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

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. One of the most important aspects of any sales enablement strategy is alignment to the customer journey. Streamlining the sales process.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

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

Your Sales Management Guru

OCTOBER 1, 2012

Preparing for 2013. I thought I might simply highlight a few points from both sessions since there are pertinent for everyone as we move into 2013. There were four panelists -all with real world experience in selling and marketing. Panel Discussion. Some thought that it was a 4:1 ratio. . .

Sales Management 71

Sales Management Top of Funnel Hiring Lead Rank 71

SBI Growth

NOVEMBER 13, 2013

For the complete list of Jim Welch’s New Year Preparation Tips, register for SBI’s Sales & Marketing Research Review. Discover insights and market trends from SBI’s research in 2013. Watch the rep work – is he using your sales process? You’ll be training. We’ll examine 4 of them in detail here.

Hiring 303

Hiring Trends Call-back Research 303

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

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.

Channels 112

Channels Video Training Hiring 112

Understanding the Sales Force

SEPTEMBER 9, 2013

There are categories of sales tools and CRM applications where none existed a few years ago. Companies are spending more money on sales force evaluations, sales training, consulting, sales leadership development, sales process, infrastructure and sales recruiting services than 5 years ago.

Sales Management 288

Sales Management Hiring Compensation Trends 288

Sales Training Connection

JANUARY 23, 2013

Booz & Co published a particularly insightful article on a particularly important topic – Sales Force Design: Assessing Stark Choices and Getting it Right. Because of the dynamic changes occurring across markets, the assessment of whether the right sales force design is in place has become a priority for senior sales leaders.

Training 103

Training Pivotal Commission Quota 103

Sales Training Connection

DECEMBER 13, 2013

Inside salespeople are no longer just engaged in small commodity type sales or as backup for completing the secondary tasks of the outside sales group. 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.

Inside Sales 118

Inside Sales Training Scale Outside Sales 118

The ROI Guy

JULY 9, 2013

To kick off 2013, Gartner predicted that the reigns on worldwide IT spending would loosen, forecasting an increase of 4.2% 2013 Challenges for IT Solution Providers Revenue growth is extremely important for IT solution providers, as this growth is required to sustain high valuation multiples and shareholder equity. by mid-year).

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

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

SBI Growth

SEPTEMBER 20, 2012

Congratulations, your organization is launching a new product in 2013! As the leader of sales operations, I am sure you are working on: Updating CRM systems with new product information. Revising or building a new sales process to enable sales reps. Organizing and scheduling product training sessions.

Compensation 244

Compensation Incentives Incentive Penetration 244

Understanding the Sales Force

APRIL 9, 2014

The author wrote that since most prospects today know what they want, they won''t rehash all of the needs and decisions that got them to this point, and as a result, a salesperson won''t be able to back them up to an earlier stage of the sales process to implement SPIN or any other questioning strategy. Well, maybe.

Proposal 249

Proposal Up-Sell Lead Rank Lead Scoring 249

Understanding the Sales Force

NOVEMBER 25, 2013

Sales cycle redesign is a good start, but the salespeople must be able to execute on the new sales process as well. Many sales processes die upon introduction as sales managers are unable to hold salespeople accountable for following the process and aren''t able to coach to the new process either.

Study 243

Study Sales Cycle Follow-up Account 243

Cincom Smart Selling

DECEMBER 3, 2015

Take, for example, General Mills, who just announced that it saved over $10 million since 2013 by addressing what to the untrained eye would merely look like a minor ingredient overage issue. Because of rapidly changing markets, the way we sell evolves every day. Because of rapidly changing markets, the way we sell evolves every day.

Sales Process 54

Sales Process Government CRM Trends 54

Increase Sales

MARCH 2, 2013

In answering the question in my blog, I closed with these three (3) questions: “What are my beliefs about sales, marketing, selling and keeping?”. These beliefs potentially revolve around these two other words of marketing and selling. And for some forward thinking sales people they may actually be thinking about keeping.

Referrals 138

Referrals Loyalty Webinar Metrics Coaching 138

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

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

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 had been in the UK recently for a Sales 2.0 Sales managers should hire learners, not students.

Hiring 192

Hiring B2B Video Lead Rank 192

Increase Sales

NOVEMBER 21, 2012

Today’s entrepreneurs must expand their small business leadership roles to include more awareness and knowledge about the sales process including marketing and selling within the now what is called the social marketplace.

Small Business 154

Small Business Small Business Inbound Trends 154

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% Poor marketing. Lack of processes. A Real Life Example.

Small Business 160

Small Business Small Business Coaching Facebook 160

Increase Sales

JULY 7, 2013

Yet for many of those same large firms and especially for the majority of firms with under 100 employees, this best sales practice may be your greatest obstacle to achieving your goal to increase sales. The travel heavy sales and marketing practice originates from the product or sales based marketing approach.

Travel 131

Travel Education Case Study Influencer 131

Sales Training Connection

SEPTEMBER 9, 2013

Sales process. Ask any top performing salesperson and they will paint a comprehensive picture of the customer’s buying process. The study found that more than 50% of marketing spend is misaligned because of a misunderstanding how customers make buying decisions – as they say that is a problem worth correcting.

Buying Cycle 120

Buying Cycle Study Sales Process Proposal 120

Mindtickle

JANUARY 28, 2020

The foundation of sales enablement is to provide sellers with what they need to successfully engage the buyer throughout the buying process. The concept of sales enablement is relatively new (originating in 2013 ), and its definition is still evolving as technologies and processes advance. Optimized content.

Sales Enablement 72

Sales Enablement Top of Funnel Lead Rank Lead Scoring 72

Delicious Sales

MAY 2, 2012

Sales (12918). Marketing (6398). Training (4995). Sales Management (2614). Inside Sales (849). Outside Sales (81). Sales Process (1775). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Is your sales process slow or fast?

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Increase Sales

MARCH 15, 2013

Sales is a process of marketing, selling and keeping. To believe in the quick fix is to violate the process and ignore the necessary sequential steps. Sales is an ongoing continuum where the three phases of the sales process, marketing, selling and keeping, continue to turn over and over again.

Lead Rank 128

Lead Rank Lead Scoring Commission Webinar Metrics 128

Increase Sales

DECEMBER 17, 2012

Sales people cannot create value nor can they sell value in spite of what so many small business coaches to sales training coaching consultants espouse. The simple reason sales people cannot create value is value is unique to each buyer. What top sales performers actually do is value connection.

Small Business 150

Small Business Small Business Webinar Metrics Buyer 150

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

SBI Growth

SEPTEMBER 6, 2012

This post is about a CEO of a $450M company who focused on winning large deals to double revenues in a flat market. If you feel product differentiation and hot markets are the only way to grow revenue, this CEO proved otherwise by refusing to accept these limitations. The collision repair’s “market” depends on wrecked cars.

Hiring 297

Hiring Penetration Demand Generation Targets Incentives 297

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

Customer Centric Selling

NOVEMBER 20, 2013

Sales Training Article: 8 Tips to Help the CSO Prepare for the New Year. By Mark Synek, Sales Benchmark Index (SBI) Sales Leaders hate Q4. Jim is the Senior Vice President of North American Sales and Field Operations at Motorola Solutions. Discover insights and market trends from SBI''s research in 2013.

Training 45

Training Hiring Trends Call-back 45

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

FEBRUARY 17, 2014

At first glance, you might not think that IT has much of an impact on sales and you would be correct. When AE''s are introduced into the sales process, many of them want to take over. In this case, the way that IT should support sales is by staying out of the way, like an application engineer in the sales process.

CRM 274

CRM Webinar Metrics Engineering Report 274

Customer Centric Selling

FEBRUARY 20, 2013

Sales Training Article: Requisite Skills for Supporting Sales By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company This article is a continuation from last week's article , as part of the IIWII series. With few exceptions, sellers want to achieve quota.

Training 51

Training Lead Rank Sales Qualified Lead Call-back 51

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 is nothing but a tool without a process.

CRM 291

CRM Revenue SugarCRM System 291

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. I know that there are 3 instances of training and coaching.) A great example of this is your copier lease.

Hiring 130

Hiring Conference Coaching Up-Sell 130