more than 50% of company revenue and is being tasked with more responsibilities and expectations—to grow territories, form partnerships, and generate new business. In 2009, there were 800,000 inside sales departments. By the end of 2013 there will be 2.3 Customer 2.0

InsideSales 129

InsideSales Hiring Inside Sales Webinar Metrics 129

No More Cold Calling

OCTOBER 13, 2016

Before they make contact, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. Some take this to mean that our prospects and clients don’t really need us anymore—that the automation of selling has made B2B sales reps irrelevant. Moreover, the U.S.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

The Science and Art of Selling

FEBRUARY 14, 2014

Register for this 3-hour webinar and learn how to create your winning cold calling script that will get you in front of your prospects tomorrow. NOTE: First 15 seats are sponsored by the Sales Association Ontario Chapter – register today for only $50 (regular price: $250). His blog is among top 25 sales blogs in the world!

Cold Calling 63

Cold Calling How To Webinar Metrics Face-to-face 63