Understanding the Sales Force

SEPTEMBER 16, 2012

The two that excited me the most were the Red Sox' 2004 World Series victory and the Patriots' 2001 Super Bowl win. There were no celebrations, champagne, ice cream or pats on my own back. Understanding the Sales Force by Dave Kurlan In the past decade Boston's sports teams have won a number of championships. That's it you ask?

Sports 264

Sports Call-back Up-Sell Follow-up 264

SalesforLife

MAY 13, 2019

In 2004, I got bit by the entrepreneurial bug and started Sales for Life to help the sales community solve its some of these problems. From 2004-2012, Sales for Life was focused almost exclusively on sales recruiting. In this blog, We’ll look back over the past 19 years to help you look forward to the next couple of years.

Policies 73

Policies ACT Hiring Face-to-face 73

Selling Essentials RapidLearning Center

JULY 25, 2023

Putting it into practice Let’s see how this method would work with, say, a customer who calls in sputtering mad because the software package you sold him keeps spitting out error messages. I’ll call you back within the hour. Words alone aren’t enough to rebuild trust with angry buyers. They need to see action.

Customer 52

Customer Remedy Journal Retail 52

Sales Gravy

DECEMBER 18, 2020

Then between 2013 and 2015, I moved into more of a pure sales role where I was cold calling. Brian: What Photography Means to Me I got my first digital camera in 2004 or 2005. Like, am I going to make it, am I going to have to crawl back and beg for a job? I got my first digital camera in 2004 or 2005.

Prospecting 96

Prospecting Pivotal Cold Calling Incentives 96

Selling Essentials RapidLearning Center

NOVEMBER 22, 2022

Your buyer tells you to come back the next day with the paperwork. But when he called that vendor to break the news, his account rep fought to keep the account. You could have saved this deal if you’d anticipated that your rival would fight back, and prepared your buyer using a technique known as the Post Close. What happened?

Closing 59

Closing Vendor Journal Buyer 59

Hubspot Sales

APRIL 1, 2020

What do jellyfish , a Dyson AM09 Fan Heater , and Peyton Manning's 2004 regular season have in common? And Peyton Manning broke the NFL record for Adjusted Net Yards per Pass Attempt in 2004 before losing to Tom Brady in the playoffs. They're all outrageously efficient. Jellyfish are the most efficient swimmers in the ocean.

Sales Qualified Lead 96

Sales Qualified Lead Construction Inside Sales Sales Operations 96

No More Cold Calling

JANUARY 7, 2011

It was January, 2004. I decided it was time to write my No More Cold Calling ™ book. I was back on track and began my writing journey. I want to be able to look back when I stand back from all of this, and say things like “ I did” “I made it happen” “I gave my best ”. I had done nothing.

Face-to-face 174

Face-to-face Cold Calling Call-back Account 174

Understanding the Sales Force

OCTOBER 21, 2013

This elite salesperson is also described in my 2005 best-seller, Baseline Selling , where I introduced a sales process milestone called SOB Quality (speed on bases, a baseball expression). Ironically, the much simpler equivalent to SPIN in Baseline Selling is another milestone, called Compelling Reasons.

Lead Rank 250

Lead Rank Decision Maker Sales Qualified Lead Call-back 250

Increase Sales

FEBRUARY 5, 2016

Back in 2004, the SBA identified the launch of 580,900 new employer businesses and the closing of 576,200. Successful businesses harness what I call the dynamic forces of performance – strategic planning, execution and measurement. Why do small businesses fail? Credit www.gratisography.com.

Small Business 70

Small Business Small Business Ideal Customer Profile How To 70

Hubspot Sales

APRIL 27, 2020

Do you remember that Will Smith movie from 2004 called I, Robot ? However, I thought of a pretty scathing reply he could have hit back with — the kind of response you think of three days later in the shower. If you've never seen it, here's a very high-level synopsis of the film. To which the robot replies, "Can you?".

Hubspot 95

Hubspot Film Lead Qualification Negotiation 95

Sales 2.0

JULY 17, 2019

It’s about an alternative way to get in front of your target buyer without cold calling. It’s my belief that there are networking style ways to generate appointments that are actually more effective than cold calling. What really holds most sales people back is getting in the door not closing. Closing is easy.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

SugarCRM

SEPTEMBER 24, 2021

Since starting Sugar back in 2004, I’ve always enjoyed working with mid-market companies the most. I’m happy to call any company on the smaller end of the spectrum a “mid-market company” when they are focused on beating the big boys, driving growth, and embracing their customers.

Company 49

Company Scale Marketing Segment 49

Pipeliner

AUGUST 27, 2018

The Wall Street Journal reported ongoing sales chicanery at the company, and traced its roots back to 2004 ( American Express Gave Small Business Customers One Rate, Then Secretly Raised It ), July 31, 2018). If you like serving customers and relish a pat on the back for doing so, AmEx might not be the place for you.

Journal 72

Journal Margin Face-to-face Negotiation 72

Zendesk Sell

AUGUST 27, 2019

Developed by Peppers and Rogers in 2004, the IDIC model is made up of four actions to strengthen personal relationships, from prospects to customers. Also called “Data Repository,” this process supports the other processes and includes IT systems, analysis tools, front-office applications, and back-office applications.

Lead Rank 91

Lead Rank CRM Cost per Acquisition Top of Funnel 91

Close.io

DECEMBER 3, 2019

Most successful sales reps have a wealth of experience with cold calling. Occasionally though, you need to go back to the drawing board and find out the gaps in your selling process. If you specifically want to add more cold calling books to your reading list, then I've got you covered. Best cold calling books for beginners. ?

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Sales Evangelist

MAY 21, 2020

In addition to facilitating thousands of workshops across the country, he personally made more than 25,000 sales and prospecting calls, listened to and analyzed more than 25,000 sales calls, and facilitated over 6,000 one-on-one coaching sessions. There has been no preparation made before the call.

Prospecting 52

Prospecting Social Media Twitter Call-back 52

Hubspot Sales

JANUARY 22, 2020

Since its launch in 2004, Gmail has become one of the most popular email systems with 1.5 You can also easily share details of your deals including emails, notes, and call logs with your team for the seamless transition of information between reps. billion active users in 2019. Price: Plans starting at $12.50 per user per month.

CRM 84

CRM Hubspot Google Lead Rank 84

InsideSales.com

MAY 20, 2021

They squeeze out more activity from reps, but then call it productivity. Some vendors compound the problem by letting users create records outside of CRM and take actions without syncing back. What if the manager or admin is backed up because of an influx? And they’re harder to catch if you don’t know where or how to look.

Lead Rank 77

Lead Rank Lead Scoring Call-back SalesForce 77

Hubspot Sales

JANUARY 25, 2019

Since 2004, they have invested in over 100 companies, spanning different sectors and geographies. First Round Capital is called First Round for a reason -- they work with seed, pre-seed, friends and family, angel, or anything in between. This way you'll know who has your company's back when times are tough. First Round Capital.

Lead Rank 111

Lead Rank Scale Consumer Infusion 111

InsideSales.com

MAY 20, 2021

They squeeze out more activity from reps, but then call it productivity. Some vendors compound the problem by letting users create records outside of CRM and take actions without syncing back. What if the manager or admin is backed up because of an influx? And they’re harder to catch if you don’t know where or how to look.

Lead Rank 52

Lead Rank Lead Scoring Call-back SalesForce 52

Sales 2.0

JULY 17, 2019

It’s about an alternative way to get in front of your target buyer without cold calling. It’s my belief that there are networking style ways to generate appointments that are actually more effective than cold calling. What really holds most sales people back is getting in the door not closing. Closing is easy.

Outsourcing Services 30

Outsourcing Services Cold Calling Call-back Networking 30

The Spiff Blog

SEPTEMBER 16, 2022

Welcome, or in some cases, welcome back to our meet the team series. Alison grew up in the heart of Silicon Valley, but currently calls Raleigh, North Carolina home. After that, Diego dove into the FinTech industry, and hasn’t looked back. What excites you most about your role? Alison Varney, Sales Development Manager.

Meeting 75

Meeting Top of Funnel Travel Engineering 75

Sales Hacker

FEBRUARY 3, 2020

Today on the show, we’ve got a good friend of mine and the managing partner and founder of one of the top sales training firms called SaaSy Sales Management. Outreach has your back. Matt Cameron: Back in 2004 was when the first time I started thinking about this. Sam Jacobs: Welcome to the Sales Hacker Podcast.

How To 80

How To SalesForce Microsoft Scale 80

Sales Hacker

APRIL 16, 2018

But I mostly focus on later-stage venture-backed companies. It was called Gerson Lehrman Group. Jess Hunt: 2004. But I would call myself an entrepreneurial executive, and not necessarily an entrepreneur. Particularly successful business, and then successful venture backed businesses? Getting started at GLG.

Revenue 69

Revenue Scale Top of Funnel Territories 69

No More Cold Calling

JULY 27, 2017

But I stopped cold once I remembered I was far worse back in my day. My accountant-trained parents asked how my company was going to pay back the million dollars I raised from investors. He was dozing off next me on an airplane, “I got it,” he said, “You should call them Perennials.” appeared first on No More Cold Calling.

Account 212

Account Fashion Demographics Journal 212

Sales Hacker

OCTOBER 14, 2020

Over the past few years, we’ve been pioneering a new approach that we like to call Decision Intelligence Selling. It came off the back of failure. You’ll know if this way of selling is calling to you. In 2004, he earned a PhD for his work in transformative learning and change. The Power of Decision Intelligence Selling.

Face-to-face 100

Face-to-face Lead Rank Lead Scoring Hiring 100

SalesLoft

JULY 28, 2015

I was a Sales Development Rep at Thomson Financial back in 2004. The position wasn’t called “Sales Development Rep” back then, but the role was essentially the same. We asked him a few questions about his experience in sales development and how it’s shaped his career today.

Hiring 52

Hiring Quota Outbound Call-back 52

Sales Hacker

OCTOBER 29, 2018

And she’s also exceptionally insightful and she’s written a book called Thinking in Bets. Sam Jacobs: Hi folks, it’s Sam Jacobs, welcome back to the Sales Hacker podcast. Annie has just released a book called Thinking in Bets, Making Smarter Decisions When You Don’t Have All The Facts. Sam’s Corner.

Scale 51

Scale Call-back Forecasting Lead Rank 51

Sales Hacker

AUGUST 1, 2018

At one time, if you were starting a new business, your first call was to the phone company. You’d pay a monthly fee for those landlines, with each phone having one function: to allow you to make phone calls. Today, those services extend far beyond traditional audio-based calls. 3) Call management controls add flexibility.

Scale 51

Scale System SalesForce NetSuite 51

Costello

DECEMBER 14, 2018

After spending eight years at Merrill Lynch as a Wealth Management Advisor, Doug started Imagine Business Development in 2004 to address the growing need of targeted customer acquisition management. These question-based plays also help to put our SDRs in what I like to call a position of ‘rehearsed authority’.

Conversion 40

Conversion Sports Intent Sales Process 40

LeadFuze

FEBRUARY 19, 2019

The thought process goes as follows: The modern consumer doesn’t respond to cold calls or spammy emails. The term “ account-based marketing ” is thought to have been first used by ITSMA around 2004. I am going to back up my claim, but I feel like I should confess: We don’t currently use an ABM advertising solution.

Account Based Marketing 55

Account Based Marketing Outbound Account B2B 55

SaaStr - Sales Strategy

SEPTEMBER 13, 2018

I run a company called Platform.sh. So, I would spend more aggressively but then you need to have the right investors backing your company. Fredric Plais : I think you know to come back on the recruitment and advice the US, really, I think the … take people that have done it before. Fredric Plais : Thank you very much.

Hiring 47

Hiring Video Scale Face-to-face 47

Anne Miller

NOVEMBER 17, 2022

Seth Godin is the author of “Purple Cow” (2004). Since the mid-term election, the losses by candidates backed by former President Trump have been headline news in virtually every media outlet across the political spectrum, including the far right. Call today and turn your information that tells into a story that sells.

Call-back 62

Call-back Positioning Influencer Media 62