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? Is my talent aligned to accomplish this objective? It’s foolish to spend additional money on someone who will end up missing quota yet again in 2014. Invite them to SKO.

Territories 300

Territories Scale Guidelines Groups 300

Understanding the Sales Force

JULY 10, 2014

For the past 20 years, every Objective Management Group (OMG) sales force evaluation and sales candidate assessment has been tied to 21 Sales Core Competencies. Image Copyright Kheng Guan Toh via Shutterstock.com (c) Copyright 2014 Dave Kurlan' They are marketing themselves.

Top of Funnel 309

Top of Funnel Social Selling Funnel Promotion 309

The Sales Hunter

JANUARY 31, 2014

As I shared my thoughts with the individual, I said the only way to know is by being objective about how you feel about your performance. 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.

Motivation 216

Motivation Selling Skills Industry Training 216

SBI Growth

AUGUST 22, 2013

Read on and you''ll be ready to Make the Number in 2014. Presentation - the candidate presents the proposal to a Review Panel that consists of the hiring manager, HR and an objective 3rd party. Objections - the Review Panel asks questions to simulate a real world selling situation. Sales can learn a lesson here.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

SBI Growth

AUGUST 27, 2013

Register now for our How to Make Your Number in 2014 : A Sales Strategy You Execute. Training typically involves selling skills or negotiation methods. Simple call plans help prepare and keep the interaction focused on the objectives wanted. There are many times we ‘forget’ to accomplish all objectives on a sales call.

Closing 306

Closing Pipeline Buyer Call-back 306

MEDDIC

MARCH 11, 2022

The origins of the concept come from laws of physics observed in real life; By positioning a supporting object (called the fulcrum) close to a heavy object and applying an effort from far away, levers can be used to lift enormous loads with a small force (see figure). The problem is that too many sellers don’t know how to sell.

Real Estate 52

Real Estate Quota Hiring Sales Qualified Lead 52

Platinum Rules for Success

DECEMBER 26, 2018

You can be well prepared with information and sales tools, but if you are not in the appropriate frame of mind, or if you do not appear professional to the buyer, you might not get the sale. Poor targeting with great selling skills would result in limited success because you would be selling to the wrong people.

Loyalty 87

Loyalty Sales Cycle Lead Rank Lead Scoring 87