Fill the Funnel

NOVEMBER 4, 2014

You get the idea -these are key sales management actions to be thinking about. There is a lot of work to be done to get definitive answers to these and many more questions before 2014 comes to an end. You can learn from six of the best in Sales Management Consulting. I hope to see you there! Register to Attend!

Sales Management 118

Sales Management Hiring Top of Funnel Lead Rank 118

No More Cold Calling

JANUARY 2, 2014

As you’re planning for 2014, forget resolutions. Set manageable goals instead. The New Year’s resolution checklists are the same every year—mostly about eating healthier, losing weight, and managing our finances better. The media is flooded with articles about resolutions right now. Forget Shaking the Trees. Comment Here.

Referrals 240

Referrals Small Business Small Business Enterprise 240

Sales Training Connection

JANUARY 13, 2014

Sales managers – be nimble! As the new year begins there are countless articles sharing personal and business advice. The article by Adam Bryant, the NY Times columnist and author of Quick and Nimble , shared 6 pieces of advice for managers developing that ever-desired characteristic – nimbleness.

Sales Management 109

Sales Management Top of Funnel Sports ACT 109

Customer Centric Selling

JULY 2, 2014

Sales Tips: How to Boost the Remainder of Your 2014. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Early in my sales management career, I was astounded by how hopeful salespeople were that had achieved 35% of their annual quota going into the fourth quarter.

Face-to-face 69

Face-to-face Negotiation Proposal Pipeline 69

No More Cold Calling

NOVEMBER 19, 2013

As you’re setting sales goals for next year, know which metrics will get you results. As we wrap up another year, smart sales leaders are already planning for 2014—considering which goals, targets, and strategies will set their reps up for success in the New Year. Read the rest of the article. Comment Here.

Small Business 220

Small Business Small Business Enterprise Enterprise 220

Understanding the Sales Force

SEPTEMBER 4, 2014

Four days, four categories, with related articles. The Selling Articles. While the majority of the 1,200 articles that I have written and posted on this blog in the past 8 years are about the sales force, sales management, sales leadership and sales recruiting, I write about selling more than I ever expected to.

Sales Leadership 208

Sales Leadership Up-Sell Relationals Sales 208

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. Over the past several months, we’ve discussed how technology addiction can be detrimental to your sales career. Message to Management: The No.

Referrals 224

Referrals Cold Calling eBook Small Business 224

Sales Training Connection

JUNE 18, 2014

Second, most people agree that coaching is a must-do for developing a superior sales team. Training Sales Managers to Coach. Some don’t do it because they think their sales managers are experienced so they know how to coach. This configuration benefited both the sales managers and the sales reps.

Coaching 115

Coaching Sales Management Training Sales Coaching 115

SBI Growth

SEPTEMBER 20, 2013

This article is about how to cut through the noise and evaluate your organization. The top sales executive in every organization faces the same problem: spin. Learning the truth is critical for your sales strategy. Learning the truth is critical for your sales strategy. Sales Rep Survey. Sales Management Survey.

Hiring 310

Hiring How To Face-to-face Survey 310

Customer Centric Selling

AUGUST 5, 2013

Sales Training Article: "When Is This Deal Going to Close?". By Scott Gruher, Sales Benchmark Index (SBI) Image courtesy of imagerymajestic at FreeDigitalPhotos.net "When Is This Deal Going to Close?" The worst question a sales leader can ask a rep. Need some help with your sales performance?

Training 63

Training Sales Management Forecasting Coaching 63

Understanding the Sales Force

SEPTEMBER 5, 2014

Four days, four categories, with related articles. The Sales Leadership Articles. Sales Leadership and sales management are the keys to successful sales performance. Without good sales leadership, management, coaching, motivation and accountability, we have salespeople left to their own devices.

Airlines 180

Airlines Sales Leadership Channels Customer Service 180

Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

Sales Management 105

Sales Management Hiring Top of Funnel Funnel 105

Drift

NOVEMBER 23, 2018

Editor’s Note: This article was first published by Gong.io And I’m going to tell you about the time I went from good to great in sales. It happened in July 2014 during a one-on-one with my sales manager. “I I can almost hear your mind racing during sales calls,” he told me. You’re not listening.

Closing 83

Closing Sales Management Sales 83

SBI Growth

JANUARY 10, 2014

Top sales leaders know how to communicate and roll out a sales plan. Get your sales managers involved early in the process. The sales management team needs to have a clear understanding of the new quota. Today’s marketing organizations are generating 25+% of the sales funnel. Start Early.

Quota 316

Quota Top of Funnel Territories Marketing Qualified Lead 316

Understanding the Sales Force

JULY 22, 2014

Understanding the Sales Force by Dave Kurlan The Harvard Business Review finally published a relevant article that I agreed with! Much too frequently, their articles on selling are written by out-of-touch researchers with little field experience and lots of theories.

Hiring 236

Hiring Decision Maker Construction Incentives 236

Customer Centric Selling

OCTOBER 28, 2013

Sales Training Article: How Realistic Is Your 2014 Sales Quota? By Joel McCabe, Sales Benchmark Index (SBI) Image courtesy of Stuart Miles at FreeDigitalPhotos.net. To assist you further, sign-up for SBI''s Sales & Marketing Research Review here. Need some help with your sales performance?

Quota 45

Quota Training Analysis Research 45

Understanding the Sales Force

JULY 20, 2014

Two of the results pointed to an article of mine from earlier in 2014 that answered the question, " How Many Sales Candidates are Worthy of Being Hired? ". c) Copyright 2014 Dave Kurlan' I posed that very question to Google search and none of the results that appeared on the first page answered my question.

Hiring 240

Hiring Real Estate Incentives Incentive 240

SBI Growth

AUGUST 10, 2013

Her sales manager knew her potential and sent her to a weeklong sales training. Her clients were sharing articles that her competitors had written. Buyers had decided on the benefits they wanted before a sales call. To survive in B2B selling in 2014 a new set of skills is required. The New ‘A’ Player.

Training 293

Training Top of Funnel Hiring Hotels 293

Understanding the Sales Force

NOVEMBER 18, 2013

Coincidentally, several of their sales managers were supposed to attend our sales leadership event and were unable to be with us because they were required to be at the client appreciation event. If you receive this by email or RSS, please click the article title so that you can tell us what you think about this.).

Trade Show 225

Trade Show Fashion Sports Sales Leadership 225

Understanding the Sales Force

MAY 28, 2014

Among all of the important articles this month is mine on The Top 5 Reasons Salespeople Fail to Meet Quota and the Common Link to All 5 Reasons. Also in the June issue are the Top Sales Article and Top Blog Article for May. They announce who are the Top 50 Sales Influencers of 2014. They struggle to change.

Training 246

Training Coaching Comparison Territories 246

Customer Centric Selling

JANUARY 13, 2014

Sales Training Article: The Sales Manager''s New Year''s Resolutions. By George De Los Reyes, Sales Benchmark Index (SBI) I am big on New Year''s resolutions. In this post I want to recommend three ideas to raise your game in 2014. Every sales manager is time starved. Lack of quality leads.

Sales Management 49

Sales Management Face-to-face Decision Maker Travel 49

Understanding the Sales Force

JANUARY 28, 2014

Understanding the Sales Force by Dave Kurlan. 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.

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

Understanding the Sales Force

SEPTEMBER 8, 2014

Understanding the Sales Force by Dave Kurlan. Trust me when I say that this is a great article, but before we get to it, I have a few post-vacation links for you. We want you to be part of our next White Paper on Sales Force Effectiveness. Now for the article. Performs better when closely managed - or when left alone?

Motivation 252

Motivation Hiring Face-to-face Decision Maker 252

No More Cold Calling

AUGUST 12, 2014

Read the rest of the article. Keep this in mind as we approach the final quarter of 2014. Associations Enterprise Sales Management Salespeople Small Business' When was the last time you nurtured one or more of your dream clients by sharing some insight with them and what medium did you use to share it? Comment Here.

Face-to-face 266

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

Janek Performance Group

SEPTEMBER 29, 2021

Need to improve your sales team’s results? That’s the advice from a recent Harvard Business Review article that concluded, women are the future of B2B sales. If you believe diversity on your sales team will improve sales performance, keep reading because there is plenty of science to back that up. Hire more women.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

Understanding the Sales Force

AUGUST 18, 2015

Let's start with my recent Google search for "Sales Process is Dead." That search turned up these articles on the first page of results: So who wrote all of these articles? One article was written by a sales expert discussing the concept of following the buyer's purchasing process. Are Top Salespeople Challengers?

Inbound 120

Inbound Inside Sales Sales Process Top of Funnel 120

Steven Rosen

MAY 1, 2015

Congratulations you have been promoted and you are now the sales manager! Sales organizations tend to promote their top sales reps into sales manager jobs. We all know that this promotion leads to the sales organization losing on two counts. Unheard of? Top performers may end up leaving the company.

Survey 120

Survey Promotion Incentives Incentive 120

No More Cold Calling

AUGUST 18, 2015

Check out Richard’s advice for sales leadership: “Sales managers have a tendency not to focus on their top performers. There are many reasons: Top sales performers don’t demand as much from their sales managers, and sales managers believe their superstars can handle whatever on their own.

Hiring 120

Hiring Scale Cold Calling Compensation 120

No More Cold Calling

NOVEMBER 21, 2013

If so, you can forget about exceeding quota in 2014. Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28 Associations Enterprise Sales Management Small Business'

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

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

Sales Training Connection

NOVEMBER 10, 2014

Sales Directors. Over the years we have written numerous articles about the front-line sales management position. We have consistently labeled the front-line sales manager as the pivotal job for developing and sustaining a superior sales force. Management Experience. What does it take?

Hiring 102

Hiring Pivotal Software Software 102

Understanding the Sales Force

APRIL 14, 2014

Understanding the Sales Force by Dave Kurlan Last week I wrote this article questioning the Death of SPIN Selling. Over the years I have questioned the impending death of other important areas like cold-calling, selling, sales process, salespeople and more. People who visit there experience life in a controlled environment.

Top of Funnel 250

Top of Funnel Inside Sales Conference Webinar Metrics 250

Customer Centric Selling

OCTOBER 21, 2013

Sales Training Article: Is"Sales Manager" An Oxymoron? Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Ambro at FreeDigitalPhotos.net Are you doing more selling than managing? Need some help with your sales performance?

Sales Management 45

Sales Management Training Analysis Pipeline 45

Increase Sales

JANUARY 10, 2017

.” For those in sales leadership including sales management roles, results happen through consistent goal achievement. Yet sales research continues to reveal consistently achieving quotas is not the current reality. Back in 2011, Inc magazine suggested 50% of salespeople miss their sales goals.

Sales Leadership 70

Sales Leadership Quota Call-back Facebook 70

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. Is it the sales process that makes it so powerful?

Sales Process 243

Sales Process Sales Up-Sell Follow-up 243

No More Cold Calling

JANUARY 6, 2015

Thanks to readers like you, 2014 was a great year. So I’m starting this New Year with a great sense of gratitude and purpose because of the sales professionals I reach, and who reach out to me. Here is what you told me: My wife just read your Salesforce article about PITA clients and shared it with me this evening.

Referrals 120

Referrals Cold Calling Twitter Small Business 120

Sales Training Connection

JULY 14, 2014

Mentoring new sales reps is a technique many companies use to “jump start” new sales reps. It’s a logical approach providing new sales reps with an opportunity to work with someone besides their sales manager to learn about the customer base, product portfolios, marshaling internal resources, etc. Develop a plan.

Hiring 102

Hiring Training Exercises Positioning 102