Marc Wayshak

APRIL 3, 2024

One thing that consistently strikes me is the profound connection between martial arts and sales. There are numerous insights from martial arts that directly translate to the sales arena. In this video, I’ll explore the martial arts approach to closing sales. Replace force with skill. Check it out: 1.

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Closing Energy Intent eBook 108

Steven Rosen

OCTOBER 8, 2021

How to Motivate Your Sales Team. Sales leaders agree that a highly motivated and engaged sales force drives greater performance. Many sales managers ask me how to ensure that they have a highly motivated and engaged team, and I usually ask them “WHY”? Tap into the WHY! External Factors.

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Motivation Incentives Incentive Commission 379

Steven Rosen

MAY 31, 2021

Hiring Sales Stars . Whether you are starting a new sales force or hiring a new rep to fill a vacancy, the four principles of the STAR Process will help you select top sales performers. Without a clear process, your sales managers will each adopt their own approach and ultimately achieve sub-optimal results.

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Hiring Territories Energy Sales 386

Understanding the Sales Force

MARCH 20, 2024

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. To fully understand this powerful analogy, you’ll want to read the next three paragraphs and allow me to make my case. It will be worth it! We’re almost there. That also happens to be my analogy.

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Sales Process Sales Methodology Decision Maker Pipeline 334

Understanding the Sales Force

FEBRUARY 25, 2024

Because sales managers are not coaching – still – at least not consistently or effectively. It’s simply incomprehensible that sales managers aren’t picking up the clue phone. Sales Managers don’t want to coach because it takes away from personal sales. But it’s not really their fault.

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Coaching Guidelines Margin Incentives 333

Understanding the Sales Force

APRIL 22, 2024

Over the past thirty-nine years, I have seen this at so many companies and with executives who believed they could apply DIY to any or all of the following ten functions: Evaluating their sales team – it is usually biased and limited to what they recognize as good. ” He was right. Do you know where this is going?

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Comparison Construction Compensation Sales Leadership 193

SMEI

APRIL 24, 2024

The idea that “salespeople are born, not made” has long been a prevailing notion in the sales industry. However, this outdated belief has been disproven by the authors of “Open the Mind and Close the Sale: The secret to success in selling!”

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Closing Industry Influencer Sales 112

Understanding the Sales Force

APRIL 11, 2024

I walked into the house with Dinger and a baby toad hopped in with us, snuck under the closet door and disappeared. When I first spotted the toad, I thought it was a tiny piece of mulch and didn’t give it a second thought. When it disappeared into the closet, I thought about it a lot! The baby toad was strategic, persistent and committed.

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Coaching Decision Maker Scale Hiring 203

Understanding the Sales Force

DECEMBER 1, 2020

Understanding the Sales Force by Dave Kurlan Yesterday, I received two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper. Caliper's is a personality test adapted for sales. Caliper's is a personality test adapted for sales. Caliper scored the candidate at 64%.

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Comparison Lead Rank Lead Scoring Hiring 306

The Pipeline

SEPTEMBER 23, 2021

There has been no shortage of new sales related books during COVID, the usual mixed bag, with scale. But one stands out, The Building Blocks of Sales Enablement , by Mike Kunkle. Not only because of the author, Mr. Kunkle and the subject, sales enablement, but because way Mike approaches the subject. By Tibor Shanto.

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Sales Enablement Scale Hiring Maximizer 201

Understanding the Sales Force

APRIL 15, 2024

This is a great time to upgrade your sales team. A sales team evaluation shows who will and won’t be able to develop the necessary skills to succeed in this worsening selling environment. The Hall of Fame catcher Yogi Berra is known for his many “ Yogisms.” More importantly, it was short lived.

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Hiring Discount Decision Maker Call-back 182

Understanding the Sales Force

OCTOBER 22, 2018

PREVIOUSLY ON UNDERSTANDING THE SALES FORCE. My wife and I have been watching 24 for the last few months and we've made it to season 7. Once in a while, one or both of us falls asleep during late-night episodes but we are always saved by: PREVIOUSLY ON 24. The latest data reveals that 60% of all salespeople have this weakness!

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Data Decision Maker Revenue Groups 267

Pipeliner

MARCH 19, 2024

CRM and Sales Performance: An Empirical Study Authored by Daniel P. The study’s primary objective was to elucidate the efficacy of CRM systems in enhancing sales performance, with a particular focus on aspects of ownership/account control, system comprehension, and pipeline management.

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CRM Survey System Pipeline 69

Partners in Excellence

APRIL 17, 2024

If we don’t understand change, how can we ever expect our customers to understand it and want to navigate the change process? But, I can count on one hand, the number of sales enablement programs that include any significant training and development on change. Without some sort of change, we never get a purchase order.

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Lead Rank Analysis Incentives Incentive 109

Understanding the Sales Force

MARCH 25, 2024

While one of the sales lessons from this trip comes from baseball, the actual travel generated the other two sales lessons. College baseball is in full swing and my wife and I watched our son and his college team play eight games over the past 10 days as they traveled from Orlando, FL, to Saratoga Springs, NY.

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Decision Maker Hotels Cancellation Travel 182

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. What if it was simply heavy-handed procurement not understanding that it costs more to support “mission critical?”

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Decision Maker Data Hiring Proposal 193

Understanding the Sales Force

APRIL 1, 2024

As someone who for thirty-eight years has led a global sales consultancy specializing in sales, sales management and sales leadership training, I can use the same words to describe people “who belong” to the sales profession. They should be reading about sales. No, of course it wasn’t.

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Decision Maker Call-back Training Groups 156

The Pipeline

OCTOBER 12, 2021

I understand people trying to be as efficient as possible by pinpoint the best time to make prospecting calls. Prospecting is a core element of sales success, so anything done to avoid is counterproductive. CPSA 2021 Sales Success Summit. Accelerating Growth: Building Bigger Sales for 2021 and Beyond. By Tibor Shanto.

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Prospecting Cold Calling Video Exact 345

Steven Rosen

MARCH 1, 2024

In the competitive world of SaaS sales, 40% of salespeople cite prospecting as the most challenging part of the sales process, ranking it more daunting than closing or qualifying stages. 1- Increase Accountability Accountability is key to ensuring that individual sales reps are meeting their goals.

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Pipeline Coaching Revenue Sales Qualified Lead 120

SBI Growth

MARCH 29, 2020

Segment 1: Understanding Digital Strategy. Digital best-practices for sales leaders. Building a consensus of understanding your strategy. Building a consensus of understanding your strategy. Achieving interlock between sales, marketing, and product on a digital strategy. Finding clarity on what digital strategy is.

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Segment Strategy B2B Sales Operations 320

Steven Rosen

MARCH 25, 2021

Sales Executive Leadership Forum. Every sales leader needs to consider their market value. Sales leaders should regularly evaluate and determine areas for growth for their staff and themselves. As a former sales executive , I was always in a tough spot. Why Would Sales Executives Need Networking Groups?

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Understanding the Sales Force

FEBRUARY 20, 2024

Another “baseball is to sales” analogy shouldn’t surprise readers because I’ve already published more than 100 different articles over the past 19 years showing how selling is just like baseball. Quotas, pricing, margins, forecasts, conversions, quotes, close rates, meetings booked, average sale and more.

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Revenue Margin Sports Quota 193

Understanding the Sales Force

JANUARY 22, 2024

That exact same thing happens to salespeople on their sales calls. That exact same thing happens to salespeople on their sales calls. Have you ever been on the road, lost in thought, just driving down the highway (oh-oh, already sounds like a country song), when you realized you blew past your exit about thirty miles ago?

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Closing Proposal Discount Decision Maker 212

Steven Rosen

MARCH 4, 2021

Is a Lack of Business Acumen Impacting Your Sales? The number of sales reps has declined significantly over the last four years. Declining sales have not only forced the industry to reduce the number of sales reps but has also created the need to better focus on customer needs. The survey says…. Without training?

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Territories Survey Coaching Sales Management 194

Understanding the Sales Force

JULY 10, 2014

Understanding the Sales Force by Dave Kurlan Can you name 10 Core Competencies of a great salesperson? For the past 20 years, every Objective Management Group (OMG) sales force evaluation and sales candidate assessment has been tied to 21 Sales Core Competencies. They are marketing themselves.

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Top of Funnel Social Selling Funnel Promotion 309

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. Lately, when I talk with people, the most popular topics for discussion are Politics, March Madness, and which movies and TV shows they are streaming.

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Decision Maker Proposal Distribution Territories 170

Understanding the Sales Force

FEBRUARY 9, 2024

Despite how important new salespeople are to the future of a company, Sales Leadership attempts to get recruiting over with as quickly as possible, often prioritizing speed to hire over cost to hire, talent and capabilities. Using my process and tools, 92% of the salespeople our clients hire will rise to the top half of their sales teams.

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Hiring How To Decision Maker Guarantee 193

Understanding the Sales Force

JANUARY 31, 2024

Earlier this week, I was interviewed by John Radkins, for his Sales Machine Blog, and he asked me to explain sales process for those who don’t want to be restricted by sales process. Think of the sales process as a journey rather than an adventure. Similarly, there are stages to the sales process.

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Sales Process Decision Maker Sports Construction 182

Understanding the Sales Force

JANUARY 27, 2024

Wouldn’t it be cool if, instead of the news that currently appears in your feed, or the sports analysis you just heard, you could read the news of your last few days of selling, or hear the play-by-play analysis of your sales call from earlier today? Example One: Dave had a tough few days on the sales trail.

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Sports Analysis Outbound Examples 182

Understanding the Sales Force

JANUARY 9, 2024

Back in August, I wrote an article about Dinger’s torn ACL and how the Veterinarian went about her sales process to strongly recommend (sell us) the most expensive surgery. ” While some of those quotes or proposals convert to sales, many more do not. Kudos to the Vet! Why is this important?

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Proposal Call-back Account Conversion 193

Understanding the Sales Force

AUGUST 8, 2023

That’s a great approach for sales process and methodology. The post My New Perspective on Sales Process and Methodology appeared first on Kurlan & Associates, Inc. We were at the Zoo when we came upon this particular monkey.

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Sales Process Sales 257

Understanding the Sales Force

AUGUST 1, 2013

Understanding the Sales Force by Dave Kurlan One of the questions I often field from clients that have had their sales forces evaluated is, "Can you please explain the opportunity finding?". In our Sales Force Evaluation, the Opportunity is our projection of how much additional revenue the sales force can generate.

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Revenue Video Opportunity Sales 218

Understanding the Sales Force

OCTOBER 9, 2013

Understanding the Sales Force by Dave Kurlan When Objective Management Group (OMG) evaluates a sales force, 1 of the 26 questions we answer for clients is, Can You Shorten Your Sales Cycle? ". In the screen shot below, this real sales force (names have been changed) has, on average, only 3 of the factors.

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Sales Cycle Analysis Analytics Pipeline 255

Understanding the Sales Force

NOVEMBER 10, 2023

And “We don’t know what we don’t know about sales” is a true statement in most companies. And “We don’t know what we don’t know about sales” is a true statement in most companies. It’s no wonder the average tenure of a Sales Leader is only 18 months.

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Company Hiring Scale Forecasting 212

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.

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Social Selling Top of Funnel Groups Trends 275