Understanding the Sales Force

MAY 5, 2014

Understanding the Sales Force by Dave Kurlan During the past 9 years I have written the occasional Top 5, Top 10 and Top 20 Articles and we have now put them into a series of their own. In no particular order they are: Top 10 Sales Competencies. Top 10 Sales Management Functions. 10 Sales Coaching Examples.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

No More Cold Calling

AUGUST 24, 2017

Are sales managers really at fault? You don’t hear that phrase very often anymore, but account based sales reps still carry a bag. percent of sales reps made quota in 2016. The problem is that many sales managers were raised in Sales 1.0 They don’t have the skills or tools for success in a Sales 3.0

Hiring 214

Hiring Account SalesForce Quota 214

Hubspot Sales

FEBRUARY 20, 2019

Is this a sales call?" You probably didn't even get the chance to pull out your attention-grabbing statistic or perfectly phrased value proposition before the call ended. At an AA-ISP's Inside Sales Leadership Summit, Mike Scher, CEO of Frontline Selling, shared a three-step process proven to increase the chances of an appointment.

How To 143

How To Call-back Meeting Benefit 143

No More Cold Calling

SEPTEMBER 7, 2017

You may have already heard about the Google software engineer who wrote a 10-page memo explaining why women are incapable of doing a man’s job in Silicon Valley—namely that we’re neurotic and lack professional drive. Women in sales also know a thing or two about unconscious biases. Women in Sales: Check Your Math.

Account 224

Account Lead Rank Hiring Cost per Acquisition 224

Bernadette McClelland

JANUARY 22, 2017

Today’s sales leader cannot just be someone who manages numbers and checks forecasts. Today’s sales leader has to lead, motivate, coach, align the team’s personal values to the business values and they must foster an environment of trust and momentum in order to create pace and results. is all about transformation and inspiration.

Positioning 207

Positioning Marketing Lead Rank Energy 207

SBI Growth

OCTOBER 16, 2012

If the CEO fired your SVP of Sales tomorrow, would you get the job? 73% of you just said yes; or at least that is what our research showed when we asked Regional VPs that question. Personal —do you want to relocate and change industries in your mid 40’s? Is your wife interested in pulling the kids out of school?

Hiring 288

Hiring Promotion Influencer Groups 288

Autoklose

JANUARY 22, 2024

You might be confused about the best way to reach out to a customer or find yourself struggling to define go-to sales strategies that bring results. Don’t let that frighten you, as many sales tactics are actually hard-rooted in sales management by being extremely effective no matter what year it is. Be Flexible 16.

Lead Rank 52

Lead Rank Lead Scoring Strategy Hiring 52

Allego

JANUARY 11, 2024

At its peak, Napster had about 80 million subscribers. People in all industries use generative AI tools such as OpenAI’s ChatGPT to create content, analyze data, write software, create sales strategies, develop employee training, manage teams, and more. Say Hello to Custom GPTs for Sales Gen AI creators aren’t resting on their laurels.

Ideal Customer Profile 71

Ideal Customer Profile Customer Social Media Negotiation 71

Hubspot Sales

MAY 29, 2019

So you’ve just been promoted to sales manager -- congratulations! You were a top-performing individual contributor in your previous position, but in your new role you won’t be able to do everything yourself. You’ll have to accomplish three primary tasks: Learn to empower your reps. What is your management style?

Sales Management 121

Sales Management Hiring Forecasting Pipeline 121

SBI Growth

JULY 15, 2013

Your main point of contact is your biggest ally, but has limited influence. Ask yourself a question: “Who do I need to involve to close the deal?”. It''s likely everyone involved in the purchase decision has pre-conceived notions of your product. They don’t like you, your solution, or both.

Account 308

Account Influencer How To Margin 308

Janek Performance Group

JANUARY 11, 2022

For many salespeople, along with personal resolutions, it’s helpful to set new sales goals. For many salespeople, along with personal resolutions, it’s helpful to set new sales goals. Here are some simple steps to ensure that you’re setting realistic, attainable, and motivating sales goals for 2022: Organize Your Goals.

Sales Goal 118

Sales Goal Lead Rank Lead Scoring Motivation 118

Increase Sales

DECEMBER 18, 2017

During the last 10 years, what I have learned is the super majority of people do not know their strengths as well as they know their weaknesses. Think about it for a moment. Many psychometric assessments with the goal to increase sales leadership fail to identify the talents of the individual. Does this make sense?

Sales Leadership 106

Sales Leadership Lead Rank Lead Scoring Hiring 106

Sales Hacker

OCTOBER 16, 2020

Shifting your mental game. Leveraging information to become your prospects doctor. Tip #1: Shifting Your Mentality. Before you approach an enterprise account, you need to get the space between your ears ready to go for the day. As a sales rep, you have game days every day, with only a few sprinkled in practice sessions.

Enterprise 104

Enterprise Enterprise Prospecting Cold Calling 104

Sales Hacker

NOVEMBER 17, 2022

If you’re looking to move up the ladder into a sales leadership role, your resume is key to getting your foot in the door. In this article, I’ll share my 3 ground rules of resume-writing, cover the parts of a leadership-level resume, and share a sample resume that will help you take your career to the next level.

Sales Leadership 76

Sales Leadership Hiring Ideal Customer Profile Lead Rank 76

Gong.io

JANUARY 1, 2021

If you are in sales, you know what the word negotiation means. . Heck, it’s always been — and still is — the #1 skill in sales. And yet negotiation is often the most misunderstood skill in sales. And yet negotiation is often the most misunderstood skill in sales. Test out this skill during your next negotiation.

Negotiation 127

Negotiation Call-back Proposal Decision Maker 127

Mr. Inside Sales

FEBRUARY 25, 2018

Those were my thoughts when I first heard the top inside sales trainer at the time, Stan Billue, claim that if you followed this one technique, you would do just that. I was struggling at the time, and out of 25 sales reps in my company, I was 23. And secretly, I thought, if I increase my sales by just 50% it would be worth it.

Webinar Metrics 121

Webinar Metrics Gatekeeper Call-back Inside Sales 121

Janek Performance Group

JUNE 28, 2022

Brace yourself. For those sales teams ahead of their sales target, it’s going to be an enjoyable July 4. For those sales teams close to or behind their sales targets, it’s going to be a stressful end-of-quarter. Even if your sales team is ahead of your sales quota, the danger of becoming complacent is real.

Objections 62

Objections Revenue Sales Prospecting 62

Smooth Sale

JANUARY 11, 2023

Leadership includes sharing what you learn so that others may follow and surpass your efforts. The sign of leadership excellence is in the appreciation one receives. The sign of leadership excellence is in the appreciation one receives. Upon developing the relationship, trust builds, and sales are born.

Hiring 78

Hiring Lead Rank Networking Influencer 78

Zoominfo

OCTOBER 6, 2020

Vice President of Sales at ZoomInfo, Steve Bryerton, shares his thoughts on how to implement a Team Lead within your organization. Picture this: You’re a sales leader, currently responsible for a team of nearly 10+ sales development reps. Things are great, but your time is also stretched too thin.

Lead Rank 169

Lead Rank Lead Scoring Leads Marketing Qualified Lead 169

PandaDoc

APRIL 3, 2023

Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. Start a free trial 3.

Training 98

Training Hiring Construction Case Study 98

Miller Heiman Group

APRIL 13, 2020

Sales managers normally face a trifecta of shifting demands from buyers, their direct reports and their organization. The COVID-19 pandemic gives sales managers the perfect opportunity to work toward transforming into more capable leaders. Shift From a Sales Manager’s Mindset to Sales Leader’s Mindset. Get the Study.

Top of Funnel 110

Top of Funnel Sales Management Strategy Funnel 110

Alice Heiman

AUGUST 19, 2021

On this episode of the Sales Talk for CEOs Podcast, Mario Martinez, Jr., CEO of Vengreso , joins us to share his story of building a remote sales team to grow and scale his organization. You’ll also learn the story of how he coined the phrase, “Sales is the Art of Helping” . About our Guest. Show Links.

Scale 69

Scale Film Social Media SalesForce 69

Hubspot Sales

JUNE 6, 2022

Sales reps run into trouble when they try to go into a call totally cold. The modern buyer doesn't have the patience to address basic questions with answers that anyone can find through a cursory search — nor do they have the time to fill you in on their challenges. The 18 Best Places to Research Buyers Before Sales Conversations.

Research 127

Research Prospecting Face-to-face Twitter 127

Jeffrey Gitomer

MARCH 7, 2012

Make More Sales By Avoiding These Common Blunders. Tweet Share I’m about to share common mistakes that salespeople make. HINT: Those are your biggest mistakes to include, improve, and study. Asking the same questions everyone asks. Talking about your personal life or prejudices.

Hiring 225

Hiring Social Media Decision Maker Loyalty 225

Jeffrey Gitomer

NOVEMBER 15, 2011

attitude gems (mental snacks to chew on and digest) I’ve picked up along the way that I recommend you read, copy, share with others, post on your wall, and study in a way that you can implement then into your “thought and expression” process: 1. Change your input to change your attitude. Maybe more.)

Study 332

Study Hiring Social Media Loyalty 332

Zoominfo

OCTOBER 6, 2020

Picture this: You’re a sales leader, currently responsible for a team of about 10 sales development reps. By splitting your team, you’ve been able to deploy measurable processes to maximize strategies, as well as identify areas for iteration to improve results. Then again, nothing in sales is.

Lead Rank 130

Lead Rank Lead Scoring Leads Marketing Qualified Lead 130

Hubspot Sales

AUGUST 21, 2023

When it comes to sales prospecting , it's more important than ever that you write concise, effective communication. Even if you do get your prospect’s attention, you can’t expect them to read your long, fluffy emails filled with the buzzwords of the day when they have many other emails to open. Pose a compelling question.

Case Study 98

Case Study Proposal Lead Rank Follow-up 98

Hubspot Sales

JANUARY 13, 2021

Or maybe they didn’t do a good job explaining how their product can help you solve your problem, because they didn’t understand what you were looking for. Let’s talk about why that is. Why Confidence Is Critical in Sales. He should only apologize if the answer to all three questions is "yes.". Over-apologizing.

Proposal 119

Proposal Journal Buyer Prospecting 119

Hubspot Sales

JANUARY 26, 2022

Every person who has considered a career in sales has asked the following question: Is sales a good career? With high turnover rates and reports of burnout in sales floors, sales might not seem like a worthwhile career. In this post, we’ll cover what you need to know if you’re considering a career in sales.

Sales Qualified Lead 97

Sales Qualified Lead Scale Salary Commission 97

The Pipeline

MAY 22, 2013

In the past I have written about the propensity of sales leaders to accept and live with the Pareto Principle, the 80/20 rule. For example, 20% of your reps deliver 80% of your revenues, I know one team with 9 reps, where 2 sellers are responsible for 71% of the revenue. 25% – Perennial underachievers.

Hiring 287

Hiring Quota Territories Groups 287

Hubspot Sales

JUNE 2, 2020

Your work is great," I told him, "but we have to prioritize volume.". We ended the conversation on a positive note, satisfied we were on the same page about our business needs.I That goes double when we’re talking about providing feedback in a virtual context. A few months back, I had a heart-to-heart with an editor on my team.

Call-back 95

Call-back Scale Face-to-face Construction 95

CloserIQ

JANUARY 8, 2019

And with so many people vying for sales jobs, it can be tough to make yourself stand out during your sales interview. By taking the following steps, you can differentiate yourself as a standout sales professional who is ready to contribute. 1) Get a great professional photo for your LinkedIn profile.

Hiring 94

Hiring LinkedIn Social Media Advertising 94

SBI Growth

JUNE 3, 2013

How often have you rolled out a new sales project that failed? I met with a veteran CEO and his new sales leader recently. A leadership style full of wisdom. Yoda’s’ new sales leader was proposing a new sales process project. The sales manager was nervous as he spoke. Make your next sales project successful.

Hiring 300

Hiring Follow-up Proposal Training 300

Pointclear

MAY 15, 2013

As CEO of UK-based Inflexion-Point Strategy Partners , Bob works with the leadership teams of technology-based B2B-focused companies, enabling them to make the critical connections between their marketing messages, their sales conversations, their true differentiators, and their customer''s priorities. A Question of Technique?

Top of Funnel 248

Top of Funnel Opportunity Closing Film 248

Sales Hacker

JANUARY 12, 2023

Selling more, earning more, and one-upping your 2022 self. While working 10 hours less each week. Multiply, add, and subtract your way into a dreamy 2023. Tested, hard-won uncommon sales practices. Last year, I spent over 100 hours researching and compiling a 15,000-word library of uncommon sales practices.*

Buyer 95

Buyer Lead Rank Lead Scoring Demand Generation Targets 95

Sales Hacker

JANUARY 20, 2022

Strong sales reps are the lifeblood of your business and how you choose to invest in them matters. For frontline sales managers, attributes like competency, quality of work, ease of execution, and length of contribution indicate reps’ overall job success, but you can’t rely on those inputs to tell you if they are personally satisfied.

Retention 98

Retention Sales Coaching Coaching Scale 98

Sales Hacker Training

NOVEMBER 17, 2022

If you’re looking to move up the ladder into a sales leadership role, your resume is key to getting your foot in the door. In this article, I’ll share my 3 ground rules of resume-writing, cover the parts of a leadership-level resume, and share a sample resume that will help you take your career to the next level.

Sales Leadership 52

Sales Leadership Hiring Ideal Customer Profile Lead Rank 52