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

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

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. Go to your manger and get the training / coaching that you need and deserve. You’re at a point in the year where you are discussing 2013. Don’t trash the article just yet.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

SBI Growth

AUGUST 10, 2012

Trained the sales force and channel partners on the new product. This is very different than product training. 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. They should.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

Customer Centric Selling

JULY 3, 2013

Sales Training Article: Where''s All This Buying? 2013 has been a struggle. Prospects either decided not to move ahead with any of the vendors they talked to or tried to address their issues with internal initiatives. Take a look at the sales training workshops available to you and improve sales performance.

Training 45

Training Buying Cycle Hiring Vendor 45

Customer Centric Selling

NOVEMBER 20, 2013

Sales Training Article: 8 Tips to Help the CSO Prepare for the New Year. Discover insights and market trends from SBI''s research in 2013. For a list of 2014 sales training workshops open for registration, go here. Go see a prospect. You''ll be training. They have to get ready for the new fiscal year.

Training 45

Training Hiring Trends Call-back 45

SBI Growth

MARCH 17, 2013

An athlete trains to make it to the pros, yet must continue to train to remain. 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. you can stop now.

Marketing 314

Marketing Social Media Lead Generation Campaigns 314

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.

Lead Rank 283

Lead Rank Lead Scoring Hiring Hubspot 283

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]. blog posts.

Inside Sales 200

Inside Sales Outsourcing Services Lead Rank Lead Scoring 200

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

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. That said, there are many things that can be done to put a stop to it: Training.

Conversion 209

Conversion Guidelines Face-to-face Call-back 209

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

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 Retail Health Care Lead Rank 208

Score More Sales

AUGUST 23, 2013

This came from a recent Forbes article, How Small Businesses Can Build a Relationship with Millennial Customers written by John Mason, GM of IBM’s Midmarket business unit. Until five years ago we offered two-day training sessions on sales basics, and one day leadership and advanced sessions for sales teams at their company’s location.

Customer 201

Customer Hiring Lead Rank Consumer 201

Understanding the Sales Force

APRIL 3, 2014

Today, prospects are much less inclined to take a salesperson''s call, return a voicemail or an email message, engage in a conversation, schedule a call or meeting, share important information, return calls to salespeople towards the end of the sales process or make a decision. The revenue of the prospect company.

Face-to-face 215

Face-to-face Decision Maker Call-back Outbound 215

SBI Growth

NOVEMBER 1, 2013

This article reveals how top sales reps stay on top. This no-cost tour presents findings from SBI’s research in 2013. They reach new prospects with social media. Video training modules are completed on a smartphone. Development: How can your training programs help top performers? Staying On Top.

Hiring 308

Hiring Social Media Comparison Forecasting 308

Score More Sales

MAY 20, 2013

I don’t remember ever hearing about this idea in sales training (I’ve been through so many programs over my sales career) but I immediately knew it to be true when it registered in my head. Even if my prospective buyer does not answer, I am building trust because I did what I said I’d do. I call on Thursday at 9AM.

Inside Sales 250

Inside Sales Lead Rank Lead Scoring Call-back 250

Understanding the Sales Force

MARCH 4, 2013

Understanding the Sales Force by Dave Kurlan Two weeks ago I wrote this article about how demos and presentations are like snack foods. The result is we end up giving many presentations to unqualified prospects. Only show how you do what you do to fully qualified prospects. c) Copyright 2013 Dave Kurlan Spin our wheels.

Sales Qualified Lead 188

Sales Qualified Lead Journal Consultative Selling Proposal 188

Fill the Funnel

JULY 2, 2013

The economy was approaching chaos status, social media was beginning to gain some traction with business, and inside sales was starting to become more than just a training ground for the outside sales team. Original article: Small Business Owners Have Learned the Power of Web Tools ©2013 Fill the Funnel. All Rights Reserved.

Small Business 124

Small Business Small Business Tools Social Media 124

Fill the Funnel

DECEMBER 12, 2013

This is a web tool that doesn’t need a tutorial, monthly fees or require dedicated training time. Entering a list of new prospects to learn about. Original article: Timesaver Web Tool That You Will Use Daily ©2013 Fill the Funnel. Simply enter all of the URL’s that you want to work with into URLOpener box.

Tools 115

Tools Scale Social Media Funnel 115

No More Cold Calling

OCTOBER 13, 2016

Before they make contact, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. Some take this to mean that our prospects and clients don’t really need us anymore—that the automation of selling has made B2B sales reps irrelevant.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

Customer Centric Selling

NOVEMBER 18, 2013

Sales Training Article: How to Survive the Late Release of Your New Quota. By Dan Perry, Sales Benchmark Index (SBI) Last year you got your 2013 quota in mid-February. Register for a sales training workshop to get a jump start on making your new number in the new year. Weekly training sessions.

Quota 53

Quota Training Hiring Demand Generation 53

Sales Training Connection

APRIL 3, 2013

The investment in training the sales team to sell the new product is simply not commensurate with the importance of the new product. Training is required and for an extraordinary product, it is only fitting that the training be extraordinary. So let’s explore what extraordinary new product launch training might look like?

Ideal Customer Profile 108

Ideal Customer Profile Face-to-face Engineering Training 108

Customer Centric Selling

SEPTEMBER 13, 2013

Sales Training Article: Social Selling Pests - Avoid the LinkedIn InMail of Shame. In 2013, leveraging social selling & prospecting has become mission critical. This article will give you the best practices to guide your team''s messaging. Problem Examination Trying to call or email a prospect is ineffective.

LinkedIn 45

LinkedIn Training Lead Rank Ideal Customer Profile 45

Understanding the Sales Force

JANUARY 22, 2014

Understanding the Sales Force by Dave Kurlan This is the 8th article in a January series on the Architecture of the Sales Force. Do Technical Salespeople Need Sales Training? Getting a Sales Organization to Buy-In to Sales Training. Image credit: vladyc / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan'

Proposal 233

Proposal Sports Sales Qualified Lead Scale 233

Customer Centric Selling

SEPTEMBER 20, 2013

Sales Training Article: Top Sales Tool for 2014. The organizations that have adopted early have seen 3 main benefits: They''re engaging with customers and prospects earlier in their buying process. Let''s look at a few examples of how the BPM has been used in 2013. A year later, it will be business as usual.

Sales Tools 45

Sales Tools Tools Training Collateral 45

Sales Hacker

JANUARY 15, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. Here’s a print version… The REPLY Method For Cold Prospecting. It’s what I did back in 2013. The fundamental principle behind every prospecting activity should be: Don’t prospect to make a sale, prospect to start a conversation.

Outbound 80

Outbound Cold Calling Case Study LinkedIn 80

Lessonly

APRIL 2, 2020

How does online training software accelerate your training program? Online training software enables frontline teams to quickly onboard, access information in their moment of need, and house best practices and tactics in one central location for all to learn and benefit from. . Online training software simplifies onboarding.

Software 26

Software Software Training Scale 26

Customer Centric Selling

DECEMBER 26, 2013

Sales Training Article: 2014 Resolutions. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Danilo Rizzuti at FreeDigitalPhotos.net 2013 winds down, people think about prospects for the New Year. Use the term buying (rather than sales) cycle.

Collateral 55

Collateral Negotiation Proposal Vendor 55

Customer Centric Selling

DECEMBER 26, 2012

Sales Training Article: A Time for Honesty and Reflection By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company As another year comes to a close, many take the opportunity to review the events of the last 12 months before trying to anticipate what 2013 will bring.

Vendor 58

Vendor Face-to-face Buying Cycle Trends 58

Your Sales Management Guru

JULY 7, 2013

If those advantages are enough to convince you that it’s time to “think narrow,” you may want to start by attending my session at WPC 2013 in Houston. Adding “ Thought Leadership ” to your vertical plan will create the gravity to keep your sales pipeline jammed with the right prospects. See you in Houston! .

Marketing 86

Marketing Trade Show Ideal Customer Profile Face-to-face 86

Corporate Visions

SEPTEMBER 20, 2018

But get this: today, outside reps spend 45% of their time selling remotely, an 89% increase from 2013. As you’ll see in this article from the International Journal of Sales Transformation , there’s no shortage of theories about what makes for a compelling sales call. Get the research article: The Next Best Thing to Being There.

Research 40

Research Sales Meeting Meeting Journal 40

Fill the Funnel

JANUARY 7, 2013

It is typically a time with lots of NEW in the air – new quotas, new territories, new comp plan, new prospects and new optimism. Most indicators point to 2013 being a much improved sales environment, and if true, will expose those who have not invested in the training and deployment of the new generation of web tools.

Tools 123

Tools InsideView Top of Funnel Marketing 123

Fill the Funnel

MAY 1, 2013

The good news with this rollout schedule is you should be able to attend some training and get prepared to use it effectively before it hits your profile. Part of the power of LinkedIn is the network itself; over 225 million potential connection, leads, and prospects. Date: Tuesday, May 7, 2013. But those are just numbers.

LinkedIn 127

LinkedIn Webinar Metrics Ideal Customer Profile Top of Funnel 127

HeavyHitter Sales

APRIL 7, 2013

Here’s one of my recent Harvard Business Review articles titled “Ten Reasons Salespeople Lose Deals.”. Over the past year I’ve had the opportunity to interview several hundred business-to-business salespeople about how they win-over prospective clients and the circumstances when they lose. Other Steve W.  '

Study 146

Study B2B Penetration Lead Rank 146

Partners in Excellence

OCTOBER 27, 2014

But every time I read these articles and start discussing the big issues for the coming year, I get this overwhelming sense of “Deja Vu All Over Again.” While there’s some variance, I tend to see the following: Sales Training. And the same ones that I saw in 2013, 2012………1980.

Fashion 91

Fashion Face-to-face Analytics Social Media 91

The Ultimate Sales Executive Resource

FEBRUARY 18, 2013

On February 6, 2013 Sales training industry experts Brian Lambert, Geoffrey James, John Roy and Scott Hudson discussed “The good, bad & ugly of Challenger Sales Model”. Every year, billions of dollars are spent for sales training. A big portion of these training efforts does not show adequate returns.

Airlines 56

Airlines Solutions Selling System Sales Methodology 56