Understanding the Sales Force

DECEMBER 10, 2014

In today''s article, I''ll look back on the 100 articles I wrote in the past year and pass judgement. These are the most important issues for salespeople, sales managers and sales leaders, as well as their CEOs as we head into 2015. best sales management articles best sales leadership articles best sales articles'

Sales Leadership 257

Sales Leadership Sales Management Industry Sales 257

Understanding the Sales Force

NOVEMBER 12, 2014

On Monday, I forgot to push the correct notification button and only some subscribers were notified of Monday''s article. That article was perhaps the most important article I have written in all of 2014 and it introduced my latest White Paper - The Modern Science of Sales Force Excellence.

Forecasting 243

Forecasting eBook Pipeline Sales Cycle 243

Understanding the Sales Force

AUGUST 2, 2017

Today I'm bringing you some insightful information that was not widely read when it was published back in 2014. Tony Cole, CEO of Anthony Cole Training and one of OMG's great partners, forwarded me an article that appeared in the October 2014 issue of the Journal of Marketing Research.

Research 159

Research Journal Training Sales 159

Customer Centric Selling

AUGUST 2, 2013

Sales Training Article: Is Your Team Ready for 2014? By George de los Reyes, Sales Benchmark Index (SBI) Image courtesy of Danilo Rizzuti at FreeDigitalPhotos.net Have you started thinking about 2014? Want to know what your peers are planning for in 2014? If not, you should be.

Outsourcing Services 45

Outsourcing Services Training Lead Rank Buyer Persona 45

SBI Growth

OCTOBER 3, 2013

Planning for 2014 requires a fresh look at the metrics that will determine success. Similarly, sales reps and managers require a new set of capabilities. Sales Operations must transform its reporting to track these key capabilities. They are all leading indicators that can help you forecast success in 2014. Social Reach.

Top of Funnel 326

Top of Funnel Sales Qualified Lead Ideal Customer Profile Referrals 326

Understanding the Sales Force

NOVEMBER 5, 2014

Today I learned that an article I wrote back in November of 2013, Increase in Social Selling Yields No Increase in KPI''s , was named Top Sales Article of the Month for October 2014 by Top Sales World. sales competencies Dave Kurlan Inbound Marketing sales effectiveness study social selling'

Social Selling 256

Social Selling Revenue Inbound Face-to-face 256

Increase Sales

OCTOBER 14, 2015

of all U.S.businesses), content article marketing through blogs or distribution sites has become the a popular marketing tactic. For example,write an article on LinkedIn Pulse and you will attract attention and maybe even get a new sales lead. The other 80% should be promoting that article. Credit www.picjumbo.com.

Ideal Customer Profile 70

Ideal Customer Profile Marketing LinkedIn Promotion 70

Understanding the Sales Force

DECEMBER 17, 2014

In the past few weeks, I have written a lot about some of the top articles of 2014, but today I want to highlight 8 top audios and videos from the past year. Dave Kurlan sales objections bill whittle Obama romney best sales video' If you watch only one video all year, this is the one!

Objections 220

Objections Video Sales 220

Understanding the Sales Force

JULY 24, 2014

Understanding the Sales Force by Dave Kurlan The Salesforce Blog published a new article of mine today - Read How to Create Perfect Sales Conditions. It''s really an article about how to use tools and efficiency to increase your focus and sales. Compare that article with this article on the same subject.

Hubspot 221

Hubspot Inbound SalesForce Video 221

Customer Centric Selling

NOVEMBER 20, 2013

Sales Training Article: 8 Tips to Help the CSO Prepare for the New Year. By Mark Synek, Sales Benchmark Index (SBI) Sales Leaders hate Q4. Jim is the Senior Vice President of North American Sales and Field Operations at Motorola Solutions. For a list of 2014 sales training workshops open for registration, go here.

Training 45

Training Hiring Trends Call-back 45

Understanding the Sales Force

SEPTEMBER 2, 2014

Understanding the Sales Force by Dave Kurlan. Four days, four categories, with related articles. Day 1 - The Social Selling Articles. Take it all with a grain of salt and review these articles first. Top 10 Reasons Why Inbound Cannot Replace Sales (includes video). c) Copyright 2014 Dave Kurlan'

Social Selling 243

Social Selling Inbound Google Video 243

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

Understanding the Sales Force

SEPTEMBER 17, 2014

Understanding the Sales Force by Dave Kurlan. Last week I led our annual Sales Leadership intensive and hosted the best group of sales leaders to ever attend the event. Chad Burmeister , who is well known throughout the inside sales community, was one of the attendees. Sure enough, the numbers were amazing.

Inside Sales 212

Inside Sales Outside Sales Study Distribution 212

Understanding the Sales Force

SEPTEMBER 4, 2014

Understanding the Sales Force by Dave Kurlan. Four days, four categories, with related articles. The Selling Articles. Nowhere is this more evident than this summer, when I managed to write these 7 articles. Nowhere is this more evident than this summer, when I managed to write these 7 articles. See Part 1 here.

Sales Leadership 208

Sales Leadership Up-Sell Relationals Sales 208

Understanding the Sales Force

SEPTEMBER 3, 2014

Understanding the Sales Force by Dave Kurlan. Four days, four categories, with related articles. The Sales Recruiting and Selection Articles. Sales Selection and Recruiting remain a crucial function in improving sales performance. Top 10 Sales Recruiting Lessons to Hire Great Salespeople.

Hiring 235

Hiring Relationals Sales Company 235

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

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

No More Cold Calling

JANUARY 21, 2014

Which bad tech habits will you break in 2014? In Steven Bertoni’s Forbes.com article, “ 14 Bad Tech Habits To Break In 2014 ,” he nails the unhealthy tech activities that have become commonplace in our “society tethered to devices.” ” Read the rest of the article and decide which bad habits you should ditch.

Face-to-face 205

Face-to-face Small Business Small Business Enterprise 205

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

JULY 20, 2014

Understanding the Sales Force by Dave Kurlan. Do you know what percentage of sales candidates eventually get hired? 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? Recruiting is a lot like real estate sales.

Hiring 240

Hiring Real Estate Incentives Incentive 240

Customer Centric Selling

JANUARY 2, 2014

Sales Training Article: An Often Overlooked Source of Revenue. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. View our updated calendar of 2014 sales training workshops. Read more sales training articles from CustomerCentric Selling® - The Sales Training Company.

Revenue 68

Revenue Buying Cycle Quota Account 68

SBI Growth

NOVEMBER 1, 2013

Top sales reps share a common trait. Why Top Sales Reps Will Be Unemployed in 2 Years set an SBI record for most views in one day. The post offered advice for top sales reps to avoid becoming obsolete. What can sales and HR leaders learn from this massive response? What separates top sales reps from the rest?

Hiring 308

Hiring Social Media Comparison Forecasting 308

SBI Growth

AUGUST 5, 2013

The board is not happy with the results of your last strategic sales initiatives. Cost of sales is rising and no revenue lifts to show. In addition, you made sure you built the proper consensus between sales and marketing. We will then help prioritize sales initiatives your leadership team will execute.

Strategy 319

Strategy Journal Margin Construction 319

SBI Growth

DECEMBER 19, 2013

A few weeks ago, I was talking to an SVP of sales. He had been given an aggressive goal for 2014. I completely lost the battle on the 2014 revenue number” he said. “My The SBI Sales Initiative Assessment Tool has answers. Next, have someone in sales ops aggregate the responses. The topic was his number.

How To 303

How To Incentives Incentive Demand Generation Targets 303

SBI Growth

NOVEMBER 4, 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 ? How should I be preparing to Make the Number in 2014 ? Sales Kick-Off is right around the corner – what am I going to do? As 2013 winds down, 2014 naturally ramps up. SKO is on the horizon.

Hiring 296

Hiring Buyer Persona ROI Follow-up 296

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. References verify that information. It''s all about potential.

Hiring 236

Hiring Decision Maker Construction Incentives 236

Understanding the Sales Force

SEPTEMBER 5, 2014

Understanding the Sales Force by Dave Kurlan This is the third in a four-part series that will run this week. Four days, four categories, with related articles. The Sales Leadership Articles. Sales Leadership and sales management are the keys to successful sales performance. See Part 1 here.

Airlines 180

Airlines Sales Leadership Channels Customer Service 180

Understanding the Sales Force

AUGUST 15, 2014

Understanding the Sales Force by Dave Kurlan Well, it''s really happened now. I was following a discussion in the Hubspot VAR Group on LinkedIn , where the question posed to the group was whether or not the first sales hire should be a sales or a marketing person. Big Ticket Sale. Long Sales Cycle.

Inbound 264

Inbound Hiring Hubspot Lead Gen 264

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. When looking for new business, many sales organizations shake the trees and see what falls off.

Referrals 240

Referrals Small Business Small Business Enterprise 240

Understanding the Sales Force

MAY 28, 2014

Understanding the Sales Force by Dave Kurlan Before we discuss how to improve sales training, a quick promo for the latest and greatest taking place over at the ever improving Top Sales World. The June issue of Top Sales Magazine has been published and you can download it here. More on Baseball and Sales.

Training 246

Training Coaching Comparison Territories 246

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. This article is exploring one more way to get your sales team engaged in social selling. How to Make Your Number in 2014: A Sales Strategy you can execute.

LinkedIn 300

LinkedIn Referrals How To Webinar Metrics 300

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.

Sales Tools 45

Sales Tools Tools Training Collateral 45

Bernadette McClelland

FEBRUARY 18, 2018

If you want to get lucky in your sales career, then I seriously want you to meet someone. Many in the sales world know of Jill through her writings, the series of books she has written and her desire to help those around her. If her name is not familiar, then let me tell you a story, to put this article into perspective.

Meeting 294

Meeting B2B Sales Leadership Sports 294

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. By focusing on the sales activities that matter—talking to your clients, building your referral network, and asking for referral introductions.

Referrals 224

Referrals Cold Calling eBook Small Business 224

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. This blog addresses how sales reps can ensure their quota is realistic and attainable. Need some help with your sales performance?

Quota 45

Quota Training Analysis Research 45

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. Sales can’t rely on marketing alone. Today’s marketing organizations are generating 25+% of the sales funnel.

Quota 316

Quota Top of Funnel Territories Marketing Qualified Lead 316

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. Who are they? What size are they?

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240