Understanding the Sales Force

JANUARY 31, 2014

Understanding the Sales Force by Dave Kurlan I wrote an article for the Sales Blog over at Hubspot on how Inbound Marketing has really been around, like, forever. The article was about who should be your first sales hire. This issue also announces a Top Sales Contest for Salespeople. April 15 Register.

Hiring 193

Hiring Hubspot Inbound Webinar Metrics 193

HeavyHitter Sales

DECEMBER 17, 2012

Here’s one of my recent Harvard Business Review articles titled “TOP TEN SALES TRENDS FOR 2013.”.   What are the top business-to-business sales trends for 2013? Here’s my list based upon my experience of working with some of the world’s best sales organizations this past year.

Trends 153

Trends Decision Maker Territories Analysis 153

The Sales Hunter

SEPTEMBER 10, 2013

I don’t know if there is anything more important for a sales department than to not only understand the reasoning behind a pricing structure, but also to stick to it. Of course, few people in the sales industry see it this way at the time. You can find various articles related to price at these links: Selling a Price Increase.

Discount 205

Discount Selling Skills Consumer Motivation 205

Understanding the Sales Force

APRIL 25, 2014

Understanding the Sales Force by Dave Kurlan You get more bang for your buck on Fridays! Especially this Friday when you get my powerful rant below, as well as two bonus articles! The Selling Power Blog has my new article on why consultative selling is so difficult. Head over there for a great read! But it stops there folks.

Harvest 218

Harvest Inbound Inside Sales Outbound 218

Understanding the Sales Force

FEBRUARY 28, 2014

Understanding the Sales Force by Dave Kurlan For double article Friday, in addition to my Sales Pipeline Nazi article, I have the following bonuses for you: For those of you who wanted to attend the Webinar on the Sales Candidate Analyzer, here is a link to the recording. The Sales Pipeline Nazi. And we can.

Forecasting 188

Forecasting Pipeline Sales Forecasts Webinar Metrics 188

Understanding the Sales Force

FEBRUARY 21, 2014

Understanding the Sales Force by Dave Kurlan Today you''ll receive multiple articles and a bonus video too! The Sold Lab portal posted this article of mine on Why Sales Training Doesn''t Work. Today''s article is a follow up of sorts to this article from yesterday. c) Copyright 2013 Dave Kurlan'

Airlines 186

Airlines Video Channels Follow-up 186

Understanding the Sales Force

DECEMBER 11, 2012

Understanding the Sales Force by Dave Kurlan I write often about sales process. After all, one can't accurately predict outcomes of sales calls, meetings and cycles without a formal, structured sales process to follow. I present my Top Articles on Sales Process: Baseball's Huge Impact on Sales Performance.

Sales Process 120

Sales Process Automotive Sales Methodology Sales 120

SBI Growth

JANUARY 25, 2013

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. Life as a sales rep is no exception. Reduce sales effort. Don’t wait.

Outside Sales 319

Outside Sales Inside Sales Compensation Follow-up 319

Understanding the Sales Force

NOVEMBER 5, 2014

Today I learned that an article I wrote back in November of 2013, Increase in Social Selling Yields No Increase in KPI''s , was named Top Sales Article of the Month for October 2014 by Top Sales World. sales competencies Dave Kurlan Inbound Marketing sales effectiveness study social selling'

Social Selling 256

Social Selling Revenue Inbound Face-to-face 256

Fill the Funnel

AUGUST 29, 2013

It is back again this year with a new crop of web tools to help anyone involved in sales, marketing or growing a business. These tools are appropriate for a single person entrepreneur, a sales pro in an enterprise company and even for someone who wants to build their reputation and business connections online. All Rights Reserved.

Tools 113

Tools eBook Top of Funnel Campaigns 113

Sales Training Connection

APRIL 1, 2013

Medical Sales Round Up. 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 the Winter 2013 – in the Medical Sales – Blog Round-up. Click here.

Health Care 93

Health Care Training Sales Pharmaceuticals 93

Sales Training Connection

NOVEMBER 28, 2012

Selling with to hospitals and physicians - 2013 trends. As we edge towards the end of 2012, medical sales people are thinking about closing out 2012 strong – providing momentum for a good start in 2013. Let’s take a look at four critical issues affecting hospitals and physicians as 2013 unfolds. ©2012 Sales Horizons, LLC.

Health Care 90

Health Care Referrals Trends Lead Rank 90

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. Salespeople have changed as well. Zig Ziglar.

Face-to-face 132

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

Your Sales Management Guru

AUGUST 5, 2013

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., KNOXVILLE, Tenn., To request an advance copy, email ken@acumentmgmt.com. About Ken Thoreson.

Influencer 82

Influencer Marketing Face-to-face Retail 82

SBI Growth

OCTOBER 31, 2012

In Business Services companies, Operations executives usually have more power than Sales executives. Operations leaders often have a disproportionate amount of influence over Sales functions. Sales executives, by contrast, are often viewed as wanting to take foolish risks. Ops says Sales doesn't understand the business.

Influencer 282

Influencer Strategy Policies Lead Gen 282

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. In no particular order they are: Top 10 Sales Competencies. Top 10 Sales Management Functions. 10 Sales Coaching Examples.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

Increase Sales

DECEMBER 7, 2012

A recent article about talent management in Inc Magazine suggested some ways to “ hand onto your best & brightest” employees. Of course this article implies small business owners t those in business leadership roles actually know who are their best and brightest employees. . #3 – The Global Marketplace. #4

Small Business 125

Small Business Small Business Webinar Metrics Facebook 125

The Science and Art of Selling

JANUARY 17, 2014

For two weeks in December 2013, ShareBloc ran a contest to find the Top Content Marketing Posts of 2013 as part of their open beta launch. My article about the Agreement Frame was #1 in Sales Management for 2013, and #10 in the overall contest! Read my article: Objection-Handling Technique: The Agreement Frame.

Sales Management 52

Sales Management SAP Top of Funnel Sales Qualified Lead 52

Understanding the Sales Force

NOVEMBER 7, 2013

Understanding the Sales Force by Dave Kurlan As you probably know, many people have been writing premature obituaries about the impending death of selling. The latest proof can be found in this July 2013 USA Today article. I''ll give you the important facts, but you should shoot over there and read the entire article.

Hiring 246

Hiring Inbound Trends Positioning 246

HeavyHitter Sales

FEBRUARY 23, 2013

I’ve had the privilege to work with and study hundreds of companies and their sales organizations. Based upon my experience, here’s my list of the best companies to sell for in 2013. While it includes companies than range from start-ups to billions in sales, all of these businesses share three common qualities. Other Steve W.

Company 152

Company Analytics Enterprise Enterprise 152

Keith Rosen

OCTOBER 24, 2013

Keith Rosen’s company, Profit Builders, was named one of Selling Power’s Top 20 Training Companies for 2013. ” Representatives for the publication say that editors assembled the list for the benefit of sales leaders that want to reach higher levels of productivity and performance. .” About Keith Rosen.

Company 119

Company Training Sales Coaching Coaching 119

Sales Training Connection

DECEMBER 10, 2012

In our last blog we posted 4 hospital-physician issues impacting medical sales in 2013: Hospital consolidation continues. Let’s take a look at what in means in hospital procedure and practice and then explore some jump-start steps medical sales reps could take to be responsive. ©2012 Sales Horizons, LLC.

Health Care 108

Health Care Customer Government Trends 108

SBI

DECEMBER 18, 2013

Top Sales World just held their annual ceremony for the Top Sales and Marketing Awards. In all, there were 16 categories that honored thought-leaders; books, blogs and articles; software tools; and useful resources. It’s truly an exciting time for those in the marketing and sales profession.

Quota 135

Quota CRM SAP Forecasting 135

Understanding the Sales Force

JANUARY 13, 2014

Understanding the Sales Force by Dave Kurlan It’s an interesting question and one that has more than one answer. I wrote an article back in September of 2013 that asked the question, Are Sales and Sales Management Candidates Getting Worse? Consider the way that most companies hire people for sales roles.

Hiring 267

Hiring Face-to-face Groups Webinar Metrics 267

Understanding the Sales Force

DECEMBER 18, 2013

Understanding the Sales Force by Dave Kurlan My vision, of how the future of selling is shaping up, appears in today''s (the December 18, 2013) issue of Top Sales Magazine. After you have read the article, please contribute your comments, suggestions, visions, rebuttals and opinions which are all welcome right here.

Sales Talent 235

Sales Talent Video Course Up-Sell 235

Understanding the Sales Force

MAY 28, 2014

Understanding the Sales Force by Dave Kurlan Before we discuss how to improve sales training, a quick promo for the latest and greatest taking place over at the ever improving Top Sales World. The June issue of Top Sales Magazine has been published and you can download it here. More on Baseball and Sales.

Training 246

Training Coaching Comparison Territories 246

SBI Growth

NOVEMBER 20, 2012

If you have read my past three articles on content marketing ( article 1 , article 2 , and article 3 ), then this percentage number is strikingly similar. My guess is that the percentage number of 39% will shrink in 2013. 24% came from senior levels – ranging from VP marketing or Sales to CEO’s.

Marketing 314

Marketing Hiring Strategy Buyer Persona 314

Understanding the Sales Force

MARCH 4, 2013

Understanding the Sales Force by Dave Kurlan This recent article in the Harvard Business Review Blog was as far off target as any I have ever debunked. Steve Martin lists 7 characteristics that he says differentiate great sales forces from good ones. Darwinian Sales Culture. c) Copyright 2013 Dave Kurlan

Sales Leadership 220

Sales Leadership Energy Coaching Study 220

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. 66% of Sales Reps believe that increasing the time invested by sales managers would help to increase their sales. Moneyballing: Improving Sales Competencies.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

Understanding the Sales Force

OCTOBER 16, 2013

Understanding the Sales Force by Dave Kurlan It''s amazing what Harvard Business Review will print on their pages when it comes to the subject of sales. My post marks the 6th time I have strongly felt the need to question an article appearing on their pages. So they say. Here are some of the many problems with their premise.

Sales Process 249

Sales Process Margin Survey Forecasting 249

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

Understanding the Sales Force

APRIL 29, 2013

Understanding the Sales Force by Dave Kurlan I am asked quite often about the Challenger Sales model. Read this article and be sure to read the comments - a disagreement between me and the editor of the study. Make sure you read this article too, written when the study appeared in the Harvard Business Review.

Sales Management 196

Sales Management Lead Rank Consultative Selling Study 196

Sales and Marketing Management

JULY 11, 2013

Issue Date: 2013-07-10. Teaser: In the second part of a two-part article, we look at three additional steps to stop losing to the competition. In the second part of a two-part article, we look at three additional steps to stop losing to the competition. Author: Rick Reynolds. read more'

How To 205

How To Competition Sales 205

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. While persistence has always been important in sales, we are in uncharted territory.

Territories 268

Territories Exercises Video ACT 268

Understanding the Sales Force

APRIL 15, 2013

Understanding the Sales Force by Dave Kurlan Two articles caught my attention today. OMG identifies weaknesses on its Sales Candidate Assessments that predict why someone who has all the greatest personality traits could be expected to fail. I guarantee that 74% of them will suck at sales too!

Research 291

Research Insurance Insurance Face-to-face 291

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. Streamlining the sales process. Map your strategy to the customer journey.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Understanding the Sales Force

MARCH 7, 2013

Understanding the Sales Force by Dave Kurlan I wrote an article for the March 2013 issue of Top Sales World Magazine that debriefs an actual sales call. I've written more than 1,000 articles and I believe this one is the best yet! Please join me: Tuesday, March 12, 2013 10 AM Eastern Time Register.

Examples 199

Examples Hotels Sales Leadership Webinar Metrics 199