Score More Sales

DECEMBER 27, 2013

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips. Close More Deals.

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Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

Selling Essentials RapidLearning Center

DECEMBER 21, 2023

This blog entry is adapted from the Rapid Learning module “How to Harness Peer Learning in Group Sessions.” The blog post and Rapid Learning video module are based in part on the following scholarly article: Carr, P. The post Peer influence: A powerful tool to boost learning appeared first on Rapid Learning.

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Influencer Tools Groups Lead Rank 52

The Sales Hunter

MARCH 6, 2014

Today it’s all about building a network with tools such as LinkedIn. If you want to use LinkedIn as a prospecting tool, that’s fine but do it right. Copyright 2014, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Sorry, but those are yesterday’s rules for LinkedIn.

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Understanding the Sales Force

MAY 1, 2014

Understanding the Sales Force by Dave Kurlan It''s a big problem with many of the sales blogs you read. 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.

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SBI Growth

NOVEMBER 4, 2013

How should I be preparing to Make the Number in 2014 ? Last week, Matt Sharrers wrote a great blog that addresses questions 1 and 2. I recommend you read it and download the tool. As 2013 winds down, 2014 naturally ramps up. My next two blogs will help you put on the best SKO. It will help you balance Q4.

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SBI Growth

JANUARY 5, 2014

In this post I want to recommend three ideas to raise your game in 2014. Download this simple tool to track the three aforementioned productivity killers. Here’s a blog post that covers the best practices on how to assess rep talent. Here’s a blog post that covers the best practices of how to prioritize the prospect universe.

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Sales Management Face-to-face Decision Maker Travel 310

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. This tool has been around for a few years now. Win-Loss reviews were implemented and conducted.

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SBI Growth

JULY 21, 2013

Sales forces lack buyer-centered tools for success. This blog is focused on the transformation of Sales to incorporate buyer-centered tools. CMO’s can help sales make the number in 2014. WANTED: CMO’s to Guide Sales to Make the Number in 2014. These three buyer-centered tools work in concert together.

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SBI Growth

DECEMBER 10, 2013

Your thoughts should now turn to 2014. Before you really make any decisions, start with these questions: What are my key strategic initiatives for 2014? It’s foolish to spend additional money on someone who will end up missing quota yet again in 2014. Then there are the ‘B’ Players who are poised to take their next step in 2014.

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SBI Growth

OCTOBER 19, 2013

This is a major weakness heading into 2014. The specialist roles involved in executing world class B2B marketing in 2014 is complex. Moving into 2014 with a vacuum in this capability is Death. CMO Success in 2014. Enter 2014 with a right-hand direct report with significant experience in driving funnel contribution.

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Demand Generation Agencies Outsourcing Services Demand Generation Demand Generation Targets 321

Partners in Excellence

DECEMBER 11, 2014

Sales Enablement tools are Hot! Developing and offering sales enablement tools is a multibillion dollar industry. It seems every week I get at least one email of a tool that is intended to help improve the effectiveness of sales people, managers, or anyone involved in sales.

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Sales Enablement Tools Hiring Scale 93

SBI Growth

SEPTEMBER 29, 2013

In my previous blog, I wrote about obtaining LinkedIn referrals. That’s where this blog comes in. Social debt is one of the most powerful tools to obtaining new referrals. In this blog, I will cover 5 different ways that you can create social debt. Follow these tips and you’ll be swimming in referrals for 2014.

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LinkedIn Referrals How To Webinar Metrics 300

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. Talk about a tool that helps you to be efficient! As always, the choice is yours.

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SBI Growth

OCTOBER 12, 2013

Most companies are in the heart of their planning process for 2014. Today’s post provides recommendations for revising your approach for 2014. Increased use of blogs, video, webcasts and social media are aimed at the new buyer. As the primary team responsible for sales tools, it’s time to re-evaluate. Where You Can Focus.

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SBI Growth

OCTOBER 25, 2013

To learn what the best sales leaders are doing to prep for 2014, sign up for SBI’s Annual Research Session. Prevent Thrashing – provide him with the tools necessary to prioritize, sequence and execute on strategic initiatives. We’ve provided extensive resources to help in our blog. How did this happen? Call to Action.

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Hiring How To eBook Follow-up 303

Zoominfo

OCTOBER 31, 2018

In 2014 these two brands enlisted the help of 40 influencers from renowned brands such as LinkedIn, MarketingProfs, and Facebook, to promote the 2014 Content Marketing World Conference. They generate 200,000 views, 200+ event referrals, 4,000+ PDF downloads and nearly 1,000 leads, all by the end of December 2014 ( source ).

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Influencer Marketing Hubspot B2B 153

SBI Growth

NOVEMBER 2, 2013

Not only will you receive access to this great tool for free, you will get: Unlimited access to sales & marketing tools used by top organization. An onsite review of SBI’s 2014 Sales & Marketing Research Report. Content Headlines – i.e. Blog titles. Great blog titles are the most important element of a blog.

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Score More Sales

DECEMBER 11, 2014

Nancy Nardin , Expert on Sales Productivity Tools & Strategies , Smart Selling Tools. Why is it that in 2014, I can still receive dozens of emails and voice mails each month telling me about a company’s products, with no mention of how I, or my company, specifically would benefit from hearing about them?

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Understanding the Sales Force

SEPTEMBER 2, 2014

As part of getting the work done, you deleted as many emails as you could where a reply wasn''t required and visited fewer websites and Blogs. c) Copyright 2014 Dave Kurlan' That means you misssed a lot of what we were discussing this summer. This series will catch you up in a hurry. Four days, four categories, with related articles.

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Score More Sales

NOVEMBER 6, 2014

Now, many tools will help you through assessments and there are books available to help walk newer managers through this. First, a couple of tools, then a book. Assessment Tool: Roundpegg. Assessment Tool: Objective Management Group Sales Candidate Assessment. They help manage the entire life-cycle of employees for you.

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Hiring How To Lead Rank Lead Scoring 229

SBI Growth

JULY 23, 2013

Sign up for the onsite session for your leadership team: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Both the session and the tool focus on driving revenue through: Persuading the entire leadership team to take action. Understanding the drivers of Sales Force Effectiveness in 2014.

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Social Selling Benefit Top of Funnel Guidelines 323

SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. See which tools we chose for: Contract Management and eSigning.

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Sales Tools Tools Revenue InsideSales 57

SBI Growth

SEPTEMBER 11, 2013

Gaining B2B prospects via LinkedIn referrals is the best way to succeed in 2014. My last two blogs covered Step #1: LinkedIn Profiles and Step #2: LinkedIn Reach. Download the Tool (free event registration required) so that you''ll be able to leverage your database along with my upcoming blog and tool. Hands down.

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Referrals LinkedIn Social Selling Cold Calling 331

Score More Sales

SEPTEMBER 30, 2014

There is no question that the ease of collaboration in 2014 and 2015 is helping businesses and making better use of everyone’s time. From a sales tools perspective, I have seen productivity gains as well as losses. It seems that there are so many tools to help professional sellers and marketers. Productivity Increases.

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Real Estate Compensation Vendor Intent 249

SBI Growth

AUGUST 6, 2013

Give your team the tools to become “Social Sellers”. How to Make Your Number in 2014: A Sales Strategy you can execute. How to Make Your Number in 2014: A Sales Strategy you can execute. You will also be able to d ownload the “LinkedIn Assessment Tool” here. Today’s blog will explore the Profile.

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LinkedIn How To Social Selling Social Media 306

Customer Centric Selling

OCTOBER 28, 2013

Sales Training Article: How Realistic Is Your 2014 Sales Quota? My last blog discussed how to Make it Rain in Q4 and close the year strong. This blog addresses how sales reps can ensure their quota is realistic and attainable. Gain access to guides and tools to help you make the number in 2014.

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Quota Training Analysis Research 45

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? Attendees well receive an Overachievers Tool Kit.

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Outsourcing Services Training Lead Rank Buyer Persona 45

SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. See which tools we chose for: Contract Management and eSigning.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

The Sales Hunter

NOVEMBER 19, 2013

The internet is an amazing tool in how it allows prospects or, as I like to say, “internet stalkers” to review how you might be able to assist them with what you sell. ” Sales Motivation Blog. Blog Professional Selling Skills Sales Motivation 2014 sales motivation sales process success'

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Score More Sales

DECEMBER 18, 2014

So says the study done by The Hartford, in September of this year, called the 2014 Midsize Business Monitor. 85% of these companies hired employees in 2014 with 40% of those who replied saying they hired fewer than desired this past year. Operations (87%). New products (76%). Expand market niche (70%). Expand geo footprint (61%).

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Hiring Wireless Policies Travel 198

The Sales Hunter

JANUARY 31, 2014

They’re developed through the day-to-day process of being a salesperson and using each day’s experience as a learning tool to be better with each subsequent sales call. Copyright 2014, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

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Motivation Selling Skills Industry Training 216

SBI

MAY 7, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. See which tools we chose for: Contract Management and eSigning.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

SBI Growth

AUGUST 19, 2013

Register for SBI’s 7 th Annual Research Study “How to Make Your Number in 2014” and find out. Our research shows you the essential changes needed to make the number in 2014. Rolling out a new Sales Process or CRM tool. For an additional resources on Expert Panels, see a prior blog here. New Product / Service Roll-out.

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Ideal Customer Profile Construction Follow-up Sales Operations 257

SBI Growth

JUNE 30, 2013

Use this tool to rank yourself on the Agile vs. Waterfall scorecard. This tool will save you a ton of time. This is a blog post which means I had to summarize. Your 2014 quota is going up. If you agree, you are asking “ what are the deliverables ?” of this new process. There are 12 major deliverables. Layered content.

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Hiring Oracle Lead Rank Lead Scoring 308

Understanding the Sales Force

AUGUST 18, 2015

I love and use some of their tools and services and recommend them to clients too. But the key word here is tools. Tools don't replace selling. How Sales Has Changed in the Last 5 Years and More April 10 2012 on the Hubspot Blog. The Death of All Selling Forever April 25 2014. Don't get me wrong. April 29 2013.

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Inbound Inside Sales Sales Process Top of Funnel 120

SBI Growth

AUGUST 30, 2013

Register here for SBI’s 7 th Annual Research Project and find out how your World Class peers plan to make the 2014 number. In my last blog post , I walked you through the mechanics of account segmentation. A Buying Process Map (BPM) is a tool that maps the decision making process used to purchase a product, service or solution.

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Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

SBI Growth

NOVEMBER 6, 2013

BPM’s are a sales tool that maps the decision-making process used to purchase a product or service. These three buyer-centered tools work in concert together. Leverage the assessment tool at the bottom of this blog to evaluate your team. Company profile text and support to create LinkedIn profiles. Buyer Process Maps.

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Top of Funnel Demand Generation Agencies Sales Qualified Lead Decision Maker 282