Understanding the Sales Force

OCTOBER 21, 2013

Understanding the Sales Force by Dave Kurlan Last week I wrote an article, Now That You Have a Sales Process, Never Mind , that was very critical of an article that appeared in Harvard Business Review. This highly successful, elite salesperson, has a Sales Quotient of 140 (out of a possible 173) or better.

Lead Rank 250

Lead Rank Decision Maker Sales Qualified Lead Call-back 250

Understanding the Sales Force

APRIL 3, 2014

Most of the sales bloggers don''t touch on rejection but when it does comes up, it''s usually in the context of fear, as in fear of rejection. Objective Management Group (OMG) measures something a bit different; difficulty recovering from rejection. The increasing likelihood of a sale. Nothing will stop him. No problem.

Face-to-face 215

Face-to-face Decision Maker Call-back Outbound 215

Bernadette McClelland

JANUARY 11, 2017

When they find themselves in a competitive sales situation some wouldn’t have a clue where to focus their attention or what steps they will take next. Initially designed for the battlefields of China some 2,500 years ago, his works have now been adapted to leadership, business and more relevantly sales strategies.

Strategy 150

Strategy How To Competition Energy 150

MJ Hoffman

APRIL 22, 2019

Who’s likelier to make a mistake: The rookie sales rep who’s never sold a day in their life, or the veteran rep who’s been on the front lines for nine years? If it were 2005, that would have been a great response. The post The 3 Ways Experienced Sales Reps Typically Fail. The reality is, they’re both going to screw up.

Buyer Persona 69

Buyer Persona Hubspot Account Guarantee 69

Sales and Marketing Management

NOVEMBER 22, 2017

Sales manager: I’d like to know what rewards the reps would like for our next incentive. Sales rep: Cash! Sales manager: Sounds good. You may be a seasoned sales manager, fatigued by trying to come up with innovative ways to motivate your reps. But what about real sales reps? Don’t do it.

Motivation 191

Motivation Incentives Incentive Lead Rank 191

Adaptive Business Services

JANUARY 31, 2018

I’m not even so sure how good of a salesperson I was but, inside of two years I was the sales manager. From then until 2005, just about my entire career was in management and ownership positions. Sometimes I was a selling manager who was asked to secure my own sales in addition to managing my teams.

Cold Calling 54

Cold Calling Buyer Persona Referrals Social Media 54

Adaptive Business Services

AUGUST 2, 2017

Despite my shortcomings, in less that two years I was promoted to sales manager and until twelve years ago, all I did was manage sales reps. As a manager (and as a salesperson), I had my pluses and minuses. I did have a life-changing event in 2005. I acted like the sale was already mine.

Epiphany 48

Epiphany Real Estate Construction Cold Calling 48

Smooth Sale

MARCH 17, 2022

The insights are essential for business growth and the precursor for successful sales. Janice is listed in the Top 50 Global Thought Leaders and Influencers on Customer Experience, 2020 and 150 Women B2B Thought Leaders You Should Follow, 2021 and LinkedIn Sales 15 Innovating Sales Influencers to Follow, 2021.

Scale 78

Scale Hiring Lead Rank Report 78

Hubspot Sales

MAY 14, 2019

Who's likelier to make a mistake: The rookie sales rep who's never sold a day in their life, or the veteran rep who's been on the front lines for nine years? If it were 2005, that would have been a great response. To learn even more, check out these sales closing techniques next. The reality is, they're both going to screw up.

Quota 88

Quota Forecasting Buyer Persona Networking 88

Your Sales Management Guru

JUNE 27, 2011

Sales Leadership: Building Culture to Increase Profits. They surveyed 2,400 workers and compared a study from 2005 to 2010 showing the percentages of discontent. Ages 2005 2010. As readers of this blog should know, my answer to point number one to build an on-going sales recruiting program.

Commission 63

Commission Salary Sales Leadership Survey 63

Sales and Marketing Management

FEBRUARY 26, 2019

workers has ranged from a low of 26 percent in 2000 and 2005 to the recent six-month high of 34 percent. Many of the managers, sales coaches and consultants who responded to a query we posted while researching this story said purposeful work is the only way to drive engagement. And these numbers were up from past Gallup surveys.

Insurance 120

Insurance Insurance Commission Lead Rank 120

Jonathan Farrington

APRIL 1, 2012

Jonathan Farrington, Chairman and CEO of London and Paris based Top Sales Associates, today announced the sale of the firm to Qatari company 010412. San Francisco was the next destination, to meet up with “No More Cold Calling” evangelist Joanne Black.

Sales Management 42

Sales Management Hotels Face-to-face Sports 42

Pipeliner

JUNE 8, 2018

Consider two sales scenarios of interest to modern-day Phaedrai: XYZ Company bought a 40-seat software license from CorporateSoft, an ERP software developer. These mixed outcomes are undoubtedly familiar to sales veterans. Sales outcomes are as varied as human phenotypes, making them fiendishly hard to label.

Outsourcing Services 59

Outsourcing Services Decision Maker Licensing Vendor 59

Jonathan Farrington

DECEMBER 3, 2012

It seems inconceivable that the Top Sales projects launched almost seven years ago – that makes us older than Twitter! But in fact it is true: It was in 2005 when I first reached out to a very small group of established sales experts to see if they would contemplate joining me to create a number of pioneering collaborative initiatives.

Twitter 37

Twitter Groups Influencer Sales 37

Tony Hughes

MAY 8, 2019

Back in 2005 when I was Managing Director for an international software company, I developed a simple framework for transforming sales. I handed our leading sales person a commission cheque, for one quarter, of almost $500,000. I handed our leading sales person a commission cheque, for one quarter, of almost $500,000.

Sales Management 78

Sales Management Commission Salary Margin 78

Understanding the Sales Force

NOVEMBER 28, 2012

Understanding the Sales Force by Dave Kurlan Zig died today at the age of 86. I want to talk about Zig's life and his sales and selling impact. Zig's ability to motivate and help sales professionals (as well as people from many walks of life), made him a role-model worthy of emulation. Seth Godin memorialized him here.

Motivation 279

Motivation Coaching Sales Leadership Industry 279

Sales Hacker

AUGUST 4, 2020

This week on the Sales Hacker podcast, we speak with Matt Rizzetta , founder of North 6th Agency, which is a communications and PR firm based in New York City. Subscribe to the Sales Hacker Podcast. How to get better at sales [21:37]. Welcome to the Sales Hacker podcast. Welcome to the Sales Hacker podcast.

Outsourcing Services 105

Outsourcing Services Hiring Lead Rank How To 105

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

Sales Hacker Training

DECEMBER 8, 2020

Subscribe to the Sales Hacker Podcast. Sam Jacobs: This week on the show, we’ve got Luke Rogers, the Vice President of Sales at Instabase. He now leads the sales function at a really promising and high-growing unicorn called Instabase. Learn how modern sales teams with deals, win deals now. We’re on iTunes.

Hiring 119

Hiring Top of Funnel Scale Banking 119

Tony Hughes

MARCH 19, 2018

Back in 2005, Tiger Woods was the biggest winner in the world and he cracked more than $10 million in prize-money earnings alone for the first time in a single year. In 2005 I was running the Australian region of a global software company and we did three of the four biggest deals globally for the corporation. We need our ROI as well.

Forecasting 70

Forecasting Epiphany Competition Lead Rank 70

Anthony Cole Training

NOVEMBER 11, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 174

Hiring Ideal Customer Profile Sports Sales Talent 174

Partners in Excellence

JULY 5, 2016

All of us, customers, sales people, marketing, customer service—everyone, daily face a number of converging forces which adversely impact our own and our organizations’ performances. Reference “Overloaded Circuits, Why Smart People Underperform,” HBR, January 2005.

Face-to-face 49

Face-to-face Networking ACT Ideal Customer Profile 49

SBI

FEBRUARY 7, 2019

We are proud to offer Revegy’s solutions on the SAP App Center to provide sales teams with clarity on the people, priorities and progress that drive their largest accounts. At the same time, sales managers can quickly see the progress of deals, conduct faster, more detailed deal reviews and spot areas of risk for coaching.

SAP 13

SAP Account Opportunity Sales Methodology 13

LeadFuze

AUGUST 5, 2021

We have prepared the roundup of the best sales blogs just for you! These are the best sales blogs you need to be following to keep your sales blade sharp. Here are the best sales blogs in Slideshare form, or below the presentation are all the individual sales blogs with a little more detail. Sales Hacker.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98