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. Hospital consolidation continues.

Health Care 90

Health Care Referrals Trends Lead Rank 90

Sales Training Connection

DECEMBER 10, 2012

In our last blog we posted 4 hospital-physician issues impacting medical sales in 2013: Hospital consolidation continues. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Hospital-physician alignment grows. ACOs are on the rise. Selling with to hospitals.

Health Care 108

Health Care Customer Government Trends 108

HeavyHitter Sales

FEBRUARY 23, 2013

Based upon my experience, here’s my list of the best companies to sell for in 2013. Cadence Design Systems  www.cadence.com – 2012 was a big year for Cadence with revenues growing to $1.326 billion… 2013 promises to be even better.  Other Steve W.

Company 152

Company Analytics Enterprise Enterprise 152

Your Sales Management Guru

AUGUST 5, 2013

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. KNOXVILLE, Tenn.,

Influencer 82

Influencer Marketing Face-to-face Retail 82

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 Kurlan Sales Articles of 2013. 10 Best Sales Force Articles That You Probably Didn''t Read (Yet). Top 16 Problems with CRM.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

Customer Centric Selling

JANUARY 7, 2013

Sales Training Article: How to Build Customer Loyalty in the New Year By Geoffrey James, Inc. As we enter 2013, the business world remains in a state of uncertainty. Have a great 2013, everyone! Take a look at the sales training workshops available to you and improve sales performance. Will the economy recover?

Loyalty 51

Loyalty Training Trade Show Customer 51

Sales Training Connection

DECEMBER 2, 2013

Sales Training. Recently we came across an article about an innovation in our public schools that is getting a lot of buzz – Flipping. The article took me back a number of years to my dissertation using Flander’s system of behavioral analysis for observing classroom instruction in public schools. Sales Training.

Training 112

Training Exercises Travel Call-back 112

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.

Face-to-face 132

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

Sales Training Connection

FEBRUARY 15, 2013

Sales training curriculum. Planning your sales training curriculum for 2013? At this time of year most sales training managers are into planning for the year ahead. In previous blogs we have touched on the idea that what you do before and after the sales training is as important as the sales training itself.

Training 105

Training Hiring Face-to-face Compensation 105

Customer Centric Selling

JULY 29, 2013

Sales Training Article: How BMW Would Have Benefited from Social Selling. 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.

Social Selling 45

Social Selling Top of Funnel Training Case Study 45

Sales Training Connection

APRIL 16, 2014

Planning your sales training curriculum for 2014? At this time of year most sales training managers are into planning for the year ahead. In previous blogs we have touched on the idea that what you do before and after the sales training is as important as the sales training itself. A Classic – ’63 Corvette.

Training 98

Training Hiring Face-to-face Compensation 98

Sales Training Connection

JANUARY 23, 2013

Booz & Co published a particularly insightful article on a particularly important topic – Sales Force Design: Assessing Stark Choices and Getting it Right. The article explores the design issue from a strategic organizational perspective. But what about sales training ? Sales Force Design. Why are we doing it?

Training 103

Training Pivotal Commission Quota 103

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. This offer expires on April 30th, 2013. 365 days per year.

Training 45

Training Scale Quota B2B 45

SBI Growth

SEPTEMBER 16, 2013

Recently we trained a team of 50+ sales reps from a B2B enterprise company. Picture this: we opened the presentation with this question: “Are you going to make your 2013 revenue number?” This article will provide you with insights and strategies for still making the number in 2013. 5 Keys to Closing Strong in 2013.

Pipeline 306

Pipeline ACT Competition Top of Funnel 306

Understanding the Sales Force

OCTOBER 16, 2013

My post marks the 6th time I have strongly felt the need to question an article appearing on their pages. The November 2013 issue featured an article titled Dismantling the Sales Machine. c) Copyright 2013 Dave Kurlan' It was a survey! Those aren''t sales coaching questions, those are tick marks in the CRM system!

Sales Process 249

Sales Process Margin Survey Forecasting 249

Sales Training Connection

JULY 24, 2013

Sales training and “stickiness” – two phrases often heard in the same breath when talking with VPs of Sales and Sales Training Directors. The need for sales training to be “sticky” is clear – no one disputes it … but everyone also agrees it’s tough to achieve. A Classic – ’63 Corvette.

Training 105

Training Maximizer Face-to-face Discount 105

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. You''ll be training. Discover insights and market trends from SBI''s research in 2013.

Training 45

Training Hiring Trends Call-back 45

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. By the way, I'll be leading our top-rated Sales Leadership Intensive in Boston, May 14-15, 2013, and we'll be doing justice to all six of my competencies. Darwinian Sales Culture.

Sales Leadership 220

Sales Leadership Energy Coaching Study 220

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

FEBRUARY 21, 2013

Understanding the Sales Force by Dave Kurlan An interesting article, Secrets to Developing Successful Sales Managers , by Xactly's CEO, Christopher Cabrera, was posted on Selling Power's 2/19/13 blog. I suggest that you read it first, returning to this article for the analysis. I thought that the first half of the article was spot on.

Hiring 242

Hiring Sales Management Territories Analysis 242

Customer Centric Selling

JULY 3, 2013

Sales Training Article: Where''s All This Buying? 2013 has been a struggle. Take a look at the sales training workshops available to you and improve sales performance. Read more sales training articles from CustomerCentric Selling® - The Sales Training Company.'

Training 45

Training Buying Cycle Hiring Vendor 45

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. On their June 28 th earnings call, the CEO announced the delayed release (again) of the Blackberry 10 until January, 2013.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

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

Understanding the Sales Force

APRIL 29, 2013

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. c) Copyright 2013 Dave Kurlan' Also worth noting, the approach or methodology is only one part of selling.

Sales Management 196

Sales Management Lead Rank Consultative Selling Study 196

Understanding the Sales Force

SEPTEMBER 17, 2013

Understanding the Sales Force by Dave Kurlan My regular readers have seen this number before: 74% of all salespeople suck, so most salespeople need a lot of help, yet training and coaching are only two pieces of the puzzle. I last mentioned EcSell in an extremely popular article, This is How Sales Managers Should Coach Their Salespeople.

Coaching 201

Coaching Exact Webinar Metrics Sales Leadership 201

Sales Training Connection

APRIL 12, 2013

Over the years we have conducted numerous training projects for companies engaged in major B2B sales. Here are our observations of the typical level of VP involvement in sales training projects. Usually these matter are discussed with the Sales Training Manager. ©2013 Sales Horizons, LLC.

Training 104

Training Sales Leadership Coaching Vendor 104

Sales Training Connection

MAY 13, 2013

We recently came across Mark McNeilly’s article in Fast Company – How the Most Successful Brands take a Peek into the Future. Sales Training. The second piece of the puzzle is getting Sales Training into the game. First of all – that type of sales training is feasible. ©2013 Sales Horizons, LLC.

Training 111

Training Trends Competition Sales 111

Sales Training Connection

MARCH 27, 2013

Given the responses we thought it would be good to shift the focus of the discussion from “ how to coach ” to “how do you train sales managers to coach” If you were tasked with developing a sales coaching program for your company, what would be the design specifications? What are some of the traps that need to be avoided?

Coaching 115

Coaching Sales Management Training Consultative Selling 115

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. To hit your number for 2013 you may need to evolve. Crush Your Number in 2013. To get to the position of CMO or VP of Marketing, you are a top talent. you can stop now.

Marketing 314

Marketing Social Media Lead Generation Campaigns 314

Sales Training Connection

NOVEMBER 25, 2013

We’ve compiled them for you into the Winter 2013 edition of the Best of the Sales Training Connection. Take a look … Technorati Tags: sales training , sales training articles , sales training best practices , sales training blogs.

Training 103

Training Sales 103

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. Train the sales managers to coach the appropriate way. Provide sales training to overcome weaknesses and solve the skill gap. This is not a DIYS project!

Decision Maker 268

Decision Maker Consultative Selling Buying Cycle Proposal 268

Mindtickle

OCTOBER 30, 2016

Now they are about to go through the orientation program you have planned for them, but what about training? Laura Vanderkam’s blog post on Fortune.cnn.com references a survey from Accenture that found how 77% of college students who were going to graduate in 2013 expected to receive formal on the job training.

Training 52

Training Positioning Survey Benefit 52

Mindtickle

OCTOBER 29, 2016

Now they are about to go through the orientation program you have planned for them, but what about training? Laura Vanderkam’s blog post on Fortune.cnn.com references a survey from Accenture that found how 77% of college students who were going to graduate in 2013 expected to receive formal on the job training.

Training 52

Training Positioning Survey Benefit 52

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. For instance, today I was training a great group of salespeople and we worked on that very scenario.

Proposal 249

Proposal Up-Sell Lead Rank Lead Scoring 249

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

SBI Growth

NOVEMBER 4, 2013

Less than 60 days remain in 2013. Over these remaining weeks, conversations with SVP-Sales have focused on 3 areas: What can I still do to Make the Number in 2013 ? As 2013 winds down, 2014 naturally ramps up. An article by George de Los Reyes explains the 5 Keys to a Successful New Product Launch. SKO is on the horizon.

Hiring 296

Hiring Buyer Persona ROI Follow-up 296

Understanding the Sales Force

FEBRUARY 5, 2013

Understanding the Sales Force by Dave Kurlan You probably haven't read this article by Dan Pink (Thanks to Craig Ruhland for sending me the link). Our research clearly shows that 10% of the people that are already in sales shouldn't be selling, and another 22% can't be trained to improve their performance.

Scale 255

Scale Study Research Webinar Metrics 255