Understanding the Sales Force

OCTOBER 28, 2013

I never want to be in a situation where I''m writing, coaching, consulting or training about a sales topic, but not actually doing those things myself. Did we default to the consultative approach when we were able to reach decision makers and the transactional approach when we weren''t? c) Copyright 2013 Dave Kurlan'

Case Study 220

Case Study Study Decision Maker Inbound 220

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

OCTOBER 28, 2013

I never want to be in a situation where I''m writing, coaching, consulting or training about a sales topic, but not actually doing those things myself. Did we default to the consultative approach when we were able to reach decision makers and the transactional approach when we weren''t? c) Copyright 2013 Dave Kurlan'

Decision Maker 173

Decision Maker Inbound Buyer Lead Rank 173

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

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

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

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

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

JULY 27, 2013

Between all the decision makers, the personalities, the different agendas, pricking your finger on one of those many thorns is very easy. Sales Training Coaching Tip: Just because you pricked you finger does not mean you automatically fail to earn the sale. August 1, 2013, 10-11 am CDT – [link]. Credit www.sxc.hu.

Leads 124

Leads Marketing Qualified Lead Top of Funnel Funnel 124

SBI Growth

JULY 22, 2013

You have to make the rest of 2013 with the sales heads you have.” Training your sales team how to social sell will immediately improve your sales pipeline. 84% of decision makers begin their buying process with a referral (source: Edelman Trust Barometer). Book a social selling training in three weeks.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

Understanding the Sales Force

APRIL 3, 2014

Further relating this example to sales, the stakes go up for some salespeople relative to: The title of the decision maker or contact. Sales training will not make rejection related weaknesses disappear. With most training, the salespeople are given new words to use but still have the weakness.

Face-to-face 215

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

Score More Sales

SEPTEMBER 30, 2013

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. As a seller, the thanks you show for the following two situations can be directly related to the all-around success you will gain in the profession.

Inside Sales 236

Inside Sales Decision Maker Lead Rank Lead Scoring 236

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. Clearer voice-mail messages stating the purpose of your call.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

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. The decision maker may have the allocated budget, may have the want and desire, may have the urgency and may have the commitment.

Objections 143

Objections Small Business Small Business Sales Cycle 143

Increase Sales

MAY 8, 2013

." Consider the results of a recent test campaign we conducted for a client who sells sales training programs. One by one, each of the CEOs called back, saying, “I have this big card in my lap, now what do we do?” The client replied, “We meet,” which they did – and two bought training programs on the spot, each worth $50,000.

Referrals 138

Referrals ROI Journal Decision Maker 138

Score More Sales

JUNE 3, 2013

So, you stick with “your guy” A better alternative is that you start from the beginning knowing that a complex sale has multiple decision makers so it makes perfect sense to do some looking around and contacting more than one person. You think they could even shut your efforts down.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Decision Maker 213

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. This knee-jerk response in theory is a valid answer.

Positioning 51

Positioning Training Decision Maker Segment 51

Sales Training Connection

JUNE 26, 2013

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. For example: Aligning the sales training to business goals. Sales simulations.

Hiring 110

Hiring Face-to-face Scale Decision Maker 110

Customer Centric Selling

NOVEMBER 8, 2013

Sales Training Article: 5 Proven Steps to Sell Smarter. There is now an updated 2013 SBI Research Review which you can sign up for here. 84% of B2B Decision Makers Begin their Buying Process with a Referral." Take a look at the sales training workshops available to you and improve sales performance. No problem.

Training 51

Training Lead Rank Lead Scoring Referrals 51

Sales Training Connection

NOVEMBER 6, 2013

If you sell to the same decision makers, focus on associations that represent these positions, like VPs of Sales or CIOs, so you can learn more about the challenges they are facing. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2013 Sales Momentum, LLC.

Face-to-face 114

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

Pointclear

APRIL 30, 2013

I feel that marketing automation can be a good thing and we use it ourselves, however, the reality is that the more senior decision makers are more averse to giving up their digital body language. 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

Understanding the Sales Force

JANUARY 22, 2014

Do Technical Salespeople Need Sales Training? Getting a Sales Organization to Buy-In to Sales Training. While getting to the decision maker is a measure of effectiveness, the spending ability, timeline, incumbent vendor and internal politics are not a measure of their effectiveness.

Proposal 233

Proposal Sports Sales Qualified Lead Scale 233

The ROI Guy

JANUARY 7, 2014

Several analysts published important B2B sales and marketing research in 2013 that could impact your plans. See what the research says about the shift in IT purchase decision-making, and what you should do to be prepared in 2014. link] Are you ready for even more decision makers per deal in 2014?

Research 65

Research Decision Maker Intent Sales Cycle 65

Sales Training Connection

OCTOBER 11, 2013

Many decision-makers and influencers are involved, the needs and issues are multi-layered and the solution configuration and implementation management is likely to be complex and sophisticated. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Account 110

Account Strategy Negotiation Pivotal 110

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%. Trillion in 2013 • IDC 2013 Buyer Experience Study (Oct) • Forrester Sales Enablement Conference 2013 • SiriusDecisions SiriusIndex, results from 2011 – 2013.

Forecasting 92

Forecasting Proposal Decision Maker ROI 92

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. Register for a sales training workshop to get a jump start on making your new number in the new year. What/How do I train my sales people to generate more demand?

Quota 53

Quota Training Hiring Demand Generation 53

Score More Sales

MARCH 14, 2014

The number of people at your prospect company who are involved in a decision to buy your products and services has increased and often can be 4-7 company representatives. The post Value Helps Sellers Reach Decision Makers appeared first on Score More Sales. Increase Opportunities. Expand Your Pipeline. Close More Deals.

Decision Maker 229

Decision Maker Lead Rank Lead Scoring Compensation 229

Sales Training Connection

DECEMBER 9, 2013

Nurturing these professional relationships have many benefits from generating leads to introducing you to key decision makers. Since the technical and support staff in the position to observe such signals are not salespeople, they need to be trained in lead identification and lead qualification skills. ©2013 Sales Momentum ®.

Sales Qualified Lead 112

Sales Qualified Lead Leads Marketing Qualified Lead B2B 112

The ROI Guy

NOVEMBER 14, 2012

Already the purchase process is more complicated, with 40% more stakeholders involved in a typical IT purchase decision, according to IDC. 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

NOVEMBER 10, 2014

Despite significant changes in prospect expectations, sales leadership recognizing that value selling is needed in order to meet quota, and the millions spent on solution / value selling messaging and training, only about one in ten sales professionals engage with “value”. Percent in 2014 Gartner Forecasts 3.1%

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

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 Gartner, worldwide IT spending is on pace to reach $3.8 trillion in 2014, a 3.2% for the year.

Forecasting 65

Forecasting ROI Proposal Decision Maker 65

The ROI Guy

APRIL 14, 2015

Despite significant changes in prospect expectations, sales leadership recognizing that value selling is needed in order to meet quota, and the millions spent on solution / value selling messaging and training, only about one in ten sales professionals engage with “value”. Percent in 2014 Gartner Forecasts 3.1%

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

HeavyHitter Sales

APRIL 7, 2013

During lengthy sales cycles, evaluators frequently become reoriented toward other emergencies and the decision makers disappeared. Increasingly, purchasing has more say over decisions that were previously made solely by business areas. Other Steve W.  '

Study 146

Study B2B Penetration Lead Rank 146

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 this episode, Todd talks us through the science behind decision making and how transparency at a high level moves the needle…. I just threw out a number.

Lead Rank 97

Lead Rank Sales Qualified Lead GoldMine Negotiation 97

Jonathan Farrington

JULY 31, 2013

According to the research study, “Connecting the Dots between Content and Sales”, by IDG Enterprise Research, content quality and integrity is very important to decision-makers. They discovered that 42% of IT Decision-Makers found it extremely or very challenging to find trusted information. Decision-maker engaged.

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Jonathan Farrington

MARCH 3, 2013

An enormous part of training salespeople these days is helping them to differentiate themselves from everyone else. Executed correctly, the salesperson has a conversation with a decision maker that is unlike any conversation the competition has had. Top Sales Articles – February 2013. By Dave Kurlan.

Journal 40

Journal SalesForce Decision Maker Exact 40

The ROI Guy

APRIL 12, 2013

So how do you achieve sales tool adoption in 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.

Sales Tools 68

Sales Tools Tools Incentives Incentive 68