Understanding the Sales Force

DECEMBER 18, 2013

I wrote and posted exactly 100 new articles since my final article of 2012 when I announced your favorite all-time Kurlan article. Top Four Reasons Why Salespeople Struggle to Reach Decision Makers. Understanding the Sales Force by Dave Kurlan. Here they are in no particular order - My Top 10 Articles of 2013: SALES.

Decision Maker 207

Decision Maker Compensation Consultative Selling Call-back 207

Paul Cherry's Top Sales Techniques

JULY 7, 2010

Upcoming Free Webinar: How to Engage the Top Decision Makers. © 2012 Performance Based Results All rights reserved. Search Blog. Blog Home < Upcoming Free Webinar: How to Engage the Top … Sales & Management Tips. Feature Article. Author: Paul Cherry. Date: Jul 7th, 2010. Category: Sales Training.

Decision Maker 49

Decision Maker Webinar Metrics Pharmaceuticals How To 49

Understanding the Sales Force

JULY 30, 2012

The pessimist : Sure, the pessimist will complain about the prospect, but more specifically, that the prospect wasn't open, was hostile, talking with competitors, wouldn't share a budget, wanted only a proposal, wouldn't commit to anything, blocked him from reaching a decision-maker, etc. c) Copyright 2012 Dave Kurlan

Decision Maker 256

Decision Maker Proposal Sales Cycle Exact 256

No More Cold Calling

OCTOBER 25, 2013

Research from CSO Insights shows that while only 63 percent of sales reps made quota in 2012 , revenue targets are 16.4 When you receive referral introductions to your decision-makers, you convert a minimum of 50 percent to clients. But you simply don’t have time to meet with them in person, right? percent higher this year.

Networking 270

Networking Referrals Decision Maker Small Business 270

Score More Sales

MAY 29, 2013

With this being the end of the month and 2/3 through Q2, I thought it might be helpful to post a lot of ideas to help you or those on your sales team reach B2B decision makers, influencers, and strategic partners. Clearer voice-mail messages stating the purpose of your call. If you sound shaky on the phone, people will know.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

The ROI Guy

NOVEMBER 30, 2011

Solution providers that can help facilitate this ever more difficult process will have an advantage in 2012. Consideration Once a buyer has committed to change and prioritized the project, the decision makers need to research possible solution approaches and create a short-list of specific providers.

Case Study 70

Case Study Comparison Decision Maker ROI 70

The Sales Hunter

FEBRUARY 3, 2012

Feb 03, 2012. First, is it a time when the decision makers are most likely going to be available? For many decision makers, the best time to reach them is between 7:15 AM and 8:30 AM. Copyright 2012, Mark Hunter “The Sales Hunter.” Archives Select Month March 2012. February 2012.

Cold Calling 186

Cold Calling Motivation B2B Hiring 186

Understanding the Sales Force

JULY 30, 2012

The pessimist : Sure, the pessimist will complain about the prospect, but more specifically, that the prospect wasn't open, was hostile, talking with competitors, wouldn't share a budget, wanted only a proposal, wouldn't commit to anything, blocked him from reaching a decision-maker, etc. c) Copyright 2012 Dave Kurlan

Decision Maker 247

Decision Maker Proposal Sales Cycle Exact 247

Understanding the Sales Force

AUGUST 22, 2012

c) Copyright 2012 Dave Kurlan We make the same choices in business and, more on topic, in sales. Professional Sales and the All-Star Jazz Performance. Only 11% of Salespeople Do This at the End of a Sales Call. Singin' the Sales Blues. Can the Beatles Help You Close Big Deals? (c)

Decision Maker 208

Decision Maker Motivation Industry Closing 208

Jeffrey Gitomer

MARCH 7, 2012

Gitomer | March 7, 2012 | Leave a Comment. Meeting with a non-decision-maker. Trying to go over someone’s head to the “real” decision-maker. There is no time like the present to change things up in 2012 to ensure its better than 2011! Online Training. See Jeffrey Live! Hire Jeffrey.

Hiring 225

Hiring Social Media Decision Maker Loyalty 225

Score More Sales

FEBRUARY 20, 2013

Not talking to the decision maker (s) – assertiveness and problem solving. He isn’t assertive enough with a prospect to ask for and get meetings with the appropriate decision makers. Inconsistent prospecting activity – low impulse control or delayed gratification. Spending hours on unqualified proposals – reality testing.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

Score More Sales

JANUARY 4, 2013

Some of my favorite activity goals include: Number of high level conversations you have each week with influencers and decision makers. Activity goals are goals that you typically come up with together with your sales manager targeting specific actions that you have a whole lot of control over.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

Understanding the Sales Force

NOVEMBER 15, 2012

The decision maker won't meet with you. c) Copyright 2012 Dave Kurlan You don't need to know why we want to move away from our current vendor. We are going to stay with our current vendor (who you learned earlier has been screwing the crap out of them). You have to go through me. Prospects must think that salespeople are morons.

Airlines 269

Airlines Prospecting Decision Maker Vendor 269

Understanding the Sales Force

JULY 10, 2012

You can hire a hybrid company - Companies like ConnectLeader have their own people who do the dialing and get your salespeople through to decision-makers so that they can spend their valuable time actually talking with prospects. c) Copyright 2012 Dave Kurlan

Telemarketing 202

Telemarketing Hiring Outbound Inbound 202

Understanding the Sales Force

AUGUST 28, 2012

Some have no competition, others have plenty of money and a few allow unlimited access to senior decision makers. c) Copyright 2012 Dave Kurlan Understanding the Sales Force by Dave Kurlan Some sales calls just go so well, flow so smoothly, and have little to no resistance.

Decision Maker 211

Decision Maker Consultative Selling Proposal Competition 211

SBI Growth

OCTOBER 31, 2013

The statistics I share below are from SBI’s 2012 Sales & Marketing Research. 84% of B2B Decision Makers Begin their Buying Process with a Referral.” You would close a few more deals per year. How do you achieve that? Without getting too deep into the weeds, below are 5 steps to sell smarter. Let others do the work for you.

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

Score More Sales

JUNE 3, 2013

So, you stick with “your guy” A better alternative is that you start from the beginning knowing that a complex sale has multiple decision makers so it makes perfect sense to do some looking around and contacting more than one person. You think they could even shut your efforts down.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Decision Maker 213

No More Cold Calling

AUGUST 23, 2018

According to LinkedIn’s State of Sales Report , 77 percent of buyers won’t engage with salespeople who haven’t done the necessary homework to gain insights or knowledge about their business, and 64 percent of B2B decision-makers wouldn’t engage with a salesperson if the communication was not personalized. subject matter experts).

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

No More Cold Calling

DECEMBER 7, 2017

CSO Insights’ 2017 Best Practices Study revealed that quota attainment—averaged across all geographies, industries, and company sizes—dropped from 63 percent of salespeople in 2012 to 53 percent in 2016. In 2010 and 2012, over half of respondents said capturing new accounts was the primary focus. Collapse the sales process.

Account 189

Account Referrals Sales Qualified Lead Quota 189

SBI Growth

FEBRUARY 21, 2013

Social Sellers know that 57% of the Buyer’s decision occurs before they make contact. Source – CEB, The New High Performer Playbook, Arlington VA, 2012). Use terms that matter to the decision maker. For Social Sellers, these daily battles start in the trenches of their online networks. Bet on the Jockey. Be cohesive.

Ideal Customer Profile 328

Ideal Customer Profile LinkedIn Decision Maker Buyer 328

Anthony Cole Training

AUGUST 29, 2011

Instead of asking - "Did you talk to the decision maker?" you should ask, "When you spoke to the decision maker, what was that conversation like?". When they tell you that they didnt talk to the decision maker or they arent sure if they are talking to the decision maker, you can ask, "Why not?".

Hiring 149

Hiring Sales Management Decision Maker Ideal Customer Profile 149

SBI Growth

JANUARY 21, 2013

Remember how unsure you felt at the beginning of 2012? After she provided the final price, the decision maker called her solution “the safe bet”. If you’re like most of the CSOs we’ve interviewed, chances are you feel better about this year. The storm clouds have passed. Europe has stabilized (for now).

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

MTD Sales Training

NOVEMBER 29, 2011

During this session Sean showed his guests how they can use the internet to network with key decision makers, listen for leads, prospect online and position themselves as an industry expert. Kubilay Tunc, The Cumberland Hotel. Happy Selling! Louise Denny. Marketing Manager . MTD Sales Training. Over 10,000 sales pros have.

Negotiation 209

Negotiation Social Media Hotels Decision Maker 209

Anthony Cole Training

JANUARY 16, 2012

Posted by Tony Cole on Mon, Jan 16, 2012. Did you call on the decision maker? What was the discussion for follow up that included getting a decision instead of a think it over? Join Tony for the Cincinnati Chambers 2012 Sales Team in Training Series! © 2012 www.anthonycoletraining.com.   delicious.

Hiring 196

Hiring Ideal Customer Profile Decision Maker Sales Qualified Lead 196

Zoominfo

FEBRUARY 25, 2018

The same study showed that B2B decision makers are 10% more likely to consider brands that consumers know and feel connected to ( source ). On the morning of July 20 th , 2012, the magazine tweeted, “Good morning, shooters. 93% of B2B marketers use social media, and with good reason—it works ( source ). Happy Friday!

Social Media 147

Social Media Media B2B Marketing 147

Increase Sales

SEPTEMBER 20, 2012

Yes, there are complex sales that involve multiple decision makers and have an extended to what seems like an exhausted sales cycle time. With all the sales experts, gurus, consultants to small business coaches, there appears to be an ever growing trend of making selling and sales far more complex than it needs to be.

Small Business 177

Small Business Small Business Decision Maker Coaching 177

Increase Sales

SEPTEMBER 7, 2012

Sales Buying Rule #1) So the decision makers are the buyers. P.S. In October of 2012, I will be offering a 4 series webinar seminar on using DISC in your marketing phase of the sales process. Details to be posted by September 12, 2012. The word buyer is also diminished. People buy from people. Share on Facebook.

Small Business 147

Small Business Small Business Training Decision Maker 147

No More Cold Calling

NOVEMBER 15, 2012

Still chasing that last deal for 2012? This thinking baffles me: clients say that the biggest challenge their sales teams face is gaining access to decision makers. Some companies have unused budgets you need to grab (although that is a less likely scenario than in previous years). Are you resting on your Q4 laurels?

Referrals 199

Referrals Sales Qualified Lead Decision Maker Face-to-face 199

The Sales Hunter

NOVEMBER 26, 2011

If you’re dealing with senior level decision makers, you will want to make sure your website and content is optimized to take advantage of these critical periods. Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter. Prospecting during the holidays?

Motivation 217

Motivation Prospecting Ideal Customer Profile Hiring 217

Increase Sales

SEPTEMBER 28, 2012

Since people buy from people (#1 sales buying rule), what one potential buyer values and is seeking as a solution (right answer for him or her) will be different than another potential customer or even the same customer with different decision makers. Yet from my experience, only a very slim percentage less than 6.4%

Sales Management 128

Sales Management Webinar Metrics Small Business Small Business 128

Understanding the Sales Force

APRIL 23, 2013

Can We Be Better at Reaching Actual Decision Makers? Our "old" tool won the Gold Medal for Top Sales Assessment Tool in 2011 and 2012. (here is an image of the summary page of this chapter). How Motivated Are Our Salespeople and How Are They Motivated? Can We Generate More New Business ? Can We Shorten Our Sales Cycle?

Decision Maker 172

Decision Maker Sales Leadership Forecasting Analysis 172

Jeffrey Gitomer

DECEMBER 16, 2011

Why on earth would someone let you in to see a decision maker on a cold call? There is no time like the present to change things up in 2012 to ensure its better than 2011! Return to top of page Copyright © 2012 All Rights Reserved. No offense, Felix.). Why on earth would someone return your cold call voicemail?

Hiring 194

Hiring Cold Calling Closing Social Media 194

Understanding the Sales Force

NOVEMBER 12, 2012

On average it takes 8 attempts to reach a decision maker and when salespeople get one on the phone they have a very short window of opportunity to be effective or they've wasted their time. c) Copyright 2012 Dave Kurlan Just make 40 cold calls and the rest will take care of itself. Register. (c)

Cold Calling 194

Cold Calling Call-back Hiring Decision Maker 194

Score More Sales

MARCH 14, 2012

First find out if your contact person or people are part of the decision-making team. When you work long and hard, and then propose to people who are not ultimately the decision makers, you end up having people who are not you presenting your solution. If not, you are fishing in the dark.

Buyer 196

Buyer B2B Call-back Decision Maker 196

Sales Training Connection

MARCH 19, 2012

Because all the different role players impact the decision, it is useful to have a structure for making sure you have touched all the necessary bases. The most straightforward structure for organizing the roles in the buying process is to think in terms of decision makers and influencers. ©2012 Sales Horizons, LLC.

Lead Qualification 115

Lead Qualification Lead Rank Lead Scoring Leads 115

Understanding the Sales Force

NOVEMBER 27, 2013

Access to Decision Makers. Making price a primary criteria for decision-making. An eventual decision to do nothing. So while the economy isn''t creating a confidence-fest, it shouldn''t be having any more of an impact than it has in the years 2011-2012.

Travel 251

Travel Decision Maker Insurance Insurance 251

HeavyHitter Sales

SEPTEMBER 9, 2011

Top 7 Critical Sales Trends for 2012. February 2012. January 2012. Therefore, customers do not readily reveal the internal machinations of their decision-making. Political acumen is the ability to correctly map out each decision maker's influence and motivations. February 2012. Recent Posts.

Decision Maker 146

Decision Maker Penetration Influencer Sales Cycle 146