Sales and Marketing Management

JULY 7, 2013

Issue Date: 2013-07-08. Teaser: They are questions that keep sales managers up at night: “ Why didn’t we win? ” A win or loss usually boils down to one factor – sales team actions. They are questions that keep sales managers up at night: “ Why didn’t we win? read more'

How To 247

How To Sales Management Sales Company 247

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. Then engage several team members to assist you in developing a sales theme or Drive Statement.

Sales Leadership 82

Sales Leadership Incentives Incentive Motivation 82

No More Cold Calling

NOVEMBER 21, 2013

You can’t depend on your marketing department to generate real leads. Do you really think marketing can qualify your leads? Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Understanding the Sales Force

MARCH 13, 2013

Speaking of Top Sales World, they just published a page showing all of the greats (I'm honored to be included) that have been inducted into their Sales & Marketing Hall of Fame in the past 3 years. The salesperson didn’t know how to prevent it from being an issue (tactics). c) Copyright 2013 Dave Kurlan

Coaching 264

Coaching Sales Management Decision Maker Competition 264

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

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

SBI Growth

OCTOBER 4, 2013

My last blog discussed how to Make it Rain in Q4 and close the year strong. This blog addresses how sales reps can ensure their quota is realistic and attainable. How to Determine if your Quota is Realistic. Don’t worry if you aren’t sure how to get started. Today I have shifted the focus to next year.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

Understanding the Sales Force

JUNE 18, 2013

Let''s discuss the challenges of this model in a smaller company where there may be a half dozen salespeople or less reporting to one sales manager. How is that one person supposed to handle: Sales Leadership. Sales Architecture. Sales Infrastructure. Sales Talent Management. Sales Enablement.

Sales Leadership 224

Sales Leadership Lead Rank Sales Qualified Lead Sales Talent 224

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

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

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

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

SBI Growth

JULY 13, 2013

The market outpaced him. You will learn if you possess the relevant skills of an “A” player sales leader. Dave was promoted to be Acme’s VP of Sales for the Americas. He did it as a District Sales Manager. Dave became VP of Sales for the Americas. Dave became VP of Sales for the Americas.

Promotion 310

Promotion Fashion Trends B2B 310

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

SBI

OCTOBER 16, 2012

Social Selling and Big Data at the Upcoming Sales & Marketing 2.0 Next week, Sales Dot Two Inc., will host the Sales & Marketing 2.0 The focus is purported to be on the benefits of big data for B2B sales organizations with an emphasis on social technologies. Sales & Marketing.

Conference 131

Conference Social Selling Data Marketing 131

Delicious Sales

MAY 2, 2012

Sales (12918). Marketing (6398). Sales Management (2614). Inside Sales (849). Outside Sales (81). How To (4968). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Is your sales process slow or fast? Topics Major Topics. Tools (2872).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Understanding the Sales Force

MAY 1, 2014

If you were to read through each of the 1,150 articles I have posted on this blog since 2006, and organize, sort, create a flow and edit it all into a Sales Management Bible, we would have one enormous how-to guide. Keeping that in mind, Objective Management Group (OMG) held its quarterly Rockefeller Habits meeting this week.

Hiring 218

Hiring Webinar Metrics Channels Policies 218

Your Sales Management Guru

NOVEMBER 26, 2012

On my flight to Seattle I was pondering what this week’s blog might contain; it occurred to me that in reflecting on the past year and looking forward towards 2013 a quick summary of a few basic actions sales leadership must take to succeed would be of value. Recruiting is sales leadership’s marketing campaign for sales leads.

Journal 77

Journal How To Sales Leadership Pipeline 77

Troops

AUGUST 7, 2018

From 2011 to 2013, he spent time in both the Arizona Diamondbacks and San Francisco Giants farm systems and had, as he put it, “a cup of coffee” at the AAA level. Today, Andrew oversees multiple sales teams at Square. Andrew has been building out sales teams at Square for the last four years. How to Motivate a Sales Team.

Top of Funnel 91

Top of Funnel Motivation Compensation How To 91

The Science and Art of Selling

FEBRUARY 14, 2014

Register for this 3-hour webinar and learn how to create your winning cold calling script that will get you in front of your prospects tomorrow. NOTE: First 15 seats are sponsored by the Sales Association Ontario Chapter – register today for only $50 (regular price: $250). It has been developed for sales people by sales people.

Cold Calling 63

Cold Calling Webinar Metrics How To Face-to-face 63

Understanding the Sales Force

JANUARY 28, 2014

Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Do Technical Salespeople Need Sales Training? Why Doesn''t Sales Methodology Get More Attention? Getting a Sales Organization to Buy-In to Sales Training.

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

SBI Growth

AUGUST 10, 2013

I was lucky enough to be introduced to a sales team’s top performer for 2013. Julie’s Sales Operations leader thought I could learn a lot from her. Her sales manager knew her potential and sent her to a weeklong sales training. She was frustrated and went on LinkedIn, ready to test the market.

Training 293

Training Top of Funnel Hiring Hotels 293

Score More Sales

APRIL 30, 2013

There are SMB and mid-market sales organizations who have not embraced a cloud-based, customer relationship management system, better known as CRM or SCRM. Now there are very capable CRM products on the market that are extremely low cost – even free for micro businesses. A TOOL JUST FOR SALES MANAGEMENT?

CRM 291

CRM Revenue SugarCRM System 291

Pointclear

JANUARY 31, 2013

Not only must sales leaders now think about how to manage Millennials, they have to develop strategies to sell to Millennials. The Inside Sales Superhero to the Rescue. As more customers deem sales calls intrusive and interruptive, companies will shrink their sales teams to better fit the market demand.

Inside Sales 203

Inside Sales Cold Calling Face-to-face Video 203

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. Don’t ban discounting.

Discount 98

Discount Vendor Buyer Retail 98

The Science and Art of Selling

MARCH 21, 2015

Register for this 2-hour training and learn how to create your winning cold calling script that will get you in front of your prospects tomorrow. This professional training is created specifically for all sales people, no matter what they are selling, self-employed professionals and small businesses owners. Why this training?

Cold Calling 40

Cold Calling How To Webinar Metrics Face-to-face 40

The Science and Art of Selling

MAY 30, 2014

Register for this 2-hour training and learn how to create your winning cold calling script that will get you in front of your prospects tomorrow. This professional training is created specifically for all sales people, no matter what they are selling, self-employed professionals and small businesses owners. Cold Calling Works!

Cold Calling 56

Cold Calling Webinar Metrics How To Face-to-face 56

Fill the Funnel

DECEMBER 12, 2012

As you wrap-up what I hope was a successful 2012 and begin preparation for 2013, I think you will find some great ideas about sales tools during two Webinars to register for. Minimize Your Workload and Maximize Your Sales with Web Tool Automation. In this webinar you will learn: How to identify which tasks to automate.

Webinar Metrics 112

Webinar Metrics Sales Tools Tools Top of Funnel 112

Sales Training Connection

JANUARY 9, 2013

Competition continues to increase in today’s global market. In that market milieu leading companies are changing what it takes to win the innovation race. So how do companies get better at bring innovative and cost effective products to the market? Most sales forces are busy doing what they are doing.

Margin 119

Margin Ideal Customer Profile Lead Rank Lead Scoring 119

The Science and Art of Selling

APRIL 17, 2014

Register for this 2-hour training and learn how to create your winning cold calling script that will get you in front of your prospects tomorrow. This professional training is created specifically for all sales people, no matter what they are selling, self-employed professionals and small businesses owners. Cold Calling Works!

Cold Calling 44

Cold Calling How To Webinar Metrics Face-to-face 44

Your Sales Management Guru

MAY 6, 2013

The first is Friday May 10 th , Building Predictable Revenue: Sales Management Systems. The second is May 28 th , 1pm EST: Creating Sales Compensation Plans for High Performance. This is one of 10 Sales Management Training programs from Top Sales Management: read below.

Compensation 74

Compensation Forecasting Penetration Sales Leadership 74

Zoominfo

APRIL 16, 2018

He was also named one of the Top 50 Most Influential Sales and Marketing People by Top Sales World Magazine every year running, since 2012. He’s skied more than 1 million vertical feet in 2013 and 2014 at Vail Colorado and more than 600K vertical feet each season since then. Reason Number Five: He runs A Sales Guy U.

Journal 171

Journal Case Study Influencer Sports 171

Increase Sales

JANUARY 8, 2014

To start the construction of your own sales goal plan sheet begins with these three presumptions: You have invested the time to construct an overall strategic action plan even if you are just a professional salesperson. You employ a consistent sales process. Professional sales action plan. Passion Statement. Share on Facebook.

Construction 128

Construction Sales Goal Sales Talent Intent 128

Pointclear

NOVEMBER 8, 2012

She teaches sales and management courses at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. The New Selling Landscape Calls for a New Sales Map. Linda adds, “The New Sales Conversation basically marks the end of old selling. Stay Tuned.

Video 174

Video Journal Up-Sell Education 174

Sales Hacker

SEPTEMBER 11, 2020

Imagine growing with them on their journey to becoming a publicly-traded company with an $11+ billion market cap. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. How can you work with the winners? trillion worth of funding. Only about 1% reach that honor.

Outsourcing Services 79

Outsourcing Services Scale Vendor Pivotal 79

Understanding the Sales Force

JANUARY 22, 2014

Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Do Technical Salespeople Need Sales Training? Why Doesn''t Sales Methodology Get More Attention? Getting a Sales Organization to Buy-In to Sales Training.

Proposal 233

Proposal Sports Sales Qualified Lead Scale 233

Understanding the Sales Force

MARCH 5, 2014

Most companies sell products and services to a saturated market - companies and consumers that already buy "stuff" like that and the only thing a customer or prospect must determine is which company they will buy from this time. Their business is different - a little - from most businesses, but certainly not unique by any definition.

Hiring 130

Hiring Conference Coaching Up-Sell 130