SBI Growth

MAY 12, 2013

I’ll change the expected close date because the decision maker needs two more weeks. Is the decision maker waffling because he is not ready to buy? Download the Top of Funnel Metrics for 2013. The "Top of Funnel Metrics for 2013" is intended for sales leaders. Download the Top of Funnel Metrics for 2013.

Top of Funnel 293

Top of Funnel Funnel Decision Maker Forecasting 293

The ROI Guy

NOVEMBER 1, 2012

This year revealed further changes in IT Buyers and Mobility, with important implications for IT Sales and Marketing strategies in 2013 and beyond. trillion in 2013, a 3.8 IT Spending Growth Remains Challenge Worldwide IT spending is estimated to surpass $3.7 percent increase from 2012 projected spending of $3.6

Buyer 96

Buyer Decision Maker Vendor Face-to-face 96

Understanding the Sales Force

NOVEMBER 13, 2013

c) Copyright 2013 Dave Kurlan' The thing is, even though these salespeople are in the dark like the astronauts in Gravity, unlike the astronauts, they don''t need to be in the dark. Please vote for Top Sales & Marketing Thought Leader , Top Sales & Marketing Blog , and Top Sales & Marketing Article.

Decision Maker 313

Decision Maker Proposal Sales Cycle Exact 313

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

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

Anthony Cole Training

MARCH 19, 2013

4 – Had conversations with the right people – decision makers. While I waited for all 30 of the attendees to arrive, I asked the 16 who were there to answer the following: “My sales people could sell more and be more productive if only THEY…” Here are the results from that informal survey: 3 – Were more motivated.

Hiring 198

Hiring Banking Survey Conference 198

Understanding the Sales Force

MAY 5, 2014

Top 10 Kurlan Sales Articles of 2013. Top 6 Reasons Decision Makers Fail to Attend Your Meetings. Top 10 Sales Leadership Tips From 2013. Top 6 Factors for Killing a Sales Opportunity or Prospect (c) Copyright 2013 Dave Kurlan' Top 5 Steps to Coaching Your Salespeople Beyond Happy Ears. Top 16 Problems with CRM.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

The ROI Guy

DECEMBER 4, 2013

Research indicates that there are now over 8 people involved in the average B2B purchase decision. On average, the buying teams have expanded by an additional person in each of the past two years, a 43% increase compared to three years ago according to the latest 2013 IDC Buyer’s Experience Survey.

Decision Maker 75

Decision Maker Proposal Survey Channels 75

Understanding the Sales Force

OCTOBER 16, 2013

The Contact claims to be the Decision Maker and doesn''t need to get it approved. They can also be situations like, the salesperson is calling too low in the organization and the contact won''t make an introduction to the decision maker and won''t get the decision maker involved. Your turn. (c)

Decision Maker 196

Decision Maker Proposal Vendor ACT 196

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. Yet many reps struggle to get that critical first meeting with a decision maker. Social Selling training budgets increased 48% in 2013. Companies are trying to grow new business. There’s a lot written these days on Social Selling.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

Understanding the Sales Force

OCTOBER 28, 2013

Another thing you don''t see in the table is that we were with decision makers in each of our structured, consultative opportunities, but weren''t always able to accomplish that with all of the opportunities in the other two categories. Our approach dictated whether we were able to speak with decision makers.

Case Study 220

Case Study Study Decision Maker Inbound 220

The ROI Guy

OCTOBER 29, 2012

As a solution provider, you could help reduce the internal process by arming your customer with the right content and tools to help internally sell your solutions to executives and financial decision makers. proving you are not the same. You Decide. Sources: · IDC Sales and Marketing Advisory’s 2012 Buyer Experience Study.

Sales Cycle 72

Sales Cycle Decision Maker Proposal Buying Cycle 72

The ROI Guy

JULY 9, 2013

To kick off 2013, Gartner predicted that the reigns on worldwide IT spending would loosen, forecasting an increase of 4.2% 2013 Challenges for IT Solution Providers Revenue growth is extremely important for IT solution providers, as this growth is required to sustain high valuation multiples and shareholder equity. by mid-year).

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

The Pipeline

SEPTEMBER 12, 2013

Thursday, September 19, 2013. In a recent survey of 1,000 IT decision makers at Fortune ranked, small and medium-sized companies, DiscoverOrg found cold – sales calls and e-mails affect and “more importantly disrupt vendor selection.”. 1:00 – 2:00 pm EST / 10:00-11:00am PST.

Cold Calling 276

Cold Calling Webinar Metrics Conversion How To 276

Understanding the Sales Force

JUNE 16, 2015

The outlier year was 2013, when they won the World Series. I think there was far less talent on that championship team than on this year's edition, but the 2013 team had a rallying cry (Boston Strong) and everyone over-achieved. They are in last place and heading for their third last place finish in the past four years.

Hiring 120

Hiring Decision Maker How To Promotion 120

The ROI Guy

JANUARY 8, 2013

Although I too am more optimistic about 2013 compared to last, there are clear and immediate challenges that deserve action regardless. 2013 Challenges for IT Solution Providers Revenue growth is extremely important for IT solution providers, as this growth is required to sustain high valuation multiples.

Proposal 71

Proposal Decision Maker ROI Lead Rank 71

Understanding the Sales Force

JULY 29, 2013

As with most group sales calls, the real decision makers weren''t there. c) Copyright 2013 Dave Kurlan' Butterflies were fluttering about and they reminded me of the interested observers who join gatherings like this but have no influence and attend to justify their existance. Who wasn''t there?

Groups 203

Groups Decision Maker Proposal Vendor 203

Understanding the Sales Force

AUGUST 28, 2013

You wouldn''t come right out and ask who the decision maker is. c) Copyright 2013 Dave Kurlan' But upon learning that the problem is costing the company $5MM it would be a contextually appropriate time to ask who else cares about $5MM.

Conversion 245

Conversion Decision Maker Vendor Competition 245

Understanding the Sales Force

OCTOBER 21, 2013

However, in the context of a real sales cycle, the salesperson needs to identify and finally meet the decision maker. In order to accomplish that, the middle manager must be challenged with enough questions, that they can''t answer, so that they feel the need to involve a decision maker. c) Copyright 2013 Dave Kurlan'

Lead Rank 250

Lead Rank Decision Maker Sales Qualified Lead Call-back 250

Understanding the Sales Force

OCTOBER 28, 2013

Another thing you don''t see in the table is that we were with decision makers in each of our structured, consultative opportunities, but weren''t always able to accomplish that with all of the opportunities in the other two categories. Our approach dictated whether we were able to speak with decision makers.

Decision Maker 173

Decision Maker Inbound Buyer Lead Rank 173

SBI Growth

NOVEMBER 4, 2012

Before 2013 starts, now is the time to identify Buyer compelling events. Understand the ways in which the purchase decision will impact the decision-maker. Understand happens if the decision-maker fails to make a decision. Are we ready to provide solutions when these events occur? Personal Impact.

Buyer 293

Buyer Decision Maker Demand Generation Demand Generation Targets 293

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. A tool like DiscoverOrg contains direct-dial phone numbers, verified email addresses – for only decision-makers, not mom-and-pop shops.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Score More Sales

JULY 11, 2013

Ron and I would meet with various decision makers who were involved in a project that would involve thousands of the items we sold on one contract. We both were account managers selling millions of dollars worth of technology to a major aircraft company. Ron would always ask the same questions –.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

Pointclear

JULY 17, 2013

Scheduling an on-site meeting with the committee of decision-makers will be almost impossible—especially because the committee of decision-makers now has up to 21 people in it, and most of them telecommute. As many as 100 million people are expected to telecommute to work by the year 2013.

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

The ROI Guy

OCTOBER 26, 2012

Decisions that used to involve a limited set of technical decision makers now include several business group leaders, finance and procurement at the table, and more executive reviews and layers of approvals in the background. You Decide.

Marketing 65

Marketing Decision Maker ROI Proposal 65

Increase Sales

JUNE 21, 2013

Possibly, engaging in more research to find the true decision maker may be a better investment of your time or to find someone who may refer you to that decision maker. She is recognized as one of the Top 25 Sales Influencers in 2013 by Open View Sales Labs and can be reached at 219.759.5601 CST. Share on Facebook.

Ideal Customer Profile 130

Ideal Customer Profile Sales Cycle Decision Maker Face-to-face 130

DiscoverOrg Sales

MAY 2, 2019

Further, in the CEO role, that increase jumps to almost 86%: That seems like a lot – until you consider that just 7% of CEOs of F1000 companies were women in 2013; at just 13% today, there’s still clearly a long way to go. Other large gains in representation for women came in the form of COO and CFO, with +214% and +156%, respectively.

Distribution 120

Distribution Decision Maker Study Enterprise 120

Understanding the Sales Force

JUNE 9, 2014

Compare this scenario to presentation day; you are one of many salespeople that will be paraded in and out of a conference room to present to a group of influencers and decision makers - some of whom couldn''t care any less about you. Image Copyright: flynt / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan'

Groups 255

Groups Decision Maker Conference Demographics 255

Score More Sales

DECEMBER 27, 2013

or their prospecting conversion rates (how many decision makers do I need to talk to in order to set up a next meeting / demo / conversation)? The science aspect of selling needs to be measured so that you can course correct and change as you move forward.

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

Understanding the Sales Force

FEBRUARY 27, 2013

c) Copyright 2013 Dave Kurlan Give your salespeople these two pictures and the next time they begin to think that everything seems wonderful, make sure they remember to brush the snow away, take off their rose colored glasses, and learn what the landscape truly looks like underneath the false interest. (c)

Decision Maker 212

Decision Maker Vendor Banking Call-back 212

Understanding the Sales Force

APRIL 28, 2014

Image credit: tang90246 / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan' Remember, these do not replace instinct or facts - they are simply indicators to help determine whether or not you can believe your prospect and accurately predict that you''ll get the business.

Prospecting 243

Prospecting Decision Maker Study Pipeline 243

Understanding the Sales Force

NOVEMBER 6, 2013

Getting through to decision makers. c) Copyright 2013 Dave Kurlan' That fear - and most salespeople aren''t even consciously aware of it - prevents them from: Making prospecting calls. Making enough prospecting calls. Pushing back on put-offs. Challenging a prospect''s thinking, plan, or position. Asking tough questions.

Sales Qualified Lead 275

Sales Qualified Lead Hotels Hubspot Decision Maker 275

Pointclear

MARCH 20, 2014

Then when you call them, all you hear is "not interested", "just researching", "not involved", "not a decision maker" etc. Founded in 2013, the Senator Club is designed to educate members on modern day sales strategies and technologies. You know when you get excited about new inbound leads. Today''s guest blog is by Ian Adams.

Inbound 262

Inbound Leads Marketing Qualified Lead Social Media 262

Understanding the Sales Force

MARCH 13, 2013

Executed correctly, the salesperson has a conversation with a decision maker that is unlike any conversation the competition has had. The salesperson was foolishly calling on purchasing instead of an actual decision maker who owned a problem or an opportunity. c) Copyright 2013 Dave Kurlan What did you learn? (c)

Coaching 264

Coaching Sales Management Decision Maker Competition 264

Understanding the Sales Force

MAY 22, 2014

Objective Management Group (OMG) measures sales-specific capabilities, has configurations for all of the various sales roles, and further customizes those configurations for the specific business, market, competition and decision maker to be called or visited. Let us know when you''re ready to take that plunge.

Sales Management 240

Sales Management Top of Funnel Decision Maker Webinar Metrics 240

Sales Training Connection

DECEMBER 5, 2013

In any significant purchase many people are involved in the decision process. A few are key decision-makers. Others are influencers who may not make the decision but can influence those who do. An influencer may be a potential user of the solution or a key advisor to the decision-maker.

Networking 112

Networking Gatekeeper Decision Maker Influencer 112

The Pipeline

JULY 18, 2012

They are more likely to be planning on how they will deal with the change after the summer, and some may already be starting to think about 2013. The upside is that they are usually operating at a slower than normal pace (although in some industries it could be peak season), which makes them more approachable.

Account 288

Account Decision Maker Face-to-face Retail 288