Partners in Excellence

APRIL 22, 2024

Preface : My first real experience of Jim Berryhill was in 2012. While I wanted to be a systems engineer, the job was sales. We were sitting in his lake house (North of Atlanta), with his business partner, John Porter and his son, Jake. They were just launching the company, I was advising them on the launch strategy.

Exercises 84

Exercises Course Engineering Software 84

The Science and Art of Selling

APRIL 9, 2013

All of our memories, imagination and current experience are made up of elements of EEE™ Representational System. Most of us use one system more than the others and this shows up in the words that we use. So, what is the EEE™ Representational System? How to use your senses to grow your business. -

System 110

System How To Video Influencer 110

Your Sales Management Guru

JANUARY 3, 2012

Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan. Support systems (HR, Marketing, administration, IT, Engineering, Manufacturing). offerings in 2011?

Hiring 70

Hiring Collateral Lead Rank Trade Show 70

Fill the Funnel

NOVEMBER 30, 2011

My list of top sales books to read in 2012 consists of books that were published during 2011 and contain innovative, fresh ideas about selling, customer expectations, and how to improve your ability to win new business customers. The rational system is a thoughtful, logical planner. © MASP - Fotolia.com.

Social Media 134

Social Media Media Top of Funnel Face-to-face 134

Your Sales Management Guru

MAY 7, 2012

May 7, 2012— Ken Thoreson , author of the award-winning Your Sales Management Guru blog, articles and book series for sales leaders, renowned consultant, columnist and speaker, and Acumen Management Group Principal, was named to Top Sales ’ “ Top 50 Sales & Marketing Influencers for 2012 “ list. **revised Posting.

Influencer 77

Influencer Microsoft Marketing Conference 77

Your Sales Management Guru

JANUARY 23, 2012

A Sales Manager’s Recipe: What’s Cooking in 2012? The last three years have been tough and she was looking for new ideas for 2012 to excite her team and also to simply change up the routine. So if 2011 left a bad taste in your mouth, use the following ingredients to create a new recipe to make 2012 your best year ever.

Hiring 69

Hiring System Call-back Sales Management 69

Pointclear

JULY 19, 2012

” He finds that when companies that don’t have a process and a strategy to begin with, they invest in an expensive marketing automation platform, and it can become a glorified email system. ” 2012 Recommendation: Marketing Should Ask Sales Three Questions. There are groups that are driving ROI from social media.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

SBI

DECEMBER 8, 2020

Then came a new type of “App” created by GRiD Systems for its proprietary GRiD laptop that allowed salespeople to do away with carousels of physical slides. It made it possible to use a computer connected to a local area network (LAN) to store notes, contact information and next steps into a centralized system.

Top of Funnel 169

Top of Funnel Sales Tools Tools InsideView 169

Your Sales Management Guru

MAY 6, 2012

May 7, 2012— Ken Thoreson , author of the award-winning Your Sales Management Guru blog, articles and book series for sales leaders, renowned consultant, columnist and speaker, and Acumen Management Group Principal, was named to Top Sales ’ “ Top 50 Sales & Marketing Influencers for 2012 “ list. KNOXVILLE , Tenn.,

Influencer 66

Influencer Microsoft Marketing Conference 66

Your Sales Management Guru

DECEMBER 5, 2011

Make 2012 Your Best Year EVER! Is the market going to be better for your products/services in 2012? After three challenging years and now that we are about to enter 2012, all the sales numbers go back to zero and with confusion in the market, most everyone I have interacted with seems both physically and mentally tired.

Face-to-face 54

Face-to-face Social Media Webinar Metrics Motivation 54

Zoominfo

NOVEMBER 29, 2023

Gen Z is made up of folks born between 1997-2012 and is the largest and most diverse generation in American history. Consider ways to get the ball rolling, like establishing a reward system to incentivize feedback. Millennials, born between 1981-96, account for more than half of all business buyers.

B2B 130

B2B Social Media Loyalty B2C 130

Sales and Marketing Management

JULY 28, 2013

Teaser: Even though $18 billion was invested in customer relationship management systems in 2012, many sales leaders continue to struggle to get value from their investment. The good news is there is a family of proven applications that provide compelling enough value for salespeople to use every day to get their jobs done.

Maximizer 166

Maximizer CRM System Groups 166

Score More Sales

APRIL 30, 2013

There are SMB and mid-market sales organizations who have not embraced a cloud-based, customer relationship management system, better known as CRM or SCRM. The “S” stands for social, and indicates that a CRM system has the capability to interact with and bring in social media content right into customer and prospect records.

CRM 291

CRM Revenue SugarCRM System 291

Sales and Marketing Management

JULY 26, 2018

Bringing additional data sources to the system helps ensure that you do not simply make your existing “worst” practices more efficient. The first step toward sales AI success will be taken not by salespeople, but rather by sales ops and the IT pros determining the right data to train the system.

Training 206

Training Penetration Government CRM 206

Score More Sales

APRIL 29, 2013

Finally, it is about the system and process that you go about moving sales opportunities forward in your follow-up that helps you win. Have a CRM system that allows you to show any sales opportunities you have, and a way to record any action you’ve done toward that opportunity, plus a way to set a next action that is automated.

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261

Sales Hacker

DECEMBER 29, 2022

Related: Top 14 Sales Methodologies for Your Selling Systems. 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. You’ve got a unique problem? Here’s how my product is the unique solution. Simple, right? Simple and powerful.

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

Lessonly

AUGUST 26, 2019

To me, fewer things shout “start with why” more than a great knowledge management system. Examples of different types of knowledge management systems and knowledge management solutions include learning for schools, secure document sharing, business intelligence, and workflow management solutions. questions we were founded on.

System 29

System Film Sports Knowledge Base 29

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. Revenue is a lagging indicator.

Account 189

Account Referrals Sales Qualified Lead Quota 189

SBI Growth

JANUARY 17, 2014

percent more than the 1,214 departures announced through all of 2012.” This is split between software, systems, and the stored data. Has Sales Operations successfully evolved from spreadsheets to fully automated systems? Are your Sales and Marketing Operations systems scalable for growth? Ask Yourself Two Questions.

Remedy 281

Remedy Hiring Margin Guarantee 281

Sales and Marketing Management

JUNE 27, 2019

In 2012, Sucharita Mulpuru, a Forrester analyst, said Amazon’s conversion to sales of on-site recommendations could be as high as 60% - and these algorithms have only become more sophisticated over the past seven years.

Marketing 274

Marketing Lead Rank Lead Scoring Analytics 274

The Science and Art of Selling

APRIL 22, 2013

All of our memories, imagination, and current experience are made up of elements of the EEE™ Representational System. Most of us use one system more than the others, and this appears in the words that we use. When people speak, they primarily use one representational system. So, what is the EEE™ Representational System?

System 57

System Face-to-face Influencer Skype 57

Score More Sales

MAY 16, 2012

Basically you work around this system if you work in it at all. You have no CRM system and use some combination of e-Mail, Excel, Outlook, and/or sticky notes to “track” your prospective sales opportunities. Most systems are under-utilized because of a poor roll-out and non-existent ongoing training. The result?

Opportunity 206

Opportunity Pipeline Hiring Top of Funnel 206

Understanding the Sales Force

OCTOBER 4, 2013

I''ll share the results of their own validation: They conducted a 7-day pilot in April of 2012 and hired 23 salespeople. Some companies just don''t have the right sales management, sales process and systems in place so even the best candidates can fail or leave. Our assessment recommended 13 of them, and did not recommend 10.

Hiring 260

Hiring Licensing System Consumer 260

Score More Sales

JUNE 2, 2012

His point toward the end of the book that “It’s the system, stupid” (ode to James Carvelle) talks about the importance of your SYSTEMS in place. Yes, people are critical – but sales people change, and therefore your system, as well as your processes need to be hammered out and working smoothly.

Lead Rank 191

Lead Rank Lead Scoring Outbound System 191

The Sales Hunter

FEBRUARY 27, 2012

Feb 27, 2012. Move these people to your cold-contact list and allow your low-touch contact system to take over. Copyright 2012, Mark Hunter “The Sales Hunter.” Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter. Contact Mark. E-mail RSS.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

The ROI Guy

APRIL 25, 2012

The quarter also saw the return of Alinean’s founder Tom Pisello, the ROI Guy , as he re-engaged in day-to-day leadership, and assumed the role of CEO.

Lead Gen 45

Lead Gen Proposal Collateral ROI 45

DiscoverOrg Sales

MARCH 31, 2016

A little bit about Aura: Formerly the Deputy Chief Information Officer, Aura is now serving as Interim Chief Information Officer for Los Angeles World Airports where she is leading IT capital improvement and systems development projects valued at $100M. Integrating new Voice Over IP (VOIP) phone systems throughout all schools.

Microsoft 120

Microsoft Government Health Care SAP 120

Jonathan Farrington

SEPTEMBER 5, 2012

Then following on from the “Top 50 Sales & Marketing Influencers for 2012” which we now compile every May, we give you the “Top 50 Sales & Marketing Blogs for 2012” the definitive list of the very best bloggers, chosen from hundreds of sales commentators who post regularly.

Marketing 33

Marketing Follow-up Influencer System 33

Sales Hacker

JANUARY 20, 2021

There is always a period of restructuring after a merger or acquisition where the winning organization will need to update their systems , combine them with the loser’s systems, and acquire entirely new systems. This can include everything from severance packages to the replacement (or upgrading) of existing systems.

Opportunity 111

Opportunity Hiring System Fashion 111

The Sales Hunter

DECEMBER 28, 2012

Let’s say you sell security systems for commercial buildings. To create an engagement you might provide to the customer 2 websites you want them to look at to review what insurance companies look for in security systems. Objective of the diagram is to get them to now see first-hand the operational aspects of the system.

Prospecting 212

Prospecting Customer Insurance Insurance 212

The Sales Hunter

DECEMBER 19, 2011

A far more effective response is to create a sales and marketing system that provides an interconnected, measurable set of processes and tools that ultimately result in increased sales. Where would McDonald’s be today without a system to consistently produce hot hamburgers? The system is the solution. February 2012.

Small Business 166

Small Business Small Business Hiring Ideal Customer Profile 166

Score More Sales

FEBRUARY 7, 2013

There are too many tools that can help streamline your systems and processes to not be looking into them. We are finding a plethora of Excel spreadsheets with rep “pipeline” reports being emailed around, we also find reps with individual tools and no standard company system. How do your sales reps track sales opportunities?

CRM 238

CRM Outbound Tools Study 238

Score More Sales

MAY 20, 2013

” I set a next action in my CRM system (you use one, right?). I have a very brief story about why you might be interested in hearing more, and why it seems that our companies can benefit from talking.” I call on Thursday at 9AM. You can’t do that when you call with no voice message.

Inside Sales 250

Inside Sales Lead Rank Lead Scoring Call-back 250

Bernadette McClelland

OCTOBER 30, 2012

What I remember learning about at school and carefully constructing a B+ project on suddenly came rushing back to me, and that was the topic of the caste system – a hierarchical organisation chart for the country. The crowd enjoying Sales Mastery India 2012. Bernadette with the promoter Tanuja and her team.

Construction 255

Construction Promotion Sales Leadership B2B 255

Score More Sales

JUNE 12, 2013

Most people know how to identify prospective customers or clients and they track them in a CRM system with next actions set. This means that in your CRM system, you have tagged them so that at any time you can pull up a list of any of these three groups. Mindful means that it is thought out, and planned for.

Referrals 224

Referrals Lead Rank Lead Scoring Networking 224

Score More Sales

MAY 29, 2013

Make good notes in your CRM system (you have one, right?) Use Google Alerts, or other system with alerts, to know when specific industry terms are surfacing – this gives you content to talk with buyers about, also can give you more understanding about their (and your) business. Be somewhat vague or mysterious.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

Pointclear

JULY 10, 2012

In February of 2010, Ben Bernanke began his second term as Chairman of the Board of Governors of the Federal Reserve System. Here are the results for Q1, 2001 through Q2, 2012: The numbers say the following to me: Leads trend in the direction of GDP. When the GDP is up, the lead rate increases, and vice-versa.

Lead Generation 150

Lead Generation PointClear Leads Marketing Qualified Lead 150