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 particular company wanted to reinforce the sales process, sales strategy execution as well as increasing the focus on customer service.

Sales Leadership 82

Sales Leadership Incentives Incentive Motivation 82

SBI Growth

AUGUST 1, 2013

We’re nearly 60% through 2013. Participating in this onsite session, you and your leaders will get the Customer Priority Scorecard. This easy-to-use scorecard will enable your sales organization to: Improve how your sales reps prioritize their time with existing customers. How Are Your Reps Prioritizing Their Customers?

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

The Sales Hunter

SEPTEMBER 26, 2013

He opened the sales meeting beautifully and then began walking the customers through the materials. For some reason, he was hung up on the idea he needed cute pictures and “marketing speak” content to wow his customer. Reason is the sales materials too many times deal with things the customer is not interested in.

Consultative Selling 201

Consultative Selling Face-to-face Selling Skills Motivation 201

Score More Sales

JANUARY 27, 2014

subscribe to Selling Power or Sales & Marketing Management. find a new audience for your product or service. analyze what past customers or clients have bought from you. offer a new service which your market wants. become more proactive with customer service. hire a prospecting coach.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

SBI Growth

NOVEMBER 8, 2012

The clearest view of the future is the market view of a company’s prospects. Not the view of its customers. Their market view is one you have not heard yet. Customers represent the past. Their market view is one you have already heard. Sales can get appointments but with only a fraction of the market.

Customer Service 288

Customer Service Account Survey ACT 288

Score More Sales

JANUARY 28, 2014

So why are you not able to use it to predict more helpful business trends, share common memes throughout your organization or really add more value to your customers? Buyers similar to your customers who the sales team should be talking with. Will my sales team learn insights about markets we could not have pulled together before?

Data 208

Data Retail Health Care Lead Rank 208

Score More Sales

JULY 23, 2013

When I was at the Smarter Commerce Global Summit in Nashville this year, I wrote about the news that Watson would be starting to use AI expertise to help in customer service applications. I just didn’t think Watson could get any smarter – but now that I think about it, it makes total sense. See the photo below. Remember R2-D2?

Lead Rank 178

Lead Rank Lead Scoring Quota Customer Service 178

Leading Results Rambings

SEPTEMBER 2, 2013

How well do you know your perfect customer? First let’s define perfect customer. The concept of a perfect customer is pretty simple – they are the ones, that if you could get enough of them, it would rock your year. As Duct Tape Marketing Consultants, we call them ideal customers. Customer Satisfaction.

Customer 79

Customer Referrals Customer Service Social Media 79

SBI Growth

OCTOBER 20, 2012

HR leaders, get ready for the 2013 Sales Kickoff by fixing the flaws in your compensation plan today. And get your hands on a Competency Grader for compensation assesement providers as part of SBI's "Make The Number 2013.". Reps were engaged in customer service and billing issues that distracted them from selling.

Compensation 267

Compensation Incentives Incentive Lead Rank 267

SBI Growth

SEPTEMBER 15, 2013

Understanding how your customers are evolving and determining whether your sales team is keeping pace. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. The organizations that have adopted early have seen 3 main benefits: They’re engaging with customers and prospects earlier in their buying process.

Tools 300

Tools Sales Tools Collateral Vendor 300

Score More Sales

OCTOBER 18, 2013

These include prospects, customers, former customers, vendors, partners, and referrers? These are the names from marketing who are potential prospects or people you find on an industry list. These items above are a basic minimum in 2013 (heading into 2014) for a seller. How do you handle pre-prospects?

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

Understanding the Sales Force

APRIL 7, 2014

Customer Service, where the focus may be upselling and/or cross-selling, has been around for ages. In this discussion we''ll focus on group #2, traditional inside sales, where salespeople field incoming calls from existing loyal customers, existing disloyal customers, and potential customers.

Consultative Selling 297

Consultative Selling Inside Sales Top of Funnel Funnel 297

Hubspot Sales

AUGUST 25, 2022

Follow up with customers. In fact, you’ve closed several successful deals and have a list of happy customers to show for it. When you’re feeling discouraged, why not reach out to some of those customers? Plus, you never know, your customer may actually need something and you end up closing an unexpected sale.

Cold Calling 119

Cold Calling Hiring Face-to-face Call-back 119

The Sales Hunter

FEBRUARY 26, 2013

The questions they ask are all geared around getting the customer to think and see why they need what it is they’re selling. The strategic salesperson is focused around the outcomes the customer is looking for. Their questions are focused on getting the customer to think about the outcomes they need to succeed.

Margin 249

Margin Motivation Objections Competition 249

Understanding the Sales Force

DECEMBER 9, 2013

By the way, inside sales is a term that no longer works for me because it could refer to any of the following roles: Customer Service - solving problems. Inbound Marketing - following up on internet-driven leads. Telemarketing - scripted sales pitch for a specific product or service. c) Copyright 2013 Dave Kurlan'

Inside Sales 268

Inside Sales Outside Sales Telemarketing Travel 268

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. Delighting Your Customers. Marketing Study Update.

Company 208

Company Film Study Lead Rank 208

Score More Sales

JANUARY 21, 2014

The third big rock might be working with your marketing person to get a Q1 mailing out so that you keep nurturing prospects who are interested but not ready to buy. Whether you are in sales, customer service, or leading a company – you have hundreds, if not thousands of things to think about. Why Do This?

Lead Rank 236

Lead Rank Lead Scoring Compensation Outbound 236

The Sales Hunter

JANUARY 3, 2013

Salespeople tend to believe they need to spend more time with major accounts, while Marketing will always argue more time should be spent prospecting. Marketing, on the other hand, tends to be compensated more for business growth, and their belief tends to be that growth is more likely to come from new customers than from existing customers.

Account 204

Account Prospecting Guidelines Compensation 204

SBI

OCTOBER 16, 2012

Social Selling and Big Data at the Upcoming Sales & Marketing 2.0 will host the Sales & Marketing 2.0 They do this with the help of actionable insight from their data – data about their markets, customers, contracts, products, and historical sales. Sales & Marketing. Conference. The Sales 2.0

Conference 131

Conference Social Selling Data Marketing 131

Pipeliner

JULY 2, 2022

Harry says he had to switch to a more service-oriented mindset because he failed miserably as a traditional salesperson. He understood that the thing he did best was serving people, and so he decided to be the best customer-service-minded salesperson there was. in 2013 because everything was about metrics.

Video 52

Video Referrals Small Business Small Business 52

Sales Training Connection

MAY 3, 2013

Today, however, customers expect sales people to know more about each of those plus be knowledgeable about the customer’s industry, their competition, and how they can bring greater value. improve the customer service experience. improve the customer service experience. ©2013 Sales Horizons, LLC.

Competition 101

Competition Training Sales Leadership Customer Service 101

Crunchbase

MAY 14, 2020

Abel’s wealth of knowledge in the software as a service space is demonstrated by not only his success at G2, but his previous work; he founded and led BigMachines, a leading SaaS CPQ company, to its acquisition by Oracle in 2013 for over $400 million. VP of Marketing at Outreach. Max Altschuler. Company Funding: $239 million.

Top of Funnel 132

Top of Funnel Scale Twitter LinkedIn 132

The Sales Hunter

FEBRUARY 22, 2013

When you discount your price to close something out, you run a huge risk of altering the price/value relationship of what you have created with your customers. If you must discount your price to do a close-out of some type, do it in a market, industry or area separate from your existing customers.

Discount 181

Discount Closing Margin Resources 181

Fill the Funnel

SEPTEMBER 9, 2013

One example of this is when considering an old rule of sales - keep in touch with customers and leads in a consistent and timely manner – which has been dramatically streamlined by using an email automation tool and service like AWeber. This is why the automated email marketing service provided by AWeber is so invaluable.

Leads 107

Leads Marketing Qualified Lead Constant Contact Top of Funnel 107

Increase Sales

AUGUST 7, 2013

Yet for some sales teams especially those establishing new vertical markets or with new solutions (products or services), creating a vision statement for the sales team may actually be beneficial. The crystallization of clarity is so critical to business growth within any department be it sales, customer service to operations.

Exercises 132

Exercises Small Business Small Business Coaching 132

Understanding the Sales Force

DECEMBER 9, 2013

By the way, inside sales is a term that no longer works for me because it could refer to any of the following roles: Customer Service - solving problems. Inbound Marketing - following up on internet-driven leads. Telemarketing - scripted sales pitch for a specific product or service. c) Copyright 2013 Dave Kurlan'

Outside Sales 178

Outside Sales Telemarketing Inside Sales Travel 178

Hubspot Sales

FEBRUARY 14, 2024

That might sound counterintuitive, but I interviewed Yuval Ackerman , email strategist, who shared her top tips for writing sales email marketing that don’t give you the ick! Yuval Ackerman, ethical email marketing specialist at Ackerman Copywriting , kicks off with her first tip: knowing your audience. Know your audience.

Data 97

Data Segment Email Marketing Webinar Metrics 97

Delicious Sales

MAY 2, 2012

Marketing (6398). Customer Service (995). Customer (6670). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Topics Major Topics. Sales (12918). Training (4995). Prospecting (4539). Tools (2872). Sales Management (2614). Software (1035). Inside Sales (849). Channels (799).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Fill the Funnel

SEPTEMBER 16, 2013

Each of these examples has powerful implications to your daily activity and success, whether in sales, business development, recruiting or marketing. There are 30 people in customer roles including Payroll, Invoicing, Customer Service, Technical Support, Delivery, Maintenance and more. There are 5 System Engineers.

Networking 115

Networking LinkedIn Demand Generation Targets Google 115

SBI Growth

NOVEMBER 29, 2012

Marketing leaders can gain a competitive advantage by executing a high value exercise Develop a Persona Ecosystem. For marketing leaders tasked with acquiring new customers this is the most valuable exercise you will perform all year. Dive in head first to enhance your 2013 Marketing Plan.

Exercises 310

Exercises Lead Rank Lead Scoring Marketing 310

Sales Training Connection

OCTOBER 21, 2013

Salespeople must, in a compelling way, make the connection between their solution and the outcomes that are important to the customer. They cannot leave making the connections to the customer because sometimes the customer will and sometimes they will not make the connections. In this market everybody gets it.

Face-to-face 97

Face-to-face Competition Account Engineering 97

Jonathan Farrington

FEBRUARY 5, 2013

Relationship marketing is no longer a new buzz word (or even two) and obviously it’s here to stay. Relationship marketing is all about looking at your customers and your relationship with them in a new light. It’s about customization to meet the needs of the individual. Customer Expectations. In a word – Yes!

Customer 44

Customer Advertising Advertising Exercises 44

Sales Training Connection

APRIL 24, 2013

In today’s markets a competitor is likely come out with a product that is just as good or better than yours, in half the time you thought it is going to take – plus make it cheaper. Now it is possible to differentiate by added value such as customer service. Address the marketing-sales chasm. ©2013 Sales Horizons, LLC.

Competition 109

Competition Pivotal Training Compensation 109

The Spiff Blog

MARCH 17, 2022

Mohammed was born in Iraq and moved to the United States in 2013. Dave started his career in sales and marketing prior to falling in love with the balanced left/right brain usage of product management. In his career he has moved from Customer Service, to Account Management, now for the last five years in more technical roles.

Meeting 62

Meeting Engineering PeopleSoft Travel 62

Smooth Sale

MAY 30, 2018

Attract the Right Job or Clientele: Taice Perrotti is Spiro’s Marketing Director. The story of Spiro began with a movie, but we’ll get to that in a minute… In 2013, one of Spiro’s co-founders, Adam Honig, sold his company that he had spent 15 years building to a very large firm. Their average win rate increased by about 20%.

CRM 89

CRM Hiring Forecasting Call-back 89

SalesLoft

SEPTEMBER 2, 2013

Reps brag about “winning deals” as if it was at the customer’s loss. Fortunately, customer service and success teams have it right. We’re smack dab in the middle of a worldwide business trend to be delightful to our customers…to love our customers and put them at the center of our universe.

Top of Funnel 52

Top of Funnel Face-to-face Twitter Vendor 52

Velocify

MARCH 5, 2013

Small business expert Rieva Lesonsky recently wrote that 2013 will be a year that small businesses “go for it” with small business optimism rising. Big players have extensive marketing and advertising budgets, and technology to respond quickly and effectively to prospective buyers.

Small Business 73

Small Business Small Business Leads360 CRM 73