It's Coming Sooner Than You Think - 5 Keys to Prepare Your Sales Force for the Recession

Understanding the Sales Force

I predicted the last recession as early as September of 2006 with this article and in the summer of 2008 with this article. You remember the last recession - the great recession - right? I remember that in November of 2008 the business stopped coming in as if someone had turned off the faucet.

Heavy Hitter Sales Blog: The Worst VP of Sales

HeavyHitter Sales

This excerpt is from Heavy Hitter Sales Wisdom (Wiley & Sons copyright 2006 and may not be reproduced without express consent): A vice president of sales sent an e-mail to his entire sales team titled “The 19.5 Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales.

Trending Sources

8 Must-Have Qualities for Achieving Sales Success

Paul Cherry's Top Sales Techniques

That’s why I founded my own company, Performance Based Results, in 2006. What’s the secret for achieving sales success?

7 Critical Skills of the Social Seller

Sales Benchmark Index

Jill remains Eloqua’s #1 Sales Rep since 2006. Surely Jill has made adjustments since 2006. The market is changing. The Social Seller is replacing the traditional prospector. Gone are the days with four hour time blocks to dial for dollars.

Eloqua 150

Top 10 Reasons Why Inbound Cannot Replace Sales

Understanding the Sales Force

Disclosure: Hubspot is a client of both Kurlan and OMG ; This blog is hosted on Hubspot''s terrific blogging and lead-gen platform and I was one of their very first customers back in 2006.]. Understanding the Sales Force by Dave Kurlan Well, it''s really happened now.

Sales Candidate Shortage - More Proof That Sales Isn't Dead Yet

Understanding the Sales Force

Of course, that''s been going on since at least 2006 when I posted my first rebuttal to this silly claim, and as recently as last month when I posted my latest rebuttal.

CMO: Is Your 2014 Marketing Plan Obsolete?

Sales Benchmark Index

The average tenure of CMO’s has doubled since 2006. As CMO, you’re constantly trying to answer these 2 burning questions: Are customers responding to our marketing campaigns? What are we doing to adjust to the market demands?

Guest Post: 3 Ways to Create a LinkedIn Profile That Boosts Sales Credibility

Jonathan Farrington

Her 1st book, Selling to Big Companies , was named a “must read” by Fortune Magazine and has been an Amazon’s Top 20 Sales Books since 2006. You don’t exist to your prospects. You’re nobody. They’ve never heard of you.

Thank You

No More Cold Calling

It’s been 10 years since No More Cold Calling ™ was published on April 14, 2006. Get my No More Cold Calling book for 99 cents. No, this is not an April Fools’ Day joke. The offer is for real. Where has the time gone?

Sales Leadership – The Talent of Developing Others

Increase Sales

The position of sales continues to be in the top 10 since 2006: 2006 – #1. As sales managers to small business owners look forward to 2013, this sales leadership talent of developing others will probably become even more critical.

Vote the Best Top Article on Sales and Sales Management

Understanding the Sales Force

We reviewed 1,000 articles which I've posted on this Blog since 2006 in an effort to present you with the Top 15 Sales Articles of the past six years, and later this week, the Top Sales Article of the last six years. Understanding the Sales Force by Dave Kurlan This is a pretty exciting time for us.

Guest Post: Tackling the Impossible Sales Challenge

Jonathan Farrington

Selling to Big Companies was selected as a “must read” by Fortune “must read” and has been an Amazon Top 20 sales book since 2006.

Sales Blogging - Do As I Say, Not as I Do

Understanding the Sales Force

If you were to read through each of the 1,150 articles I have posted on this blog since 2006, and organize, sort, create a flow and edit it all into a Sales Management Bible, we would have one enormous how-to guide. Although that was the original plan in 2006, it is no longer on my radar.

Time To Upgrade Your Webinar Tools?

Fill the Funnel

The later release of GoToWebinar (GTW) in 2006 and GoToTraining in 2010 expanded GoToMeeting capabilities to accommodate larger audiences. Is it time to upgrade your online meeting tools and capabilities?

Tools 102

[URGENT] You’ve Got ONE WEEK to Get This Book for 99 Cents

No More Cold Calling

Yes, April 14, 2006 was the official publication date. Don’t miss your chance to cash in on my No More Cold Calling book anniversary! One week from today—April 14, 2016—marks the 10-year anniversary of my first book, No More Cold Calling ™.

Guest Post: Your Own Personal Sales Academy

Jonathan Farrington

As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence for 2006 and in 2007 she was identified by Training Industry, Inc.

Quota 58

Am I Cut Out for Sales Is the Million Dollar Question

Increase Sales

In reviewing some data from Manpower , open positions for sales representatives have been in the top five talent shortage jobs since 2006. 2006 – #1. Good sales people are hard to find.

Why Accidental Sales Training Works More Effectively

Understanding the Sales Force

First, please read this 2006 memorial which talked a little about her role in sales calls. Understanding the Sales Force by Dave Kurlan Back in the early 90's, we had a Golden Retriever named Bloomie.

Engagement and Effectiveness Go Beyond Digital Marketing

Increase Sales

In 2006, Advertising Research Foundation (ARF) began the hard work of defining engagement with this definition: “Engagement is turning on a prospect to a brand idea enhanced by the surrounding context.”

Schhh! Can You Hear the Silence?

Jonathan Farrington

It is now more than eight years since Nigel Edelshain first coined the term, on a balmy Sunday afternoon way back in 2006, and perhaps we all now accept that actually, it was just the next phase in a continuous cycle of change in the way we all sell. Yes, me too. Nobody – well hardly anybody – is talking about “Sales 2.0″

Sales Leadership – The Talent of Attitude Toward Honesty

Increase Sales

In 2006, a study of over 5,300 students in 54 institutions revealed that 56% of the MBA students admitted to cheating compared to 54% in engineering, 48% in education and 45% in law school.

Guest Post: Make a List, Delete Excuses

Jonathan Farrington

As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence for 2006 and in 2007 she was identified by Training Industry, Inc.

Guest Post: What Can We Learn from Sherlock?

Jonathan Farrington

As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence for 2006 and in 2007 she was identified by Training Industry, Inc.

The Subtle Art of Follow-up

A Sales Guy

Business performance coach since 2006. Everything that happens after your customer says “yes” is what separates sales leaders from the rest of the pack.

3 New Sales Article Series, A Holiday Tradition and Future Blog #1000

Understanding the Sales Force

That's right; since 2006, I've posted nearly 1,000 articles. Understanding the Sales Force by Dave Kurlan As we prepare for the holiday and year-end, I'm also preparing for this blog's 1,000th article.

The Top Sales and Sales Management Articles - Vote the Best

Understanding the Sales Force

We reviewed 1000 articles that I have posted on this Blog since 2006 in an effort to present you with the Top 15 Sales Articles of the past 6 years, and later this week, The Top Sales Article of the Last 6 Years. Understanding the Sales Force by Dave Kurlan This is a pretty exciting time for us.

Texting While Walking—Not Worth the Risk

No More Cold Calling

That number has doubled each year since 2006, according to a study by Ohio State University. Apple wants to make it safer to walk while texting. I have a better idea.

A 2026 excursion to the future of sales training

Sales Training Connection

The notion was if one looked backed 10 years to 2006 and compared what was going on in sales training to the happenings in 2016, things looked strikingly similar. Sales Training – 2026.

One Thing Missing from The New Way of Selling - Part 2

Understanding the Sales Force

OMG became one of Hubspot''s very first customers in 2006 and all of my articles are hosted on their terrific platform.

Sales Incentives, Awards, Lead Follow Up and Sales Effectiveness

Understanding the Sales Force

Last Word: Tomorrow will be my final post of 2012 and my 1000th Article since I began writing on this Blog in 2006. Understanding the Sales Force by Dave Kurlan Today I had the following email exchange: Subject: Question on Comp. Dave, I have a question on comp and I need help.

Jonathan Farrington's Blog ? Schhh! Can You Hear the Silence?

Jonathan Farrington

It is now more than five years since Nigel Edelshain first coined the term, on a balmy Sunday afternoon way back in 2006, and perhaps we all now accept that actually, it was just the next phase in a continuous cycle of change in the way we all sell. Schhh! Can You Hear the Silence?

Guest Post: You Are One of Two Finalists – Now What?

Jonathan Farrington

As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence for 2006 and in 2007 she was identified by Training Industry, Inc. Great news!

3 Notable Women CIOs Transforming their IT Departments

DiscoverOrg Sales

A little bit about Jenean: Jenean has been Chief Information Officer of McLeod Regional Medical Center since 2006. With the last day of Women’s History Month upon us, we wanted to take a second to highlight a few of the most innovative Women CIOs in the United States today.

Want Better Lead Generation? Get Marketing & Sales in Line

DiscoverOrg Sales

I’ve been involved in sales enablement and lead generation since the term was just getting popularized in the B2B tech sector around 2006. And more than ten years later, the definition of what sales enablement actually is has yet to be nailed down. Ask five different sales enablement leaders, and you’ll likely get five different responses.

Guest Post: The Secret Ingredient – What’s Yours?

Jonathan Farrington

As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence for 2006 and in 2007. The first question from a student in my sales workshop at Wharton earlier this week was, “Is sales still a good career?”.

How to Find a Sales Mentor

Score More Sales

I first met Jill Konrath after reading her new book, Selling to Big Companies in early 2006. Lori, Trish, and Jill August, 2012. To be professional in any career, you need mentors. I met Trish Bertuzzi in 2010.

Study 28

Texting While Walking…The Rules

No More Cold Calling

That had doubled each year since 2006, according to a study conducted by Ohio State University.”. Get human, make eye contact, and be where you are. When was the last time you walked down the street, made eye contact and smiled at a person you didn’t know?

Film 13

Mobilizing the Corner Office—What CEOs Want From You

No More Cold Calling

A recognized leader in the industry, she won the coveted Stevie Award for “Lifetime Achievement in Sales Excellence” in 2006 and in 2007. If you want to get meetings at the level that counts, then prove you’re trustworthy.

The Secret Ingredient – What’s Yours?

Jonathan Farrington

As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence for 2006 and in 2007. The first question from a student in my sales workshop at Wharton earlier this week was, “Is sales still a good career?”.

Review of SNAP Selling Author and B2B Sales Trainer Jill Konrath.

Score More Sales

Jill first appeared on my radar in early 2006 after she launched her first book, best seller and award-winning “Selling to Big Companies” which helped smaller companies get their foot in the door to bigger companies. Sales Tips and Strategies to Grow Revenues. About. Consulting. Training.