Score More Sales

JULY 11, 2013

He was my sales colleague. 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. It can take weeks or months for some in sales to truly qualify a sales opportunity. Get More Answers. Get those answers. Close More Deals.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

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. The best sales & marketing leaders are leveraging social selling to make the number. Marketing owns branding.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

Understanding the Sales Force

OCTOBER 28, 2013

Understanding the Sales Force by Dave Kurlan I haven''t been completely transparent in some of my recent articles. I have continued to urge readers how important it is to sell using a consultative, buyer-focused methodology and a formal, structured sales process. Our approach dictated whether we were able to speak with decision makers.

Decision Maker 173

Decision Maker Inbound Buyer Lead Rank 173

Score More Sales

DECEMBER 27, 2013

In the first two posts in this series we talked about gaining visibility to grow sales as well as putting a plan in place. The pros – being in a clear space so that you can focus on “net new” sales will far outweigh the chore of getting stacks of papers scanned and organized digitally. Now how are you going to make this happen?

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

Sales Training Connection

DECEMBER 5, 2013

Sales networks. In B2B sales – you’re not selling to an individual, you’re selling to multiple people – a network. 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.

Networking 112

Networking Gatekeeper Decision Maker Influencer 112

Increase Sales

JULY 27, 2013

.” (Emily Bronte) My mind then traveled to sales and how some sales leads are very much like roses where there are a plethora of thorns (think challenging or difficult obstacles) and other sales leads are similar to daises without the thorns and far easier to pick. . Complex sales obviously fall into the rose category.

Leads 124

Leads Marketing Qualified Lead Top of Funnel Funnel 124

Understanding the Sales Force

APRIL 17, 2013

Understanding the Sales Force by Dave Kurlan Last week I posted this article in reference to an Inc. This is known throughout the selling universe but sales people still suck at this. Non-Supportive Buy Cycle (the way that salespeople buy things doesn''t support ideal sales outcomes). c) Copyright 2013 Dave Kurlan'

Decision Maker 268

Decision Maker Consultative Selling Buying Cycle Proposal 268

Score More Sales

SEPTEMBER 30, 2013

Those of us in remote, professional selling (also known as Inside Sales) need to be more aware of the massive, incredible power of appreciation. 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

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 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. Click here to learn more.

Proposal 71

Proposal Decision Maker ROI Lead Rank 71

SBI Growth

JULY 22, 2013

You have to make the rest of 2013 with the sales heads you have.” Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." In the guide you will learn: Make the number with the remaining sales people you have. Sales people like to be included in a team environment.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

Increase Sales

NOVEMBER 16, 2013

With the US economy still sluggish ( 2013 GDP at 1.6 ) along with the enacted and yet to be enacted governmental policies, uncertainty in the marketplace is the shadow obstacle behind many sales objections. For those in sales, uncertainty has indeed become the shadow obstacle behind many sales objections.

Objections 143

Objections Small Business Small Business Sales Cycle 143

Score More Sales

JUNE 3, 2013

A common issue among newer remote (inside) sales pros is that we tend to latch on to one person within a company to call on. This is one of the TOP issues I see when meeting with an inside sales team or with individual sellers. The post Inside Sales Power Tip 116 – Call Deep appeared first on Score More Sales.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Decision Maker 213

Understanding the Sales Force

APRIL 3, 2014

Most of the sales bloggers don''t touch on rejection but when it does comes up, it''s usually in the context of fear, as in fear of rejection. But rejection isn''t that well understood by salespeople, their sales managers or sales even their sales VP''s. The increasing likelihood of a sale.

Face-to-face 215

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

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. Why is that?

Proposal 233

Proposal Sports Sales Qualified Lead Scale 233

Sales Training Connection

JUNE 26, 2013

Sales simulations. Think back to the sales training programs you’ve attended. It’s likely that the great sales training programs had two characteristics in common – the same characteristics that have salespeople excited about sales simulations. Realistic and Relevant. Practice and Feedback.

Hiring 110

Hiring Face-to-face Scale Decision Maker 110

Score More Sales

MAY 29, 2013

With this being the end of the month and 2/3 through Q2, I thought it might be helpful to post a lot of ideas to help you or those on your sales team reach B2B decision makers, influencers, and strategic partners. The post 30 Ways to Reach Prospects appeared first on Score More Sales. Increase Opportunities.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

Sales Training Connection

NOVEMBER 6, 2013

Sales Call Planning. It’s difficult to overemphasize the importance of sales call planning. You should commit time to planning for every sales call in advance. The more innovative the product, the more new sales challenges there are to overcome. This warrants more sales call planning time. How much time?

Face-to-face 114

Face-to-face Ideal Customer Profile Decision Maker LinkedIn 114

Customer Centric Selling

NOVEMBER 8, 2013

Sales Training Article: 5 Proven Steps to Sell Smarter. By Dan Bernoske, Sales Benchmark Index (SBI) Of the 365 days in a year, you can spend 232 of them selling (See Exhibit A). A field Sales Rep should be spending around 64% of those available hours selling. A close second is "post-sale support" clocking in at 16.4%.

Training 51

Training Lead Rank Lead Scoring Referrals 51

Increase Sales

MAY 8, 2013

And once you’re there, how do you make the sale happen? If you’re seeking a strategic partnership rather than a direct sale, the whole organization rallies behind the wishes of the CEO. " Consider the results of a recent test campaign we conducted for a client who sells sales training programs. "You like it? ."

Referrals 138

Referrals ROI Journal Decision Maker 138

Customer Centric Selling

FEBRUARY 27, 2013

Sales Training Article: Who Positions Your Offerings? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Ask senior executives "who positions your company's offerings" and you are likely to be told that it is Marketing's role. Need some help with your sales performance?

Positioning 51

Positioning Training Decision Maker Segment 51

Sales Training Connection

DECEMBER 9, 2013

Identifying Sales Leads. In most cases, references turn into a meeting that is positive or a sale that is highly successful. Nurturing these professional relationships have many benefits from generating leads to introducing you to key decision makers. In too many situations this training never occurs. Final Note.

Sales Qualified Lead 112

Sales Qualified Lead Leads Marketing Qualified Lead B2B 112

Sales Training Connection

OCTOBER 11, 2013

The importance of selling strategically is an idea repeated time and time again – the larger and more complex the sale, the louder the advice. When thinking about what it takes in a major account to formulate a winning sales strategy , a good starting point is remembering the buying environment is complex. ©2013 Sales Momentum ®.

Account 110

Account Strategy Negotiation Pivotal 110

Pointclear

APRIL 30, 2013

In his experience sales and marketing typically leads the economy. Traditionally, sales and marketing budgets drop before the economic markets because the C-level executives see what''s on the horizon. Gartner predicts that by the end of 2013 more users will access the internet through a mobile device than their desktop.

Lead Rank 248

Lead Rank Lead Scoring Leads Marketing Qualified Lead 248

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. Sales leaders want to start strong in the first quarter.

Quota 53

Quota Training Hiring Demand Generation 53

The ROI Guy

JANUARY 7, 2014

How well prepared are you to meet your 2014 sales and marketing goals? Several analysts published important B2B sales and marketing research in 2013 that could impact your plans. Here''s a round-up of the top 3 research findings and important advice to help you drive success in the New Year: Sales Revenue Growth for 2014?

Research 65

Research Decision Maker Intent Sales Cycle 65

John Barrows

AUGUST 26, 2019

Todd spent 3 years building PowerReviews, as well as being a part of ExactTarget’s executive team through their IPO and eventual exit to Salesforce back in 2013. In the last 18 months, he’s focused on his book, The Transparency Sale and promoting it. In this podcast, you’ll learn: The science of decision making.

Lead Rank 97

Lead Rank Sales Qualified Lead GoldMine Negotiation 97

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%. Most importantly, you need to take Frugalnomics into account as you evolve your sales and marketing strategies and investments to meet the challenge. for the year.

Forecasting 92

Forecasting Proposal Decision Maker ROI 92

Score More Sales

MARCH 14, 2014

What this means is that the one person – that guy or that gal who wants to be your central point of contact – is not the ultimate decision maker signing a purchase order for your products. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips.

Decision Maker 229

Decision Maker Lead Rank Lead Scoring Compensation 229

The ROI Guy

NOVEMBER 10, 2014

Moreover, a major "sea change" has occurred in technology spending and purchase decision-making - with significant implications for your organizations sales and marketing strategy. More importantly, you need to take Frugalnomics into account as you evolve your sales and marketing strategies and investments to meet the challenge.

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

The ROI Guy

NOVEMBER 14, 2012

The bottom-line: Is your sales and marketing ready for this Teutonic shift in IT purchase decision-making? The decision making process will become even more complex as the barriers between personal and business computing blur, and business decision makers take majority control of the valuation process.

Decision Maker 92

Decision Maker Proposal Face-to-face ROI 92

The ROI Guy

APRIL 8, 2014

increase from 2013 spending levels (and a 0.1% Examining their 2013 predictions, Gartner indicated IT spending would grow 4.2% When the dust settled on 2013, the IT spending growth was a mere 0.4%. According to Forrester, prospects indicate that less than 12% of sales engagements are focused on customer value.

Forecasting 65

Forecasting ROI Proposal Decision Maker 65

The ROI Guy

APRIL 14, 2015

We think there is a more systemic issue in the predictions: a major "sea change" in technology spending and purchase decision-making – one that could put a significant chill in your organizations‘ sales and marketing strategy. Frugalnomics in Effect So what are the real reasons behind the continued slow growth?

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

HeavyHitter Sales

APRIL 7, 2013

Their companies ranged from start-ups to billions of dollars in sales with the majority being between fifty and five-hundred million in annual revenues. Stalled Sales Cycles. During lengthy sales cycles, evaluators frequently become reoriented toward other emergencies and the decision makers disappeared.

Study 146

Study B2B Penetration Lead Rank 146

Jonathan Farrington

JULY 31, 2013

Top performing B2B sales organizations rarely employ just one lead generation tactic. Inbound marketing is based on developing high quality content that attracts qualified buyers, who are in the early stages of the sales cycle. Decision makers and influencers identified. Decision-maker engaged.

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Jonathan Farrington

MARCH 3, 2013

We announce February’s “Top Sales Article of the Month” as well as the first “Top Sales Blog Post of the Month”. Finally, Kendra Lee is in the spotlight, showcasing her brand new book “The Sales Magnet”. An enormous part of training salespeople these days is helping them to differentiate themselves from everyone else.

Journal 40

Journal SalesForce Decision Maker Exact 40

The ROI Guy

APRIL 12, 2013

You’ve worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today’s more empowered, skeptical and frugal buyer. And you are not alone, as SiriusDecisions reports that the average company now spends a whopping $43K on marketing content and sales tools per salesperson per year.

Sales Tools 68

Sales Tools Tools Incentives Incentive 68