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.

Face-to-face 132

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

SBI Growth

OCTOBER 31, 2012

He had only been VP of Sales for 6 months. He rose from junior sales associate to become his division’s top rep. Then, as sales manager, he turned around a struggling team. In Robert’s company, Sales VPs reported to the CSO. Robert’s story rings true to many sales leaders in Business Services industries.

Influencer 282

Influencer Strategy Policies Lead Gen 282

Increase Sales

JULY 1, 2013

Once again a new sales coaching client is facing the super worker (think salesman) promoted to supervisor or sales manager disaster. Coming from a very supportive sales culture where her previous manager coached and helped her, she is now facing a 180 degree opposite. You begin to think: Am I doing things right?

Promotion 146

Promotion Sales Management Hiring Face-to-face 146

SBI Growth

AUGUST 6, 2012

Are your sales resources properly aligned with growth opportunity ? The Sales Leader is about to receive the 2013 Revenue Number. He will rely on you, the Head of Sales Operations, for sales strategy advice. Do you know which product, geography, industry or company type has the highest growth opportunity?”

Opportunity 316

Opportunity Strategy Banking Territories 316

SBI Growth

AUGUST 17, 2012

Want to know what marketing leaders are going to do differently in 2013? Register HERE for our 6 th annual research project, Making the Number: How your Peers are Allocating People, Money & Time in 2013. In a recent survey conducted via LinkedIn, we asked marketing leaders around the globe what their focus will be in 2013.

Sales Qualified Lead 244

Sales Qualified Lead Marketing Qualified Lead Top of Funnel Leads 244

Score More Sales

JULY 31, 2013

As a younger sales manager, I was wrong 75% of the time when hiring who I thought would be a stellar sales producer using my gut. We were WRONG half of the time, and we were all very successful as former sales reps ourselves. We knew the industry and the job requirements, and we went with our gut.

Hiring 183

Hiring Lead Rank Lead Scoring Compensation 183

Understanding the Sales Force

MAY 28, 2014

YOUR top salespeople, when compared with the rest of the sales population outside your industry, might only be B or C Players. That makes it nearly impossible for them to apply it in the field unless they are also getting extremely effective coaching from their sales managers. More on Baseball and Sales.

Training 246

Training Coaching Comparison Territories 246

Understanding the Sales Force

JANUARY 9, 2013

Understanding the Sales Force by Dave Kurlan It's my way, of course. The biggest issue affecting salespeople, sales managers, sales leaders and even Presidents and CEO's is this: For most of them, the way they know, the way they do it today, the way they have always done it, is the "best way". And your way. That's a plan?

Commission 203

Commission Revenue Course Sales Cycle 203

Score More Sales

SEPTEMBER 9, 2013

This was a tip I learned from one of the most favorite of my 21 sales managers over my selling career – a former IBM top sales rep and leader who would say this so regularly that it was ingrained in my 20-something brain and has been there ever since. Think of the best sales person you know.

Inside Sales 222

Inside Sales Lead Rank Lead Scoring Buyer Persona 222

Understanding the Sales Force

FEBRUARY 11, 2014

Aren''t those, especially when they have industry background, the ones you hire? There''s talent, and then there''s the ability to utilize one''s talent and most sports talent evaluators are no better at this then most sales managers. Do you need to transform your sales force? c) Copyright 2013 Dave Kurlan'

Sales Talent 263

Sales Talent Hiring Sports Tools 263

SBI Growth

NOVEMBER 22, 2012

The third of four regional stops to nail down 2013 budgets for the Sales EVP and the CFO. Take the following steps with any segmentation work: Educate Sales Management along the way – Show them how the segmentation was done in layman’s terms. What industry segments have the greatest potential?

Segment 288

Segment Customer Territories Penetration 288

Understanding the Sales Force

APRIL 15, 2013

The first, 10 Traits of Successful Salespeople , was typical of the misinformation that often passes for must-read information: The data came from commission-only insurance salespeoplein just one company so it has limited application in other industries. c) Copyright 2013 Dave Kurlan'

Research 291

Research Insurance Insurance Face-to-face 291

Understanding the Sales Force

DECEMBER 16, 2013

The controversy continues to escalate, especially in some private LinkedIn groups, where comments are on the rise to Why Win Rates are at an All-Time Low and What is the Most Difficult Part of the Sales Process? 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

Understanding the Sales Force

OCTOBER 1, 2013

Understanding the Sales Force by Dave Kurlan The folks over at Insight Squared recently posted this interview with me. It touched on sales management but there wasn''t enough time to do it justice. In the context of best practices, the sales management role is now 50% coaching. c) Copyright 2013 Dave Kurlan'

Sales Leadership 204

Sales Leadership Hiring Education Coaching 204

Understanding the Sales Force

JANUARY 27, 2014

OMG weighs the various findings in its Sales Candidate Assessments to predict success in a given role, market or segment, considering competition, price points and industry challenges. A Sales DNA score that meets the minimum required for a particular level of difficulty is another must have. c) Copyright 2013 Dave Kurlan'

Case Study 288

Case Study Study Lead Rank Lead Scoring 288

Understanding the Sales Force

NOVEMBER 11, 2013

It''s clear that everyone is approaching this from their own perspective, using their own experience, anecdotal evidence, surveys, studies, clients and subscribers, in the industries in which they work and the marketing and/or sales teams with whom they communicate. That''s industries, not companies. 700,000 salespeople!

Inbound 209

Inbound Survey Lead Rank Lead Scoring 209

The Sales Hunter

FEBRUARY 19, 2013

This is why I am so emphatic about sales managers putting far more importance on hiring people with strong ethics and integrity than product or industry knowledge. Sales leadership is something I value and I hope you do too. I want the new eBook on Sales Leadership ! ” Sales Motivation Blog.

Sales Leadership 190

Sales Leadership Hiring eBook Industry 190

The Sales Hunter

AUGUST 2, 2013

The source for the items is based on my work with thousands of salespeople each year across a wide range of industries. A sharp sales manager who is a strategic thinker and has clout in the company. No micro-managing. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Hiring 238

Hiring Motivation Compensation Selling Skills 238

Understanding the Sales Force

APRIL 14, 2014

I believe that if you do some digging into who is writing relative to each topic, it becomes fairly easy to see that most of the death mongers hail from isolated areas of the industry. Others are from the big new inside sales industry. Image credit: rtimages / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan'

Top of Funnel 250

Top of Funnel Inside Sales Conference Webinar Metrics 250

Score More Sales

MAY 6, 2013

Go now to Top Sales Academy and if you are a sales leader or aspire to be one, and join in on the first group of ten sessions about Sales Management and Leadership. Then join me for the Internal (Inside) Sales Series. May 7th is the date of the first session. Don’t wait! We are finally ready to launch!

Education 194

Education Lead Rank Lead Scoring Outbound 194

Understanding the Sales Force

JULY 31, 2013

or "We must follow because these industry leaders are doing it.". The authors listed four scenarios where a move to inside sales could be effective: By market segment, By stage of the buyer engagement process, By geography, and. 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

Delicious Sales

MAY 2, 2012

Sales (12918). Sales Management (2614). Inside Sales (849). Outside Sales (81). MORE >> Industry. 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. Marketing (6398). Tools (2872).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Understanding the Sales Force

JANUARY 6, 2014

Understanding the Sales Force by Dave Kurlan Warning - this story is disturbing and contains actual quotes from its participants. The president of a small company, suffering from years of declining sales, asked us to evaluate his small sales force (3 salespeople and sales manager). c) Copyright 2013 Dave Kurlan'

Hiring 199

Hiring Call-back Groups Sales Management 199

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. The top reps in her industry were meeting and networking online.

Training 293

Training Top of Funnel Hiring Hotels 293

Pointclear

APRIL 24, 2013

Jim is also an author and often-requested keynote speaker at sales management, CRM and E-Business conferences. After completing his company''s 19th annual Sales Performance Optimization Study , Jim said it revealed that 94 percent of the companies surveyed increased their revenue target for 2013.

Customer 240

Customer Sales Qualified Lead Lead Generation Trends 240

No More Cold Calling

NOVEMBER 21, 2013

To learn all about the role of technology and referrals in sales, get your copy of my new book: Pick Up the Damn Phone!: It’s been nominated as the “ 2013 Top Sales and Marketing Book ” by Top Sales World. (I’d We know our industries, our products, and (most importantly) our clients.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

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. Since our breakout session at WPC 2013 last July in Houston, we have received an enormous number of emails and business opportunities from partner organizations that wanted to learn more about “separating themselves” from their competition.

Lead Rank 72

Lead Rank Lead Scoring Microsoft Face-to-face 72

Understanding the Sales Force

JUNE 30, 2014

They were on top of the pack when they sold services with a six-month sales cycle but now that they work for a company selling a product in a very short sales cycle nothing is getting closed. I reviewed OMG''s data on a random set of 4,500 recent sales candidate assessments and only 12% were suitable for working remotely.

Sales Cycle 217

Sales Cycle Distribution Territories Up-Sell 217

Pointclear

MARCH 13, 2014

Dave Stein, ES Research Group, How Much Social Selling Should Sales Reps be Doing? Click to start video at this point —Are you a sales rep in the high-tech industry? which assists sales trainers in selecting the appropriate providers. If so, you should probably be doing a lot of social selling.

Inside Sales 235

Inside Sales Social Selling Outbound Lead Rank 235

No More Cold Calling

DECEMBER 7, 2017

CSO Insights’ 2017 Best Practices Study revealed that quota attainment—averaged across all geographies, industries, and company sizes—dropped from 63 percent of salespeople in 2012 to 53 percent in 2016. But they will definitely miss quota if sales managers continue to focus on the wrong behaviors and don’t shift their priorities.

Account 189

Account Referrals Sales Qualified Lead Quota 189

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

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. Since our breakout session at WPC 2013 last July in Houston, we have received an enormous number of emails and business opportunities from partner organizations that wanted to learn more about “separating themselves” from their competition.

Lead Rank 80

Lead Rank Lead Scoring Microsoft Face-to-face 80

Mindtickle

AUGUST 28, 2023

These challenges include: No insight into field activities Traditionally, it has been difficult for sales managers to gain visibility into the daily activities of their sales reps in the field.

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

Janek Performance Group

OCTOBER 25, 2023

It’s putting their needs ahead of the sale to form long-term relationships. Altify notes account planning has increased from 36 percent of companies in 2013 to 50 percent today. However, according to Gartner , 51 percent of sales leaders agree account management channels fall short.

Account 62

Account Survey Analysis Scale 62

Zoominfo

APRIL 16, 2018

Keenan’s book shares how the rules of the industrial age no longer work and that if you want to be successful, you must learn the new rules for success. 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 Influencer Case Study Sports 171

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. Click to start video at this point — I ask Linda about the book she is working on, and she enthusiastically talks about The New Sales Conversation. Stay Tuned.

Video 174

Video Journal Up-Sell Education 174

Sales Training Connection

JANUARY 9, 2013

Product innovation and Sales. No industry is immune. Most sales forces are busy doing what they are doing. The answer, of course, varies by industry, company, and competitive profile. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Margin 119

Margin Ideal Customer Profile Lead Rank Lead Scoring 119