Your Sales Management Guru

DECEMBER 3, 2012

Sales Leadership: 2013 Sales Theme. Last week I was speaking at a conference on: “ Building and Maintaining Sales Motivation ”, after the program several individuals came up to discuss my concept of a “Drive Statement. For example, I have seen one that was simply: Growth!

Sales Leadership 82

Sales Leadership Incentives Incentive Motivation 82

SBI Growth

NOVEMBER 3, 2012

One of the biggest problems a VP of Sales faces is prioritization. Prioritization through 3 lenses: What sales productivity problems should you fix in 2013? This post is written for the VP of Sales trying to determine which sales productivity problem to prioritize and which ones to ignore. You don’t run Marketing.

Scale 282

Scale Face-to-face Promotion Lead Rank 282

Understanding the Sales Force

NOVEMBER 13, 2013

It''s their sales managers, who are almost as much in the dark as their salespeople. Want an example of sales management being in the dark? End of Quarter Closing is a great example of sales management dysfunction! And please vote for OMG, a finalist for Top Sales Assessment Tool. (c)

Decision Maker 313

Decision Maker Proposal Sales Cycle Exact 313

SBI Growth

JANUARY 2, 2013

But you can excel in 2013 because of your shortcomings in 2012. And with these answers come chances for improvement in 2013. Talent Assessment of Sales Leadership and Sales Reps. Build specific competency and accountability based scorecards for Sales Leadership and Sales Reps. Lead Generation.

Lead Rank 267

Lead Rank Lead Scoring Sales Qualified Lead Lead Gen 267

Understanding the Sales Force

OCTOBER 16, 2013

Understanding the Sales Force by Dave Kurlan It''s amazing what Harvard Business Review will print on their pages when it comes to the subject of sales. The November 2013 issue featured an article titled Dismantling the Sales Machine. Let me give you an example. c) Copyright 2013 Dave Kurlan'

Sales Process 249

Sales Process Margin Survey Forecasting 249

Sales Training Connection

JUNE 19, 2013

Medical device sales and sales managers. The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the rise of GPOs, and the dramatic impact of new governmental regulations.

Pivotal 100

Pivotal Health Care Hiring Sales Management 100

Allego

MARCH 9, 2023

Today’s sales enablement market looks drastically different from the market of 10 years ago. Back then, Allego joined the space with the goal of helping sales teams improve their messaging via video coaching on mobile devices. With that software, tablets became the hot new sales coaching device.

Sales Enablement 62

Sales Enablement Industry Marketing Video 62

Sales and Marketing Management

JUNE 15, 2018

The firm was targeting the senior market by offering solutions to keep these older people safe in their own homes rather than empty bank accounts to move into senior housing. Step Sales Process by modeling two top sales professionals who had been selling for years. Author: Dan Seidman Ten thousand baby boomers turn 65 every day.

Hiring 191

Hiring Lead Rank Face-to-face Banking 191

Understanding the Sales Force

DECEMBER 16, 2013

To make a long story short, there are QUITE A FEW people in sales, sales management, sales leadership, and even sales consulting who believe sales process is the problem. It''s really not sales process itself that is antiquated; it''s most people''s perception of sales process that is antiquated. (c)

Sales Process 205

Sales Process Sales Cycle Sales Leadership LinkedIn 205

Jonathan Farrington

DECEMBER 7, 2012

This week Inc.com announced that bad managers cost the economy $360 billion in lost productivity annually. Hopefully, your sales managers aren’t making any personal contributions to this statistic. Either way, we thought it couldn’t hurt to assemble some collective insight for better sales management as we move into 2013.

Sales Management 37

Sales Management Hiring Oracle Conference 37

SBI Growth

SEPTEMBER 22, 2013

You’re completing 2013 and building your marketing strategy for 2014. Perhaps you’re beginning to roll out marketing automation or some form of company-wide communication program. Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. Product Marketing.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

Your Sales Management Guru

JULY 7, 2013

Learn how thought leadership marketing will impact your vertical market presence. The first thing most people ask when considering whether to focus on vertical or niche markets is, of course, what are the benefits? Lower cost of sales. Wednesday July 10th, SM18 Dominate Your Market: at 2:30pm . Better margins.

Marketing 86

Marketing Trade Show Ideal Customer Profile Face-to-face 86

Understanding the Sales Force

NOVEMBER 25, 2013

This video , posted last week at Sales2.0Circle , has a nuance that will help shorten your sales cycle. One thing to keep in mind about sales cycles is that everything is relative. For example, if you are standing on the road and a car goes by at 60 miles per hour, that vehicle appears to be flying by! Integration is key.

Study 243

Study Sales Cycle Follow-up Account 243

Understanding the Sales Force

JANUARY 27, 2014

They had to go door-to-door, sell an overpriced luxury item, in the same market, over a 3-day period. 5 people were placed on each team based on the following carefully selected scores from OMG''s Sales Candidate Assessment: 1 team had the best Sales DNA. And you can read more about sales management here and sales coaching here.

Case Study 288

Case Study Study Lead Rank Lead Scoring 288

SBI Growth

AUGUST 28, 2012

." - Jack Welch Are you questioning the ability of your sales leader to take your revenue performance to the next level? In your next board meeting, they will ask what you will do differently to make the number in 2013. To hire a top-performing sales leader, you have to remove legacy aspects of your recruiting strategy.

Hiring 267

Hiring Buyer Persona Solutions Selling Buyer 267

The Sales Hunter

JANUARY 3, 2013

Salespeople tend to believe they need to spend more time with major accounts, while Marketing will always argue more time should be spent prospecting. Example: Total business from your major accounts last year was 70% of your total. Sales managers reading this — try it! ” Sales Motivation Blog.

Account 204

Account Prospecting Guidelines Compensation 204

The Sales Hunter

AUGUST 15, 2013

A simple rule I have is a prospect cannot stay at the same level of ranking in a sales pipeline for more than 2 calls. The only thing a clogged sales pipeline does is provide disorder and give the weak a salesperson cover to hide from their boss. Problem is too many sales managers also use the same thing to hide themselves.

Pipeline 211

Pipeline Prospecting Scale Motivation 211

Pointclear

DECEMBER 18, 2012

In addition, he is author of The Sales Blog , where he writes about sales and selling, sales management, the sales process, and what it takes to succeed. You can also read his feature article Make 2013 Your Best Sales Year Ever in the January 2013 issue of Success Magazine.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201

Pointclear

OCTOBER 9, 2013

We’re nearing the last quarter of 2013, and another year of sales will soon be behind us. An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. Jim is also the President of Sales Leakage Consulting, Inc.

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

Understanding the Sales Force

MAY 9, 2014

When we work with companies selling through channels, the sales processes, metrics, sales management, sales coaching, sales training, messaging and coaching must be different from what we do with direct B2B sales forces. Channel sales is quite different.

Channels 221

Channels Retail Hotels Territories 221

Jonathan Farrington

NOVEMBER 13, 2012

My intention is to produce a free new white paper, which will be ready for distribution on December 31st – “The FIVE Most Significant Challenges Facing Every Company Everywhere in 2013″ and today, I can give you a flavor … Challenge One: Finding the Opportunities.

Face-to-face 38

Face-to-face Sales Qualified Lead Webinar Metrics Retention 38

Score More Sales

JULY 17, 2013

Gerhard had been in the UK recently for a Sales 2.0 We are eliminating phone calls since we are much more focused and more productive using video calls” – David Keene, Head of Enterprise Marketing, Google, UK. Gerhard gave a number of video examples and set the tone for more discussion during the day.

Hiring 192

Hiring B2B Video Lead Rank 192

SBI Growth

SEPTEMBER 5, 2012

Help the sales leader identify any reps that are at risk of leaving. This should actually be an ongoing task of the HR leader to have frequent discussions with Sales Directors and Sales Managers to keep pulse on which Reps may be at risk for leaving. Has any documented issues of “disconnect” with sales management.

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

SBI Growth

APRIL 30, 2013

Yet many front-line sales managers are slow to respond. Because speed requires more time and effort from a sales manager. The average sales manager will avoid these requirements. This post will explore ideas sales managers can implement to increase their speed. Or at least a few of them.

Promotion 308

Promotion Quota Social Media Territories 308

Increase Sales

NOVEMBER 30, 2012

According to some just released research by YP , local search is growing exponentially and changing the way for small businesses to market their solutions. For example, those who are searching for retail stores, 4 out of 10 are seeking “hours of business.” in 2011 to $10.2B Share on Facebook.

Small Business 133

Small Business Small Business Retail Engineering 133

Understanding the Sales Force

JULY 31, 2013

On the other hand, it was flawed in that, as usual with articles like this, it cited examples from only large companies (Astra Zeneca, IBM and SAP) leading most readers to come to one of two conclusions: "This does not apply to us." By location of the sales talent - Where can you find the ideal sales talent for your company?

Inside Sales 211

Inside Sales SAP Sales Talent Lead Rank 211

Increase Sales

JULY 18, 2013

The obvious problem in sales is the first one that comes out during that initial first contact or within the more formal fact finding meeting. And much of the marketing is geared to those plentiful small business problems.Sales Training Coaching Tip: 99.1% A Real Life Example. Inconsistent sales management.

Small Business 160

Small Business Small Business Coaching Facebook 160

Your Sales Management Guru

JANUARY 27, 2014

In reflecting on the past year it seems our program at WPC 2013 set the pace for many client projects. Another aspect of the Cloud Builder marketing program was ensuring your messaging/value proposition was clear, concise and unique. Ken Thoreson, President of Acumen Management Group Ltd. Sales Management Consulting'

Lead Rank 72

Lead Rank Lead Scoring Microsoft Face-to-face 72

Pointclear

APRIL 24, 2013

Jim is Managing Partner at CSO Insights, a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers. Jim has over 29 years of sales and marketing management experience.

Customer 240

Customer Sales Qualified Lead Lead Generation Trends 240

Your Sales Management Guru

JULY 14, 2014

In reflecting on the past year it seems our program at WPC 2013 set the pace for many client projects. Another aspect of the Cloud Builder marketing program was ensuring your messaging/value proposition was clear, concise and unique. Ken Thoreson, President of Acumen Management Group Ltd. Leadership Management'

Lead Rank 80

Lead Rank Lead Scoring Microsoft Face-to-face 80

Sales Training Connection

MAY 3, 2013

Today, however, customers expect sales people to know more about each of those plus be knowledgeable about the customer’s industry, their competition, and how they can bring greater value. If the sales team is to do all this successfully they need help from others. ©2013 Sales Horizons, LLC. improve product quality.

Competition 101

Competition Training Sales Leadership Customer Service 101

Pipeliner

MAY 22, 2020

Sometimes discounting signals failure, but it can also signal vitality, for example, when a company executes a high-growth strategy to grab market share in a nascent market. Every marketer needs it in his or her tool kit. Discounting is as essential for marketers as a jig saw is to a carpenter.

Discount 98

Discount Vendor Buyer Retail 98

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?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Delicious Sales

MAY 2, 2012

Sales (12918). Marketing (6398). Sales Management (2614). Inside Sales (849). Outside Sales (81). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Is your sales process slow or fast? An example might be an analysis or testing process.

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Pointclear

MAY 14, 2018

For salespeople and sales managers, few understand the Prime Directive of Sales Management: Enhance Sales Momentum (Never Interrupt It). Sales momentum isn’t about sales skills. It’s measured as a product of its mass and velocity of your sales efforts. For instance: Leadership Changes.

Territories 124

Territories Quota Sports Compensation 124

Increase Sales

DECEMBER 11, 2013

Small businesses do not have separate sales managers or marketing departments. The small business owners usually wear plethora of hats including sales manager and marketing director. This is why I share specific and simple examples of bad email marketing to poor sales scripts.

Small Business 144

Small Business Small Business Face-to-face Construction 144

Jonathan Farrington

JANUARY 2, 2013

Unfortunately, the task of selling never becomes any easier and as competition continues to intensify, sales people will face issues that can be extremely difficult to deal with e.g. decreased product uniqueness, increased competition within ‘safe’ markets, longer sales cycles and shorter product life spans. How can you tell?

Face-to-face 44

Face-to-face Construction Forecasting Objections 44