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. And win more orders in less time.

Face-to-face 132

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

SBI

DECEMBER 18, 2012

And we have big plans for 2013. For starters, I’ll be launching www.NancyNardin.com , a sister site to Smart Selling Tools. 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.

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Vendor Sales Cycle Software Software 128

Fill the Funnel

DECEMBER 12, 2012

As you wrap-up what I hope was a successful 2012 and begin preparation for 2013, I think you will find some great ideas about sales tools during two Webinars to register for. Minimize Your Workload and Maximize Your Sales with Web Tool Automation. Which web tools deliver results for each task. All Rights Reserved.

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Webinar Metrics Sales Tools Tools Top of Funnel 112

SBI

JULY 22, 2014

He skipped 2013, perhaps because the market was moving too fast because, as of the 2014 version, the map has grown to a staggering 950 companies. At Smart Selling Tools, we’ve been reporting on sales solutions for seven years. We’ve kept a dynamic Top 40 Sales Tools guide updated for two years. In 2012 it grew to around 350.

Tools 123

Tools B2B Top of Funnel Marketing 123

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. Get a copy of my 5 Step Sales Strategy Decision Tool here to give you the answers you’re looking for in the shortest amount of time. You still have time.

Strategy 293

Strategy Analysis Quota Resources 293

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. Our Partner, Membrain , won the Gold for Top CRM Tool.

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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

Understanding the Sales Force

SEPTEMBER 9, 2013

There are categories of sales tools and CRM applications where none existed a few years ago. 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' What do you think?

Sales Management 288

Sales Management Hiring Compensation Trends 288

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.

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Sales Leadership Revenue Hiring Compensation 68

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? Wednesday, September 18th, 2013. Then this Webinar will provide you with the critical information that will help you accurately identify and select the very sales people that you are looking for.

Hiring 175

Hiring Webinar Metrics Groups Objections 175

SBI Growth

NOVEMBER 24, 2012

You still have time before 2013 to fix any blatant disconnects. The post offers tools to make longer-lasting corrections, too. Two discovery tools are essential to pinpoint these activities: Customer Interviews. The role for Human Resources leaders is to provide objectivity. The image here shows the DILO Ride-Along tool.

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Incentives Incentive Customer Compensation 267

SBI Growth

SEPTEMBER 28, 2012

This project will help you hit the number in 2013 and give you the recognition you deserve when competing against your peers. Download the sales project tracking tool from our annual sales research review event here to help you stay on track. Field adoption – measuring tool utilization. Cost – relative to the business impact.

Hiring 267

Hiring Tools Objections Sales 267

Understanding the Sales Force

NOVEMBER 5, 2013

In a recent mining of Objective Management Group''s data from June of 2013, there was a huge increase in the number of salespeople using social sites like LinkedIn, Twitter, Facebook, Spoke, Plaxo and Reachable for selling. It''s time that we stop expecting sales to increase as a result of CRM, social selling tools and email.

Social Selling 199

Social Selling Networking Groups Twitter 199

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. Download the SBI Talent Assessment Tool and find out who on your team is a true ‘A’ Player.

Territories 300

Territories Scale Guidelines Groups 300

Pointclear

DECEMBER 10, 2013

Chad was voted Top 25 Most Influential Inside Sales Professionals by the American Association of Inside Sales Professionals 4 years in a row—2010, 2011, 2012, and 2013. Sales Tools to Leverage LinkedIn. Click to start video at this point — There are so many sales tools available today. Sales is Getting Scientific.

Inside Sales 255

Inside Sales Lead Rank Social Media Video 255

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. Being Trendy – There is always a new trend, a new tool, a new way, to be successful, but new is not always better, it’s just new. So in 2014 Stop. H appy New Year!

Face-to-face 276

Face-to-face Commission Objections Follow-up 276

Understanding the Sales Force

FEBRUARY 11, 2014

In baseball, they call it the 5-tool player. They have all of the tools. For sales, there are quality tools that can be utilized to help with sales selection. One such tool is Objective Management Group''s (OMG) Sales Candidate Assessment. Use some world-class tools to help you get the job done effectively!

Sales Talent 263

Sales Talent Hiring Sports Tools 263

Understanding the Sales Force

MARCH 11, 2013

Email does not replace phone conversations but it is a terrific tool for reaching many people with the same message. I have been using ToutApp for about a month and love it so much that I have shared it with my teams at both Objective Management Group and Kurlan & Associates. c) Copyright 2013 Dave Kurlan

Proposal 295

Proposal Groups Follow-up Objections 295

Understanding the Sales Force

OCTOBER 4, 2013

Objective Management Group (OMG) uses Predictive Validity - the most time-consuming and expensive form of validation. On the other hand, some companies, who have been using our processes, systems and tools for a while, consistently exceed these results. c) Copyright 2013 Dave Kurlan'

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Hiring Licensing System Consumer 260

Understanding the Sales Force

OCTOBER 2, 2013

Do you have a way to objectively evaluate sales management performance? Objective Management Group can answer all of the questions you have about your sales management team and its impact on revenue. c) Copyright 2013 Dave Kurlan' What you don''t know about your sales managers may kill your chances to grow sales. Learn more.

Sales Management 243

Sales Management Objections Analysis Groups 243

The Sales Hunter

JULY 17, 2013

Pausing is also a powerful tool when we are communicating something of importance. This means that when you pause anytime you share a key piece of information or answer an objection,your response will seem more credible because of the pause. Copyright 2013, Mark Hunter “The Sales Hunter.” The power of the pause.

Cold Calling 244

Cold Calling Customer Service Consultative Selling Negotiation 244

Understanding the Sales Force

DECEMBER 11, 2013

This year I was nominated for 3 awards and Objective Management Group was nominated for 1 award. Top Sales Assessment Tool - Objective Management Group. c) Copyright 2013 Dave Kurlan' I would be so grateful if you would help me out and vote. There are only 3 days before the polls close on Friday, December 13.

Inside Sales 193

Inside Sales Groups Objections Benefit 193

SBI Growth

JANUARY 15, 2013

Will upper management be able to rely on your sales revenue forecasts in 2013? Let’s say the 2013 sales revenue target was set at an even $500 million. Download Your Persona Based Forecasting Tool Here. Their objectives, obstacles and fears when buying and how you can help. It’s a new year. The industries they work in.

Forecasting 267

Forecasting Sales Forecasts Buyer Persona How To 267

Understanding the Sales Force

MAY 22, 2014

The competencies of an inside salesperson, hunter, closer, consultative seller and even account manager are vastly different, so it is imperative that we not only define those competencies, but use tools to measure them. Image Copyright: harishmarnad / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan'

Sales Management 240

Sales Management Top of Funnel Decision Maker Webinar Metrics 240

Score More Sales

NOVEMBER 25, 2013

Among entrepreneurs, we call it the “bright shiny object syndrome” For people with ADD or ADHD it can be an extremely difficult situation. You may have metrics being generated within your CRM tool, such as in Salesforce.com. Are you in sales and get distracted easily? How do you keep from being distracted?

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Outbound 217

Understanding the Sales Force

OCTOBER 9, 2013

Understanding the Sales Force by Dave Kurlan When Objective Management Group (OMG) evaluates a sales force, 1 of the 26 questions we answer for clients is, Can You Shorten Your Sales Cycle? ". At my sales consulting company, Kurlan & Associates , we use, love and strongly recommend Membrain as a sales pipeline tool.

Sales Cycle 255

Sales Cycle Analysis Analytics Pipeline 255

Understanding the Sales Force

JUNE 17, 2013

Despite that, article after article points to the advantage of personality tests as a sales pre-employment tool. Objective Management Group (OMG) has been perfecting sales selection for 23 years and you can''t beat these two statistics: 75% of Candidates, who are not recommended but get hired anyway, fail within 6 months.

Hiring 228

Hiring Construction Exact Groups 228

SBI Growth

NOVEMBER 10, 2013

Discover insights and market trends from SBI’s research in 2013. They provide insight into what goals & objectives drive their behaviors. A Buying Process Map (BPM) is a tool leveraged by marketing and sales. Actionable & ongoing buyer intelligence takes on three critical forms: Personas. Buyer Process Maps.

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

Understanding the Sales Force

MAY 27, 2014

Today I got one from an OMG ( Objective Management Group ) Partner who wanted to let me know what he learned from one of his clients at a company that you all know quite well (but whose name will be withheld). Image Copyright: sorapop / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan'

Hiring 224

Hiring Ideal Customer Profile Enterprise Enterprise 224

Understanding the Sales Force

APRIL 23, 2013

One of the proudest moments of my professional career occurred Sunday, April 21, 2013, when my team at Objective Management Group (OMG) introduced our brand new Sales Force Evaluation product to 120 OMG Partners from around the world. Our "old" tool won the Gold Medal for Top Sales Assessment Tool in 2011 and 2012.

Decision Maker 169

Decision Maker Sales Leadership Forecasting Analysis 169

SBI Growth

OCTOBER 31, 2013

There is now an updated 2013 SBI Research Review which you can sign up for here. You will have access to guides, templates and tools. These tools will help you excel in your current and future sales positions. Every day and week should lead you toward your lifetime objective. Plan for the long term. Write it down.

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

The Pipeline

APRIL 28, 2016

There is no shortage of productivity or enablement tools available to sales people and sales organizations. Over the last decade or so they have also been able to bring sales enablement tools into the mix. At the core, productivity tools should shift time in your favour. By Tibor Shanto – tibor.shanto@sellbetter.ca .

Commission 120

Commission Tools Webinar Metrics Objections 120

Understanding the Sales Force

JANUARY 8, 2014

The origins of Social Selling go back to early human life too, although, the tools that have given social selling its name are relatively new. Let''s start with A players which, according to our data at Objective Management Group (OMG), represent the top 6%. In 2014, focus on upgrading your sales force, not on integration of tools.

Social Selling 275

Social Selling Top of Funnel Groups Trends 275

The Sales Hunter

JANUARY 4, 2013

The options are varied and the beauty is that with search engines, Linkedin and other tools, you can uncover information quickly. The objective is to create a reason for them to talk with you and for you to create a way to connect with the other person. Copyright 2013, Mark Hunter “The Sales Hunter.”

Cold Calling 242

Cold Calling Referrals Sports Engineering 242

SBI Growth

DECEMBER 6, 2012

An Internal Content Marketing Agency has 3 key business objectives: Facilitate the Buyer's Journey. This is the actual tool SBI’s blog teams use as a template. These are just two examples of tools you need to support an ICMA. Could this problem impact me making the number in 2013 and beyond? Download this one.

Demand Generation Agencies 267

Demand Generation Agencies Marketing Hiring Demand Generation 267

The Sales Hunter

FEBRUARY 15, 2013

Objective here is you see this list of names that you know you will be able to turn into customers with your selling skills. Confidence is a powerful sales tool, especially when used to help avoid giving a customer a lower price when it’s not necessary. Copyright 2013, Mark Hunter “The Sales Hunter.”

Pipeline 202

Pipeline Discount Face-to-face Top of Funnel 202

Understanding the Sales Force

APRIL 15, 2013

Using Objective Management Group''s (OMG) data on 650,000 salespeople for reference, we know that just as many unsuccessful salespeople share those 10 qualities as successful salespeople. That''s probably why OMG has earned the Gold Medal for Top Sales Assessment Tool from TopSalesWorld for two years running.

Research 291

Research Insurance Insurance Face-to-face 291