Understanding the Sales Force

JUNE 22, 2013

Understanding the Sales Force by Dave Kurlan The NY Times posted a story on June 20 about Google, their recruiting efforts, and big data. The story really doesn''t reveal that much but there is an interesting quote (that I will get to shortly) that is relevent to hiring salespeople. Sourcing - see my explanation for #2.

Hiring 274

Hiring Google Face-to-face Education 274

Understanding the Sales Force

FEBRUARY 6, 2013

Understanding the Sales Force by Dave Kurlan The folks over at I KO Systems were nice enough to send me a collection of infographics that they call 66 Crazy Sales Figures. 75% of Salespeople Believe Their Approach Differentiates Them but Only 3% of Their Customers Agree. Do you see what I see?

Hiring 218

Hiring Study Lead Rank Lead Scoring 218

Understanding the Sales Force

FEBRUARY 6, 2013

Understanding the Sales Force by Dave Kurlan The folks over at IKO Systems were nice enough to send me a collection of infographics which they call 66 Crazy Sales Figures. 75% of salespeople believe that their approach differentiates them, but only 3% of their customers agree. Do you see what I see?

Hiring 203

Hiring Study Lead Rank Lead Scoring 203

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.

Proposal 233

Proposal Sports Sales Qualified Lead Scale 233

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. Step 2 – Can you articulate why it’s wrong? Coaching – Step 1.

Coaching 264

Coaching Sales Management Decision Maker Competition 264

Understanding the Sales Force

MARCH 5, 2014

Understanding the Sales Force by Dave Kurlan A couple of questions from the mail bag concerned finding that special someone; you know, "The One.". In this case, it''s not "Who do we buy from?" , a completely different kind of sale. I know that there are 3 instances of training and coaching.)

Hiring 130

Hiring Conference Coaching Up-Sell 130

SBI Growth

AUGUST 21, 2012

As a Sales Leader of a growing organization, do you struggle to scale your sales force? Do you wonder to yourself, “why is it so hard to get salespeople to execute consistently? The board and CEO expect you to create a sales force capable of growing to match market demand, with no drop off in quality.

Scale 276

Scale Hiring Face-to-face Quota 276

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. 7 Sales Best Practices. Selling Is a Competitive Sport.

Data 86

Data Hiring Analytics Top of Funnel 86

Crunchbase

MAY 14, 2020

This blog post was originally “The 25 Sales Leaders You should Get to Know in 2020.” Initially, the list criteria was based off of the total followers salespeople had on social media, and the level of engagement they had from the community. Newly added sales leaders you should follow (in alphabetical order by last name): 1.

Top of Funnel 101

Top of Funnel Hiring Twitter Lead Rank 101

MEDDIC

OCTOBER 19, 2021

Steve is an experienced leader in CRM and Sales Force Automation with a strong sales background obviously. What is actually QUALIFICATION and how does it impact results? When should we be qualifying opportunities? To which type of sales does MEDDPICC® apply best? Welcome back to Outside Sales Talk today.

Sales Qualified Lead 52

Sales Qualified Lead Sales Methodology Forecasting Hiring 52

Cience

FEBRUARY 5, 2019

Managing Partner, The Bridge Group. As Managing Partner, she leverages her colleagues’ experience in sales process methodology, measurement and metric development, project management, and recruiting to build high performing teams for clients. The Bridge Group has been a powerful supporter of sales development.

Ideal Customer Profile 50

Ideal Customer Profile Hiring Outsourcing Services Inside Sales 50

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. Questioning what we can achieve and how far we can stretch is a tactic to evaluate our choices. 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 expectation is that we can “do it all.”

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Sales Hacker

FEBRUARY 11, 2020

This week on the Sales Hacker podcast, we speak with Pete Crosby , Chief Revenue Officer at Ometria. He’s run revenues at the Viadeo from Series A to IPO, and most recently took Triptease from $2 million to $10 million in a successful Series B in just 18 months. 2 Frameworks for motivating your employees. What You’ll Learn.

Lead Rank 69

Lead Rank Hiring Lead Scoring Scale 69