Understanding the Sales Force

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Focus on Winning to Drive More Sales and Revenue

Understanding the Sales Force

In baseball there is a huge focus on numbers, but that’s more for fans while providing coaches with analytics they can use. However, unlike the previous 100 plus efforts , this article will discuss how selling is different from baseball.

Revenue 193
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The Best Sales and Sales Leadership Content of 2023

Understanding the Sales Force

With the exception of my Personal Favorite, the results below are based on web analytics of nearly 2 million visits to my Blog, Understanding the Sales Force and my LinkedIn posts. That’s a s**t ton of competition! With that in mind, allow me to share the results from 2023.

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New Analysis Shows the 5 Biggest Gaps Between Top and Bottom Sales Performers

Understanding the Sales Force

When Objective Management Group (OMG) announced that it was making its findings data available to the public, we knew that it wouldn't take long for someone with a flair for analytics to dig in and come up with something cool. Last week, John Cousineau, creator of Abicus, got me on a video conference and shared what he came up with.

Analysis 258
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Science and the Length of Your Sales Cycle

Understanding the Sales Force

They have awesome pipeline analytics that are available right out of the box. But there is an additional way! At my sales consulting company, Kurlan & Associates , we use, love and strongly recommend Membrain as a sales pipeline tool. Check out the next 2 screen shots that have to do with - you guessed it - sales cycle length!

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Fine Tune Your Sales Force as You Optimize Your Computer

Understanding the Sales Force

Install the most useful and helpful sales applications, pipeline management and analytics to drive performance. Identify the changes that need to be made under the hood to bring in more new business, increase the win rates, shorten the sales cycle, and determine the increase in performance that will come as a result.

Hiring 228
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What Google Might Know about Hiring Salespeople

Understanding the Sales Force

I learned most of what I needed to know in high-school, from books, coaches and mentors, and mostly, on the street by taking risks, trial and error and early on, making mostly errors.

Hiring 274
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Approaching 2015 From a Sales Perspective

Understanding the Sales Force

Shufflr is great for sharing PowerPoint files with my team as well as quickly and easily building presentations from slides you’ve already used in other presentations.