The Pipeline

MAY 29, 2014

On May 8, 2014, I had the opportunity to do a Google Hangout with Stewart Rogers, of Salesformics (affiliate link). We touched on a range of topics relating to sales, sales tools, automation, social selling and more. Sales Tools Tibor Shanto' You can watch the entire 30 minute Hangout by clicking here. Tibor Shanto .

Video 257

Video Cold Calling Closing Social Selling 257

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. Corporate Hideout – Don’t see value in spending time in the field with the sales force. CMO Success in 2014.

Demand Generation Agencies 321

Demand Generation Agencies Outsourcing Services Demand Generation Demand Generation Targets 321

Understanding the Sales Force

SEPTEMBER 17, 2014

Understanding the Sales Force by Dave Kurlan. Last week I led our annual Sales Leadership intensive and hosted the best group of sales leaders to ever attend the event. Chad Burmeister , who is well known throughout the inside sales community, was one of the attendees. Sure enough, the numbers were amazing.

Inside Sales 212

Inside Sales Outside Sales Study Distribution 212

SBI Growth

JANUARY 10, 2014

Now you need to roll it out to your management team. Top sales leaders know how to communicate and roll out a sales plan. As soon as the new quota is approved- it’s time to get moving. Get your sales managers involved early in the process. Get your sales managers involved early in the process.

Quota 316

Quota Top of Funnel Territories Marketing Qualified Lead 316

Steven Rosen

JANUARY 14, 2014

You plan to have a breakthrough year in 2014. You are a strong sales manager and you know your business, your customers and your reps. I don’t know any sales manager who plans to fail, but some fail to plan. Interestingly most sales managers tend to overlook these areas. Allocation by Sales Rep.

Sales Management 316

Sales Management Hiring Coaching Sales Coaching 316

SBI Growth

OCTOBER 21, 2013

As you plan for 2014, are you investing enough in both? Sales Operations is responsible for creating that winning environment. Performance culture is studied in depth in our 2014 Research Tour. It will help your management and field team to find a common vision. 80% of its sales team was outside sales reps.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

The Pipeline

OCTOBER 12, 2013

Set the time aside now, and learn how the three combine will help you sell better now, and into 2014! Sales Process Sales Skills Tibor Shanto' Click here for more detail and registration. October 29 – GAP Selling, Successful Selling in Changing Times. Click here for more detail and registration. What’s in Your Pipeline?

Webinar Metrics 273

Webinar Metrics Cold Calling Decision Maker Face-to-face 273

SBI Growth

DECEMBER 3, 2013

A year ago at this time, you decided what sales improvement projects to pursue. Download the Sales Leaders’ Execution Guide here. Accelerate the behavior change in your sales leaders. A detailed plan to drive sales rep adoption. You are lacking evidence that the sales team adopted the new behavior.

Groups 297

Groups Follow-up SalesForce Training 297

Understanding the Sales Force

JULY 20, 2014

Understanding the Sales Force by Dave Kurlan. Do you know what percentage of sales candidates eventually get hired? Two of the results pointed to an article of mine from earlier in 2014 that answered the question, " How Many Sales Candidates are Worthy of Being Hired? Recruiting is a lot like real estate sales.

Hiring 240

Hiring Real Estate Incentives Incentive 240

Understanding the Sales Force

AUGUST 21, 2014

Understanding the Sales Force by Dave Kurlan. The CEO said, "We really like what you do, your sales force evaluation is exactly what we need, the information, data, science and intelligence you provide is perfect for us, this is the right time to move forward, and we''re ready to go.". Always start with sales management.

Sales Management 241

Sales Management Hiring Face-to-face Groups 241

The Pipeline

JANUARY 27, 2014

I got a note from one of the pundits in my inbox telling me things I should do for sales success in the New Year. You may expect these type of things mid-way thru December till maybe January 10th, but after that it is just an indicator that they don’t really understand B2B sales at all, and the customers they get as a result, they deserve.

Sales Cycle 236

Sales Cycle Objections Forecasting Lead Rank 236

The Pipeline

DECEMBER 23, 2013

In fact as a sales pro, at times the best thing we can do for prospects is show them how they can achieve their objective though an alternate way they hadn’t considered. Understand the elements, just as you would elements of a sale you want to repeat to ensure you succeed again and again. Sales Process Tibor Shanto'

Face-to-face 285

Face-to-face Intent Objections Up-Sell 285

Sales 2.0

OCTOBER 22, 2014

Now he’s got a new book focused on sales , The New Rules of Sales and Service. A couple of weeks ago I went to the 2014 version of Inbound with about 10,000 other people and was thrilled to not only attend David’s talk but get him to do an interview about his new book and his thoughts on social selling. Sound familiar?

Lead Rank 300

Lead Rank Cold Calling Lead Scoring CRM 300

SBI Growth

NOVEMBER 20, 2013

A few years ago, I interviewed Brent for a B2B sales rep job. This post is for HR and Sales Leaders who are seeking to hire the next Brent. It’s also for those who aspire to become top sales reps. This post includes a link to a valuable tool – the Top Sales Rep''s Satisfaction Index. Brent was clearly an “A” player.

Hiring 314

Hiring Social Media Compensation Buyer Persona 314

Keith Rosen

JULY 30, 2020

Unfortunately, this is the message I’m hearing from senior leadership to their front line sales managers, as companies fearfully scramble to reinvent themselves. It was day two of delivering my sales leadership coach training course for the talented leaders at Microsoft in São Paulo, Brazil. January 28-29, 2014.

Coaching 157

Coaching Scale Call-back Collateral 157

The Pipeline

DECEMBER 19, 2013

As you finalise your 2014 sales plans, it is good idea to review and commit to some of the basics. Some of these may not be fashionable, on the other hand nothing is more fashionable in sales than exceeding quota. Volume of Sales. Size of Sale – Refers to the specific size of the order, specifically in two forms.

Scale 296

Scale Fashion Margin Sales Cycle 296

Understanding the Sales Force

JULY 14, 2014

Understanding the Sales Force by Dave Kurlan. Having founded Kurlan & Associates in 1985 and Objective Management Group in 1990, the only surprise should be that it took so long to combine the two passions and write Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball , in 2005.

Sales Process 243

Sales Process Sales Up-Sell Follow-up 243

Sales Hacker

NOVEMBER 9, 2020

But with the rapid advancement of tech and so many options on the market, choosing the right technology for your sales team can seem like a tall mountain to climb. This benefits you, the sales leader trying to develop their sales stack in two large ways — reduced cost (in most cases) and reduced risk. Vendor Consolidation.

Lead Rank 117

Lead Rank Lead Scoring Trends Report 117

No More Cold Calling

DECEMBER 30, 2014

Goodbye, 2014. But before we move on, let’s take the time to think about what we’ve learned this year. Which broken sales strategies should we leave in the past (ah-hem, cold calling )? Phillip Twyford, director of sales and marketing for Tico Mail Works, elaborates in this guest post. Hello, New Year! Learn more.) [Top

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

Understanding the Sales Force

AUGUST 11, 2014

Understanding the Sales Force by Dave Kurlan. Before I unveil the top 5 mistakes, you might be interested to know that last week, Top Sales World Magazine went from monthly to weekly. There are some sales lessons here. There are some sales management lessons here too. Don''t script a next move. Just listen.

Coaching 283

Coaching Engineering Exact Sales Management 283

SBI Growth

SEPTEMBER 29, 2013

Follow these tips and you’ll be swimming in referrals for 2014. Individuals in your accounts are naturally going to move around. This article is exploring one more way to get your sales team engaged in social selling. How to Make Your Number in 2014: A Sales Strategy you can execute. Author: Tony Albachiara.

LinkedIn 300

LinkedIn Referrals How To Webinar Metrics 300

SBI Growth

JULY 22, 2013

You have to make the rest of 2013 with the sales heads you have.” Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." In the guide you will learn: Make the number with the remaining sales people you have. Sales people like to be included in a team environment.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

Understanding the Sales Force

MAY 28, 2014

Understanding the Sales Force by Dave Kurlan Before we discuss how to improve sales training, a quick promo for the latest and greatest taking place over at the ever improving Top Sales World. The June issue of Top Sales Magazine has been published and you can download it here. More on Baseball and Sales.

Training 246

Training Coaching Comparison Territories 246

Keith Rosen

JULY 14, 2014

Selling Power Features Keith Rosen’s company, Profit Builders on the 2014 Top 20 Sales Training Companies List. Profit Builders is honored to announce that on June 18, 2014 they were included on the 2014 list of the Top 20 Sales Training Companies that excel in helping sales leaders improve the performance of their sales teams.

Coaching 112

Coaching Training Company Social Media 112

Score More Sales

DECEMBER 23, 2013

Now that you are working to grow visibility as a seller and think like a publisher, work to craft a plan to make sales increases happen. Over many years and hundreds of sales teams, I’ve seen the most successful sellers work a plan and plan their work. I crafted plans to work hard to keep myself on track. What Plans do I Need?

InsideView 238

InsideView Compensation Inbound Lead Rank 238

SBI Growth

JULY 14, 2013

There’s no denying that in sales, talent is a key differentiator. Today’s post is about how Sales Ops can create conditions that enable success. Today’s post is about how Sales Ops can create conditions that enable success. How well have you created conditions for sales success? Huddle Around A Sales Process.

Territories 328

Territories Incentives Incentive Compensation 328

SBI

MAY 7, 2014

You’ll need a new fuel source if you want to blast sales into the next stratosphere. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. See which tools we chose for: Contract Management and eSigning. Pipeline Management & Deal Flow. InsideSales.

Sales Tools 139

Sales Tools Tools Revenue InsideSales 139

Sales Training Connection

MARCH 26, 2014

Sales Coaching. From a sales coaching perspective it is important to understand whether a sales rep fails to move beyond their comfort zone by choice – that is, they simply want to continue to do what they are doing. Establish a sales coaching priority. ©2014 Sales Momentum, LLC.

Sales Coaching 135

Sales Coaching Coaching Face-to-face Commission 135

The Sales Hunter

FEBRUARY 26, 2014

This is the reason I tell many sales managers they should take all pricing authority away from their salespeople. When all pricing power is taken away from salespeople, it should be moved to the sales manager. Strategy is the sales manager can authorize discounts, but only after certain criteria are met.

Discount 211

Discount Policies Selling Skills Benefit 211

Salesmate

SEPTEMBER 1, 2021

Sales reps are constantly trying to close more deals and achiever their quota. However, is it fair to define sales performance based on a sales rep’s achieved sales goal? . Due to the onset of the pandemic, 40% of companies failed to meet their sales goals in 2020. . Managing Partner, Structured Agency.

Sales Goal 98

Sales Goal Call-back Pivotal Cold Calling 98

No More Cold Calling

AUGUST 18, 2015

Max was her top sales rep—the one with the best customer relationships, the most closed business, and the largest pipeline. She did her best to smooth the way through internal politics, and she supported him on executive sales calls if he asked. Maybe she didn’t know how to coach such a stellar sales rep.

Hiring 120

Hiring Scale Cold Calling Compensation 120

Understanding the Sales Force

JANUARY 8, 2014

Understanding the Sales Force by Dave Kurlan Global Warming is a trend. Social selling experts use data from the marketing, inbound and inside sales groups with whom they work. If every other ratio remains the same, then more opportunities will translate to more sales and greater revenue. There would be no tolerance for C''s!

Social Selling 275

Social Selling Top of Funnel Groups Trends 275

Score More Sales

DECEMBER 27, 2013

In the first two posts in this series we talked about gaining visibility to grow sales as well as putting a plan in place. The pros – being in a clear space so that you can focus on “net new” sales will far outweigh the chore of getting stacks of papers scanned and organized digitally. Now how are you going to make this happen?

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

Sales and Marketing Management

FEBRUARY 8, 2021

Many B2B manufacturers still deploy a “catalog approach” to sales, with inside reps relying on frequent touches with prospects and customers to close deals. Even in the pandemic, many B2B companies tried to adapt that approach to the new world order by simply shifting in-person sales presentations to video calls.

Marketing 120

Marketing B2C Account Based Marketing B2B 120

SBI Growth

AUGUST 27, 2013

Sales VPs are asking a similar question this time of year: " What can we do with my reps to get a quick revenue lift? Register now for our How to Make Your Number in 2014 : A Sales Strategy You Execute. Register now for our How to Make Your Number in 2014 : A Sales Strategy You Execute.

Closing 306

Closing Pipeline Buyer Call-back 306

Bernadette McClelland

OCTOBER 1, 2014

I do it for two reasons – one is business where I combine working with corporate sales teams, small businesses and honing my skills in the area of sales development so I can stay one step ahead of my clients and continue to deliver value.

Travel 368

Travel SME Up-Sell Follow-up 368

Bernadette McClelland

OCTOBER 1, 2014

I do it for two reasons – one is business where I combine working with corporate sales teams, small businesses and honing my skills in the area of sales development so I can stay one step ahead of my clients and continue to deliver value. Each year for the past few years, I make my annual pilgrimage to the USA.

Travel 368

Travel SME Up-Sell Follow-up 368