Understanding the Sales Force

MAY 28, 2014

Understanding the Sales Force by Dave Kurlan Before we discuss how to improve sales training, a quick promo for the latest and greatest taking place over at the ever improving Top Sales World. The June issue of Top Sales Magazine has been published and you can download it here. More on Baseball and Sales.

Training 246

Training Coaching Comparison Territories 246

Understanding the Sales Force

APRIL 17, 2013

Understanding the Sales Force by Dave Kurlan Last week I posted this article in reference to an Inc. Magazine article that was way off base about Consultative Selling. Non-Supportive Buy Cycle (the way that salespeople buy things doesn''t support ideal sales outcomes). Train the sales managers to coach the appropriate way.

Decision Maker 268

Decision Maker Consultative Selling Buying Cycle Proposal 268

Jonathan Farrington

MARCH 16, 2013

The 2013 contributors line-up has been finalized over at Top Sales World , and these are the sales experts who will be working with TSW this year: They will be writing articles, providing tips, taking part in roundtables and interviews etc. This is the group that will be … Writing articles for the Top Sales magazine.

PointClear 55

PointClear Groups Twitter Survey 55

Understanding the Sales Force

NOVEMBER 25, 2013

Understanding the Sales Force by Dave Kurlan A very interesting article caught my attention on Inc. Magazine''s website. Sales cycle redesign is a good start, but the salespeople must be able to execute on the new sales process as well. No, not the sales process customization - that takes 30 days - tops.

Study 243

Study Sales Cycle Follow-up Account 243

Jonathan Farrington

JULY 10, 2013

. We are delighted to announce that July’s edition of the Top Sales Magazine has been published – slightly later this month due to the July 4 th celebrations in the US. Our regular feature writers, Barb Giamanco, Nancy Nardin, Babette Ten Haken and Tamara Schenk are joined by sales management guru Keith Rosen.

Margin 41

Margin Policies Coaching Sales Enablement 41

Understanding the Sales Force

MAY 7, 2014

Understanding the Sales Force by Dave Kurlan The May issue of Top Sales Magazine is now available and in addition to my monthly article, this month''s issue is loaded with important reading on sales and selling. Sales Candidate Shortage - More Proof That Sales Isn''t Dead Yet. The Death of Selling Part 4.

Cold Calling 290

Cold Calling Sales Qualified Lead Networking Territories 290

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. And as if that wasn’t enough, Keenan has been cited in the Harvard Business Journal, Huffington Post, Entrepreneur Magazine, Inc., Reason Number Five: He runs A Sales Guy U.

Journal 171

Journal Case Study Influencer Sports 171

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

Increase Sales

DECEMBER 20, 2012

Yet for sales success, to be able to consistently achieve the small business goals to increase sales requires self leadership for every person on the sales team as well as those in sales management. For many small businesses, the small business owner is the sales management or part of the sales management team.

Small Business 127

Small Business Small Business Lead Rank Webinar Metrics 127

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

Understanding the Sales Force

FEBRUARY 28, 2014

WittyParrot has just released the Top 50 Sales Productivity Tips ebook with 50 Experts, including me, offering their advice. And the March Issue of Top Sales Magazine is available! It includes an article from me and several other noteworthy sales writers. The Sales Pipeline Nazi. What if sales managers did that?

Forecasting 188

Forecasting Pipeline Sales Forecasts Webinar Metrics 188

Pointclear

MARCH 13, 2014

Nick is a results-driven marketer, has been a writer for Fortune magazine, an adjunct professor at New York University, and an award-winning investigative journalist for CBC Television. Matt Heinz, Heinz Marketing, The Quality of Sales Leads is Abysmal. which assists sales trainers in selecting the appropriate providers.

Inside Sales 235

Inside Sales Social Selling Outbound Lead Rank 235

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

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

Understanding the Sales Force

OCTOBER 21, 2013

I mentioned the number of times that I have been critical of an HBR article on sales, but I have been nearly as critical of Geoffrey James, a contributor to Inc. c) Copyright 2013 Dave Kurlan' He has written a few articles which, at minimum, embarrass me and, at worst, reflect badly on him. Register. (c)

Lead Rank 250

Lead Rank Decision Maker Sales Qualified Lead Call-back 250

Understanding the Sales Force

FEBRUARY 28, 2014

WittyParrot has just released the Top 50 Sales Productivity Tips ebook with 50 Experts, including me, offering their advice. And the March Issue of Top Sales Magazine is available! It includes an article from me and several other noteworthy sales writers. The Sales Pipeline Nazi. What if sales managers did that?

Forecasting 120

Forecasting Sales Forecasts Webinar Metrics Pipeline 120

Your Sales Management Guru

FEBRUARY 9, 2014

BTW: My 4th, 5th, 6th books from the Sales Management Guru series will be published this year, keep an eye out. Ken Thoreson, President of Acumen Management Group Ltd. operationalizes” business and sales management systems and processes that pull revenue out of the doldrums into the fresh zone. About the Author.

Lead Rank 90

Lead Rank Lead Scoring Facebook Influencer 90

Your Sales Management Guru

APRIL 9, 2014

Ken Thoreson, President of Acumen Management Group Ltd. operationalizes” business and sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Ken’s latest book is “Leading High Performance Sales Teams. James did it and he felt it. Keynote Programs'

Lead Rank 73

Lead Rank Lead Scoring Face-to-face Conference 73

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. 2013: A Resurgence in Developing People for the New Sales Landscape. The next PowerViews will be with Bob Kelly of The Sales Management Association.

Video 174

Video Journal Up-Sell Education 174

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

Jonathan Farrington

MAY 18, 2013

In date order … We are delivering Modules 5 and 6 of the Top Sales Academy Sales Management Level next week. Quota Attainment” “ Quota is the heart-beat of every organization because: It’s the revenue number management relies on for business planning purposes. Sales coaching increases sales productivity.

Conference 35

Conference Hotels Influencer Quota 35

Bernadette McClelland

JANUARY 15, 2017

From 4 people in 2013 according to CSO Insights to an average of 7 people in 2016 according to the Gartner Group. Customers are researching, they are testing, they are trialing and they are paying for products from behind a keyboard with very minimal sales interaction. Marketing has also impacted the sales landscape.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

Your Sales Management Guru

MAY 13, 2014

Ken Thoreson, President of Acumen Management Group Ltd. operationalizes” business and sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Ken’s latest book is “Leading High Performance Sales Teams”. What about you? Keynote Programs'

Commence 79

Commence Lead Rank Lead Scoring Hotels 79

Jonathan Farrington

MAY 10, 2013

Ignite Your 2013 B2B Sales Strategy. Improve your ability to implement and execute your 2013 strategy by attending the Sales 2.0 This conference will connect you with top sales management experts and sales endorsed by both Selling Power Magazine and Sales 2.0 Coaching/training sales.

Meeting 36

Meeting Conference Social Media Compensation 36

Your Sales Management Guru

JULY 7, 2013

If those advantages are enough to convince you that it’s time to “think narrow,” you may want to start by attending my session at WPC 2013 in Houston. Adding “ Thought Leadership ” to your vertical plan will create the gravity to keep your sales pipeline jammed with the right prospects. Bigger average order size.

Marketing 86

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

Jonathan Farrington

MAY 23, 2013

Recently I have written several articles about “Strategic Selling”- a term which seems to have been lost amongst more modern terms such as “Consultative Selling” or “Collaborative Selling” and “Relationship Selling” even “Sales 2.0” Building Productivity : Sales productivity is a strategic issue.

Lead Rank 42

Lead Rank Lead Scoring Compensation Consultative Selling 42

LeadFuze

AUGUST 5, 2021

They focus on producing content for sales reps, sales managers, and sales execs. When they’re not blogging, the Double Digit Sales team also produces awesome sales training courses. Diagnose Your Sales Pipeline to Increase Performance. The Gist: A sales management blog with a BizOps spin.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98

Jonathan Farrington

JUNE 6, 2013

Sensing others’ development needs and bolstering their abilities is emerging as second only to team leadership among superior managers. For sales managers, developing others’ abilities is even more important – indeed, it’s the emotional competence most frequently found among those at the top of the field.

Guarantee 44

Guarantee Coaching Sales Sales Management 44

Jonathan Farrington

JUNE 2, 2013

I am off to speak at the Sales 2.0 A few months ago, I started to write about one of the missing pieces in many sales enablement discussions – the sales managers. In case you missed it, you can check it out here: Sales Enablement and Sales Management – Enable Your Sales Managers First.

Conference 37

Conference Segment Influencer Sales Enablement 37

The Ultimate Sales Executive Resource

FEBRUARY 5, 2014

Why then do so many managers still insist on the compliance of their people to such processes? Most sales managers perceive any change proposed, on how to assure making their numbers, to be as risky as open heart surgery. This article appeared first in the December 2013 issue of Top Sales World Magazine.

Engineering 40

Engineering Proposal Lead Rank Lead Scoring 40

Jonathan Farrington

DECEMBER 3, 2012

This new site is updated every day , to provide our visitors – who arrive from all around the world – with fresh articles, inspiring tips, motivational interviews, in fact everything the modern sales professional needs to keep them ahead of the game and operating at optimum performance levels.

Twitter 37

Twitter Groups Influencer Sales 37

Jonathan Farrington

MAY 29, 2013

The Sales 2.0 Ignite your 2013 B2B sales strategy. If you want to improve your ability to implement and execute your 2013 sales strategy, then the most successful and significant event in the conference calendar is for you. Topics covered will include: The Impact of Sales 2.0 Sales & Marketing Alignment.

Top of Funnel 39

Top of Funnel Funnel Conference How To 39

Hubspot Sales

OCTOBER 29, 2017

In 2013, American companies alone spent $164.2 in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry. For a more thorough look at maximizing your sales productivity, watch “ Tips to Structure Your Day.". Companies spent approximately $2.2B

Channels 112

Channels Video Training Hiring 112

Crunchbase

MAY 14, 2020

She’s an advocate for women in the aviation industry and beyond, and an accomplished sales leader. Magazine, Black Enterprise, and many more, and we’re sure there’s more to come from this high-flying keynote speaker. VP of Inside Sales at PatientPop Inc. Enterprise Sales Manager at Figma. Kevin “KD” Dorsey.

Top of Funnel 101

Top of Funnel Hiring Twitter Lead Rank 101

Sales Hacker

OCTOBER 7, 2021

Most recently, she held a variety of executive roles at Sailthru from 2013-2020, ultimately becoming the company’s Chief Revenue Officer. Following Sailthru’s sale to CM Group in 2018, Cassie took on the expanded role of Chief Customer Officer for CM Group’s 200MM+ martech portfolio. ” Aletta Noujaim.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130