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. This issue also features the 2013 Award Winners of the Top Sales & Marketing Awards in 18 Categories. I congratulate all of them!!

Sales Talent 235

Sales Talent Video Course Up-Sell 235

Your Sales Management Guru

JULY 30, 2012

Sales Leadership: Impacting Your 2013 Revenue. This week I want you to turn your thinking towards growing overall company revenues for next year and making sure you have the proper number of salespeople contributing on your sales team. Many organizations are starting early stage strategic planning at this stage.

Sales Leadership 68

Sales Leadership Revenue Hiring Compensation 68

Understanding the Sales Force

NOVEMBER 13, 2013

It''s their sales managers, who are almost as much in the dark as their salespeople. Want an example of sales management being in the dark? End of Quarter Closing is a great example of sales management dysfunction! And please vote for OMG, a finalist for Top Sales Assessment Tool. (c)

Decision Maker 313

Decision Maker Proposal Sales Cycle Exact 313

Understanding the Sales Force

FEBRUARY 11, 2014

In baseball, they call it the 5-tool player. They have all of the tools. There''s talent, and then there''s the ability to utilize one''s talent and most sports talent evaluators are no better at this then most sales managers. For sales, there are quality tools that can be utilized to help with sales selection.

Sales Talent 263

Sales Talent Hiring Sports Tools 263

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. This is where sales enablement technology comes in. Training, training, training.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Score More Sales

JULY 31, 2013

As a younger sales manager, I was wrong 75% of the time when hiring who I thought would be a stellar sales producer using my gut. We were WRONG half of the time, and we were all very successful as former sales reps ourselves. Over time, my stats got better – to 50%. My stats were great in that category.

Hiring 183

Hiring Lead Rank Lead Scoring Compensation 183

Jeffrey Gitomer

MAY 16, 2013

Tweet REALITY QUESTION FOR SALES MANAGERS: Why would you, as a leader, take an improving salesperson who is having the best year of their career, and tell him or her they’re “not making enough calls”? You’re using CRM as an accountability tool, rather than a sales tool. Successful sales leaders….

Cold Calling 261

Cold Calling Referrals Sales Leadership Sales Cycle 261

SBI Growth

DECEMBER 4, 2012

A post for Sales and HR leaders to ensure success of 2013’s Sales compensation plan. As well, a tool is included – a sample rollout communication plan. Fast forward to April of 2013. A Chief Sales Officer is meeting with Sales VPs and the VP of Sales Operations. Sales roles that are new.

Compensation 292

Compensation Channels Fashion Construction 292

SBI Growth

SEPTEMBER 14, 2012

For HR leaders, a recent Harvard Business Review blog post provides a stark reminder of the difficult challenge of supporting Sales leaders in recruiting top talent. HR can help the Sales leader to improve recruiting results and play a vital role in making the sales number in 2013. Avoid a Myopic Focus.

Sales Talent 312

Sales Talent Territories Compensation Quota 312

SBI Growth

AUGUST 8, 2012

Sign up for our Make the Number Tour if you would like to see how your peers are allocating people, money and time in 2013. Over the last 12 months we: Surveyed over 10,000 sales representatives. Surveyed over 4,500 sales managers. Reviewed over 5,000 documents from with some the world’s best B2B sales organizations.

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation 276

The Sales Hunter

AUGUST 2, 2013

A sharp sales manager who is a strategic thinker and has clout in the company. No micro-managing. They don’t have time for petty stuff and especially for a sales manager or anyone else who wants to pick apart everything and insist on over complicating everything. ” Sales Motivation Blog.

Hiring 238

Hiring Motivation Compensation Selling Skills 238

SBI Growth

OCTOBER 4, 2013

My last blog discussed how to Make it Rain in Q4 and close the year strong. This blog addresses how sales reps can ensure their quota is realistic and attainable. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. The review presents findings from SBI’s market research in 2013.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

Understanding the Sales Force

DECEMBER 11, 2013

Along with the holiday traditions celebrated by you, your family and friends, my Blog has three traditions in December: I ask readers to vote for their favorite article from the past 12 months (coming next week). Top Sales & Marketing Thought Leader - Dave Kurlan. Top Sales & Marketing Article - Sales Management Best Practices.

Inside Sales 193

Inside Sales Groups Objections Benefit 193

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. While persistence has always been important in sales, we are in uncharted territory. c) Copyright 2013 Dave Kurlan' What can be done about this problem?

Territories 268

Territories Exercises Video ACT 268

SBI Growth

SEPTEMBER 5, 2012

Help the sales leader identify any reps that are at risk of leaving. This should actually be an ongoing task of the HR leader to have frequent discussions with Sales Directors and Sales Managers to keep pulse on which Reps may be at risk for leaving. Has any documented issues of “disconnect” with sales management.

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

Score More Sales

JULY 8, 2013

Looking back over my sales career I would have to say that my focus, for the role I had at any given time, varied due to a number of things – external and internal to the company I worked for. Do you use any technology tools to help you stay on track? What are YOUR secrets to “Keep Your Focus”? Increase Opportunities.

Inside Sales 218

Inside Sales Lead Rank Lead Scoring Distribution 218

Understanding the Sales Force

NOVEMBER 11, 2013

Understanding the Sales Force by Dave Kurlan I recently published, Increase in Social Selling Yields No Improvement in KPI''s. In addition to my Blog , this article appeared on at least 5 other Web Sites leading to many interesting comments and very strong opinions. The results show us that usage of these tools is way up.

Inbound 209

Inbound Survey Lead Rank Lead Scoring 209

SBI Growth

OCTOBER 22, 2012

If you aren’t able to answer YES to all 3 questions then sign up today for our Q3 Tour Research: How your Peers are allocating People, Time and Money in 2013. You’ll get access to the tools and information that will give you the ability to answer YES. If you're having trouble with this, don't miss this blog by Joel McCabe.

Territories 316

Territories Follow-up Meeting Tools 316

Delicious Sales

MAY 2, 2012

Sales (12918). Tools (2872). Sales Management (2614). Inside Sales (849). Outside Sales (81). Sales Process (1775). MORE >> Tools. Blog (5972). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Topics Major Topics.

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Pointclear

DECEMBER 18, 2012

Anthony is also the Managing Director of B2B Sales Coach & Consultancy, a boutique sales coaching and consulting company. In addition, he is author of The Sales Blog , where he writes about sales and selling, sales management, the sales process, and what it takes to succeed.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201

Understanding the Sales Force

AUGUST 18, 2015

The second page of the Google search results was even worse, including proclamations that B2B selling is dead and that field sales is dead. I love and use some of their tools and services and recommend them to clients too. But the key word here is tools. Tools don't replace selling. April 29 2013.

Inbound 120

Inbound Inside Sales Sales Process Top of Funnel 120

SBI Growth

NOVEMBER 23, 2012

It gets great reviews from C-Level executives, marketers and even sales managers. But how does Content Marketing help the Sales Rep? Today’s post outlines the benefits of Content Marketing from the Sales Rep’s perspective. I had a recent conversation with a Sales Rep named Seth. This is the Problem.

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

Score More Sales

APRIL 30, 2013

Many CRM tools are set up in a complicated way so a rep spends too much time learning them and then using them. A tool is nothing but a tool without a process. Before you embark on adding CRM or improving upon your CRM, you need to work through the process of how leads, opportunities and then sales happen in your organization.

CRM 291

CRM Revenue SugarCRM System 291

Score More Sales

JULY 17, 2013

Devon McDonald – Director of Sales & Marketing Support at OpenView Partners. Anthony Iannarino – B2B sales coach and consultant, The Sales Coach Blog. Every sales manager should periodically be on the phones – understand the pain of prospecting and building the pipeline”.

Hiring 192

Hiring B2B Video Lead Rank 192

No More Cold Calling

NOVEMBER 21, 2013

To learn all about the role of technology and referrals in sales, get your copy of my new book: Pick Up the Damn Phone!: It’s been nominated as the “ 2013 Top Sales and Marketing Book ” by Top Sales World. (I’d And social media and the Internet will eliminate the time-consuming, face-to-face aspect of sales.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Zoominfo

APRIL 16, 2018

There are a million tools out there (Zoominfo) to help with that. He’s skied more than 1 million vertical feet in 2013 and 2014 at Vail Colorado and more than 600K vertical feet each season since then. Reason Number Five: He runs A Sales Guy U. Keenan runs a company aptly named A Sales Guy U. # KeenanTakeover ”.

Journal 171

Journal Case Study Influencer Sports 171

Sales Training Connection

MAY 3, 2013

If the sales team is to do all this successfully they need help from others. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2013 Sales Horizons, LLC.

Competition 101

Competition Training Sales Leadership Customer Service 101

Pointclear

NOVEMBER 8, 2012

I am pleased to have as my guest today Linda Richardson, the founder and chairwoman of Richardson, a global sales performance company that delivers sales process strategies, curricula and tools to help salespeople drive more positive business outcomes. Linda’s Upcoming Book: The New Sales Conversation. Stay Tuned.

Video 174

Video Journal Up-Sell Education 174

Increase Sales

JANUARY 8, 2014

Sales Training Coaching Tip: As a reminder, SMART is Specific, Measurable, Attainable, Realistically Set High and Target Date. And yet, according to a blog posting by Jonathan Farrington sales quota or goals achievement for 2013 was only at 50%. So this criteria for goal setting has been around for 50 plus years.

Construction 128

Construction Sales Goal Sales Talent Intent 128

SBI

AUGUST 13, 2013

“Inside Sales now generates more than 50% of company revenue and is being tasked with more responsibilities and expectations—to grow territories, form partnerships, and generate new business. In 2009, there were 800,000 inside sales departments. By the end of 2013 there will be 2.3 Sales Effectiveness' Customer 2.0

InsideSales 129

InsideSales Hiring Inside Sales Webinar Metrics 129

Sales Training Connection

NOVEMBER 15, 2013

A specific sales coaching plan needs to be developed before the sales training is rolled out. The top sales leadership should communicate the plan so there are some common expectations about coaching across the front-line sales managers and the sales team. ©2013 Sales Horizons, LLC.

Sales Methodology 110

Sales Methodology Promotion Training Coaching 110

Janek Performance Group

OCTOBER 25, 2023

It’s putting their needs ahead of the sale to form long-term relationships. Altify notes account planning has increased from 36 percent of companies in 2013 to 50 percent today. However, according to Gartner , 51 percent of sales leaders agree account management channels fall short. Invite customers to share.

Account 62

Account Survey Analysis Scale 62

Crunchbase

OCTOBER 20, 2021

We are honored to feature and promote their contribution on the Crunchbase blog. Of course, nobody has a crystal ball, but we can use tools to take a look at this important topic. The current job market for sales engineers. This article is part of the Crunchbase Community Contributor Series.

Analytics 52

Analytics Engineering Hiring B2B 52

SBI

OCTOBER 16, 2012

Challenge Your Company to Think Differently about Sales Enablement. Sales Management. Your Crystal Ball: What This Year’s Sales Incentives Tell You about 2013. Calling All Sales Leaders: How to Build and Maintain a Successful Sales Organization. Requires Sales Management 2.0.

Conference 131

Conference Social Selling Data Marketing 131

Braveheart Sales

JANUARY 30, 2020

Sources: Boston Consulting Group; Aberdeen sales force study – Onboarding 2013]. Utilization of tools and templates for sales call planning and preparation. Increased employee retention (58 percent more likely to remain with the organization after 36 months). What to Provide Your New Salesperson.

Hiring 64

Hiring Sales Qualified Lead ROI Insurance 64

Customer Centric Selling

OCTOBER 28, 2013

By Joel McCabe, Sales Benchmark Index (SBI) Image courtesy of Stuart Miles at FreeDigitalPhotos.net. My last blog discussed how to Make it Rain in Q4 and close the year strong. This blog addresses how sales reps can ensure their quota is realistic and attainable. Need some help with your sales performance?

Quota 45

Quota Training Analysis Research 45

Jonathan Farrington

FEBRUARY 28, 2012

Inside sales growth is 30% faster than their outside sales counterparts. The number of Inside Sales departments is projected to grow from 800,000, in 2009, to over 2 million in 2013.”. Josiane Feigon, President of TeleSmart (Download her FREE Inside Sales Trend Report HERE ). Jonathan Farrington's Blog.

Inside Sales 26

Inside Sales Hiring Trends Field Sales 26