2013 Top Sales World Contributors Team Unveiled

Jonathan Farrington

The 2013 contributors line-up has been finalized over at Top Sales World , and these are the sales experts who will be working with TSW this year: They will be writing articles, providing tips, taking part in roundtables and interviews etc.

30 Web Tools in 30 Days 2013 Edition

Fill the Funnel

I have done my best to make it worth bookmarking and coming back each day to learn about one of the cool new tools in the 2013 Edition of 30 Tools in 30 Days. Original article: 30 Web Tools in 30 Days 2013 Edition ©2013 Fill the Funnel.

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Trending Sources

The Biggest 2013 HR Challenge for Sales is 2014

Sales Benchmark Index

During the interview, I was surprised to hear the biggest HR challenge for 2013. The sales force is tentative - 2013 will be a repeat of 2012. Talent management is a top priority for HR leaders who support sales organizations. Recruiting is critical.

How the Big Deal Review Will Rescue 2013

Sales Benchmark Index

If you missed Q1, you need a monster Q2 to save 2013. This offer expires on April 30 th , 2013. 41% of b2b sales organizations missed the Q1 revenue target. Historically, 90% of companies who miss the first half, miss the year. Those who missed Q1 tell me a big deal pushing killed them.

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5 Traits You Need to Be an ‘A’ Player in 2013

Sales Benchmark Index

5 Traits You Need to Be an ‘A’ Player in 2013. As a sales rep, every so often you must ask yourself the question: Are you aiming for the bull’s-eye…or wearing it? This article will help you figure this out, as well as identify next steps.

Dreamforce 2013: Get Your Print-Out of the Must-See Tools Exhibitor Map #DF13

Smart Selling Tools

With all the people walking around the Dreamforce campus, keep a look-out for people that are wearing this button: It means they’ve been selected as one of our Top 40 Sales Tools of 2013. Next week I’ll partake in the world’s largest migration of the Salesforce CRM ecosystem.

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3 Key Must Have Sales Strategies for 2013

A Sales Guy

If you run or lead a sales team, there are a bazillion things your 2013 sales strategy can and should contain. Every sales and marketing organization’s 2013 strategy needs to contain a content driven lead generation campaign. Take a look at your 2013 plan.

Top Sales Books to Read in 2013

Fill the Funnel

This years Top Sales Books to Read in 2013. In fact, I am convinced that the most successful sales people in 2013 will begin to think as much as a marketer as they do a sales person. Top Sales Books to Read in 2013.

The Worst Sales Call of 2013

Sales Benchmark Index

In 2013 our consultants attended 463 live sales calls. These “experts” used the entire 2013 SKO meeting to “train” the sales force. We always compare notes with each other, singling out especially successful or poor appointments.

2013 -The FIVE Critical Challenges ….

Jonathan Farrington

My intention is to produce a free new white paper, which will be ready for distribution on December 31st – “The FIVE Most Significant Challenges Facing Every Company Everywhere in 2013″ and today, I can give you a flavor … Challenge One: Finding the Opportunities.

How We Chose The 2013 Top 50 Sales & Marketing Influencers

Jonathan Farrington

. Details of how each member of the 2013 list was chosen will appear here within the next few days – JF. General 2013 Top Sales & Marketing Influencers

5 Marketing Trends That will Impact 2013

Sales Benchmark Index

From my point of view, three big trends will affect marketing planning in 2013. As we head into 2013, it is taking on new meaning. An important step to take for 2013 is to bring these together into a comprehensive digital marketing strategy that best connects with your customers.

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Sales Lessons from Baseball's 2013 World Series

Understanding the Sales Force

So, as in baseball''s 2013 Playoffs, can your struggling salespeople step up and become the performers you need them to be? c) Copyright 2013 Dave Kurlan Understanding the Sales Force by Dave Kurlan I love comparing baseball with selling.

The Case for Smarter CRM in 2013

Score More Sales

Mid-sized companies need better tools to help understand what customers need and want. Mid-sized companies also need better ways to help the sales team capitalize on potential and actual sales opportunities.

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Reflections on 2013: Social Proof, Quota Killers, Failing CRM, and Recommendations

Smart Selling Tools

For me personally, I was honored to get a Silver award for best Sales Blog Post of 2013. Since 2013 is coming to a fast close, I thought I would offer some of our most popular posts here, including the one that took the silver.

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Who are the Top Sales Influencers in 2013?

The Sales Hunter

OpenView Sales Labs has recently released its list of 25 Top Sales Influencers for 2013. I want to share this list, as well as Top Sales World’s list of 50 Top Sales and Marketing Influencers of 2013. 25 Top Sales Influencers for 2013 by OpenView Labs.

Make 2013 a “No Excuse” Year

The Sales Hunter

A new year will soon begin and one resolution you need to make to yourself is to not make any excuses in 2013. Make 2013 the year it all comes together. Right now is the time to start organizing the key objectives of each quarter in 2013. Make 2013 the year you’re prepared.

How To Build Your Sales Pipeline in 2013

MTD Sales Training

On my first day at work, I was given a list of people to call and a phone. I was told that the more people I called, the more success I would have. Well, although it was a partly successful , I soon. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Medical Sales – Blog Round-up – Summer 2013

Sales Training Connection

If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during 2013 – in the Medical Sales – Blog Round-up. Medical Sales.

The #1 Killer of 2013 Product Launches (and how to beat it)

Sales Benchmark Index

The new product launch is around the corner. You are counting on your product marketing manager for a successful launch. Are they up to the task by using a Buyer’s Process Map as their content guide? One of the best movies of the 1980’s was Raiders of the Lost Ark.

4 Buyer Trends That Will Shake Marketing in 2013

Sales Benchmark Index

Let us look at four buyer trends bound to shake up marketing in 2013: 1. Without one in place for 2013, the probability of standing apart from the din of clicks will be remote. Allocating marketing spends on content forms buyers do not want is a bigger risk in 2013.

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Medical Sales – Blog Round-up – Fall 2013

Sales Training Connection

If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during 2013 – in the Medical Sales – Blog Round-up. Medical Sales.

New 2013 Sales Quota = HR Get Ready!

Sales Benchmark Index

Sales teams are getting their 2013 numbers. 2013 results will uncover some long-hidden flaws in the sales force. You’ll get an excerpt of CAP library items and multiple other tools that you can use to help Sales make 2013 one of the best years yet.

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Operationalize Personas to Meet Your 2013 Goals

Sales Benchmark Index

Do you want to increase sales and meet your 2013 goals? Finally, subscribe to our blog and continue to learn about Buyer Personas and how they will help your organization meet your 2013 goal. Hey, Sales Operations leaders.

Top 10 Kurlan Sales Articles of 2013

Understanding the Sales Force

Also, I did not include the article that was awarded a Gold Medal for Top Sales & Marketing Article of 2013 earlier this week. Here they are in no particular order - My Top 10 Articles of 2013: SALES. c) Copyright 2013 Dave Kurlan

Maximize Your "B Player" Sales Talent in 2013

Sales Benchmark Index

By now, HR and Sales leaders have solidified their common 2013 goals. The insights offered by Thomas DeLong and Vineeta Vijayaraghavan may be 10 years old, but they are especially relevant for 2013. Enter 2013 with a plan to get the most out of your talent.

In 2013, the Challenge Will Again Be To Deliver More With Less

Jonathan Farrington

Here then are six steps you can take in 2013 that will help you achieve those increased targets: Step One: Understand your operation. - “ I want you to deliver more …… - Profit. Sales. Productivity. Customers. Quality. Oh, and, by the way, you’ve got less … - Money.

Direct Content Marketing is Born – Prepare for 2013

Sales Benchmark Index

The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. This is the adoption of Content Marketing principles into outbound direct marketing. Direct Content Marketing is born. Content Marketing works.

Why is Selling Going Inside?

Jonathan Farrington

The number of Inside Sales departments is projected to grow from 800,000, in 2009, to over 2 million in 2013.”. General 2013 Top Sales & Marketing Influencers Inside Sales Internal Sales Top Sales academy

The Biggest Mistake a Marketing Leader Can Make in 2013

Sales Benchmark Index

SBI’s CEO Greg Alexander, was recently quoted in Hubspot’s “ 20 Marketing Trends & Predictions for 2013 & Beyond ”. Right now the biggest mistake a marketing leader can make in 2013 is to not invest in Content Marketing. 2013 is a pivotal year for Marketing Leaders.

Top 10 Sales Leadership Tips From 2013 - So Far

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan On the heels of The Top 5 Sales Leadership Articles of 2013 comes the Top 10 Sales Leadership Tips of 2013. Each of these tips are excerpts from articles I wrote during the first six months of 2013. c) Copyright 2013 Dave Kurlan

Top 5 Sales Leadership Articles of 2013 - So Far

Understanding the Sales Force

c) Copyright 2013 Dave Kurlan Understanding the Sales Force by Dave Kurlan I found it difficult to select the top 5 articles because top 5 means different things to me. Most Popular? Most Commented? Most Linked To? Favorite? Written in the last 6 months? Read in the last 6 months?

Top 50 Sales & Marketing Influencers for 2013

Your Sales Management Guru

5, 2013—Top 50 Sales/Marketing Influencer Ken Thoreson , author of articles and book series for sales leaders, renowned author, columnist, speaker and Acumen Management Group principal, has earned a spot on Top Sales World ’s 2013 “ Top 50 Sales & Marketing Influencers list. Your Sales Management Guru Blog Author on “Top 50 Sales & Marketing Influencers” List . Speaker, consultant, and author Ken Thoreson’s updated Sales Manager’s Tool Kit now available . KNOXVILLE, Tenn.,

VP-Sales: Optimize AEs Time to Make Your 2013 Number

Sales Benchmark Index

At this point in the year, you are prepping for SKO 2013. The New 2013 sales strategies are presented. How do you Get your AEs to Stop Grumbling about 2013? Moving Towards World Class in 2013. We all know what happens at SKO every year: President Club Awards are given.

Four Tips to Tune Your Sales Process in 2013


The Ultimate Contact Strategy provides a ready-to-use road map to rev up your sales process in 2013. And if history repeats, Sales leaders are undoubtedly spending a significant amount of time strategizing on how they’ll hit a bigger number in 2013.

Will These 6 Tests Save 2013’s Sales Compensation Plan?

Sales Benchmark Index

Let’s suppose HR is fully engaged for redesign of a 2013 Sales Compensation plan. That would make 2013 worse than this year! Any one of these areas could be a land mine that blows up your 2013 sales comp plan.

Eliminate the Time Zone Confusion No Matter Where You Are

Fill the Funnel

Original article: Eliminate the Time Zone Confusion No Matter Where You Are ©2013 Fill the Funnel. 30 in 30 - 2013 Web Tools converter Daylight savings time Missed meetings Time Zone

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Trend Spotting – 2013

The Pipeline

As we make our way back to work from time spent with family, friends and credit cards, we are about to besieged by a wave of articles, blog posts, tweets, and other sources touting the (new) trends for 2013. By Tibor Shanto – tibor.shanto@sellbetter.ca.

Sales Ops Resolution: Build Market-Focused Territories in 2013

Sales Benchmark Index

Make a New Year’s resolution to build territories that are market-centric in 2013. We talked about his priorities for 2013. Without the customer, nothing happens. As the Sales Operations leader, you’re out of a job without customers.

Observations On Dreamforce 2013

Partners in Excellence

At Dreamforce 2013, the first 45 minutes was spent on “Making A Difference,” helping everyone focus on the broader, higher purpose each of us has. It’s taken me a couple of weeks to sort some of my thoughts on this year’s Dreamforce.