Understanding the Sales Force

NOVEMBER 25, 2013

The goal of this study was very cool indeed, but the study, despite being developed by two business professors from Georgetown and UCLA, was poorly designed. An effective sales cycle not only will be shorter, but opportunities will convert from stage to stage with higher frequency. c) Copyright 2013 Dave Kurlan'

Study 243

Study Sales Cycle Follow-up Account 243

SBI Growth

OCTOBER 25, 2012

Complete a Time Study. This is critical to the success of the study. The study told us this customer needed to reprioritize time in several different areas: Internal Email. Directly allowed for every deal to engage specialists earlier in the opportunity. Get a handle on your team's situation. Customer Issue Resolution.

Hiring 310

Hiring Travel Territories Face-to-face 310

Understanding the Sales Force

OCTOBER 28, 2013

On one third of our opportunities, I have been selling the way we teach - using a formal, structured sales process with a consultative approach. That said, the size of the contracts, when compared with the potential of the opportunities, was proportionately smaller with approaches 2 and 3. c) Copyright 2013 Dave Kurlan'

Case Study 220

Case Study Study Decision Maker Inbound 220

Score More Sales

MARCH 26, 2013

Mid-sized companies also need better ways to help the sales team capitalize on potential and actual sales opportunities. An Experian study found that 23% of data in a company’s database is incomplete or inaccurate. How could you not lose extremely valuable information about potential sales opportunities this way?

CRM 235

CRM Guidelines Data Compensation 235

HeavyHitter Sales

FEBRUARY 23, 2013

I’ve had the privilege to work with and study hundreds of companies and their sales organizations. Based upon my experience, here’s my list of the best companies to sell for in 2013. They provide fantastic technology-based solutions, have great leadership teams, and offer high growth rate career opportunity environments!

Company 152

Company Analytics Enterprise Enterprise 152

Selling Energy

JUNE 13, 2023

I remember reading a study published by the National Academy of Sciences in 2013. The experiment compared the reactions of various ideology buyers who were each given the opportunity to purchase a conventional lamp or a higher first-cost, premium-efficiency one.

Face-to-face 76

Face-to-face Prospecting Study Research 76

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.

Face-to-face 132

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

No More Cold Calling

APRIL 26, 2021

I wrote that in 2013, back when virtual sales meetings weren’t the only option. With limited or no opportunity to meet in-person, buyers naturally turn to known, trusted suppliers who already understand their business needs. Customer testimonials and case studies can be effective.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

SBI

DECEMBER 18, 2013

You can tell they truly enjoy the opportunity to recognize people, resources and tools that advance our industry in one way or another. For me personally, I was honored to get a Silver award for best Sales Blog Post of 2013. Why Your Focus on Quota is Killing Revenue Growth (Silver medal winner for best Sales Blog Post of 2013).

Quota 135

Quota CRM SAP Forecasting 135

HeavyHitter Sales

APRIL 7, 2013

Over the past year I’ve had the opportunity to interview several hundred business-to-business salespeople about how they win-over prospective clients and the circumstances when they lose. Finally, I believe these challenges have also directly influenced the top business-to-business sales trends for 2013. Other Steve W.  '

Study 146

Study B2B Penetration Lead Rank 146

SBI Growth

JULY 18, 2013

Also, the payments only apply to 2013 departures and must be for a minimum of seven days. Truscott said he had met with Advantage head of commercial John Sullivan last week and "talked about opportunities for a fuller conversation" but Sullivan''s colleague Lo Bue-Said was clearly unimpressed with Truscott''s latest move. "

Case Study 266

Case Study Study Commission Company 266

Score More Sales

NOVEMBER 22, 2013

On October 7, IBM released their annual CxO study identifying opportunities for C-level executives in companies of all sizes. Since we talk about midmarket companies here, I’ll focus on the results from the midmarket portion of the study. See the whole study here. Also of interest: IBM State of Marketing Study 2013.

Study 216

Study Influencer Lead Rank Lead Scoring 216

Sales Training Connection

NOVEMBER 28, 2012

Selling with to hospitals and physicians - 2013 trends. As we edge towards the end of 2012, medical sales people are thinking about closing out 2012 strong – providing momentum for a good start in 2013. Let’s take a look at four critical issues affecting hospitals and physicians as 2013 unfolds. Hospital consolidation continues.

Health Care 90

Health Care Referrals Trends Lead Rank 90

Understanding the Sales Force

MAY 5, 2014

Top 10 Kurlan Sales Articles of 2013. Top 5 Insights From Latest Sales Organization Studies. Top 10 Reasons Why Opportunities Die. Top 10 Sales Leadership Tips From 2013. Top 6 Factors for Killing a Sales Opportunity or Prospect (c) Copyright 2013 Dave Kurlan' Top 10 Problems with Veteran Salespeople.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

SBI Growth

AUGUST 17, 2012

Well… according to a Sirius Decisions study, 80% of leads classified as ‘Not Qualified’ by the Sales Force end up purchasing from their company or a competitor within 24 months. Want to know what marketing leaders are going to do differently in 2013? Forrester Research compiled a study where they identified the B2B Lead Management Gap.

Sales Qualified Lead 244

Sales Qualified Lead Marketing Qualified Lead Top of Funnel Leads 244

The ROI Guy

OCTOBER 29, 2012

An even greater opportunity for solution providers is that buyers indicate the remaining 36% of decision delays are attributable to the vendor’s sales process – the inability for solution providers to deliver the right resources and content at the right time to help facilitate the buyer’s decision-making process. You Decide.

Sales Cycle 72

Sales Cycle Decision Maker Proposal Buying Cycle 72

Selling Essentials RapidLearning Center

NOVEMBER 28, 2023

A recent study at a German medical school suggests a source of help. ‘Near-peers’ In the study, researchers divided a class of third-year med students into two groups. The study called these trainers “near-peers.” As the study showed, the expert’s key role is delivering their knowledge.

Study 52

Study Groups Lead Rank Lead Scoring 52

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

Score More Sales

JANUARY 13, 2014

If you consider yourself a sponge in the first year at your new position, you will have the opportunity to learn much more than someone who come in or transfers over thinking they know it all. Study the components of salespersonship. Increase Opportunities. Find people who are the best at what they do and use them as examples.

Inside Sales 225

Inside Sales Lead Rank Lead Scoring Outbound 225

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.

Proposal 71

Proposal Decision Maker Lead Rank Lead Scoring 71

SBI Growth

OCTOBER 31, 2013

There is now an updated 2013 SBI Research Review which you can sign up for here. But the time studies SBI has conducted have revealed more noble culprits (See Exhibit B). Analyze your time study results to pinpoint yours. Turn post-sales support and client consulting into referral opportunities. of a seller’s time.

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

Score More Sales

SEPTEMBER 27, 2013

Also, in their study, customer expectations were exceeded only 16% of the time. Do customer-facing reps take actions that help ease a sales or up-sell opportunity? Increase Opportunities. This means that 84% of the time, expectations were often not met, and were not exceeded. Just Make it Simple for Me and Keep Me as a Customer!

Retention 254

Retention Company Customer Lead Rank 254

Understanding the Sales Force

APRIL 28, 2014

These issues led to my White Paper on Trust, a study that had some very surprising and revealing results. These indicators do not change the facts, they cannot move the opportunity to another stage of the pipeline or sales process, and they cannot alter the probability of closing. But these are not replacements for instinct.

Prospecting 243

Prospecting Decision Maker Study Pipeline 243

SBI Growth

JUNE 29, 2013

They thrive on opportunities to win rewards and prizes. A February 2013 report by Aberdeen Research validates the impact of gamification. See below for links to case studies.) Read the case studies and watch the video demos of their solutions in action. Badgeville: Supercharge Your Sales Team case study.

Hiring 326

Hiring Case Study Lead Rank Lead Scoring 326

Understanding the Sales Force

FEBRUARY 24, 2014

Sales Managers and Sales Leaders repeat a nother big mistake during the first interview when they prematurely sell the sales opportunity to the candidates. I am completing a study of the functionality of today''s sales force. I''ll be publishing the results of this study in an upcoming White Paper. (c) PLEASE HELP ME OUT!

Company 196

Company Webinar Metrics Compensation Study 196

Score More Sales

JULY 23, 2013

Studies vary with increases in success with coaching to be up to an 88% increase in revenues. Even with billions of dollars being spent on training, the fact remains that hitting quota, depending on whose study you look at, is not a growing statistic universally. Increase Opportunities. Quota Attainment is Declining.

Lead Rank 178

Lead Rank Lead Scoring Quota Customer Service 178

Selling Essentials RapidLearning Center

NOVEMBER 11, 2020

Fortunately, there is, and a study on buyer behavior and risk disclosure reveals it. Bonus: If you go about disclosing risk in the way the study suggests, you can actually improve your odds of getting the sale. To find out, let’s take a look at that study, which was based on an experiment with a truly risky product: cigarettes.

Buyer 59

Buyer Study Insurance Insurance 59

Score More Sales

DECEMBER 16, 2013

Various studies of buyer behavior show now that buyers are much further along their buying process when they engage with potential vendors. Increase Opportunities. Because buyers buy differently than they used to, smart sellers are now thinking about how they are viewed online and in various virtual ways. Expand Your Pipeline.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

Selling Essentials RapidLearning Center

MARCH 24, 2022

The idea of the study was to determine how likely people are to say “yes” to a second request after they’ve said “no” to a first. You want to be as graceful as possible, and make sure you don’t spoil this new opportunity. The results were surprising. An aversion to negativity.

Face-to-face 59

Face-to-face Study Video Research 59

SBI Growth

NOVEMBER 3, 2013

In a 2013 study by IBM, 33% of CEO’s are out of touch with customers. Marketing - Poor lead quality and quantity of opportunities can lead to a downward revenue spiral. Selling time is wasted on deals that result in no decisions and lost opportunities. 76% of executives want to know their customers better. Out of Touch.

Customer 306

Customer Sales Qualified Lead Demographics Margin 306

Score More Sales

MAY 28, 2013

Host Jay Baer was a breath of fresh air – he studied the event ahead of time and always had thoughtful and helpful questions in addition to some fun and even funny comments at times. Marketing Study Update. Procurement Study. It was fascinating to hear about the new procurement study benchmarking top Chief Procurement Officers.

Company 208

Company Film Study Lead Rank 208

Score More Sales

FEBRUARY 7, 2013

In sales we work hard to create mutual next steps with prospective customers and ultimately to help buying opportunities for these prospects – these buyers. How do your sales reps track sales opportunities? This is a big opportunity to fix in 2013 and there has never been a better time with more resources at a lower cost than now.

CRM 238

CRM Outbound Tools Study 238

Score More Sales

APRIL 29, 2013

Depending on the study and your industry, you’ll see that it takes 6-12 connects (or touches) with a potential buyer to bring a sales opportunity to closure. Finally, it is about the system and process that you go about moving sales opportunities forward in your follow-up that helps you win. Increase Opportunities.

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261

The Ultimate Sales Executive Resource

MARCH 4, 2013

In 2005, MathMarketing and MarketingProfs set the debate about alignment alight when they published the findings of their global study on Sales and Marketing alignment. The organizers of the research recognize that your time is super-valuable, so they are going one better.

Study 40

Study Research B2B Marketo 40

SBI Growth

OCTOBER 4, 2013

The review presents findings from SBI’s market research in 2013. Sales Capacity: Driving revenue is directly related to the time available to pursue active opportunities. Perform a Time Optimization Study if you need to. This type of research will earn you respect and a listening ear. Bottom-Up Quota Setting.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

Score More Sales

FEBRUARY 4, 2015

Studies for years have shown lack of adoption in companies or failed use. In 2013, Merkle Group polled executives in $1B+ companies and found a 63% fail rate. Increase Opportunities. They overwhelm and often don’t get deployed correctly. For example take Salesforce.com which is the predominant CRM tool sales teams use.

Sales Enablement 120

Sales Enablement Merkle Tools Ideal Customer Profile 120

Sales and Marketing Management

JUNE 8, 2017

This data is from the Incentive Marketplace Estimate Research Study published by the Incentive Federation and available at IncentiveFederation.org.). The score of 26 percent is down from a recent high trend surpassing 50 percent that began in the fall of 2013, but it is still considerably higher than the extreme dips seen in 2009 and 2011.

Travel 205

Travel Incentives Incentive Lead Rank 205