SBI Growth

SEPTEMBER 29, 2013

Follow these tips and you’ll be swimming in referrals for 2014. The two articles I wrote on these subjects (linked earlier in this paragraph) can help get you there. 1) Provide a warm introduction to a dream prospect. In the majority of these cases, these people have dream prospects. Can you connect them to this prospect?

LinkedIn 300

LinkedIn Referrals How To Webinar Metrics 300

SBI Growth

SEPTEMBER 20, 2013

This article is about how to cut through the noise and evaluate your organization. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Learn what SBI’s Discovery says about what top organizations will do differently in 2014. Prospect Interviews. Expert Panel.

Hiring 310

Hiring How To Face-to-face Survey 310

Customer Centric Selling

DECEMBER 26, 2013

Sales Training Article: 2014 Resolutions. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Danilo Rizzuti at FreeDigitalPhotos.net 2013 winds down, people think about prospects for the New Year. View our updated calendar of 2014 sales training workshops.

Collateral 55

Collateral Negotiation Proposal Vendor 55

No More Cold Calling

JANUARY 2, 2014

As you’re planning for 2014, forget resolutions. The media is flooded with articles about resolutions right now. As you’re planning for 2014 , don’t just give your sales team an annual quota and expect them to make it rain. What referral-selling goals have you set for your team in 2014? Set manageable goals instead.

Referrals 240

Referrals Small Business Small Business Enterprise 240

No More Cold Calling

JANUARY 16, 2014

Now is the time to kick your prospecting efforts into overdrive, build a strong pipeline for 2014, and determine if you’re really getting the most traction out of each and every day. Most salespeople only spend about 10 percent of their workdays actively selling, and another 10 percent on prospecting, according to Augusoft.

Referrals 224

Referrals Cold Calling eBook Small Business 224

Customer Centric Selling

JANUARY 2, 2014

Sales Training Article: An Often Overlooked Source of Revenue. View our updated calendar of 2014 sales training workshops. When going through buying cycles with prospects, sellers are careful to ensure they gain access to Key Players that will be involved in making buying decisions. awaits most newlyweds.

Revenue 68

Revenue Buying Cycle Quota Account 68

SBI Growth

JULY 23, 2013

The top of the funnel is filling with highly qualified prospects. Sign up for the onsite session for your leadership team: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Understanding the drivers of Sales Force Effectiveness in 2014. Angry customers and prospects identify themselves as in the market.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

Understanding the Sales Force

JULY 2, 2014

Understanding the Sales Force by Dave Kurlan Yesterday, I read an article that was very consistent with what I was complaining about last week when I wrote The One Thing Missing From the New Way of Selling. I have tremendous respect for the article''s author, Mark Roberge , who has built a great sales force over at Hubspot.

Airlines 196

Airlines Hubspot Inbound Top of Funnel 196

Understanding the Sales Force

APRIL 9, 2014

Understanding the Sales Force by Dave Kurlan I read an article last month that actually had as its title, The Death of SPIN Selling. Although the author tried, the article did little to convince ME that SPIN was dead. I agree that most prospects are well aware of what they want and why. Prospects will not tolerate that.

Proposal 249

Proposal Up-Sell Lead Rank Lead Scoring 249

Understanding the Sales Force

AUGUST 15, 2014

This comment, as well as articles and comments like this, are the source of exactly the kind of confusion that I spoke about in this cover story for Top Sales World Magazine last week. c) Copyright 2014 Dave Kurlan' Should I back out? Do you think anyone will show up to hear me? conference in Boston. How do you feel about this topic?

Inbound 264

Inbound Hiring Hubspot Lead Gen 264

Hubspot Sales

JUNE 8, 2020

Regardless if you are a grizzled sales veteran with decades of experience or brand new to the profession, here are some simple steps to delight your prospects. So how do you create a positive experience for your prospect during the pre-purchase phase? This leads to subtle pushes like asking for a demo before the prospect is ready.

B2B 85

B2B Ideal Customer Profile Top of Funnel Prospecting 85

Customer Centric Selling

SEPTEMBER 16, 2013

Sales Training Article: What Your A Players Want in 2014. Additional suggestions to stress test your 2014 sales plan. Why Your ''A'' Players are In High Demand in 2014 Companies are investing in growth for 2014. Customers-''A'' players know their prospects and customers have changed. Sales Environment 1.

Training 49

Training Social Selling Ideal Customer Profile Maximizer 49

SBI Growth

JANUARY 10, 2014

Identify any gaps and work to close using the following: Social prospecting - if you don’t think you will have enough leads from marketing, generate your own. Today’s sales leader should be generating about 70% of revenue through sales prospecting. To see more on how VP’s use social prospecting take a look at this post.

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Quota Top of Funnel Territories Marketing Qualified Lead 316

Customer Centric Selling

SEPTEMBER 20, 2013

Sales Training Article: Top Sales Tool for 2014. By John Kearney, Sales Benchmark Index (SBI) Image courtesy of FrameAngel at FreeDigitalPhotos.net As a Sales Operations leader, you have 3 major challenges heading into 2014. It has never been more necessary than it is heading into 2014. It''s low hanging fruit for 2014.

Sales Tools 45

Sales Tools Tools Training Collateral 45

Customer Centric Selling

JULY 29, 2013

Sales Training Article: How BMW Would Have Benefited from Social Selling. The top of the funnel is filling with highly qualified prospects. Sign up for the onsite session for your leadership team: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Understanding the drivers of Sales Force Effectiveness in 2014.

Social Selling 45

Social Selling Top of Funnel Training Case Study 45

SBI Growth

NOVEMBER 1, 2013

This article reveals how top sales reps stay on top. They reach new prospects with social media. Next Steps: Prepare for 2014 now. Make the Number in 2014. The post offered advice for top sales reps to avoid becoming obsolete. The post was widely read, shared and tweeted. What separates top sales reps from the rest?

Hiring 308

Hiring Social Media Comparison Forecasting 308

Sales and Marketing Management

FEBRUARY 8, 2021

Many B2B manufacturers still deploy a “catalog approach” to sales, with inside reps relying on frequent touches with prospects and customers to close deals. In their article, Westerman and Bonnet explore multiple elements of digital transformation that drive organizational change, including operations, employee experience and business models.

Marketing 120

Marketing B2C Account Based Marketing B2B 120

Understanding the Sales Force

AUGUST 18, 2014

It happens to salespeople when they aren''t able to stay in the moment, maintain complete focus on what their prospects are saying, and respond without thinking several moves ahead or, more typically, about what they want to talk. You might have missed the article that I wrote on Friday last week. (I It''s a form of being emotional.

Social Selling 196

Social Selling Face-to-face Inbound Sales Leadership 196

Pointclear

MARCH 27, 2014

Half of all B2B emails are now opened on a mobile device, up from 46% last quarter (according to Yesmail in an article published in FierceCMO). Read more about how B2B marketers will be able to directly reach customers and prospects via email on mobile devices. More information and links in the blog.

Social Media 223

Social Media Media B2B Decision Maker 223

Understanding the Sales Force

NOVEMBER 18, 2013

Do your customers, clients and prospects expect this kind of treatment? If you receive this by email or RSS, please click the article title so that you can tell us what you think about this.). SoldLab published this article of mine on their site last week. This is a perfect time of year to review it as you plan for 2014.

Trade Show 225

Trade Show Fashion Sports Sales Leadership 225

No More Cold Calling

AUGUST 11, 2016

My colleague, Jason Jordan, makes this case in his fantastic article, “ Salespeople vs. the Internet: Who Is Winning? ” In May of 2014 (the most recent data available), the BLS asserted that there were 14,248,470 such workers employed in the U.S. Read the rest of Jordan’s article for more on why sales reps still have job security.).

Face-to-face 120

Face-to-face Social Media Cold Calling Call-back 120

The Pipeline

SEPTEMBER 23, 2013

Well I am here to tell you it does work in 2013, and will continue to work in 2014 and beyond. You could have encyclopedic knowledge about their company, the prospect personally, industry, all the real success you have delivered to people like them in similar scenarios; if you are not a scheduled event – you are a cold call.

Cold Calling 267

Cold Calling Handbook Inbound Social Media 267

No More Cold Calling

AUGUST 12, 2014

Anthony Iannarino’s brilliant post When Was the Last Time You … poses some eye-opening questions: When was the last time you met with a brand new prospect face-to-face? Read the rest of the article. Keep this in mind as we approach the final quarter of 2014. Was it more than 7 days ago?

Face-to-face 266

Face-to-face Cold Calling Small Business Small Business 266

Understanding the Sales Force

JULY 14, 2014

The following article first appeared in the July Issue of TopSales Magazine. He thought it would make for a great article discussion, so let’s attempt to answer that question by starting with a few questions of my own. Milestones are known only to the salesperson, achieved within the conversation, and invisible to prospects.

Sales Process 243

Sales Process Sales Up-Sell Follow-up 243

No More Cold Calling

NOVEMBER 21, 2013

If so, you can forget about exceeding quota in 2014. In his article, “ Point C: From Chaos to Kickass ,” Dan writes: In average companies, sales reps close about one out of five leads they qualify. The only way to keep your pipeline full of HOT, qualified leads is to prospect through referrals. percent were actually qualified.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Janek Performance Group

SEPTEMBER 29, 2021

That’s the advice from a recent Harvard Business Review article that concluded, women are the future of B2B sales. A Gallop study from 2014 of more than 800 companies found that gender-diverse companies had better financial outcomes than those dominated by men. Need to improve your sales team’s results? Hire more women.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

Zoominfo

FEBRUARY 28, 2018

And for good reason—your CRM manages customer and prospect data and contains valuable information regarding customer behavior and buying habits. Between 2008 and 2014, use of cloud-based CRM jumped from 12% to 87% ( source ). Thanks to the internet, companies are far more connected to their prospects and customers.

B2B 225

B2B Social Media CRM Social Selling 225

A Sales Guy

JUNE 30, 2014

This post on email timing is a great example of connecting with prospects. —————————————– On Jun 1, 2014, at 9:29 PM, “Mark Roberge” wrote: Hope the weekend went well QQQQQ. I hope you like it. I wanted to follow up on scheduling this call.

Data 128

Data Hubspot Lead Rank Lead Scoring 128

Customer Centric Selling

DECEMBER 16, 2013

Sales Training Article: So What Can I Sell You? Register for a sales training workshop to learn how to sell better and make your number in 2014. In the age of information and the Internet, prospects won''t tolerate this behavior. Read more sales training articles from CustomerCentric Selling® - The Sales Training Company.'

Chemicals 51

Chemicals Training Ideal Customer Profile Vendor 51

Understanding the Sales Force

JANUARY 8, 2014

For example, you only need to read this article and the links within it to get a sense for how strong the opinions are and how much passion is driving those opinions. Most prospects would decline to engage (just as they would with their traditional approaches) and the impact of social selling would be statistically insignificant.

Social Selling 275

Social Selling Top of Funnel Groups Trends 275

Customer Centric Selling

OCTOBER 20, 2014

If you were thinking you were going to rely on 2014 carryover, then it''s the end of January and nothing has closed, you are late to the party. This is the final quarter of 2014. Discounting - what has it cost you in 2014? Identify the Top10 prospects that you will carry over into 2015. Step 5: Tactics.

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

The Pipeline

NOVEMBER 13, 2014

You know I have never read an article or a post that was written by an advocate of cold calling, suggesting that social selling is bad, ridiculing people who use the practice to engage with prospects, suggest that it is inadequate, or about to die. To start with not every buyer has a Twitter, Facebook or LinkedIn account. Kumbaya Time.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

Score More Sales

AUGUST 23, 2013

This came from a recent Forbes article, How Small Businesses Can Build a Relationship with Millennial Customers written by John Mason, GM of IBM’s Midmarket business unit. It is almost 2014. As one of the youngest baby boomers, thinking my older peers would rule the roost for a while longer I was pretty stunned.

Customer 201

Customer Hiring Lead Rank Consumer 201

Sales and Marketing Management

AUGUST 20, 2020

In the book, they explain that two brothers from the finance world founded the International Well Building Institute and created a WELL certification process in 2014. This means that building performance is a critical metric that every business should be tracking,” they state in an article on what makes a building healthy.

Real Estate 120

Real Estate Hiring Incentives Incentive 120

Crunchbase

FEBRUARY 25, 2021

About Gro Intelligence: Founded in 2014 by Nemo Semret , Sara Menker , and Sewit Ahderom , Gro Intelligence is a big data and SaaS company creating a more connected, efficient, and productive global agriculture industry. Lead Investors: Africa Internet Holding and Intel Capital. to have raised at least $4.6 HQ: Dallas, Texas.

Company 95

Company Automotive Sales Qualified Lead Software 95

InsideSales.com

APRIL 27, 2020

In this article: How to Become a Social Media Expert. Krogue describes these seven levels in an article titled “How to Be a Social Media Missionary” on Forbes. In his article, he likens true social media success to evangelism, citing high-profile evangelists such as Guy Kawasaki, Lindsey Stirling, and LinkedIn’s Koka Sexton.

Social Media 58

Social Media Media Facebook Follow-up 58

No More Cold Calling

MARCH 5, 2015

You shared tips and ideas, told clients when they were going down the wrong path, suggested articles and books, and (gasp) even gave them access to some intellectual property. It’s what great salespeople do all the time—whether we’re online, on the phone, or meeting with clients and prospects in person.

Networking 120

Networking Social Media Referrals Cold Calling 120