SBI Growth

SEPTEMBER 23, 2012

Can you count on your current Sales Rep behaviors to “Make the Number” in 2013? HR has a stake in this as the governor of company-wide behavior modification, including the Sales Department. Sign up for our Make the Number tour to learn more about how top performing companies will change Sales in 2013. says the Sales rep).

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

SBI Growth

SEPTEMBER 16, 2012

This year is no different than years prior in that every VP of Sales is getting ready for the annual 2013 sales planning season. Your CMO will love you for it, and furthermore, you can now hold him accountable for delivering the number of opportunities down the funnel that you need to make your 2013 number. The answer: Marketing.

Top of Funnel 267

Top of Funnel Funnel Demand Generation Demand Generation Targets 267

SBI Growth

OCTOBER 29, 2012

Let’s suppose HR is fully engaged for redesign of a 2013 Sales Compensation plan. That would make 2013 worse than this year! More examples of culture misfits: A company culture strives for collaborative efforts – yet the pay plan requires individuals to be ranked against each other. What can be done? Call to Action.

Compensation 253

Compensation Hiring Incentives Incentive 253

SBI Growth

DECEMBER 15, 2012

At this point in the year, you are prepping for SKO 2013. Product Training sessions are conducted. The New 2013 sales strategies are presented. How do you Get your AEs to Stop Grumbling about 2013? Moving Towards World Class in 2013. Increase revenue year over year for the AE and your company.

Compensation 244

Compensation Follow-up Up-Sell Maximizer 244

Score More Sales

JULY 26, 2013

He went on to talk about how many companies are doing the same things over and over – not changing on behalf of our ever-changing customers. Is your company arrogant? Some companies think they know best and do what they do because it always worked before. The post Is Your Company Arrogant? You can answer for yourself -.

Company 212

Company Revelation Face-to-face Webinar Metrics 212

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. If we translate all of that baseball to selling, the only two things that change are the activity and the age of the people being coached and trained.

Training 246

Training Coaching Comparison Territories 246

Score More Sales

SEPTEMBER 27, 2013

I will come back as a repeat customer when a company or vendor makes it easy for me to do business with them – how about you? The post Why 80 Percent of Companies Lose at Customer Retention appeared first on Score More Sales. This means that 84% of the time, expectations were often not met, and were not exceeded. Expand Your Pipeline.

Retention 254

Retention Company Customer Lead Rank 254

Score More Sales

MAY 3, 2013

Having been in sales for a number of years, I’m surprised that I haven’t put a matrix together already that helps a sales professional find the best fit next job as possible, and which would help companies decipher who their perfect candidate would be. You need to find a company culture that fits for you. Inside or Outside.

Company 226

Company Hiring Quota Inside Sales 226

Mindtickle

AUGUST 28, 2023

With those unique circumstances in mind, the importance of effective sales training cannot be overstated. In this blog post, we’ll outline the unique challenges faced in pharmaceutical sales training and provide practical solutions. What are some challenges in pharmaceutical sales training?

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

A Sales Guy

JANUARY 14, 2013

If you run or lead a sales team, there are a bazillion things your 2013 sales strategy can and should contain. That being said, there are three general or macro things your 2013 sales strategy MUST have to be complete; a social selling strategy, a content marketing strategy and deliberate learning plan. Take a look at your 2013 plan.

Strategy 122

Strategy Social Media Social Selling Lead Generation 122

The Sales Hunter

MAY 2, 2013

I spend a lot of time with division heads, sales managers and salespeople, and it’s not unusual for the topic of sales training to be discussed — especially in context of how important it is or isn’t. . Does sales training really deliver better outcomes for sales teams? Sales training helps build confidence.

Training 206

Training Sales Management Motivation Sales 206

The Sales Hunter

MAY 16, 2013

Is your company and/or sales team in a bit of a sales slump? I know it may surprise you to hear me say this, but sales training is not always the solution. Unfortunately, training is often pegged as the solution for everything. Obviously, I do often see where organizations could benefit greatly from training.

Training 210

Training Compensation Selling Skills Exact 210

Understanding the Sales Force

MARCH 14, 2014

So why didn''t the training on consultative selling stick? That same finding is used to determine how quickly a new salesperson will ramp up and apply what they learned from training. When you provide sales training, it''s not just new skills that you ask people to learn. c) Copyright 2013 Dave Kurlan'

Consultative Selling 253

Consultative Selling Training Conference Coaching 253

Score More Sales

MARCH 26, 2013

Mid-sized companies need better tools to help understand what customers need and want. Mid-sized companies also need better ways to help the sales team capitalize on potential and actual sales opportunities. An Experian study found that 23% of data in a company’s database is incomplete or inaccurate. Get buy-in.

CRM 235

CRM Guidelines Data Compensation 235

Allego

JANUARY 10, 2023

Yuchun Lee and Mark Magnacca—long-time entrepreneurs with successful careers in different industries—launched Allego in 2013 to transform how people learn and succeed at work. The founding team realized that traditional sales training was broken. a leading sales and presentation training firm. Creating a Company and a Culture.

Unica 118

Unica Sales Enablement Vendor Lead Rank 118

Score More Sales

DECEMBER 3, 2012

Many sales leaders and smaller company CEOs are discussing sales tam planning for next year. I remember one company that did this in February. For a growing company, this can be such a great week to reach people by phone and get things done. Some have completed theirs.

Territories 220

Territories Distribution Outbound Outside Sales 220

Your Sales Management Guru

DECEMBER 3, 2012

Sales Leadership: 2013 Sales Theme. At this time of the year everyone is working on your sales business plans for 2013 and finishing budgets and forecasts. This word reinforced the company’s focus on sales growth, professional growth, market share growth and company growth. Creating a “Drive Statement” can assist you.

Sales Leadership 82

Sales Leadership Incentives Incentive Motivation 82

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

SBI Growth

APRIL 3, 2013

Today’s content approach for most companies is out of date. World-class companies are adopting new content marketing processes. The art of transforming company self-talk into digestible content used to work. Just like we put up with VHS tapes in the 1980’s, our buyers have put up with company-centric content. No worries.

Campaigns 300

Campaigns How To Demand Generation Demand Generation Targets 300

Score More Sales

MAY 28, 2013

For midsize companies there was no shortage of ideas, examples, and tools to help any company improve marketing, sales, and procurement. Six ideas I found to be most helpful for smaller and mid-market companies: Multiple Ways to Learn. I created a collage of links to some of the most interesting posts and links here.

Company 208

Company Film Study Lead Rank 208

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

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 and Marketing Management

NOVEMBER 17, 2013

Issue Date: 2013-11-01. Teaser: Post-mortoms on failed sales training reveals common threads as to why companies are wasting their training budgets. Post-mortoms on failed sales training reveals common threads as to why companies are wasting their training budgets. Author: Dave Stein. read more'

Strategy 259

Strategy Training Company Sales 259

Anthony Cole Training

MARCH 19, 2013

Do you have the right people that, when aligned, motivated, trained and managed, will get you to your mission? Tony Cole – President, Anthony Cole Training Group. 20% have outlook issues – they’re unhappy with themselves, the economy or the company they represent. Sales POINT: You must have the right people.

Hiring 198

Hiring Banking Survey Conference 198

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

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

Hubspot Sales

OCTOBER 29, 2017

In 2013, American companies alone spent $164.2 billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. Companies spent approximately $2.2B Companies spent approximately $2.2B

Channels 112

Channels Video Training Hiring 112

SBI Growth

AUGUST 10, 2012

If you’re a CEO who has bet the company on launching a new product, you can’t afford a failed launch. Trained the sales force and channel partners on the new product. This is very different than product training. Some companies feel this is a moral victory: “We didn’t get beat by our biggest competitor. Yes, you did.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

Your Sales Management Guru

OCTOBER 1, 2012

Preparing for 2013. I thought I might simply highlight a few points from both sessions since there are pertinent for everyone as we move into 2013. 1. Some thought that marketing was simply to build awareness of the products/company-to soften the entry for a salesperson. Panel Discussion.

Sales Management 71

Sales Management Top of Funnel Hiring Lead Rank 71

Score More Sales

AUGUST 19, 2013

A lot of the companies that read this blog are big outbound prospectors – they make “warm” – not so cold, anymore, but warm calls to companies that fit as their target buyers. I''ll be speaking at Inbound 2013 this week - a whole conference about Inbound Marketing put on by HubSpot. Expand Your Pipeline.

Inbound 201

Inbound Outbound Inside Sales Lead Rank 201

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

The November 2013 issue featured an article titled Dismantling the Sales Machine. Here''s the premise: Companies that have been rigorously enforcing sales process should stop doing so because it is resulting in longer sales cycles, decreased conversion rates, unreliable forecasts and depressed margins. c) Copyright 2013 Dave Kurlan'

Sales Process 249

Sales Process Margin Survey Forecasting 249

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. Companies are trying to grow new business. Social Selling training budgets increased 48% in 2013. Think ‘customer-centric’ not ‘company-centric’. OPTIMIZE THE COMPANY LINKEDIN PAGE. Compared to B2C, most B2B company LinkedIn pages are pretty lame.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. I wrote that in 2013, back when virtual sales meetings weren’t the only option. But while it may be as close as you can get to in-person, it’s not, and you’re not.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Sales Training Connection

JANUARY 23, 2013

As the authors point out – “Getting the sales structure right can have a huge impact on the future success of a company and means billions in additional revenues and increased customer satisfaction, and getting it wrong can have an equally big negative impact.”. But what about sales training ? Why are we doing it? Sales Management.

Training 103

Training Pivotal Commission Quota 103

SBI Growth

AUGUST 23, 2012

Here it comes, the 2013 budgeting process. On top of finishing out 2012, you need to determine which Sales Strategy initiatives to prioritize in order to make the 2013 number. Harvard Business Review research suggests that companies on average deliver only 63% of the financial performance their strategies promise.

Strategy 293

Strategy Analysis Quota Resources 293

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. Whether you analyze it from the perspective of the individual, company, or an entire industry, the expectations about value are dynamic. Sales Training. ©2013 Sales Horizons, LLC.

Training 111

Training Trends Competition Sales 111