2013 Construction Objections Sales 
Understanding the Sales Force
JUNE 17, 2013
Understanding the Sales Force by Dave Kurlan A recent article in Columbus Business First discussed background checks and use of personality tests. Notice that they didn''t say that personality is the best insight into whether a person will succeed in sales. You also need a best-practices, sales recruiting process. Never will be.
SBI Growth
OCTOBER 31, 2013
A field Sales Rep should be spending around 64% of those available hours selling. The statistics I share below are from SBI’s 2012 Sales & Marketing Research. The statistics I share below are from SBI’s 2012 Sales & Marketing Research. There is now an updated 2013 SBI Research Review which you can sign up for here.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
SBI Growth
OCTOBER 2, 2012
Turnover is a fierce headwind for leaders of Sales and HR. Here is their success story and an invitation to learn more best practices from SBI's “ Make the Number 2013 Tour.”. As the strategic HR partner to multiple sales leaders, Steve is responsible for recruiting and retaining top talent. Something Had to Change.
Increase Sales
JUNE 6, 2014
Research continues to poor that provide pathways to sustainable small business growth and yet small business owners, sales managers and even C Suite executives continue to stick their heads in the sand dune. The answer is simple human capital, people are not valued at the level they should be. Share on Facebook.
Cincom Smart Selling
JANUARY 30, 2015
That, along with making a profit, is the whole point of sales. To make this easier, some best-in-class businesses have chosen to use Configure-Price-Quote (CPQ) applications to help within their sales processes. But what can CPQ do to make your sales process more effective?
Costello
DECEMBER 11, 2018
Cory Bray , coauthor of The Sales Enablement Playbook , Sales Development , and the recently released Triangle Selling. With a background in sales, finance, and operations, he’s crafted his experiences into a career in sales enablement. What is The Sales Enablement Playbook about and why did you write it?
Customer Centric Selling
NOVEMBER 8, 2013
Sales Training Article: 5 Proven Steps to Sell Smarter. By Dan Bernoske, Sales Benchmark Index (SBI) Of the 365 days in a year, you can spend 232 of them selling (See Exhibit A). A field Sales Rep should be spending around 64% of those available hours selling. A close second is "post-sale support" clocking in at 16.4%.
Expert insights. Personalized for you.
228 
Let's personalize your content