The Sales Hunter

APRIL 9, 2013

We talk about the need to be productive, yet we find ourselves conducting sales meetings that are a waste of time. If people don’t leave the meeting and do something different than what they would have done otherwise, then the meeting is a waste. Is the meeting going to adhere to the culture of the company?

Sales Meeting 193

Sales Meeting Meeting ROI Motivation 193

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. Among all of the important articles this month is mine on The Top 5 Reasons Salespeople Fail to Meet Quota and the Common Link to All 5 Reasons.

Training 246

Training Coaching Comparison Territories 246

SBI Growth

AUGUST 10, 2013

I was lucky enough to be introduced to a sales team’s top performer for 2013. Training dollars are being misallocated. Her sales manager knew her potential and sent her to a weeklong sales training. The Need-Payoff that she had been trained on was thrown out the window. A 4 day training at corporate. The Old Model.

Training 293

Training Top of Funnel Hiring Hotels 293

SBI Growth

OCTOBER 26, 2012

How are you, the sales operations leader, going to measure the effectiveness of your 2013 Sales Kickoff Meeting ? Over the last three years the traditional sales kickoff meeting has drastically changed. In fact, the proper process to execute and measure a sales kickoff meeting includes four phases. Phase 1 – Research.

Meeting 293

Meeting Sales Qualified Lead Survey ROI 293

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. It may appear on your internal letterhead, made into a banner and hung in your sales area and used to reinforce your training programs.

Sales Leadership 82

Sales Leadership Incentives Incentive Motivation 82

Score More Sales

MARCH 26, 2013

The ability to meet the demands of the customer to collaborate when and how they feel most comfortable engaging with the company. Instead of throwing a new tool on them, start with cross-functional meetings to discuss what you need and how it will work. New insights into their customers, giving the company competitive advantages. •

CRM 235

CRM Guidelines Data Compensation 235

The Sales Hunter

FEBRUARY 4, 2013

Are weekly sales meetings a waste of time? I hear from both salespeople and sales managers about the pros and cons of the weekly sales meeting. Want to find out if a sales meeting is an asset or a waste of time? Do people view the meeting as “update session” where people update what’s happening?

Sales Meeting 216

Sales Meeting Meeting Insurance Insurance 216

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. In fact, I am convinced that the most successful sales people in 2013 will begin to think as much as a marketer as they do a sales person. Please note that my Top Sales Books to Read in 2013 does not include any of the “classics” in sales. Zig Ziglar. Simplified.

Face-to-face 132

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

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. Whenever possible, meet your customers in social situations rather than purely business ones. Have a great 2013, everyone! Will the economy recover?

Loyalty 51

Loyalty Training Trade Show Customer 51

Understanding the Sales Force

DECEMBER 6, 2013

Understanding the Sales Force by Dave Kurlan Yesterday I was leading a training program for a group of veteran Objective Management Group (OMG) Partners and experienced sales trainers. How many of your salespeople can do all of this in their first meeting? c) Copyright 2013 Dave Kurlan' Ask good, tough timely questions.

Sales Process 302

Sales Process Webinar Metrics Intent Groups 302

Sales Training Connection

DECEMBER 2, 2013

Sales Training. Sales Training. Switching topics to sales training, we do not have the corresponding percentages as to the time sales trainers spend lecturing but whatever the percentage – it is higher than it needs to be. Let’s explore why flipping should be applied to sales training and how one might do it.

Training 112

Training Exercises Travel Call-back 112

Your Sales Management Guru

OCTOBER 1, 2012

Preparing for 2013. Last week I had the opportunity to participate in another conference (14th of the year), they are always great times when you can hear other speakers, learn new ideas and meet new people. I thought I might simply highlight a few points from both sessions since there are pertinent for everyone as we move into 2013.

Sales Management 71

Sales Management Top of Funnel Hiring Lead Rank 71

Your Sales Management Guru

JUNE 16, 2013

Your July Sales Training Tip: YouTube.com. Normally at this time of the year, I am reminding my clients that it’s time to begin building their 3 rd Quarter sales training plans. Those of you that are regular readers know that Acumen Sales Mangers plan their entire quarter sales training plans at the beginning of each quarter.

Training 90

Training Video Meeting Sales Leadership 90

Understanding the Sales Force

MAY 5, 2014

Top 10 Kurlan Sales Articles of 2013. Top 5 Success Factors for a Sales Training Initiative. Top 25 Prerequisites for Successful Sales Training and Sales Development. Top 10 Sales Training Realities Versus What You Believed. Top 6 Reasons Decision Makers Fail to Attend Your Meetings. Top 16 Problems with CRM.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

SBI Growth

MAY 12, 2013

At a sales meeting, Manny the Manager posed this question to his team: “How is our average Opportunity Close Ratio 80%? Reps won’t get that training if the focus is only on the bottom of the funnel. Download the Top of Funnel Metrics for 2013. AEs may not get the training they require. So is your funnel accurate?

Top of Funnel 293

Top of Funnel Funnel Decision Maker Forecasting 293

Sales and Marketing Management

MARCH 29, 2019

AI is creating new technology jobs and revolutionizing how enterprises meet their IT needs. Fueled by a six-fold increase in venture capital investment, the number of jobs requiring AI-related skills has more than quadrupled since 2013. Be Excited about AI.

Marketing 209

Marketing Webinar Metrics Software Software 209

SBI Growth

AUGUST 10, 2012

Trained the sales force and channel partners on the new product. This is very different than product training. Your sales team needs this from you to make your product launch in 2013 successful. On their June 28 th earnings call, the CEO announced the delayed release (again) of the Blackberry 10 until January, 2013.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

Corporate Visions

SEPTEMBER 20, 2018

What does the typical sales meeting look like today? Of course, inside sellers handle all their meetings remotely. But get this: today, outside reps spend 45% of their time selling remotely, an 89% increase from 2013. But get this: today, outside reps spend 45% of their time selling remotely, an 89% increase from 2013.

Research 40

Research Sales Meeting Meeting Journal 40

Increase Sales

FEBRUARY 19, 2013

If being successful as a salesperson is all about having someone buy your solution, then most sales training really is buying training isn’t it? Now there are some efforts in the sales training industry that discuss being an assistant to the buyer. Yet the focus is still on the salesperson first and the buyer second.

Training 127

Training Discount Buyer Analysis 127

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. Can you live on or keep your job meeting only 63% of your goals? 2013 Potential analysis for each initiative. What will it cost me to execute?

Strategy 293

Strategy Analysis Quota Resources 293

Increase Sales

JULY 5, 2013

During lunch a Vice President of a regional bank asked me this very pointed question: Why doesn’t sales training for banks stick? My quick and direct response was “banks and other financial institutions continue to use the same training providers they have been using for the last 20 plus years.”

Banking 136

Banking Training Infusion Retention 136

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

The ROI Guy

JANUARY 8, 2013

Although I too am more optimistic about 2013 compared to last, there are clear and immediate challenges that deserve action regardless. 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. Click here to learn more.

Proposal 71

Proposal Decision Maker ROI Lead Rank 71

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. Yet many reps struggle to get that critical first meeting with a decision maker. Social Selling training budgets increased 48% in 2013. Companies are trying to grow new business. There’s a lot written these days on Social Selling.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

Score More Sales

JANUARY 27, 2014

call 50 people or meet 50 people and hone your intro (or value proposition). set an activity goal to book 20 meetings. call 50 people or meet 50 people and hone your intro (or value proposition). set an activity goal to book 20 meetings. bookmark a sales blog and read regularly. hire a prospecting coach.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

SBI Growth

NOVEMBER 13, 2013

Meet Jim Welch. Discover insights and market trends from SBI’s research in 2013. You’ll be training. Discover insights and market trends from SBI’s research in 2013. Sales Leaders hate Q4. They have to get ready for the new fiscal year. And they have to do it while trying to end the current year strong. Follow @MarkSynek.

Hiring 303

Hiring Trends Call-back Research 303

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 112

Channels Video Training Hiring 112

Score More Sales

AUGUST 26, 2013

This is definitely one of the top requests I hear when meeting with those prospecting for net-new business. Last week at Inbound 2013 I had the pleasure to meet up with Kyle Porter, CEO and Founder of SalesLoft. What other ways to you find good leads?

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Leads 217

Sales Training Connection

MARCH 27, 2013

Given the responses we thought it would be good to shift the focus of the discussion from “ how to coach ” to “how do you train sales managers to coach” If you were tasked with developing a sales coaching program for your company, what would be the design specifications? What are some of the traps that need to be avoided?

Coaching 115

Coaching Sales Management Training Consultative Selling 115

Score More Sales

FEBRUARY 28, 2014

I was at one of my clients’ offices this week, Granite LLC , coaching sales team members and meeting with sales leaders – and heard about the massive undertaking that will be happening on Monday. I heard one, couldn’t resist seeing if I could be involved, and offered to participate too. Thank you all for your support!

Ideal Customer Profile 325

Ideal Customer Profile Lead Rank Lead Scoring Fashion 325

SBI Growth

JANUARY 30, 2013

You just received your quota for 2013. Excellence in 2013 starts with you. Read on to better understand HOW to leverage resources to Make the 2013 number. Train your team on areas of deficiency. Improve your content and messaging to meet customer requirements (Personas). It went up. Yet, you are not alone.

Resources 321

Resources Networking Face-to-face Quota 321

Score More Sales

JULY 11, 2013

Ron and I would meet with various decision makers who were involved in a project that would involve thousands of the items we sold on one contract. Then we would meet with someone else in the same division who was either an influencer or part of the decision team for the same project. Ron would always ask the same questions –.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

Sales and Marketing Management

JUNE 8, 2017

Author: SMM On April 6, leaders from across the meetings and events industry came together to support the second annual Global Meetings Industry Day (GMID). GMID events were held across the globe to demonstrate the measurable impact that meetings have on businesses, economies and communities. 38 percent of all U.S.

Travel 205

Travel Incentives Incentive Lead Rank 205

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. Ensured that your reps only meet with the right people. How many of the top seven from 2013 did you acquire?

Scale 282

Scale Exercises Compensation Follow-up 282

Fill the Funnel

DECEMBER 13, 2013

Time zone confusion has probably caused me more missed meetings, phone calls and web meetings than every other reason combined. I was in awe during a recent training webinar I was presenting when I was watching the attendees arrive into the GoToWebinar panel. East Coast, West Coast, Daylight Savings give me a headache.

Top of Funnel 134

Top of Funnel Webinar Metrics Funnel Territories 134

The Sales Hunter

JUNE 14, 2013

For them, walking in to meet a customer means in their mind they might not have control. That being the case, many top managers will make up any and every excuse imaginable as to why they don’t have time to meet with customers. On the agenda, you allow for time to have the customer meet with senior management.

Sales Process 221

Sales Process Sales Leadership Travel Motivation 221

Score More Sales

NOVEMBER 21, 2013

The most successful attendees set up meetings before, during, and after the event to maximize their travel and their time. Reach out to those 3-5 or 10 contacts and get meetings scheduled NOW if you didn’t do that at the event. (A Anyone feeling it was not worth their time is not making good use of their time. Close More Deals.

Follow-up 194

Follow-up Conference Face-to-face Lead Rank 194