Understanding the Sales Force

JANUARY 28, 2014

Understanding the Sales Force by Dave Kurlan. This is the 10th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Who are they?

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

SBI Growth

NOVEMBER 24, 2012

The purpose of every incentive compensation plan is to influence the actions of sales reps. You still have time before 2013 to fix any blatant disconnects. Sales incentives can be like square pegs. Incentive compensation is intended to reward specific behaviors of the sales force. This destroys trust.

Incentives 267

Incentives Incentive Customer Compensation 267

Understanding the Sales Force

OCTOBER 4, 2013

Understanding the Sales Force by Dave Kurlan Some companies need to validate our validation. Objective Management Group (OMG) uses Predictive Validity - the most time-consuming and expensive form of validation. Selling, and what it takes for salespeople to succeed doesn''t actuall vary from culture to culture.

Hiring 260

Hiring Licensing System Consumer 260

Understanding the Sales Force

JULY 8, 2013

Understanding the Sales Force by Dave Kurlan I have been teaching and writing for years that buyer-focused selling, a consultative approach to sales, is the best approach for differentiating, adding and being the value, maintaining and increasing margins and winning a larger percentage of opportunities.

Consultative Selling 259

Consultative Selling Margin Sports Sales Methodology 259

Understanding the Sales Force

MARCH 3, 2014

Understanding the Sales Force by Dave Kurlan Before I get to the meat of today''s article, I have one last request for you to participate in this very important survey on sales force function. I don''t see it the same way. It sets a terrible example for everyone else on the sales force.

Sales Management 196

Sales Management Travel Sports Coaching 196

Understanding the Sales Force

JANUARY 22, 2014

Understanding the Sales Force by Dave Kurlan This is the 8th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Why is that?

Proposal 233

Proposal Sports Sales Qualified Lead Scale 233

Understanding the Sales Force

APRIL 23, 2013

Understanding the Sales Force by Dave Kurlan Spoiler Warning: This article is about my company and its new product. It''s the information that sets it apart from, well, even our previous sales force evaluation product, which was already the best on the planet. What Are Our Current Sales Capabilities?

Decision Maker 169

Decision Maker Sales Leadership Forecasting Analysis 169

Understanding the Sales Force

DECEMBER 11, 2012

Understanding the Sales Force by Dave Kurlan I write often about sales process. After all, one can't accurately predict outcomes of sales calls, meetings and cycles without a formal, structured sales process to follow. I present my Top Articles on Sales Process: Baseball's Huge Impact on Sales Performance.

Sales Process 120

Sales Process Automotive Sales Methodology Sales 120

SBI Growth

SEPTEMBER 5, 2012

As if the looming year end wasn’t pressure enough for a sales leader trying to meet sales quota, will the loss of top sales reps pile on? The HR Leader can take some concrete steps to stop the exit of sales reps and therefore the loss of revenue. Immediate Help for Sales. But how do you know?

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

Understanding the Sales Force

JANUARY 18, 2013

Understanding the Sales Force by Dave Kurlan Today, more than ever before, strategic partnerships, both formal and informal, are an important element of conducting business. The referrals and introductions which happy customers make for their sales reps. There are so many more examples. Whom do you recommend?

Insurance 201

Insurance Insurance Trade Show Collateral 201

No More Cold Calling

DECEMBER 7, 2017

If your sales reps miss quota this year, they might not deserve the blame. The more I delved into the film’s history, the angrier I became with sales leaders who let their account based selling teams fail to meet quota. NASA wouldn’t let their mission fail, so why do sales leaders let their account based selling teams fail?

Account 189

Account Referrals Sales Qualified Lead Quota 189

Understanding the Sales Force

APRIL 21, 2014

Understanding the Sales Force by Dave Kurlan You want to hire better salespeople, don''t you? And you''ve been told that if you use a sales assessment, you will be able to select better salespeople, right? But what they actually measure, and the questions your salespeople actually answer, have nothing to do with selling.

Hiring 258

Hiring Groups Exact Face-to-face 258

Understanding the Sales Force

MARCH 4, 2013

Understanding the Sales Force by Dave Kurlan Two weeks ago I wrote this article about how demos and presentations are like snack foods. One of the comments, by Jason Kanigan, said: Traditional selling revolves around the demo/presentation. The result is we end up giving many presentations to unqualified prospects.

Sales Qualified Lead 188

Sales Qualified Lead Journal Consultative Selling Proposal 188

Understanding the Sales Force

AUGUST 15, 2013

Understanding the Sales Force by Dave Kurlan The lumber and building products industry is notorious for having weak salespeople (compared with the population of salespeople in all industries) who call on distributors and retail lumber yards and take orders. Sounds pretty much the same for both groups, right? It''s like I said.

Industry 235

Industry Retail Software Software 235

SBI Growth

AUGUST 21, 2012

As a Sales Leader of a growing organization, do you struggle to scale your sales force? The board and CEO expect you to create a sales force capable of growing to match market demand, with no drop off in quality. The guide will assist you in designing and implementing a best in class sales process before 2013.

Scale 276

Scale Hiring Face-to-face Quota 276

SBI Growth

SEPTEMBER 1, 2012

75% of most sales processes fail. Think about this: You just invested a huge amount of time, energy and money in developing and training a buyer centric sales process. Our Making the Number research tells us that your peers feel the toughest part of a new sales process is having the team actually use it. Click here to view it.

Sales Process 267

Sales Process Top of Funnel Forecasting Construction 267

Understanding the Sales Force

NOVEMBER 27, 2013

Understanding the Sales Force by Dave Kurlan One of the findings in the most recent Sales Performance Optimization Study , from CSO Insights, revealed that the win rate for deals has reached an all-time low. Is sales process having an impact? million people selling in the US alone. Does that surprise you?

Travel 251

Travel Decision Maker Insurance Insurance 251

Understanding the Sales Force

MARCH 13, 2013

Understanding the Sales Force by Dave Kurlan Last week I posted an article that linked to two additional articles I wrote for EcSell Institute and Top Sales World. Effectively applying a consultative sales process helps to accomplish this. I will share the article I wrote for EcSell below.

Coaching 264

Coaching Sales Management Decision Maker Competition 264

Understanding the Sales Force

NOVEMBER 11, 2013

Understanding the Sales Force by Dave Kurlan I recently published, Increase in Social Selling Yields No Improvement in KPI''s. The death of selling - yes, marketing people are predictably predicting this and no it''s not going to happen. The results show us that usage of these tools is way up.

Inbound 209

Inbound Survey Lead Rank Lead Scoring 209

Sales Training Connection

APRIL 3, 2013

New product launches and your sales force. Unfortunately all too often, even when the new product falls into the extraordinary category, the product launch to the sales team more closely resembles an escape plan than a product launch to develop market superiority. This omission constitutes a strategic missing link.

Ideal Customer Profile 108

Ideal Customer Profile Face-to-face Engineering Training 108

InsideSales.com

DECEMBER 4, 2019

In this post, you’ll learn how to use predictive analytics and big data to improve your team’s inside sales skills. Follow these sales best practices to improve your sales reps’ selling skills and turn regular salespeople into sales superstars. Selling Is a Competitive Sport. 7 Sales Best Practices.

Data 86

Data Hiring Analytics Top of Funnel 86

Delicious Sales

MAY 2, 2012

Sales (12918). Sales Management (2614). Inside Sales (849). Selling Skills (528). Outside Sales (81). Sales Process (1775). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Is your sales process slow or fast? Topics Major Topics.

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Hubspot Sales

AUGUST 2, 2018

From the iconic Fuller Brush man lugging a suitcase of merchandise in the 1940s, to a slick young corporate raider trading stocks in a modern brokerage firm, Hollywood has romanticized the art of selling since films were first invented. The Best Sales Movies of All Time. The Wolf of Wall Street (2013). Used Cars (1980).

Film 111

Film Epiphany Insurance Insurance 111

MEDDIC

OCTOBER 19, 2021

Steve is an experienced leader in CRM and Sales Force Automation with a strong sales background obviously. To which type of sales does MEDDPICC® apply best? How to forecast deals with MEDDPICC® First line managers role with MEDDPICC®. Welcome back to Outside Sales Talk today. Watch the video. *

Sales Qualified Lead 52

Sales Qualified Lead Sales Methodology Forecasting Hiring 52

OnePageCRM

MAY 15, 2019

What features work for our customers best and which ones they haven’t even tried? Being able to form a complete understanding of our customers’ requirements in the context in which they use our CRM was priceless. What a 30-Day Trip around the UK Taught Me About Business Success. New places, workshops, interviews, presentations….

Customer 36

Customer Revelation CRM Lead Rank 36

OnePageCRM

MAY 15, 2019

What features work for our customers best and which ones they haven’t even tried? Being able to form a complete understanding of our customers’ requirements in the context in which they use our CRM was priceless. What a 30-Day Trip around the UK Taught Me About Business Success. New places, workshops, interviews, presentations….

Customer 36

Customer Revelation CRM Lead Rank 36

Jonathan Farrington

JULY 10, 2013

. We are delighted to announce that July’s edition of the Top Sales Magazine has been published – slightly later this month due to the July 4 th celebrations in the US. In the interview “hot-seat” this month is Nancy Bleeke, author of the best-selling book “Conversations That Sell”. Here is a taster for you . “We

Margin 41

Margin Policies Coaching Sales Enablement 41

Crunchbase

MAY 14, 2020

This blog post was originally “The 25 Sales Leaders You should Get to Know in 2020.” We realize, after speaking with several sales leaders, that this methodology excluded some of the most impactful sales leaders, especially those from underrepresented backgrounds. VP of Sales at Mixpanel. Meka Asonye.

Top of Funnel 101

Top of Funnel Hiring Twitter Lead Rank 101

Understanding the Sales Force

OCTOBER 29, 2013

Understanding the Sales Force by Dave Kurlan I love comparing baseball with selling. It all started in 2004 when I began writing my best-selling book, Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. I said it had to "hit" me first.

Up-Sell 240

Up-Sell Coaching Sales Groups 240

A Sales Guy

AUGUST 16, 2016

In spite of the power of ABM, and the tools, methodologies etc, messaging is still a critical part of sales and ABM. Unfortunately, too many people miss the mark on Account Based Marketing messaging and they let their ego get in the way. I have no understanding why these people do this. ABM is hot right now. All right, oh snap.

Account Based Marketing 60

Account Based Marketing Account Marketing Ideal Customer Profile 60

Delicious Sales

MARCH 27, 2009

At least once each day I get a call from someone trying to sell me outsourced development services. At least once each day I get a call from someone trying to sell me outsourced development services. To have a chance at making a sale, you need to get a warm introduction. Next Article: -->. A Guide to Business Development 2.0.

Outsourcing Services 102

Outsourcing Services Scale Cold Calling Lead Rank 102

Understanding the Sales Force

MAY 7, 2014

Understanding the Sales Force by Dave Kurlan The May issue of Top Sales Magazine is now available and in addition to my monthly article, this month''s issue is loaded with important reading on sales and selling. New to selling? New to the industry? New to the vertical? New to the company?

Cold Calling 290

Cold Calling Sales Qualified Lead Networking Territories 290

Understanding the Sales Force

JUNE 20, 2014

Understanding the Sales Force by Dave Kurlan I subscribe to several newsletters written by medical doctors who practice natural medicine. I read most of the other sales blogs too. And the misinformation is killing sales forces. New salespeople who have not learned to sell. That''s just plain stupid!

Consultative Selling 275

Consultative Selling Inside Sales Lead Nurturing ACT 275

OnePageCRM

MARCH 21, 2017

“I remember the first time I got my own CRM system, nearly 10 years ago” recounts author and sales coach Adam Metz. And that’s thanks for the most part, to good data management.” ” There are two main reasons CRM adoption fails for sales teams trying to increase their performance. Do you need a CRM?

CRM 49

CRM Lead Rank Lead Scoring Segment 49

OnePageCRM

MARCH 8, 2017

There’s an old joke in sales about selling products at a loss but making it up on volume. A common complaint from sales teams is: we can outcompete and make more sales simply by reducing prices. There is a scientific way to figure out the optimal price point for your product. So how do you decide on your price?

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

OnePageCRM

MARCH 21, 2017

“I remember the first time I got my own CRM for sales, nearly 10 years ago” recounts author and sales coach Adam Metz. And that’s thanks for the most part, to good data management.” ” There are two main reasons sales CRM adoption fails for sales teams trying to increase their performance.

CRM 39

CRM Lead Rank Lead Scoring Segment 39

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130