Pipeliner
NOVEMBER 12, 2023
Navigating the Challenges and Opportunities of Small Businesses As the host of this enlightening podcast, I had the pleasure of engaging in a thought-provoking conversation with John Golden, from Sales POP! Online Sales Magazine and Pipeline CRM, and John Nieuwenburg , a professional business coach since 2004.
Sales and Marketing Management
JANUARY 3, 2018
Author: Tim Houlihan Dispensing with sales manager myths. What’s your sales manager mythology? In a recent conversation with a sales vice president, he noted that leadership is not about being engaged, it’s about the willingness to take risks. He was talking about his sales managers. What you can do.
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Pointclear
MAY 15, 2012
Marketing managers regularly ask me how to predict the number of leads (really raw inquiries) needed to achieve quota (I wish more sales managers would also ask). Quota dollars / average sales price / buying percentage (45%) ii / close ratio (your market share) = inquiries needed to make quota. ii Called the Rule of 45.
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. Sales efficiency can be tricky to calculate in some cases. How to Calculate Sales Efficiency.
Understanding the Sales Force
OCTOBER 21, 2013
I mentioned the number of times that I have been critical of an HBR article on sales, but I have been nearly as critical of Geoffrey James, a contributor to Inc. Earlier this month he wrote, 4 Things Your Customers Don''t Want , another article that qualifies for some questioning. Register. (c) c) Copyright 2013 Dave Kurlan'
The Brooks Group
FEBRUARY 28, 2020
There was a time, not long ago, where sales managers extolled the virtues of the “elevator pitch” – a standard value proposition statement that could be delivered, presumably, in the time it took an elevator to traverse the height of a reasonably tall building. What are customers and prospects struggling with?
Hubspot Sales
NOVEMBER 2, 2017
Readers will learn how to convert leads into customers, dominate presentations, stay motivated, and inspire those around them, while remembering to have fun and enjoy the journey. Jeffrey Gitomer wrote The Little Red Book of Selling back in 2004, diving into what he believes are the 12.5 principles of sales greatness.
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