The Pipeline

APRIL 27, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Sales Hunter

NOVEMBER 14, 2011

Nov 14, 2011. You develop a plan to do one or more of the following: Develop a new selling skills program. Do they actually make a difference in the sales in their territory? high profit selling. selling a price increase. selling skills. December 2011. November 2011. October 2011.

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

The Sales Hunter

DECEMBER 5, 2011

Dec 05, 2011. They just systematically and consistently approach everybody in their territory; they make the call and deal with the results and the rewards. high profit selling. selling a price increase. selling skills. December 2011. November 2011. October 2011. September 2011.

Cold Calling 161

Cold Calling Motivation Hiring Ideal Customer Profile 161

Sales Training Connection

AUGUST 24, 2011

As reported in a recent article by the Date Decision Group there were 77 major merger and acquisitions in 2010 – a 50% increase over the 2009 level. What’s different about what a KAE does vs. a traditional territory sales rep? Consultative selling skills. ©2011 Sales Horizons, LLC.

Health Care 61

Health Care Account Territories Face-to-face 61

Delicious Sales

MAY 2, 2012

Selling Skills (528). 2011 (3304). 2010 (1988). Training (4995). Prospecting (4539). Tools (2872). Sales Management (2614). Software (1035). Customer Service (995). Inside Sales (849). Channels (799). Advertising (694). Incentives (379). Demand Generation (181). Outside Sales (81). Customer (6670). Opportunity (3675).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Understanding the Sales Force

MARCH 5, 2012

Assessment was nearly identical to Salesperson #1 but with additional skills that went beyond top of the funnel. He was assigned a remote territory! Assessment also showed will prospect as a weakness and not money motivated and 7 of the 10 skills we identified were top of the funnel skills. c) Copyright 2011 Dave Kurlan

Hiring 228

Hiring Top of Funnel Licensing Face-to-face 228