Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. Top Sales Books to Read in 2013.

Face-to-face 132

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

Understanding the Sales Force

OCTOBER 21, 2013

This elite salesperson is also described in my 2005 best-seller, Baseline Selling , where I introduced a sales process milestone called SOB Quality (speed on bases, a baseball expression). Questions that challenge the prospect''s thinking is the essence of the Challenger. In this scenario, without context, James is correct again.

Lead Rank 250

Lead Rank Decision Maker Sales Qualified Lead Call-back 250

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

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

SBI Growth

JULY 22, 2013

You have to make the rest of 2013 with the sales heads you have.” There are 10 best practices Sales VPs have taken to ensure this doesn’t happen. Below are five of the 10: Sales Manager/VP field sales rides : Participating with your sales reps on more field calls leads to increased revenue.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

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

No More Cold Calling

DECEMBER 7, 2017

But they will definitely miss quota if sales managers continue to focus on the wrong behaviors and don’t shift their priorities. Maybe they can even get referrals from those lost prospects. Without enough qualified leads, account based sales reps won’t capture new accounts and won’t make quote or meet revenue goals.

Account 189

Account Referrals Sales Qualified Lead Quota 189

Janek Performance Group

OCTOBER 25, 2023

It’s putting their needs ahead of the sale to form long-term relationships. Altify notes account planning has increased from 36 percent of companies in 2013 to 50 percent today. However, according to Gartner , 51 percent of sales leaders agree account management channels fall short. This includes personnel. Let’s face it.

Account 62

Account Survey Analysis Scale 62

Understanding the Sales Force

JANUARY 22, 2014

Understanding the Sales Force by Dave Kurlan This is the 8th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople.

Proposal 233

Proposal Sports Sales Qualified Lead Scale 233

Bernadette McClelland

JANUARY 15, 2017

Prospects and customers either answered the phone (or pager) or their PA did. You could call on a business manager whose role was fairly simple and straightforward – it was finance and function focused. The business manager was a decision maker in his or her own right and their sign-off was for a fairly healthy dollar figure.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

InsideSales.com

MARCH 11, 2020

Cold Calling Motivation for Sales Teams: What Sales Managers Can Do to Motivate Reps. When it comes to cold calling a prospect, there are certain rules that should always be followed. You want to make sure that you are there right when a prospect’s interest in your product or service is still fresh. Persistency.

Cold Calling 77

Cold Calling Sales Qualified Lead Call-back eBook 77

SBI

JANUARY 29, 2014

The reason it’s wrong is that both are equally involved in making the decision even while they’re often at odds with one another. If we can understand how they are intertwined, we can provide better service to our prospects and customers during the decision process. Myth #1: Sales is a Numbers Game. Sales Effectiveness'

Lead Rank 139

Lead Rank Lead Scoring Quota Lead Qualification 139

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Customer Centric Selling

NOVEMBER 18, 2013

Sales Training Article: How to Survive the Late Release of Your New Quota. By Dan Perry, Sales Benchmark Index (SBI) Last year you got your 2013 quota in mid-February. This caused mass confusion, frustration and demotivation on your sales team. Do you have enough sales people to cover the new quota?

Quota 53

Quota Training Hiring Demand Generation 53

The Sales Association

NOVEMBER 9, 2011

Sharing best practices in sales and sales management www.salesassociation.org. I know, I know, management provides you with these snazzy Web leads and purchased lists and calls it "warm calling"—whatever that means. But these prospects raised their hands," they tell you. Wednesday, November 9, 2011.

Cold Calling 34

Cold Calling Top of Funnel Face-to-face Call-back 34

The ROI Guy

APRIL 12, 2013

With such low adoption, it should not be a surprise that despite some good wins, your new value-focused sales tools might not be garnering the anticipated usage. So how do you achieve sales tool adoption in 2013? Is there a way to get sales to sell on value and leverage the tools to do so?

Sales Tools 68

Sales Tools Tools Incentives Incentive 68

Sales Hacker

OCTOBER 7, 2021

B2B is H2H – human to human – and most women can leverage these powerful skills to create lasting connections with prospects, personalize value, and create customers for life. What would you tell a woman just starting a career in sales? What is your best piece of career advice for women in sales?

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

OnePageCRM

MARCH 21, 2017

Charles wanted to keep their sales team focused on the sale so they needed a tool which allowed them to predict revenues and manage follow-ups in a timely manner. Prior to using a CRM, they had no way of knowing who had previously reached out to prospects. It’s time they could be on the phone selling to a prospect.

CRM 49

CRM Lead Rank Lead Scoring Segment 49

OnePageCRM

MARCH 21, 2017

Charles wanted to keep their sales team focused on the sale so they needed a tool which allowed them to predict revenues and manage follow-ups in a timely manner. Prior to using a CRM, they had no way of knowing who had previously reached out to prospects. Do you need a CRM for sales? 5 signs you need a sales CRM.

CRM 39

CRM Lead Rank Lead Scoring Segment 39