Your Sales Management Guru

DECEMBER 3, 2012

Sales Leadership: 2013 Sales Theme. At this time of the year everyone is working on your sales business plans for 2013 and finishing budgets and forecasts. For example, I have seen one that was simply: Growth! This word reinforced the company’s focus on sales growth, professional growth, market share growth and company growth.

Sales Leadership 82

Sales Leadership Incentives Incentive Motivation 82

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. LinkedIn Marketing: An Hour a Day.

Face-to-face 132

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

SBI Growth

AUGUST 10, 2012

When you built your new product, you most likely did most or all of the following: Conducted market research to understand the problems of your customers. Validated the market will pay to solve these problems. Launched marketing campaigns to generate interest. Trained the sales force and channel partners on the new product.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

SBI Growth

NOVEMBER 3, 2012

Prioritization through 3 lenses: What sales productivity problems should you fix in 2013? Your peers told us what they are doing during this event and how they are prioritizing for the 2013 sales strategy inside their regions. Question : What Sales Productivity Problem should you Fix in 2013? You don’t run Marketing.

Scale 282

Scale Face-to-face Promotion Lead Rank 282

Customer Centric Selling

JANUARY 7, 2013

Sales Training Article: How to Build Customer Loyalty in the New Year By Geoffrey James, Inc. As we enter 2013, the business world remains in a state of uncertainty. Create and market products that make it easier for your customers to sell to their customers. Have a great 2013, everyone! Will the economy recover?

Loyalty 51

Loyalty Training Trade Show Customer 51

Sales and Marketing Management

JUNE 15, 2018

This is why a start-up company hired me to build their training department. 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. But I wanted to do more than just offer live training and follow-up coaching.

Hiring 191

Hiring Lead Rank Face-to-face Banking 191

Understanding the Sales Force

OCTOBER 16, 2013

The November 2013 issue featured an article titled Dismantling the Sales Machine. Their member companies are big companies - most of what happens when they sell stuff doesn''t apply to small and mid-market companies. Let me give you an example. Their survey data is limited to 2,500 salespeople at 30 member companies.

Sales Process 249

Sales Process Margin Survey Forecasting 249

Sales Training Connection

JANUARY 18, 2013

Yet, one potential possibility continues to be underleveraged or neglected – bridging the gap between Marketing and Sale s. As one frustrated VP of Sales once shared – “Our Sales and Marketing departments are like two trains passing in the night.” Bridging the gap between Marketing and Sales needs to be a priority.

Marketing 121

Marketing Analysis Lead Rank Territories 121

Hubspot Sales

OCTOBER 29, 2017

In 2013, American companies alone spent $164.2 billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. Clearly, if your team needs sales training, there's a lot of options out there. 5) Brian Tracy.

Channels 111

Channels Video Training Hiring 111

Sales Training Connection

MAY 13, 2013

Changes driven by the global market and advances in manufacturing technologies make the past a bad predictor of the future. A fundamental one is the idea of Value Migration – that is, what constitutes value tends to shift over time driven by a set of trends that impact that market. Sales Training. Two requirements come to mind.

Training 111

Training Trends Competition Sales 111

SBI Growth

AUGUST 23, 2012

Here it comes, the 2013 budgeting process. On top of finishing out 2012, you need to determine which Sales Strategy initiatives to prioritize in order to make the 2013 number. This tool provides you with the ability to rate each of your key initiatives across the 5 variables that are critical to hitting the 2013 number.

Strategy 293

Strategy Analysis Quota Resources 293

SBI Growth

DECEMBER 22, 2013

People get disappointed with sales training events. They satisfy a box checking exercise around providing training. Of all the new capabilities leaders could drive, here were seven that stood out in 2013. In the graphic above, you see an example of how to plot the new capabilities. Hard projects are those you should do.

Scale 282

Scale Exercises Compensation Follow-up 282

Sales Training Connection

JUNE 3, 2013

Medical device sales - underlying sales success in this market is the recognition that selling value is a strategic imperative. A few examples: What challenges are they facing? Example: Are funds available to support expansion? Example: What departments are growing? Example: Is the patient census down?

Health Care 108

Health Care Marketing Insurance Insurance 108

Sales Training Connection

DECEMBER 13, 2013

As Steve Martin pointed out in an HBR blog companies are increasingly creating inside sales groups who are independently handling accounts in the mid-market. As the intensity of the spotlight on inside sales increases, attention needs to turn to training. Training Design. Why the newfound interest? Instructional Methodology.

Inside Sales 118

Inside Sales Training Scale Outside Sales 118

SBI Growth

FEBRUARY 6, 2013

The title is “ Make the Number in 2013 ” and he comes unglued: “The number. This year I bought marketing automation software. Before that I spent a small fortune on sales training. Six vendors are going to get 90% of the dollars in 2013. I showed him a couple of examples. I knock on door 1107. The number.

Banking 288

Banking Software Software Competition 288

SBI Growth

NOVEMBER 8, 2012

The clearest view of the future is the market view of a company’s prospects. Their market view is one you have not heard yet. Their market view is one you have already heard. Sales can get appointments but with only a fraction of the market. Marketing is happy if 1% of the target audience responds to an offer.

Customer Service 288

Customer Service Account Survey ACT 288

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? Wednesday July 10th, SM18 Dominate Your Market: at 2:30pm . Plenty, in my experience. Better margins.

Marketing 86

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

Score More Sales

MARCH 13, 2014

Your market niche is different? Take Joe for example. His company does not offer him much support in marketing or social tools. Put all the pieces together, and you have the whole picture – which means you have new sales opportunities. You say your industry is special? I doubt it. He sells SaaS cloud services.

Referrals 238

Referrals Lead Rank Lead Scoring Ideal Customer Profile 238

Understanding the Sales Force

SEPTEMBER 11, 2013

Mark said, " Instead, they start a blog, create a website, open a Twitter account and begin email marketing campaigns. By the time training is over, they will rank in Google for a few dozen keywords in their market, have a few dozen followers on Twitter and have written a few dozen blog articles. c) Copyright 2013 Dave Kurlan'

Lead Rank 283

Lead Rank Lead Scoring Hiring Hubspot 283

Score More Sales

SEPTEMBER 5, 2013

View the video or you can read the transcript below: Biggest lesson I’ve learned is the importance of rhythm and cadence in our sales and marketing efforts –. We have incorporated this into our marketing and sales –. For example, one of the sales leaders I work with also prospects, nurtures, and closes sales.

Lead Rank 233

Lead Rank Lead Scoring Webinar Metrics Referrals 233

Understanding the Sales Force

NOVEMBER 25, 2013

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! The training - prepare for a year. c) Copyright 2013 Dave Kurlan' You must read the article in order to understand the following questions. That''s a day. Why so long?

Study 243

Study Sales Cycle Follow-up Account 243

Score More Sales

AUGUST 28, 2013

Kudos to Colleen Stanley , author of Emotional Intelligence for Sales Success and to Ardath Albee of Marketing Interactions for some helpful input toward my part of the debate on art. When to follow-up, for example? You can vote on whether Science rules selling or if Art does here – let’s take a stand!

Webinar Metrics 212

Webinar Metrics Lead Rank Lead Scoring Outbound 212

Sales Training Connection

MAY 3, 2013

They expect the sales people to understand how their products can help deliver a better solution for customers – for example, to provide the imagination and insights to: manufacture products more quickly. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Competition 101

Competition Training Sales Leadership Customer Service 101

Score More Sales

JULY 17, 2013

Video for sales training and coaching is a given. Nothing fully replaces in-person interaction with prospects, clients, or in-house training, yet video can work as a close second in augmenting in-person meetings. 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

Increase Sales

JULY 18, 2013

And much of the marketing is geared to those plentiful small business problems.Sales Training Coaching Tip: 99.1% Sales Training Coaching Tip: Active listening is one sales skill to identify those shadow problems. A Real Life Example. Poor marketing. Sometimes they do appear. Incomplete strategies. Self esteem.

Small Business 160

Small Business Small Business Coaching Facebook 160

SBI Growth

DECEMBER 3, 2013

You rolled out 2013’s initiative at sales kickoff. It was done via event based training. Unfortunately, somebody in marketing gave you one day because “the agenda is packed.” Because you believe you have capable people, you delivered the training. During the training, everybody nods. Problem 1—Poor Roll Out.

Groups 297

Groups Follow-up SalesForce Training 297

Score More Sales

NOVEMBER 26, 2013

Your profile can serve as inbound marketing for you – in other words, the key words and phrases you use in your profile are all searchable. It is a simple way to learn more about your target markets and about specific individuals in those markets. Are you Ready for the 30 Day Challenge? Top Mistakes Using LinkedIn for Sales.

LinkedIn 226

LinkedIn Trade Show Ideal Customer Profile Lead Rank 226

Score More Sales

JULY 27, 2013

For example: If you don’t have a professional photo (or a photo at all) – buyers and strategic partners won’t take you seriously. Matt Heinz - Founder, Heinz Marketing. Jamie Shanks – Partner, Sales for Life. Barb Giamanco – Social Centered Selling. Jill Konrath – Author, Speaker, Strategist.

Social Selling 189

Social Selling Maximizer Resources LinkedIn 189

Increase Sales

AUGUST 26, 2013

Phase I is marketing and marketing is all about doing. Marketing is the action activity or activities (doing) within the sales process. Doing is asking the right questions with thinking how to turn stalls into objections as two examples. Writing this blog is a doing action. Going to B2B networking events is doing.

Sales Process 173

Sales Process Referrals Networking B2B 173

Score More Sales

OCTOBER 21, 2013

For example, if I sell cloud computing services worldwide, or throughout North America, chances are it is not a good use of my time to go to a local business networking event. Here are a few ideas on how: Create a group within LinkedIn where you can create content that helps your market niche. A Sellers Network.

Networking 215

Networking Inside Sales Lead Rank Lead Scoring 215

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. Retailers are a great example of this channel and the work they do is marketing and display centric.

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

DECEMBER 23, 2013

Here’s an example: I enjoy my job helping companies with technology and have been rewarded handsomely for it. Last year I was able to buy the home I wanted which is on the train line into the office. Inbound: Your inbound marketing program, if you use one, will offer you insight as well. Write in the present tense.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

Score More Sales

MARCH 29, 2013

Anyone who attended the recent Microsoft Convergence 2013 conference may have noticed an exhibitor with a 3 letter acronym. I spoke with Bruno Bagala, who oversees the Mid-Market Demand Program at IBM, and learned that the word competitor has been replaced with collaborator between the two organizations. Not anymore.

Microsoft 189

Microsoft Conference CRM Compensation 189

Understanding the Sales Force

APRIL 21, 2014

OMG''s sales assessment is an executional sales assessment and scientifically shows not only if a sales candidate can sell, but whether or not they will sell and succeed - for your company, in a specific sales role, against your competition, at your price points, calling into your market, and from the challenges they''ll face.

Hiring 258

Hiring Groups Exact Face-to-face 258

Sales and Marketing Management

SEPTEMBER 1, 2017

Training videos to reinforce learning? I’m a huge fan of the trend to animate our sales and marketing stories. One example that pops up is Morgan Freeman. Whiteboarding services to promote your marketing pitches. Get bold — crazy bold — with your marketing ideas. Animated videos to explain your offerings?

Video 136

Video Face-to-face Promotion Resources 136

Increase Sales

NOVEMBER 2, 2012

Panic is now present with many of these folks engaged in the Captain Wing It roles where they are actively spraying their marketing and selling actions all over the place and praying something will stick. I approved the message to illustrate a great example of how not to engaged in micro-blogging.

Small Business 136

Small Business Small Business Coaching Construction 136