SBI Growth

JANUARY 9, 2013

Our 2012 sales leader research finds it is still a big fear for 2013. Here are five steps for HR to build a sales leadership pipeline in 2013: 1. For example, each of the first 6 weeks should have some deliverable objective. The top fear of HR leaders for 2012 was finding or developing leaders. Leverage them as you can.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

SBI Growth

NOVEMBER 11, 2012

The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. The Persona includes customer expressions of their top objectives, obstacles, what’s important to them, and your company’s uniqueness. This is the adoption of Content Marketing principles into outbound direct marketing. Content Marketing works.

Direct Mail 319

Direct Mail Marketing Demand Generation Demand Generation Targets 319

SBI Growth

SEPTEMBER 2, 2012

The objective of the interview is to map a customer buying process. Also make sure you sign up for our Make The Number Tour: How Your Peers Are Allocating People, Money and Time in 2013. If you have questions or ideas on additional best practices to develop an outward in focus, please comment below. Author: Joshua Meeks.

Data 267

Data Analysis Sales Operations Buying Cycle 267

A Sales Guy

DECEMBER 7, 2012

If you buy into the premise that it’s people behind success, which we should, then understanding your teams strenths and weaknesses should be at the core of your 2013 planning. Knowing that achieving your 2013 goals is directly dependent on your team, have you asked yourself are they up to the task?

Sports 107

Sports Exercises Objections Positioning 107

A Sales Guy

DECEMBER 21, 2012

Most sales leaders are finalizing their 2013 plans. (If If you haven’t download our 2013 Sales Planning Development Tool Kit you should, because you’re now officially in the cycle and it’s only going to get worse.) Download our Execution Cadence Template to get started building your own cadence for 2013.

Pivotal 113

Pivotal Resources Coaching Objections 113

Increase Sales

NOVEMBER 16, 2013

With the US economy still sluggish ( 2013 GDP at 1.6 ) along with the enacted and yet to be enacted governmental policies, uncertainty in the marketplace is the shadow obstacle behind many sales objections. For those in sales, uncertainty has indeed become the shadow obstacle behind many sales objections. Share on Facebook.

Objections 143

Objections Small Business Small Business Sales Cycle 143

Keith Rosen

OCTOBER 24, 2013

Keith Rosen’s company, Profit Builders, was named one of Selling Power’s Top 20 Training Companies for 2013. Profit Builders is the pioneer of management coach training that helps salespeople and managers worldwide consistently achieve their business objectives faster through their proven sales coaching methodology and framework.

Company 119

Company Training Sales Coaching Coaching 119

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

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. Creating a “Drive Statement” can assist you. 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

Increase Sales

JANUARY 22, 2013

Years ago my father shared with me that all sales objections could be placed into five buckets and those buckets were in order of priority. Funny, according to Dad, you are also the first sales objection. Your company is the second sales objection. Your solutions are the third of the five sales objections.

Objections 129

Objections Wireless Webinar Metrics Facebook 129

The Science and Art of Selling

JANUARY 17, 2014

For two weeks in December 2013, ShareBloc ran a contest to find the Top Content Marketing Posts of 2013 as part of their open beta launch. My article about the Agreement Frame was #1 in Sales Management for 2013, and #10 in the overall contest! Read my article: Objection-Handling Technique: The Agreement Frame.

Sales Management 52

Sales Management SAP Top of Funnel Sales Qualified Lead 52

SBI

DECEMBER 18, 2012

And we have big plans for 2013. The new site will allow me to provide targeted services to our end-user clients, all aimed at helping you identify the right steps to take to jolt productivity and revenue to new heights in 2013. Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome. Sales 3.0:

Vendor 128

Vendor Sales Cycle Software Software 128

Your Sales Management Guru

JULY 30, 2012

Sales Leadership: Impacting Your 2013 Revenue. First, recognize that if you hire someone between now and the end of this year, they may contribute somewhat to your 2012 objectives, but if your new-hire to contribution/pipeline cycle is anywhere between 3-5 months, it won’t be substantial.

Sales Leadership 68

Sales Leadership Revenue Hiring Compensation 68

SBI Growth

JANUARY 17, 2014

As the CEO, you have a company growth objective. Whatever the reason, the objective is real. According the “Year-End CEO Report” conducted by Challenger, Grey & Christmas, CEO turnover rose in 2013. According the “Year-End CEO Report” conducted by Challenger, Grey & Christmas, CEO turnover rose in 2013.

Remedy 281

Remedy Hiring Margin Guarantee 281

The Sales Hunter

JANUARY 1, 2013

Time to throw that stuff out and start 2013 on the right foot. Unless you’re willing to change what you do for 2013, then the results you’re going to get are going to be no different than what you got this year. . Personally, I think 2013 can look better than 2012. It starts next Monday, January 7, 2013.

Motivation 230

Motivation Video Prospecting Sales Process 230

The Pipeline

SEPTEMBER 12, 2013

Thursday, September 19, 2013. From voice mail to talk track to impact question to handling the most common objections. Developing client/prospect objectives. Review managing techniques for common and recurring objections. 1:00 – 2:00 pm EST / 10:00-11:00am PST. Mastering the language of sales.

Cold Calling 276

Cold Calling Webinar Metrics Conversion How To 276

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. And if you love my Blog, I would sure appreciate your vote for Top Sales Blog of 2013. c) Copyright 2013 Dave Kurlan'

Sales Process 302

Sales Process Webinar Metrics Intent Groups 302

Contact Monkey

MARCH 8, 2016

Have you ever wanted to use cross object fields in Salesforce email templates? But what if you want to include cross object fields in Salesforce email templates? For example let’s say you want to send an email to your contacts which includes information from both the Opportunities object and the Products object.

SalesForce 52

SalesForce Objections Video Opportunity 52

Understanding the Sales Force

DECEMBER 18, 2013

Understanding the Sales Force by Dave Kurlan My vision, of how the future of selling is shaping up, appears in today''s (the December 18, 2013) issue of Top Sales Magazine. This issue also features the 2013 Award Winners of the Top Sales & Marketing Awards in 18 Categories. We did pretty well this year!

Sales Talent 235

Sales Talent Video Course Up-Sell 235

Understanding the Sales Force

JANUARY 13, 2014

I wrote an article back in September of 2013 that asked the question, Are Sales and Sales Management Candidates Getting Worse? According to Objective Management Group’s (OMG) statistics from more than 700,000 sales evaluations, 74% of all salespeople suck. 2013 Candidates Recommended by Role and Difficulty. (c) Register here.

Hiring 267

Hiring Face-to-face Groups Webinar Metrics 267

SBI Growth

AUGUST 1, 2013

We’re nearly 60% through 2013. With no increased budget and only five months remaining in 2013, efficiency is needed. Providing them an objective way to better prioritize customers is a great start. Reps that do this objectively will gain great insight. Time is running short for 2013. Just five months left.

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

The Pipeline

JULY 3, 2013

But no, given the opportunity they offered up not quite a toaster, but a tablet, how 2013 is that? As sellers we need fix our lens on the buyers’ objectives and priorities, and work with the buyer towards those ends. It sounds straight forward, but continues to be a challenge. Sales Process Sales Success Tibor Shanto'

Banking 293

Banking Opportunity Objections Intent 293

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. This tool provides you with the ability to rate each of your key initiatives across the 5 variables that are critical to hitting the 2013 number.

Strategy 293

Strategy Analysis Quota Resources 293

The Sales Hunter

NOVEMBER 12, 2013

Your objective right now is to make your 2013 number. Easy to say the focus is on making the 2013 number, but there are 4 mistakes many salespeople make that wind up costing them money. Making your 2013 number is not an option. Copyright 2013, Mark Hunter “The Sales Hunter.”

Quota 212

Quota Selling Skills Intent Up-Sell 212

SBI Growth

OCTOBER 12, 2012

What does utter and complete professional success look like from your perspective in 2013? Duplicating efforts with your sales VP takes away valuable time to focus on driving towards the company’s overall objectives. If the two of you are going to accomplish the big objective, you have to figure out a way to divide and conquer.

Hiring 282

Hiring Scale Compensation Guidelines 282

Understanding the Sales Force

SEPTEMBER 9, 2013

The darker dotted line is the trend for the percentage of sales management candidates that were recommended by Objective Management Group for the same time period. Quizzes by Quibblo.com (c) Copyright 2013 Dave Kurlan' There are four possible explanations for this considerable drop. What do you think?

Sales Management 288

Sales Management Hiring Compensation Trends 288

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. Plus our Partners: SellingPower, Sales Gravy, Rain Today, Salesopedia and Changing Minds.

PointClear 55

PointClear Groups Twitter Survey 55

The Sales Hunter

SEPTEMBER 7, 2013

If you want to succeed, you have to be able to maintain good eye contact, whether delivering your price or handling a customer’s question or objection. In fact, you should try to know the color of their eyes: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. .

Consultative Selling 223

Consultative Selling Video Motivation Objections 223

Anthony Cole Training

AUGUST 29, 2013

Or do you know you need stronger sales people to combat how difficult selling has become in 2013 but you know you need a better tool? Dave Kurlan, CEO of Objective Management Group, will lead you through a compelling 45-minute session on how the magic in OMG''s Sales Candidate Assessment will put sales hiring problems in the rear view mirror.

Hiring 175

Hiring Webinar Metrics Groups Objections 175

Understanding the Sales Force

NOVEMBER 7, 2013

The latest proof can be found in this July 2013 USA Today article. Not only that, our company, Objective Management Group , will need to change it''s BHAG from 14 million to 16 million salespeople evaluated! c) Copyright 2013 Dave Kurlan' It''s simply not true. million." That''s in the USA alone.

Hiring 246

Hiring Inbound Trends Positioning 246

The Sales Hunter

FEBRUARY 9, 2013

Or did you ignore their first objection? My suggestion is that you don’t even acknowledge their first objection. Watch the below video for further explanation on how to do this… and what to do after they have objected twice. That’s right! ” Sales Motivation Blog. . ” Sales Motivation Blog. .

Video 184

Video Negotiation Customer How To 184

The Sales Hunter

NOVEMBER 11, 2013

Your objective is to make an effort to motivate others not just each week, but each day. Your objective is simple. Copyright 2013, Mark Hunter “The Sales Hunter.” Just because you don’t have people you supervise doesn’t mean you don’t have people you can motivate. ” Sales Motivation Blog.

Motivation 263

Motivation Objections Positioning Exact 263

Understanding the Sales Force

MARCH 4, 2013

By the way, I'll be leading our top-rated Sales Leadership Intensive in Boston, May 14-15, 2013, and we'll be doing justice to all six of my competencies. c) Copyright 2013 Dave Kurlan Or compare with my 10 Kurlan Sales Management Competencies.

Sales Leadership 220

Sales Leadership Energy Coaching Study 220

SBI Growth

AUGUST 6, 2012

The Sales Leader is about to receive the 2013 Revenue Number. The objective for each was to identify growth opportunity and align resources accordingly. If you value the above data points, then you know the impact of accurately allocating people, money and time to making the number in 2013. Won deals in half the time.

Opportunity 316

Opportunity Strategy Banking Territories 316

The Pipeline

DECEMBER 30, 2013

And an even greater number of post and articles telling you all the things you should do in 2014, most of which are retreads of things they advised you to do in 2013. But they all have objectives, focus on that, and you engage with more potential buyers, and sell more. Don’t second guess yourself into to the safety of mediocrity.

Face-to-face 276

Face-to-face Commission Objections Follow-up 276

The Sales Hunter

APRIL 30, 2013

The objective of this call is to not only have the customer appreciating you more, but also to begin understanding better their needs. Your first objective is to keep your name and the name of your company in the forefront of the customer’s mind. Copyright 2013, Mark Hunter “The Sales Hunter.”

Customer 269

Customer Cold Calling Customer Service Consultative Selling 269

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. Is my talent aligned to accomplish this objective? There are some ‘B’ Players who have already tapped out and won’t contribute more than they did in 2013. Your thoughts should now turn to 2014. How will you attack the New Year with confidence?

Territories 300

Territories Scale Guidelines Groups 300