Increase Sales

DECEMBER 7, 2012

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

Small Business 125

Small Business Small Business Webinar Metrics Facebook 125

Keith Rosen

OCTOBER 24, 2013

Keith Rosen’s company, Profit Builders, was named one of Selling Power’s Top 20 Training Companies for 2013. Feedback from each company’s clients played a much greater role in this year’s selection process than in previous years. 5) strength of client satisfaction. .”

Company 119

Company Training Sales Coaching Coaching 119

SBI

DECEMBER 11, 2012

Do you want to accomplish more in 2013? Einstein of course defined “insanity” as doing the same things over and over and expecting different results. If you want 2013 to be better–in whatever way you define that to be–you will need to take charge of change. Do you want to do more? Learn more? YOU are not insane.

Webinar Metrics 125

Webinar Metrics Guarantee Referrals Sales Tools 125

SBI

DECEMBER 18, 2013

For me personally, I was honored to get a Silver award for best Sales Blog Post of 2013. Since 2013 is coming to a fast close, I thought I would offer some of our most popular posts here, including the one that took the silver. Why Your Focus on Quota is Killing Revenue Growth (Silver medal winner for best Sales Blog Post of 2013).

Quota 135

Quota CRM SAP Forecasting 135

BrainShark

JANUARY 9, 2013

The next version of Microsoft Office is set to be made generally available in the first quarter of 2013. That means new Word, new Excel, and of course, new PowerPoint.

Microsoft 62

Microsoft Course 62

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.

Sales Talent 235

Sales Talent Video Course Up-Sell 235

Pointclear

SEPTEMBER 25, 2012

Of course,” you say. “We James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. “Of We create a marketing plan every year.” But do you really? Do you create a marketing plan that drives sales based on the sales forecast?

Lead Generation 170

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 170

SBI Growth

AUGUST 1, 2013

We’re nearly 60% through 2013. The answer is usually a tradeoff between two fundamental courses of action. Of course, there are other ways to improve sales time allocation. With no increased budget and only five months remaining in 2013, efficiency is needed. Time is running short for 2013. Just five months left.

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

SalesProInsider

MARCH 27, 2024

Tough situations aren’t new to me of course. Getting Real at Work As I finish this note, I remembered that when Conversations That Sell was published in 2013, I had wanted it to be called “Get Real, Win Sales.” People tell me I look lighter, happier, and younger! In living life…life happens! I’m forging new business relationships.

Face-to-face 62

Face-to-face Compensation Conversion Conference 62

SBI Growth

JULY 1, 2013

You see visions of making your 2013 and 2014 sales number. These are ideas that will change the course of the organization. Examine the overall sales/marketing budget spend left for 2013. By this time, it’s the end of 2013. Whether you’re ahead or behind 2013 plan, thoughts must now begin to shift.

Salary 267

Salary Epiphany Top of Funnel Revelation 267

Understanding the Sales Force

NOVEMBER 7, 2013

Of course, that''s been going on since at least 2006 when I posted my first rebuttal to this silly claim, and as recently as last month when I posted my latest rebuttal. The latest proof can be found in this July 2013 USA Today article. c) Copyright 2013 Dave Kurlan' It''s simply not true.

Hiring 246

Hiring Inbound Trends Positioning 246

The Pipeline

DECEMBER 13, 2013

If you’re in sales, the party to be at is The 2013 Top Sales & Marketing Awards Ceremony , taking place live on line this coming Tuesday December the 17th. Of course you can make the party even more happening by taking a second and voting for this very blog as the top sales blog of the year.

Pipeline 213

Pipeline Course Sales Closing 213

The Sales Hunter

SEPTEMBER 10, 2013

Of course, few people in the sales industry see it this way at the time. Copyright 2013, Mark Hunter “The Sales Hunter.” A tendency to discount becomes a downward spiral that sabotages profit, salesperson confidence and consumer confidence in the product, all at the same time. Purchasing Departments and Buyers.

Discount 205

Discount Selling Skills Consumer Motivation 205

SBI Growth

AUGUST 6, 2012

The Sales Leader is about to receive the 2013 Revenue Number. ” Oliver : “Of course. If you value the above data points, then you know the impact of accurately allocating people, money and time to making the number in 2013. Is the above what you can expect for your 2013 goals? Won deals in half the time.

Opportunity 316

Opportunity Strategy Banking Territories 316

Understanding the Sales Force

JANUARY 9, 2013

Understanding the Sales Force by Dave Kurlan It's my way, of course. Of course, some are worse than that. One of the symptoms of this problem is the wonderfully suspicious plan for 2013. Them: Our plan for 2013 is to maintain revenue where it is. And your way. And everyone's way. Ready for this? That's a plan?

Commission 203

Commission Revenue Course Sales Cycle 203

Sales and Marketing Management

MARCH 29, 2019

Fueled by a six-fold increase in venture capital investment, the number of jobs requiring AI-related skills has more than quadrupled since 2013. AI is creating new technology jobs and revolutionizing how enterprises meet their IT needs. Leading a Winning Team. Ensure ongoing success and employee retention by investing in continued education.

Marketing 209

Marketing Webinar Metrics Software Software 209

The Sales Hunter

APRIL 27, 2013

Of course you do! In the below video, I talk about the best way to deliver your price so that you can be more successful: Copyright 2013, Mark Hunter “The Sales Hunter.” Want to have more success in delivering your price? Then you have to deliver it with confidence and strong eye contact.

Video 180

Video Selling Skills Motivation Course 180

No More Cold Calling

APRIL 30, 2020

Of course, I know why,” she said. “My How People, Not Technology, Seal the Deal —in 2013, because I was alarmed by the unleashed dependence on technology by sales teams. The mother thought about it for a moment and then admitted she didn’t know why. The grandmother’s answer was priceless. “Of My pan was too small.”.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

Understanding the Sales Force

FEBRUARY 11, 2013

Of course, postponing the presentation or demo until a later stage of the sales process is futile if there isn't a formal, structured, customized, optimized sales process in place. It's time to face the reality of 2013. c) Copyright 2013 Dave Kurlan Salespeople must go through a similar process.

Consultative Selling 249

Consultative Selling Fashion Face-to-face Forecasting 249

Sales and Marketing Management

DECEMBER 12, 2017

Major universities are offering world-class courses to those who want to simply sign in, view or listen in. Three things you need to know, before we get into courses: Most are free! Have your learning & development department review courses and begin posting the links for staff. FutureLearn. University of the People.

Film 185

Film Transportation Education Analysis 185

Score More Sales

NOVEMBER 1, 2013

You might call a potential buyer ten times over the course of a few months. Rather than calling and calling to reach someone, rarely leaving a message, I suggest building trust while leaving some amount of voice mail messages. Leave a voice mail at least every other time. What do you think about the importance of trust?

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

Understanding the Sales Force

MAY 15, 2014

Of course you would. Image Copyright: iqoncept / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan' And they knew it! Would you like to know what mysterious, hidden weakness was holding them hostage, preventing them from taking the action they knew was crucial to their success? All of them were perfectionists.

Telemarketing 259

Telemarketing Pipeline Course Meeting 259

SBI Growth

DECEMBER 13, 2012

They only report history and offer little predictive insight to make course corrections. Finish up 2012 with your current metrics and then implement a clean slate for 2013. Identify new forward-looking metrics for 2013. organizations rely on traditional HR metrics like turnover rate and cost per hire.

Hiring 282

Hiring Sales Talent Ideal Customer Profile Analytics 282

Understanding the Sales Force

MAY 14, 2013

Of course, there is an in-between area where coaching is sometimes effective, or moderately effective, but even that provides feedback. c) Copyright 2013 Dave Kurlan' There''s an app for that. Not really, but we do have a free tool that you can use and get instant feedback. It will give you a score and that is immediate feedback.(c)

Sales Process 241

Sales Process Coaching Sales Coaching Lead Rank 241

Understanding the Sales Force

MARCH 10, 2014

They want someone young (not EEOC compliant, of course), with a degree, 5 years experience, motivated and energetic and memorable and attractive and well dressed and professional and trustworthy and polished. What does all that have to do with selling effectiveness?

Hiring 290

Hiring Ideal Customer Profile Compensation Webinar Metrics 290

Score More Sales

DECEMBER 27, 2013

The science aspect of selling needs to be measured so that you can course correct and change as you move forward. The point is that one step after the other, without stopping makes things happen. You Cannot Improve What You Don’t Measure.

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

The Sales Hunter

FEBRUARY 26, 2013

Yes, calling before 8 AM or after 5 PM is without a doubt a great time to connect with the super busy businessperson, but what makes the “top of the hour” technique work is it gives you more opportunities over the course of the day to connect with people. Copyright 2013, Mark Hunter “The Sales Hunter.”

Conference 250

Conference Motivation Objections Course 250

SBI Growth

AUGUST 29, 2012

Of course not. A compensation plan that misses the mark will impact your ability to Make the Number in 2013. Armed with the Sales Compensation Assessment, we now have the ability to make course corrections and design a plan that generates a true ROI on Sales. Get a copy of the Own Your Sales Comp Tool here.

Compensation 257

Compensation Penetration ROI Distribution 257

Understanding the Sales Force

FEBRUARY 26, 2014

Yesterday, we had an internal conversation about our website, collateral, videos, blog articles, white papers, emails and of course, phone calls and face-to-face visits. c) Copyright 2013 Dave Kurlan' Just one bad apple is all it takes to ruin it for everyone. It''s a must-read. You can download it right here. (c)

Face-to-face 266

Face-to-face Ideal Customer Profile Hiring Collateral 266

Understanding the Sales Force

MAY 6, 2013

The list could go on and on but none of the rebuttals actually addresses commitment - one''s willingness to do whatever it takes (ethically of course) to achieve sales success. Unless of course you like wasting time and starting over. c) Copyright 2013 Dave Kurlan' nobody tries harder. works longer hours than anyone.

Hiring 238

Hiring Policies Sales Methodology Energy 238

The Sales Hunter

JUNE 20, 2013

This demonstrates, of course, what I’m trying to tell you — a long question will get you a short answer. Copyright 2013, Mark Hunter “The Sales Hunter.” The solution lies in keeping things simple with this principle: Short questions will get you long answers, and long questions will get you short answers.

Selling Skills 234

Selling Skills Consultative Selling Up-Sell Follow-up 234

Score More Sales

SEPTEMBER 9, 2013

Prospects and buyers hear and read so many things throughout the course of their week that it really takes something special to jar them. They are doing multiple jobs, reading their email while “attending” meetings, and they multi-task all day long. Think of the best sales person you know.

Inside Sales 222

Inside Sales Lead Rank Lead Scoring Buyer Persona 222

Understanding the Sales Force

OCTOBER 4, 2013

Of course not. c) Copyright 2013 Dave Kurlan' Historically, 92% of the candidates we do recommend that eventually get hired succeed. In this pilot, their success rate was also 92%. Does it always work out like this?

Hiring 260

Hiring Licensing System Consumer 260

Increase Sales

SEPTEMBER 30, 2013

The first three sales quarters for the 2013 Increase Sales and Business Growth Game are gone as of today only one sales quarter remains. This change in your schedule may require you to return to your marketing and sales action plans and make the necessary course corrections or revisions. So what is your score? Prospecting?

Lead Rank 137

Lead Rank Lead Scoring Sales Qualified Lead Proposal 137

SBI

MARCH 20, 2018

Flash forward to the present, and the number of companies with dedicated sales enablement functions has more than tripled since 2013, reports CSO Insights. Of course, just because more companies have now invested in sales enablement (which is good!) This makes sense, of course.

Sales Enablement 139

Sales Enablement Hiring Face-to-face Course 139

Score More Sales

DECEMBER 17, 2013

Execution – noun - the carrying out or putting into effect of a plan, order, or course of action. What am I talking about? Actual execution – taking action to get the things done that lead to more revenues. Synonyms: implementation, carrying out, accomplishment, bringing about, attainment, realization. Must be in a B2B sales role.

Inside Sales 203

Inside Sales Lead Rank Lead Scoring Buyer 203

The Sales Hunter

JULY 26, 2013

One customer visit per month is not too much to ask, and over the course of a year, this would allow a CEO to gain a broad understanding of what is happening. Copyright 2013, Mark Hunter “The Sales Hunter.” A good rule, however, is a CEO should make at least one customer visit per month. ” Sales Motivation Blog.

Sales Leadership 234

Sales Leadership Selling Skills Sales Motivation 234