Fill the Funnel

DECEMBER 3, 2012

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. Please note that my Top Sales Books to Read in 2013 does not include any of the “classics” in sales. Zig Ziglar. Simplified.:

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

SBI

DECEMBER 18, 2013

In all, there were 16 categories that honored thought-leaders; books, blogs and articles; software tools; and useful resources. For me personally, I was honored to get a Silver award for best Sales Blog Post of 2013. Why Your Focus on Quota is Killing Revenue Growth (Silver medal winner for best Sales Blog Post of 2013).

Quota 135

Quota CRM SAP Forecasting 135

Understanding the Sales Force

MAY 5, 2014

Understanding the Sales Force by Dave Kurlan During the past 9 years I have written the occasional Top 5, Top 10 and Top 20 Articles and we have now put them into a series of their own. Top 10 Indicators That You Have a Trustworthy Sales Prospect. Top 10 Kurlan Sales Articles of 2013. Top 10 Sales Management Functions.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

The Sales Hunter

MARCH 21, 2013

I’ve heard sales people say, “I don’t have the time to research a prospect.” What you can learn about a prospect on Linkedin is invaluable! Automatically, Google sends me a link to the article. Copyright 2013, Mark Hunter “The Sales Hunter.” Their performance record.

Relationals 182

Relationals Prospecting Google Ideal Customer Profile 182

Increase Sales

FEBRUARY 20, 2013

A while ago I wrote an article, 7 Top Tips to Car Salesman’s or Saleswoman’s Success , for salespeople who sell cars. When those who sell cars for a living read this article, they may click on a link and receive the opportunity to be added to one of my lists. Share on Facebook.

Prospecting 129

Prospecting Social Media Webinar Metrics Facebook 129

Understanding the Sales Force

NOVEMBER 13, 2013

They can get feedback, they can ask questions, they can get answers, they know that their version of Houston - their prospect or customer - can hear them and will respond if there is a good reason. I wrote this article for SoldLab and it was posted there today. c) Copyright 2013 Dave Kurlan' They choose to!

Decision Maker 313

Decision Maker Proposal Sales Cycle Exact 313

Understanding the Sales Force

JUNE 4, 2014

Understanding the Sales Force by Dave Kurlan The Selling Power Blog published a new article of mine, The Top 10 Steps Salespeople Can Take to Improve. The article includes a really terrific video on the importance of tonality. Just 3 years ago , when I wrote this article about the subject, it was 8 attempts and I thought that was high.

Territories 268

Territories Exercises Video ACT 268

Sales 2.0

JULY 25, 2016

Nice post today on the Pipeliner CRM blog from that smart man Dan McDade of Pointclear about how you should not buy into the proposition that waiting for your prospects is the right sales strategy. The idea that sales people are helpless to go outbound and speak to prospects is very dangerous to your business.

PointClear 150

PointClear Outbound Inbound Study 150

Understanding the Sales Force

JULY 15, 2013

I''ve criticized some of Geoffrey''s articles in the past but this one, 3 Reasons Why Most Presentations Fail , is really good. Talk about their history and clients instead of their prospects'' issues. When that time does come, we can all do a much better job of articulating the solution to our prospects in a more compelling way.

Exact 247

Exact Sales Prospecting Company 247

SBI Growth

OCTOBER 9, 2012

3) Focus your attentions on kick starting 2013. Let the B’s and C’s roll forward to Q1 and strengthen your 2013 pipeline. Knowing which opportunities are the priorities will help you split time accordingly among the most important prospects. John Kenney provides a compelling suggestion in his article on the weak pipeline.

How To 244

How To Top of Funnel Funnel Face-to-face 244

Understanding the Sales Force

AUGUST 28, 2013

Understanding the Sales Force by Dave Kurlan Earlier this week I wrote this article about the importance of using specific words and phrases at specific times. In the article I mentioned "at just the right time" but I didn''t elaborate. c) Copyright 2013 Dave Kurlan'

Conversion 245

Conversion Decision Maker Vendor Competition 245

The ROI Guy

JULY 9, 2013

To kick off 2013, Gartner predicted that the reigns on worldwide IT spending would loosen, forecasting an increase of 4.2% 2013 Challenges for IT Solution Providers Revenue growth is extremely important for IT solution providers, as this growth is required to sustain high valuation multiples and shareholder equity. by mid-year).

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. In this article, we take a closer look at the ways you can focus your enablement efforts, to achieve the best possible sales performance.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Understanding the Sales Force

APRIL 9, 2014

Understanding the Sales Force by Dave Kurlan I read an article last month that actually had as its title, The Death of SPIN Selling. Although the author tried, the article did little to convince ME that SPIN was dead. I agree that most prospects are well aware of what they want and why. Prospects will not tolerate that.

Proposal 249

Proposal Up-Sell Lead Rank Lead Scoring 249

SBI Growth

AUGUST 6, 2012

The Sales Leader is about to receive the 2013 Revenue Number. Customer Spend: Calculate the ideal revenue from your prospects. What should your prospects be spending on your products or services? Is the above what you can expect for your 2013 goals? Are your sales resources properly aligned with growth opportunity ?

Opportunity 316

Opportunity Strategy Banking Territories 316

SBI Growth

NOVEMBER 14, 2012

Actually, this article isn’t about your standard numbers. This article is about your ICP – that is to say, your Ideal Competency Profile numbers. You’re at a point in the year where you are discussing 2013. Now is the perfect time to approach the subject when you’re in discussions regarding quota, compensation and 2013 goals.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

SBI Growth

AUGUST 10, 2012

Your sales team needs this from you to make your product launch in 2013 successful. Maybe I can participate or least be available to those prospects who are now interested in the new product. On their June 28 th earnings call, the CEO announced the delayed release (again) of the Blackberry 10 until January, 2013. They should.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

Understanding the Sales Force

SEPTEMBER 11, 2013

When I read the article I noted a couple of things I really liked: They learn very little about sales in the first 30 days. By the time training is over, they will rank in Google for a few dozen keywords in their market, have a few dozen followers on Twitter and have written a few dozen blog articles. c) Copyright 2013 Dave Kurlan'

Lead Rank 283

Lead Rank Lead Scoring Hiring Hubspot 283

Understanding the Sales Force

APRIL 17, 2013

Understanding the Sales Force by Dave Kurlan Last week I posted this article in reference to an Inc. Magazine article that was way off base about Consultative Selling. They aren''t selling consultatively and as a result, aren''t uncovering the compelling reasons for a prospect to spend money. c) Copyright 2013 Dave Kurlan'

Decision Maker 268

Decision Maker Consultative Selling Buying Cycle Proposal 268

Understanding the Sales Force

OCTOBER 21, 2013

Understanding the Sales Force by Dave Kurlan Last week I wrote an article, Now That You Have a Sales Process, Never Mind , that was very critical of an article that appeared in Harvard Business Review. He has written a few articles which, at minimum, embarrass me and, at worst, reflect badly on him.

Lead Rank 250

Lead Rank Decision Maker Sales Qualified Lead Call-back 250

Score More Sales

JUNE 17, 2013

Do you have a prospective customer relationship that went dark on you? It can be an article, blog post or white paper that ties in with the challenge they are facing. send the link to the article or blog post as a hyperlink so that there are no attachments - you are more likely to get the email through successfully].

Inside Sales 200

Inside Sales Outsourcing Services Lead Rank Lead Scoring 200

Understanding the Sales Force

JULY 11, 2013

Understanding the Sales Force by Dave Kurlan I have written many articles on the importance of and how to use a consultative approach to differentiate you and your company from your competitors and their companies so that the decision is not based on price. c) Copyright 2013 Dave Kurlan' Salespeople are with someone from purchasing.

Conversion 209

Conversion Guidelines Face-to-face Call-back 209

SBI Growth

MARCH 17, 2013

This article is written for A-Players to sharpen their game. This will enable you to engage prospects early in the buying process. To hit your number for 2013 you may need to evolve. Crush Your Number in 2013. Reaching the most senior marketing position requires A-Player talent. you can stop now. You're a dinosaur.

Marketing 314

Marketing Social Media Lead Generation Campaigns 314

Understanding the Sales Force

FEBRUARY 26, 2014

There are certainly companies and people that don''t measure up when it comes to the high integrity profile and that is what makes prospects so skeptical. Yesterday, we had an internal conversation about our website, collateral, videos, blog articles, white papers, emails and of course, phone calls and face-to-face visits.

Face-to-face 266

Face-to-face Ideal Customer Profile Hiring Collateral 266

The ROI Guy

JANUARY 15, 2013

2013 - The Year for Sales Enablement? According to a recent DestinationCRM article: The average sales rep spends 24% of his time preparing for sales calls, 82% of sales reps are challenged by the amount of information available and the time it took to wade through it all, 15 different data sources were leveraged in the sales call preparation.

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

Understanding the Sales Force

APRIL 8, 2013

Magazine ran an article on its website that I just can''t ignore. The article''s author, Geoffrey James, says that consultative sellers strive to become trusted advisors and companies don''t need " some smart**s who kibbitzes from the sidelines.". c) Copyright 2013 Dave Kurlan' Understanding the Sales Force by Dave Kurlan Inc.

Consultative Selling 205

Consultative Selling Outsourcing Services Telecommunications Real Estate 205

Understanding the Sales Force

NOVEMBER 6, 2013

That fear - and most salespeople aren''t even consciously aware of it - prevents them from: Making prospecting calls. Making enough prospecting calls. Challenging a prospect''s thinking, plan, or position. I didn''t send you to that article to modify your sales process; only to embrace the power of qualification.

Sales Qualified Lead 275

Sales Qualified Lead Hotels Hubspot Decision Maker 275

Understanding the Sales Force

NOVEMBER 18, 2013

Do your customers, clients and prospects expect this kind of treatment? If you receive this by email or RSS, please click the article title so that you can tell us what you think about this.). SoldLab published this article of mine on their site last week. c) Copyright 2013 Dave Kurlan' What do you think? (If

Trade Show 225

Trade Show Fashion Sports Sales Leadership 225

Customer Centric Selling

JULY 29, 2013

Sales Training Article: How BMW Would Have Benefited from Social Selling. The top of the funnel is filling with highly qualified prospects. By participating, you will get our Social Selling Cheat Sheet to handle 2013''s Top Misconceptions of Social Selling. Angry customers and prospects identify themselves as in the market.

Social Selling 45

Social Selling Top of Funnel Training Case Study 45

The Pipeline

DECEMBER 30, 2013

And an even greater number of post and articles telling you all the things you should do in 2014, most of which are retreads of things they advised you to do in 2013. Well a lot of prospects don’t have “problems”, and therefore don’t see the need for a solution. Talking – Yes, you’ve heard this before, but did you listen.

Face-to-face 276

Face-to-face Commission Objections Follow-up 276

Score More Sales

JANUARY 28, 2014

I’m looking forward to seeing how the world’s largest provider of technology services navigates the Watson team toward solving the millions of data puzzles in the business world to support small and mid-market business growth through understanding customer and prospective customer data.

Data 208

Data Health Care Retail Lead Rank 208

Understanding the Sales Force

MARCH 14, 2014

The Huffington Post and the Hubspot Blog both published an article, by Dan Lyons about OMG and Kurlan and what it takes to succeed in sales. This article was named Top Sales Article for last week and this article was named a Top 10 Sales Article for last week, both over at Top Sales World. Not really.

Consultative Selling 253

Consultative Selling Training Conference Coaching 253

Understanding the Sales Force

MARCH 13, 2013

Understanding the Sales Force by Dave Kurlan Last week I posted an article that linked to two additional articles I wrote for EcSell Institute and Top Sales World. Apparently there were issues with those links last week because I got dozens of emails letting me know that you couldn't get to those two articles.

Coaching 264

Coaching Sales Management Decision Maker Competition 264

SBI Growth

JULY 23, 2013

The top of the funnel is filling with highly qualified prospects. By participating, you will get our Social Selling Cheat Sheet to handle 2013’s Top Misconceptions of Social Selling. Within minutes, the reps of their electric car fleet would have seen the article spread. Reps can use event to get an appointment with prospects.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

Customer Centric Selling

APRIL 12, 2013

Sales Training Article: How the Big Deal Review Will Rescue Your 2013 By Greg Alexander, Sales Benchmark Index (SBI) 41% of b2b sales organizations missed the Q1 revenue target. If you missed Q1, you need a monster Q2 to save 2013. We perform dozens each quarter directly with the prospects. 365 days per year.

Training 45

Training Scale Quota B2B 45

The Pipeline

SEPTEMBER 23, 2013

Well I am here to tell you it does work in 2013, and will continue to work in 2014 and beyond. You could have encyclopedic knowledge about their company, the prospect personally, industry, all the real success you have delivered to people like them in similar scenarios; if you are not a scheduled event – you are a cold call.

Cold Calling 267

Cold Calling Handbook Inbound Social Media 267

Pointclear

DECEMBER 18, 2012

You can also read his feature article Make 2013 Your Best Sales Year Ever in the January 2013 issue of Success Magazine. 2013 Predictions—Why Big Data Shouldn’t Be the Focus. Click to start video at this point — Salespeople can’t rely on marketing to send them ready to buy prospects.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201