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NOVEMBER 20, 2013

McKinsey Global Institute Report, “The Social Economy: Unlocking Value and Productivity Through Social Technologies” – July 2012. IBM Social Business Global Client Creates Products Faster, with a 23% Improvement in Cycle Time for New Products – July 2012. It is one of the no-brainer, must do sales tools to look into.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

Understanding the Sales Force

APRIL 16, 2012

Understanding the Sales Force by Dave Kurlan The weather, with temperatures reaching the high 80's, was completely unfavorable for the runners entered in the 2012 Boston Marathon. I reviewed the 2012 Sales Performance Management Report, published by the Aberdeen Group and gleened some interesting statistics.

Hiring 188

Hiring Territories Compensation Forecasting 188

Score More Sales

JUNE 26, 2012

Even if a percentage of your customers are on social tools and platforms now – you need to be there as well. There are many cloud-based tools to help grow your visibility, do niche research, and learn more about your existing and prospective customers. If you don’t have time, you can hire help through some amazing web tools.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

The Pipeline

MARCH 2, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

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MAY 16, 2012

You have a robust, helpful CRM tool that gives you several helpful reports which you can review each week, and lists you can easily pull up on a just-in-time basis. You have a poor CRM tool, perhaps not cloud-based and it is difficult to use with poor reporting capabilities. You probably fall into one of three camps: A.

Opportunity 206

Opportunity Pipeline Hiring Top of Funnel 206

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MAY 23, 2012

For mid-market companies, Kline says that businesses can now use analytics much more effectively, citing the term “glocal” as an example: Glocal: a combination of a global strategy instituted locally for a particular geographic area. There is no more mass marketing. Customers demand a more personal and local experience.

Loyalty 201

Loyalty Retail Customer Lead Rank 201

SBI Growth

SEPTEMBER 16, 2012

This year’s SBI Q3 Tour- Make the Number: How your Peers are Allocating People, Money and Time in 2013 provides research-backed strategies, plans, approaches, and tools that are used by many of the best organizations in the world. The example illustrates the use of an independent benchmark. Get a copy of the tool at this session.

Top of Funnel 267

Top of Funnel Funnel Demand Generation Targets Demand Generation 267

SBI

MARCH 1, 2021

There are some tools out there suited to industries that don’t rely on face-to-face selling (think of a conversation tool like Gong for a company selling software), but those are typically not practical during in-person meetings or for consultative sales conversations, like capital equipment or highly engineered solutions.

Face-to-face 94

Face-to-face Apparel Chemicals Call-back 94

The Pipeline

FEBRUARY 21, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. Sales Skills , Sales Technique , Sales Training , Win , Workshop. Sales Tool.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Hiring 220

Mindtickle

JULY 24, 2016

Not many people can define what “engaging content” really means when it comes to training. The bulk of corporate training is required content. However, the same person who would choose to use tools like Coursera, Skillshare, and Udemy on their own time to learn does not disappear in the work environment.

Resources 52

Resources Training Scale How To 52

Score More Sales

MAY 28, 2013

For midsize companies there was no shortage of ideas, examples, and tools to help any company improve marketing, sales, and procurement. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Company 208

Company Film Study Lead Rank 208

Mindtickle

JULY 24, 2016

Not many people can define what “engaging content” really means when it comes to training. The bulk of corporate training is required content. However, the same person who would choose to use tools like Coursera, Skillshare, and Udemy on their own time to learn does not disappear in the work environment.

Resources 52

Resources Training Scale How To 52

SBI Growth

FEBRUARY 6, 2013

Before that I spent a small fortune on sales training. All 2012 did was buy me some time. With a simple tool, a slingshot, he toppled the giant Goliath. I showed him a couple of examples. Note: If you want to see an example of a Sales Productivity Benchmark, click here. Last year we implemented CRM.

Banking 288

Banking Software Software Competition 288

SBI Growth

SEPTEMBER 9, 2012

Equip them with tools to succeed. This article provides the insight and access to tools to make a successful transition. When marketers need to add a new capability, we typically do it one of three ways; Invest in training/developing an existing staff member. We are provided with writing tools and Personas.

Lead Generation 306

Lead Generation Outsourcing Services Lead Rank Lead Scoring 306

Score More Sales

JANUARY 10, 2013

If your potential buyer is a sales recruiter, for example, you can see where they are active and what they are working on, then tailor your messaging to better fit what their world is like currently. Try free tools to help monitor activity of your buyer – companies and individuals. Start with simple Google searches.

InsideView 249

InsideView Research Prospecting Eloqua 249

SBI Growth

OCTOBER 14, 2012

Sales leaders have a tendency to blame comp plans, talent, or lack of training. Click here to get the Sales Supply Chain diagnosis tool shown below. This tool will allow you to start answering the following: Where are the bottlenecks in our sales supply chain? The SVP wanted us to assist with training during their sales kickoff.

Hiring 292

Hiring Sales Qualified Lead Lead Generation Revenue 292

SBI Growth

AUGUST 23, 2012

On top of finishing out 2012, you need to determine which Sales Strategy initiatives to prioritize in order to make the 2013 number. Get a copy of my 5 Step Sales Strategy Decision Tool here to give you the answers you’re looking for in the shortest amount of time. Here it comes, the 2013 budgeting process. You still have time.

Strategy 293

Strategy Analysis Quota Resources 293

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FEBRUARY 20, 2013

I had the pleasure to sit down with Emotional Intelligence (Ei) Sales Expert Colleen Stanley recently and we talked about how sales training – sales skills – can fail because our reps were not aware of their emotional awareness. CS: I have been teaching and training salespeople for over 20 years. Click here to view the embedded video.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

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DECEMBER 21, 2012

Buyers have high expectations which are set by others in your industry – for example when front desk staff greet you buy name at leading hotel chains – you expect that everywhere. This study was done by interviewing nearly 400 U.S. corporate leaders on how today’s buyers are changing the way we must do business.

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

The Pipeline

MAY 12, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Read this great example from yesterday’s mailbag: A salesperson emailed his lessons learned and included this one: “The final lesson again concerns the compelling reasons to buy. Sales Tool. Sales Training.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

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JULY 18, 2012

The Content Marketing Institute (2012) said that “60% of B2B marketers plan to spend more on content marketing in the next 12 months”. Each example above creates content, and this is what marketers (and sellers) are focusing on building up. Keep it simple, clean, and helpful. Hold Live or Virtual Events.

Top of Funnel 192

Top of Funnel Pipeline Funnel Travel 192

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JUNE 7, 2012

For example: The Podcasting Track was fantastic – tools, lessons, and lots of examples. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012? Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. It’s About the Content.

Conference 179

Conference Lead Rank Lead Scoring Media 179

Sales Hacker

DECEMBER 29, 2022

So why did HBR declare the solution selling methodology dead in 2012? Buyers in 2012 had come a long way from the buyers of the 1980s. They wanted a document solution tool which would provide analytics and reporting, merge with their existing systems, and would be fit to scale. Well, they had a fair point. Want authenticity?

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

The Sales Hunter

DECEMBER 17, 2011

Let me share with you an example. I use Linkedin a lot as a tool to generate business, but also to get feedback and input on ideas and topics I’m working on. sales training. sales training tip. training tip. Archives Select Month March 2012. February 2012. January 2012. Client Login.

Motivation 163

Motivation Ideal Customer Profile Hiring Negotiation 163

Score More Sales

JANUARY 8, 2013

When you spend so much of your day with a tool that can cut someone down in an instant with the wrong words, why do you not have a plan in place to help your words shine? For example, if I say in my voice mail to you: It would be great to talk if you have a spare minute. . To build on what is working better than other strategies?

Travel 258

Travel Outbound Influencer Buyer 258

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FEBRUARY 27, 2013

Example: If I am an IBM business partner, I’d have saved searches for everything IBM, so that I could re-tweet and share the content I find valuable and pertinent to my business. If my purpose is to help businesses grow, then I would focus on tips, tools, and ideas that do exactly that. and learn how to listen. They KNOW who you are.

Twitter 232

Twitter Strategy Prospecting Promotion 232

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MAY 29, 2013

Get names or titles confirmed using LinkedIn or other tool – then pick up the phone and call. Example: One of their Board members is also with a company that is a client of yours. This can be a very quick two step process to connecting to people, rather than long research times and long time crafting emails.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

Score More Sales

MARCH 29, 2013

Take business analytics, for example. With the complications of mobile devices and employees bringing in their own tools, the simple connectivity of the past has been replaced by thoughtful, end-to-end solutions to help workers be productive through the cloud and wherever they are located.

Microsoft 189

Microsoft Conference CRM Compensation 189

Increase Sales

NOVEMBER 2, 2012

With less than two months to close the books on 2012, desperation is beginning to kick in for those small business owners, entrepreneurs and salespersons who have yet to fully increase sales. I approved the message to illustrate a great example of how not to engaged in micro-blogging. Share on Facebook.

Small Business 136

Small Business Small Business Coaching Construction 136

Understanding the Sales Force

NOVEMBER 12, 2012

Despite the tools, training, coaching, video, audio and reading that are available, all three calls were as bad as I have ever heard. For example, the first caller was from a hardware/software catalog/online retailer with whom we've done a little business over the years. c) Copyright 2012 Dave Kurlan Am I judging?

Cold Calling 191

Cold Calling Call-back Hiring Decision Maker 191

The Pipeline

AUGUST 16, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Let me give you an example from my world. Even knowing that, if I was speaking to a VP of Sales and asked like the “let’s wait” crowd does, “Need a prospecting training program?” Sales Tool.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

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AUGUST 14, 2012

Here are a few examples. You can use this idea internally (showcase your sales team, for example) or outside of your organization (showcase your industry or next trade event). I take just 30 minutes going through 5 social tools every morning. I get credit as curator, but they get visibility so they want to share with others.

Social Media 233

Social Media B2B Strategy Media 233

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APRIL 27, 2012

To be good at this, first get well-connected on LinkedIn and have a paid account to really benefit from all of LinkedIn’s research tools. The phone is just one tool in your toolbox. Example: A marketing executive prospect works for an electric utility. It is not always easy, but through various strategies we are successful.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

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APRIL 27, 2012

To be good at this, first get well-connected on LinkedIn and have a paid account to really benefit from all of LinkedIn’s research tools. The phone is just one tool in your toolbox. Example: A marketing executive prospect works for an electric utility. It is not always easy, but through various strategies we are successful.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Increase Sales

JULY 28, 2012

However each of these sales training coaching professional development action plans will have some shared goals or objectives such as: Read a book on selling, marketing or business. Pay for some sales training whether face to face classrooms or webinars. The Results Tool™ allowing to turn goals into results.

How To 152

How To Webinar Metrics Hiring Face-to-face 152

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FEBRUARY 22, 2013

We teach sales professionals about the “Big 10″ items you need to pay attention to and do correctly for success on growing your visibility and your revenues using LinkedIn as a tool. Because I get so many bad connection requests, it seemed time for a primer in adding value and in personalizing messages to others.

LinkedIn 248

LinkedIn Networking Ideal Customer Profile Outbound 248

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JUNE 5, 2013

The new book is a must read for anyone who values business building or who needs to grow business because of the examples and stories which prove out Porter’s ideas. Utilize digital tools to find your community, build your brand, and connect with others. Think about that for a minute. Build a Values-Based Team.

Networking 219

Networking Top of Funnel Lead Rank Lead Scoring 219