Understanding the Sales Force

JANUARY 4, 2024

In today’s article, I introduce my first innovation of 2023, the Sales Goals Grid, but first, some context and the back story! I am excited to return to my roots and grow the sales consulting and training firm I started in 1985, Kurlan & Associates. Happy New Year everyone! I may have exited OMG, but I am not retiring.

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Distribution Exercises Course Call-back 170

Allego

MAY 21, 2020

During challenging times, sales reps need to tap into the collective wisdom of their peers and other subject matter experts. If so, could beginner’s luck be bottled and distributed to benefit individuals and organizations? Veteran salespeople who have worked through previous downturns can reassure newcomers that this too shall pass.

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Distribution Face-to-face How To Groups 87

Understanding the Sales Force

JUNE 5, 2019

Hang in there - this will be an article on sales - but you need to get through the big set up. Lack of training? Why not sales? Selling is a profession that employs 16 million in the US alone and for most sales jobs, especially with today's lack of candidates, there is a laundry list of qualifications that are NOT required:

Distribution 200

Distribution Hiring Engineering Enterprise 200

Allego

MARCH 16, 2021

Remote sales training can be like threading an obstacle course. There are the hurdles of time zones, Zoom fatigue, and sales rep engagement. But one of the biggest challenges is how to create, manage, and distribute training content efficiently. This is where video sales training can make all the difference.

Video 83

Video Training Distribution Face-to-face 83

Hubspot Sales

OCTOBER 2, 2018

A recent Forrester report , commissioned by Mediafly , revealed B2B enterprises overwhelmingly provide tools and training to their direct sellers over their indirect or partner channels. By neglecting these sellers, companies are unintentionally impeding their own sales performance and overall business success. The problem?

Distribution 86

Distribution Channels Sales Enablement Enterprise 86

Allego

JUNE 14, 2022

Hybrid work has disrupted traditional training and the financial services industry—with its emphasis on personal relationships—faced unique issues. As Voya’s one-person training team, Voya Financial ’s Jeff Lovanio has his work cut out for him. Allego: How did you get to be the person in charge of training and development at Voya?

Training 62

Training Hiring Customer Distribution 62

Mindtickle

AUGUST 24, 2021

Sales onboarding and ongoing enablement activities are typically one-and-done affairs for sales reps. Reps are bombarded with information about the company, industry, customers, competitors, and sales methodologies over the span of a week or so, then left to their own devices and expected to dive in and start selling. .

Maximizer 105

Maximizer Training Hiring How To 105

PandaDoc

MAY 16, 2024

In this article, we’ll cover how you can measure indirect sales success and discuss the four main types of indirect sales strategies: distribution , dealership , franchising , and merchandising. In addition, we’ll give some examples of companies using this sales method and offer tips for successful indirect sales.

Distribution 52

Distribution Retail Revenue Top of Funnel 52

Showpad

JUNE 15, 2020

Critical to the success of a sales team is skill development — not just as a whole, but for each contributing representative. Sales professionals are expected to be experts in their industry and the products or services they sell. In this blog post, we’ll discuss why you need formal sales training and how to guarantee its success. .

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Training How To Sales Enablement Distribution 83

Understanding the Sales Force

MARCH 13, 2024

But lately, when I talk with the Kurlan & Associates team, the topic is consistently about salespeople who push back on our sales training and coaching when it comes to dealing with RFPs. ” When training and coaching salespeople, theory is not enough. He started strong which you can see here.

Decision Maker 170

Decision Maker Proposal Distribution Territories 170

Partners in Excellence

JANUARY 24, 2024

For example, Amazon has little problem moving products from distribution center to distribution center. It has little problem in predicting what each distribution center stocks. It can only be filled by sales people. Are we training them in how to help build the confidence of the customers making the decision?

Distribution 115

Distribution Lead Rank Face-to-face Analysis 115

Richardson

DECEMBER 20, 2019

Training a team of sales professionals is difficult. At a large organization, the team is often geographically distributed. Even a small team of sales professionals can be difficult to train in unison because each professional is busy with their own quotas. Schedules do not coalesce.

Training 52

Training Benefit Scale Distribution 52

criteria for success

APRIL 7, 2021

If you're in the market for some DIY sales management training, you've come to the right place. We've compiled 5 checklists for you to use with your sales managers in any organization. We often talk about the importance of process in selling, but good sales management is a process too. Assign leads to the sales team.

Sales Management 85

Sales Management Training Journal Forecasting 85

Allego

JUNE 23, 2020

Last week, we hosted our first-ever S3 Virtual Showcase, attended by nearly 700 sales, training, and learning and development professionals from over 130 leading companies. In past years, Allego has held its annual Sales Success Summit (S3) in person. Modeling the Future of Training.

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Training Lead Rank Lead Scoring Face-to-face 98

Selling Essentials RapidLearning Center

JUNE 14, 2019

Wholesale distributors are feeling urgency to change their sales models, a joint MDM/RLI research study shows. Many distributors have a field sales culture in markets where inside sales models may make more sense. Field Sales vs. Inside Sales. Only 1 percent are entirely inside sales.

Distribution 45

Distribution Selling Skills Lead Rank Lead Scoring 45

Understanding the Sales Force

MARCH 13, 2024

But lately, when I talk with the Kurlan & Associates team, the topic is consistently about salespeople who push back when our sales training and coaching is specific to RFPs. When training and coaching salespeople, the theory of how to sell to companies that buy via the RFP process is not enough.

Decision Maker 193

Decision Maker Data Hiring Proposal 193

Distribution Pricing Journal

OCTOBER 3, 2023

Experienced profit leaders in distribution know that this doesn’t always mean looking for ways to raise prices. Price level and sales engagement an affect volume in ways that drive higher profits as well. This can be achieved simply by exposing your customers to more of your product range through targeted sales and marketing efforts.

Distribution 52

Distribution Customer Discount Segment 52

Allego

NOVEMBER 19, 2020

You’re a sales rep who just invented a better way to demonstrate the company’s newest product. Your next step: sharing this technique with the entire sales force. And with a mobile video app like the Allego sales learning and enablement platform, distributing the video is as fast and easy as sending an email. #3

Video 77

Video Training Face-to-face Comparison 77

Richardson

APRIL 10, 2020

Our VILT sales training solution is led by an experienced sales facilitator and consists of a 4 X 4 interval characterized by four 4-hour sessions using Zoom video conferencing. This cadence is in contrast to our classroom schedule in which participants engage in two 8-hour sessions. A 4×4 Interval Structure.

Training 52

Training Distribution Retention Maximizer 52

Sales Management Plus -- SMP

OCTOBER 23, 2023

Customer relationships are more important in distribution than making individual sales. But how is your post-sale follow-up? Following up with customer post-sale is an important way to make sure your customers know they mean more to you than just a sales transaction.

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Follow-up Distribution Customer Loyalty 52

Cincom Smart Selling

MAY 8, 2024

Managing sales processes across large organizations is complex. From coordinating teams to configuring quotes, enterprise companies face immense challenges keeping sales operations running smoothly. This frustrates customers and limits sales capacity. Sales data gets scattered across systems. What Is CPQ Software?

Enterprise 62

Enterprise Enterprise Sales Process Scale 62

Sales Management Plus -- SMP

MARCH 5, 2024

Distribution is exceptionally competitive, and finding ways to maximize your sales opportunities can help you with that competitive edge. Here is an overview of its functionalities so you can unlock its potential for driving strategic sales growth. Upselling isn’t about pushing products.

Customer 52

Customer Distribution Analysis Discount 52

Janek Performance Group

APRIL 17, 2024

In B2B sales and marketing, companies employ various strategies to drive growth and expand their client base. Here, we’ll explore the role of BDRs, the pros and cons, and best practices to utilize them effectively: The Role of BDRs Typically, BDR is an entry-level position in larger, more complex sales organizations.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Allego

NOVEMBER 15, 2018

Once upon a time, “personalized training” meant printing the names of workshop participants on their handout folders. Today, this key component of modern learning means exactly what it says – sales training that is genuinely personalized , genuinely “just for me.”. What are the advantages of personalized sales training?

Training 59

Training Hiring Face-to-face Distribution 59

Alice Heiman

MARCH 12, 2024

A recent conversation between Alice Heiman and Scott Gillum on the Sales Talk for CEOs podcast sheds light on this very issue, offering a blend of strategies, insights, and anecdotes that CEOs can’t afford to ignore. Gillum points out, “ They want training…they want to know how to do it right.

Social Media 75

Social Media Media Revenue Top of Funnel 75

Sales Hacker Training

SEPTEMBER 5, 2017

I’ve been professionally selling for about 20 years and delivering formal sales training for approximately 8 of them. I’ve bought and sold a lot of training over the years and have seen it have a significant impact on results and I have seen it fall completely flat. Old School vs. New School. The New School Approach.

Training 75

Training Top of Funnel Sales Methodology Distribution 75

Distribution Pricing Journal

OCTOBER 9, 2023

Our recent article, “ Can Distribution Pricing Managers Work Remotely? ,” was clearly a hit. As one of our readers wrote: “As a pricing director, understanding the business and grappling with the sales rep and customer-facing issues related to pricing is a significant portion of your role. .”

Meeting 52

Meeting Face-to-face Distribution Ideal Customer Profile 52

Mindtickle

AUGUST 24, 2021

Sales onboarding and ongoing enablement activities are typically one-and-done affairs for sales reps. Reps are bombarded with information about the company, industry, customers, competitors, and sales methodologies over the span of a week or so, then left to their own devices and expected to dive in and start selling. .

Maximizer 52

Maximizer Training Hiring How To 52

Understanding the Sales Force

JUNE 6, 2018

For years I noticed that most people never touched the manuals, handouts, CD's, card decks, and books that were distributed to them for the training programs in which they participated. That leads me to the growing demand for Sales Playbooks.

Data 223

Data CRM Distribution Study 223

Allego

APRIL 30, 2020

Companies around the globe have canceled sales meetings and training sessions and are enacting work from home policies to help prevent the spread of COVID-19. Yet sales enablement professionals must get new hires up to speed and keep teams on track in a world where face-to-face meetings are impossible. Buyers have changed.

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Training Hiring Face-to-face Cancellation 83

Distribution Pricing Journal

AUGUST 11, 2023

We don’t need to tell regular readers and distribution pricing experts that data is the most powerful catalyst for growth in the distribution industry. The importance of data analysis has grown in every area of distribution, from the small startups to the large national acquirers.

Outsourcing Services 52

Outsourcing Services Data Distribution Government 52

Distribution Pricing Journal

SEPTEMBER 21, 2023

As price lowers, sales go up along the demand curve. If prices rise, sales drop. Understanding Price Reduction Discounting is a familiar tactic when trying to win large jobs in distribution. You can negatively impact and delay purchasing decisions if customers wait until you have a sale.

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Discount Distribution Customer Tourism 52

Allego

SEPTEMBER 18, 2017

The asset management industry’s ongoing evolution is creating significant change for distribution leaders. As you’d expect, the industry’s evolution is driving major change in the way firms train and support their wholesalers. Fund wholesalers in particular are under enormous pressure. Turnabout is Fair Game.

Training 48

Training Lead Rank Hiring Lead Scoring 48

Vengreso

FEBRUARY 7, 2019

There is now no doubt, NO DOUBT that the company I am honored to lead as CEO is the world’s largest digital sales training company. We’ll also give you a powerful summary of what it takes to start your own digital sales process. The secrets behind the success of the world’s largest #DigitalSales training company, Vengreso.

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Company Training Ideal Customer Profile Social Selling 97

Allego

JUNE 29, 2021

2020 was a transformational year for sales organizations. The challenges caused by COVID-19 launched a boom in virtual selling and an estimated 90% of B2B sales are now virtual. > > Watch Now: How to Use Rep-Centric Sales Enablement to Future-Proof Your Revenue Engine. This data reveals the impact of the pandemic.

Sales Enablement 123

Sales Enablement Scale Hiring Harvest 123

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. In this guide, we’ll dig into the differences between sales and marketing plans, how to create your plan, and templates to get the ball rolling. What is a Sales and Marketing Plan?

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52