Understanding the Sales Force

JUNE 5, 2019

Ask anyone who is hiring salespeople or computer software engineers and they'll tell you how much wages are increasing! Wages will rise as a result of supply and demand and right now, demand outweighs supply.

Distribution 200

Distribution Hiring Engineering Enterprise 200

Understanding the Sales Force

AUGUST 15, 2013

The software industry is notorious for having demo-crazy and technically savvy, but weak, salespeople who hunt for new business, generate binders full of proposals and convert a small percentage of them. Software industry executives want help, need to improve, must improve their conversion ratios and increase sales. Not really.

Industry 235

Industry Retail Software Software 235

Understanding the Sales Force

DECEMBER 11, 2012

Software Advice – Do Your Salespeople Have to Give Up Control to Their Prospects? (c) HBR Blog – Post Gets Salespeople Wrong. Harvard Business Review – What Customers Expect From Your Salespeople and More. Selling Power – Article Hits Then Misses the Mark on Sales. c) Copyright 2012 Dave Kurlan

Study 173

Study Quota Software Software 173

Understanding the Sales Force

APRIL 17, 2014

The salesperson was from Oracle and wanted to know if I was aware of and had seen their CRM software demonstrated. Not only was it a cold call, but it was one I could write about - the best kind!

Inside Sales 271

Inside Sales Oracle Examples Top of Funnel 271

Understanding the Sales Force

SEPTEMBER 11, 2013

Mark Roberge, Sales VP at Hubspot , is responsible for building one of those kick-ass sales forces and he contributed a guest post to Software Advice on Building a Sales Team the Hubspot Way. However, some of the greatest successes occur when we help companies that are already kicking ass.

Lead Rank 283

Lead Rank Lead Scoring Hiring Hubspot 283

Understanding the Sales Force

FEBRUARY 5, 2013

I am not familiar with the software company that was the subject of the study sited by Dan Pink. However, introverts who don't need to be liked, generally have better listening and questioning skills and when they do speak, it's usually to state something quite important.

Scale 255

Scale Study Research Webinar Metrics 255

Understanding the Sales Force

APRIL 8, 2013

Business Software and Applications. Business, Auto and Professional Liability Insurance. Commercial Real Estate. Office Supplies and Furnitute. Copiers, Printers, Computers and Business Equipment. Telecommunications and Internet. Postage and Shipping. Janitorial. Legal and Accounting. Memberships. Marketing, Advertising and Public Relations.

Consultative Selling 205

Consultative Selling Outsourcing Services Telecommunications Real Estate 205

Understanding the Sales Force

JANUARY 18, 2013

They exist at all levels, including these 10: Insurance agencies electing to provide a particular insurance carrier's policies, Marketing firms and their choice of printers, photographers and trade show booth fabricators, VAR's determining which hardware and software to integrate for their customers, A CEO's inner circle of advisors and resources, (..)

Insurance 201

Insurance Insurance Trade Show Collateral 201

Understanding the Sales Force

NOVEMBER 12, 2012

For example, the first caller was from a hardware/software catalog/online retailer with whom we've done a little business over the years. Despite the tools, training, coaching, video, audio and reading that are available, all three calls were as bad as I have ever heard.

Cold Calling 191

Cold Calling Call-back Hiring Decision Maker 191

Understanding the Sales Force

NOVEMBER 12, 2012

For example, the first caller was from a hardware/software catalog/online retailer with whom we've done a little business over the years. Despite the tools, training, coaching, video, audio and reading that are available, all three calls were as bad as I've ever heard.

Cold Calling 156

Cold Calling Hiring Call-back Decision Maker 156

Understanding the Sales Force

FEBRUARY 17, 2014

Keep the software updated. They might not have to do anything except maintain a list of users and passwords. They should go back to running the IT department. Keep the servers running. Keep the users happy. Make sure there is enough storage space. Prevent viruses from disrupting work flow. Help users with usability issues.

CRM 274

CRM Webinar Metrics Engineering Report 274

Understanding the Sales Force

OCTOBER 26, 2020

The s**t show known as 2020. Many of us have heard that term used to describe this uniquely strange year. Despite everything unusual about 2020, there have been some normalcies too. We celebrated births, birthdays, anniversaries, Mother's and Father's Days, and we will all celebrate the upcoming holidays.

Sales Process 368

Sales Process Groups Objections Sales 368

Understanding the Sales Force

MAY 17, 2016

We were fortunate to be in the audience for the 2016 Notre Dame Commencement where Vice President Joe Biden , former Speaker of the House, John Boehner , and former Joint Chiefs of Staff and retired 4-Star General, Martin Dempsey were among the speakers.

Commence 159

Commence Sales Leadership Sales Solutions Selling 159