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.”. So if you need prospect to deliver sales against quota, this is the webinar for you.

Cold Calling 276

Cold Calling Webinar Metrics Conversion How To 276

Understanding the Sales Force

MAY 5, 2014

Top 10 Indicators That You Have a Trustworthy Sales Prospect. Top 10 Kurlan Sales Articles of 2013. Top 10 Reasons Salespeople Struggle to Get Decisions. Top 15 Questions That Prospects Ask Themselves. Top 6 Reasons Decision Makers Fail to Attend Your Meetings. Top 10 Sales Leadership Tips From 2013.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

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

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. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities. Social Selling training budgets increased 48% in 2013.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

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. Simplified.:

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

Understanding the Sales Force

OCTOBER 16, 2013

If we were doing the technical work on this new feature we would have to identify all of the scenarios where the alarm would be triggered - points from which our salespeople would temporarily or permanently be operating in the dark with a given prospect or opportunity - otherwise it would be a useless feature. c) Copyright 2013 Dave Kurlan'

Decision Maker 196

Decision Maker Proposal Vendor ACT 196

Anthony Cole Training

MARCH 19, 2013

5 – Consistently prospected. 4 – Had conversations with the right people – decision makers. 3 – Created urgency with prospects. 9 – Did everything possible to succeed. 1 – Asked better questions. 1 – Had better office support. 2 - Answered – all the above.

Hiring 198

Hiring Banking Survey Conference 198

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. Prospect research doesn’t generate revenue, and historically it accounts for half of all sales time.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Understanding the Sales Force

OCTOBER 21, 2013

To achieve SOB, the prospect or customer is paying more attention to the salesperson than his/her competitors and achieves that by asking good, tough, timely questions; questions that other salespeople are not asking, questions that lead to better and different conversations; questions that challenge the prospect''s thinking.

Lead Rank 250

Lead Rank Decision Maker Sales Qualified Lead Call-back 250

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

Understanding the Sales Force

AUGUST 28, 2013

For instance, you shouldn''t come right out and ask which competitor the prospect is buying from today. You wouldn''t come right out and ask who the decision maker is. c) Copyright 2013 Dave Kurlan' The ideal time to ask specific questions with carefully selected words or phrases is when it''s contextually appropriate.

Conversion 245

Conversion Decision Maker Vendor Competition 245

Understanding the Sales Force

JULY 29, 2013

This reminded me of the prospect that has a strong relationship with the incumbent vendor. As with most group sales calls, the real decision makers weren''t there. c) Copyright 2013 Dave Kurlan' Representing the competition were the ants - ready and willing to take anything that they could away from us. Who wasn''t there?

Groups 203

Groups Decision Maker Proposal Vendor 203

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

SBI Growth

NOVEMBER 4, 2012

Before 2013 starts, now is the time to identify Buyer compelling events. Ask the right questions of the prospect and they will reveal what is causing them to buy. Understand the ways in which the purchase decision will impact the decision-maker. Understand happens if the decision-maker fails to make a decision.

Buyer 293

Buyer Decision Maker Demand Generation Demand Generation Targets 293

Understanding the Sales Force

NOVEMBER 6, 2013

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

Sales Qualified Lead 275

Sales Qualified Lead Hotels Hubspot Decision Maker 275

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. Take a moment to list out the questions you don’t have answers for with existing clients and also with your top prospective customers. Ron would always ask the same questions –.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

Understanding the Sales Force

APRIL 17, 2013

It led to a significant number of comments with one of them being this question: "Dave, in your opinion, with all the training that is available and has been delivered to sales people over the years, how come sales people still fail at executing an effective approach to qualifying a prospect. c) Copyright 2013 Dave Kurlan'

Decision Maker 268

Decision Maker Consultative Selling Buying Cycle Proposal 268

Hubspot Sales

JUNE 12, 2018

The mantra is familiar to any salesperson: qualify your prospects based on their Budget, Authority, Needs, and Timeline. Salespeople could quickly identify a problem through a good well-delivered positioning statement, confirm the prospect's interest in fixing it, qualify on BANT, and schedule a presentation. This used to work well.

Sales Qualified Lead 94

Sales Qualified Lead Prospecting Hiring Decision Maker 94

Understanding the Sales Force

FEBRUARY 27, 2013

Their prospects are very nice, say a lot of the right things, express interest in your offerings, request proposals, presentations and quotes, and promise to follow up. c) Copyright 2013 Dave Kurlan Picture #1 was for show. Picture #2 was the reality of winter in New England.

Decision Maker 212

Decision Maker Vendor Banking Call-back 212

The ROI Guy

OCTOBER 26, 2012

As you engage with prospects, it is clear that each sale is becoming more complex. One of the key factors for the recent increase in your sales complexity is the significant rise in the number of stakeholders for each purchase decision – growing 40% compared to just three years ago according to IDC. You Decide.

Marketing 65

Marketing Decision Maker ROI Proposal 65

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. That creates urgency, and an incentive for a prospect to self-qualify. c) Copyright 2013 Dave Kurlan The salesperson didn’t know how to prevent it from being an issue (tactics).

Coaching 264

Coaching Sales Management Decision Maker Competition 264

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

Increase Sales

OCTOBER 21, 2013

Sure they are the decision makers, sure they have wants and needs, sure there is urgency and yes they are committed. 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. Several times a week I receive calls from potential sales leads. Share on Facebook.

Small Business 129

Small Business Small Business Sales Qualified Lead Decision Maker 129

Understanding the Sales Force

MAY 22, 2014

While that still could be true today, it''s also possible that inside sales might replace the need for hunting, and a good consultative seller could add enough value to the prospect, his/her business, and the buying process so that great closing skills aren''t required. Let us know when you''re ready to take that plunge.

Sales Management 240

Sales Management Top of Funnel Decision Maker Webinar Metrics 240

Score More Sales

SEPTEMBER 30, 2013

Appreciation for a Great Conversation with a Prospect. Let’s say you have a great conversation with a prospective buyer. It is with a C-level decision maker, his or her Executive Assistant, or someone who is willing to be your “internal coach” helping you through the maze known as their company.

Inside Sales 236

Inside Sales Decision Maker Lead Rank Lead Scoring 236

No More Cold Calling

NOVEMBER 15, 2012

It’s exciting to reach out to current clients and also to find new relationships ( I always make time to prospect ). I’m scheduling daily calls with prospects and asking at least two people a day who they know that I should meet. Yes, I’m following my own process and actively building a qualified pipeline for 2013.

Referrals 199

Referrals Sales Qualified Lead Decision Maker Face-to-face 199

The Pipeline

FEBRUARY 1, 2013

As it stands here today in 2013, its hard to find a medium or large size company that hasn’t purchased and implemented at least some enterprise software for their business. If you aren’t building a strong business case or ROI analysis for your offering, or helping your prospect build one, you are at a serious disadvantage.

Telecommunications 312

Telecommunications Real Estate ROI Enterprise 312

SBI Growth

NOVEMBER 10, 2013

They bring buyer insights to the sales team that can be easily leveraged in sales campaigns and prospecting. Discover insights and market trends from SBI’s research in 2013. Interview prospects, customers and lost/no decision opportunities. Ask the reps to provide prospects and customers to interview.

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

Understanding the Sales Force

APRIL 3, 2014

Today, prospects are much less inclined to take a salesperson''s call, return a voicemail or an email message, engage in a conversation, schedule a call or meeting, share important information, return calls to salespeople towards the end of the sales process or make a decision. The revenue of the prospect company.

Face-to-face 215

Face-to-face Decision Maker Call-back Outbound 215

SBI Growth

JULY 22, 2013

You have to make the rest of 2013 with the sales heads you have.” Social Selling Emphasis : Social Selling is a modern prospecting methodology that fills the funnel with opportunities. 84% of decision makers begin their buying process with a referral (source: Edelman Trust Barometer). But what you do about it is not.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

Understanding the Sales Force

DECEMBER 2, 2013

we also need to learn if those usual reasons were the actual reasons or excuses, if these reasons came from the salesperson''s best guess or directly from the prospect, and whether or not our salespeople could have changed the outcome if they had been more effective, more thorough, or more efficient during the sales process.

Account 163

Account Analysis Decision Maker Positioning 163

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

Score More Sales

JUNE 3, 2013

Oh, you might do a little research and maybe even call someone else in the prospect company, but we often stick with that one guy or gal who actually took our call or replied to our email. Are you calling deep and wide into prospective customer accounts or are you sticking with your one contact in the company?

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Decision Maker 213

Janek Performance Group

OCTOBER 25, 2023

Altify notes account planning has increased from 36 percent of companies in 2013 to 50 percent today. Here, let’s examine some tips to build better relationships in account planning: Know Your Clients All sales organizations qualify prospects. New employees mean new stakeholders, decision makers, and priorities.

Account 62

Account Survey Analysis Scale 62

No More Cold Calling

DECEMBER 7, 2017

Maybe they can even get referrals from those lost prospects. In 2013, the #1 issue was enhancing lead generation (48.9%) The top sales effectiveness priority going into 2009 was optimizing lead generation. Top sales performers understand that selling begins and ends with prospecting. Hopefully they learn something from it.

Account 189

Account Referrals Sales Qualified Lead Quota 189

SBI Growth

AUGUST 26, 2012

In other words, content marketing is communicating with your customers and prospects without selling. We still see majority of marketing push product messaging at prospects. The time is now to embrace inbound marketing to pull in those prospects with content that speaks to the prospects’ interests.

Lead Rank 306

Lead Rank Lead Scoring Leads Marketing Qualified Lead 306

The ROI Guy

JANUARY 16, 2014

Examining their 2013 predictions, Gartner indicated IT spending would rise 4.2% When the dust settled on 2013, the IT spending growth was a mere 0.4%. Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing. for the year.

Forecasting 92

Forecasting Proposal Decision Maker ROI 92