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

Jeffrey Gitomer

MAY 16, 2013

You’re totally clueless about your customer base and what will grow more and profitable sales. Successful sales leaders…. Manage the sales cycle, not call activity. Measure the sales cycle, not sales activity. Help make follow-up calls with their salespeople to learn more about the sales cycle.

Cold Calling 261

Cold Calling Referrals Sales Leadership Sales Cycle 261

Understanding the Sales Force

AUGUST 27, 2013

and over the years I''ve used them all: Consulting, speaking, training, business adviser, author, coaching, etc. The powerful time line question that shortens your sales cycle. That can be very effective self-training. (c) c) Copyright 2013 Dave Kurlan' They always ask "what kind of business?"

Conversion 224

Conversion Conference Call-back Sales Cycle 224

SBI Growth

NOVEMBER 14, 2012

Go to your manger and get the training / coaching that you need and deserve. You’re at a point in the year where you are discussing 2013. Employ the old Give-Get strategy to negotiate more coaching, training and metric-based analytics. After all, sales management is responsible for Sales Performance Management.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

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. Another result of trickle down uncertainty is the extension of the sales cycle. Share on Facebook.

Objections 143

Objections Small Business Small Business Sales Cycle 143

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.

Proposal 71

Proposal Decision Maker ROI Lead Rank 71

Understanding the Sales Force

JUNE 18, 2014

Evaluate the Sales Force to identify the real reasons for the underperformance, to what degree the issues are causing problems, and which individual under-performers can be saved. Install the most useful and helpful sales applications, pipeline management and analytics to drive performance. c) Copyright 2013 Dave Kurlan'

Hiring 228

Hiring SAP Consultative Selling Forecasting 228

SBI Growth

JULY 23, 2013

Sales Operations leaders have seen the power of Social Selling. Sales cycles that begin with an online referral are closing more rapidly. Sign up for the onsite session for your leadership team: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Implementing a successful sales transformation.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

SBI Growth

SEPTEMBER 1, 2012

75% of most sales processes fail. Think about this: You just invested a huge amount of time, energy and money in developing and training a buyer centric sales process. Our Making the Number research tells us that your peers feel the toughest part of a new sales process is having the team actually use it. Process Design.

Sales Process 267

Sales Process Top of Funnel Forecasting Construction 267

Score More Sales

JANUARY 31, 2014

Create email templates for various buyer types and stages of the sales cycle. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips. Tag any email you send that needs a reply so that you can easily find those and save hours doing so.

Opportunity 227

Opportunity Webinar Metrics Lead Rank Lead Scoring 227

Score More Sales

OCTOBER 21, 2013

These connections will help you identify your right buyer and will be quicker sales cycles due to being warm or referred. Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling. Who couldn’t use a few warm referrals? Close More Deals.

Networking 215

Networking Inside Sales Lead Rank Lead Scoring 215

Score More Sales

JULY 27, 2013

We can help you shorten your sales cycle, identify one or two strategies that fit your industry and will help you grow leads with your targeted buyers.

Social Selling 189

Social Selling Maximizer Resources LinkedIn 189

Understanding the Sales Force

APRIL 7, 2014

It''s important to separate inside sales into its 5 most common forms: As a replacement for traditional outside sales. They are quota carrying salespeople responsible for the entire sales cycle but doing it from the comfort of a desk. Inside salespeople have been trained to do one thing well, not multiple things.

Consultative Selling 297

Consultative Selling Inside Sales Top of Funnel Funnel 297

Sales Training Connection

SEPTEMBER 25, 2013

No matter how small establish some commitment for next steps that you and the customer will take that moves the sales cycle forward. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2013 Sales Momentum ®. Commit to next steps.

Follow-up 124

Follow-up Proposal Sales Cycle Training 124

Sales Training Connection

MAY 29, 2013

One pre-call planning area where you can get a jump on competitors is doing a superior job at planning and rehearsing an advance – an action that moves the sales cycle forward. When giving feedback in sales simulations we often share with sales reps and managers they should plan multiple advances. ©2013 Sales Horizons.

Proposal 106

Proposal Call-back Sales Cycle Training 106

Understanding the Sales Force

APRIL 21, 2014

Benchmarking can be useful when it comes to training your salespeople. If you have two regions that are performing similarly, selling the exact same products or services to the exact same types of customers, against the exact same competitors, you can benchmark the training.

Hiring 258

Hiring Groups Exact Face-to-face 258

Understanding the Sales Force

JANUARY 28, 2013

On the other hand, veteran salespeople believe that they know everything and everyone and probably could lead the sales training class. The real problem is that the CEO's, Presidents, Owners, Sales VP's, Sales Directors and Sales Managers to whom these veteran salespeople report are simply afraid of them.

Face-to-face 208

Face-to-face Margin Coaching Proposal 208

SBI Growth

NOVEMBER 7, 2013

Last year you got your 2013 quota in mid-February. This caused mass confusion, frustration and demotivation on your sales team. How many actual opportunities by sales person is that? What/How do I train my sales people to generate more demand? How many appointments does each sales rep need to generate?

Quota 296

Quota Demand Generation Demand Generation Targets Negotiation 296

Score More Sales

JULY 15, 2013

It is always exciting to hear about new sales tools to help shorten the sales cycle, qualify better, grow social connections, and sell more. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling.

Inside Sales 194

Inside Sales Hiring Lead Rank Lead Scoring 194

Understanding the Sales Force

JUNE 18, 2014

Evaluate the Sales Force to identify the real reasons for the underperformance, to what degree the issues are causing problems, and which individual underperformers can be saved. Install the most useful and helpful sales applications, pipeline management and analytics to drive performance. c) Copyright 2013 Dave Kurlan'

Hiring 147

Hiring SAP Consultative Selling Forecasting 147

Sales Training Connection

MAY 6, 2013

increased sales, reduced costs, new customers, shorter sales cycle) –this will provide those who both agree and disagree with the decision a better basis for their argument if it arises again. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Sales Management 119

Sales Management Hiring Sales Leadership Face-to-face 119

Increase Sales

SEPTEMBER 17, 2013

Sales Training Coaching Tip: The lack of an ideal customer profile may be part of the problem when it comes to “no free consulting.” She is recognized as one of the Top 25 Sales Influencers in 2013 by Open View Sales Labs and can be reached at 219.759.5601 CST. Share on Facebook.

Ideal Customer Profile 128

Ideal Customer Profile Small Business Small Business Education 128

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. Have sales cycle length increased, decreased or remained constant? Phase 2 – Benchmark.

Meeting 293

Meeting Sales Qualified Lead Survey ROI 293

Increase Sales

JANUARY 30, 2013

Sales Training Coaching Tip: Impact is a true Achilles Heel for many salespeople. For example increase sales in many instances is a symptom of poor leadership, inconsistent management or just the inability to set and achieve goals. Additionally, the salesperson must be knowledgeable about the impact of the pain.

Webinar Metrics 146

Webinar Metrics Small Business Small Business Facebook 146

Customer Centric Selling

APRIL 12, 2013

Sales Training Article: How the Big Deal Review Will Rescue Your 2013 By Greg Alexander, Sales Benchmark Index (SBI) 41% of b2b sales organizations missed the Q1 revenue target. If you missed Q1, you need a monster Q2 to save 2013. This offer expires on April 30th, 2013. 365 days per year.

Training 45

Training Scale Quota B2B 45

Understanding the Sales Force

OCTOBER 28, 2013

I have continued to urge readers how important it is to sell using a consultative, buyer-focused methodology and a formal, structured sales process. This helps to shorten the sales cycle, increase closing percentages and most importantly, differentiate, allowing you to sell value instead of price. What have I really been doing?

Case Study 220

Case Study Study Decision Maker Inbound 220

Sales Training Connection

OCTOBER 11, 2013

It’s important to get a broad information base about the customer even before your sales process starts and to build upon it early in the sales cycle. In order to think and act effectively throughout the entire sales cycle, your sales strategy requires constant updating. ©2013 Sales Momentum ®.

Account 110

Account Strategy Negotiation Pivotal 110

Sales Training Connection

OCTOBER 2, 2013

How do these transformational changes impact sales? Three considerations stand out – all of which will have an effect on the sales process and how we should train medical sales people. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Health Care 110

Health Care Strategy Trends Face-to-face 110

Understanding the Sales Force

MARCH 4, 2013

Until salespeople can be shown just how ineffective it is to demo and present early in the sales process, and until they realize that presenting is not selling, they will not demand or even embrace change. c) Copyright 2013 Dave Kurlan However, getting them from buy-in to mastery is another story all together.

Sales Qualified Lead 188

Sales Qualified Lead Journal Consultative Selling Proposal 188

Customer Centric Selling

JULY 3, 2013

Sales Training Article: Where''s All This Buying? 2013 has been a struggle. Studies show that buyers are anywhere from 50-80% through their buying cycles before contacting sellers. A survey by Sales Benchmark Index showed 52% of sales cycles driven by sellers result in no decision.

Training 45

Training Buying Cycle Hiring Vendor 45

Understanding the Sales Force

JANUARY 28, 2013

On the other hand, veteran salespeople believe they know everything there is to know, everyone they need to know, and could probably lead the sales training class. The real problem is that the CEO's, Presidents, Owners, Sales VP's, Sales Directors and Sales Managers that these veteran salespeople report to are simply afraid of them.

Face-to-face 130

Face-to-face Margin Coaching Proposal 130

Sales Training Connection

JULY 29, 2013

Major account salespeople must be business-savvy sales consultants who have developed superior sales skills, have a comprehensive knowledge of their customer’s business and the knowledge and political acumen to leverage and orchestrate internal company resources – to both close new business and grow existing business.

Account 115

Account Strategy Ideal Customer Profile Sports 115

Customer Centric Selling

JULY 29, 2013

Sales Training Article: How BMW Would Have Benefited from Social Selling. By John Kearney, Sales Benchmark Index (SBI) Sales Operations leaders have seen the power of Social Selling. Sales cycles that begin with an online referral are closing more rapidly. Implementing a successful sales transformation.

Social Selling 45

Social Selling Top of Funnel Training Case Study 45

Sales Training Connection

MARCH 19, 2013

Research shows that in complex sales, the seller needs to “close” for a commitment from the buyer on every call. The commitment varies on a number of factors including where you are in the sales cycle and the buyer’s position. ©2013 Sales Horizons, LLC.

Health Care 97

Health Care Pharmaceuticals Proposal Training 97

Sales Training Connection

SEPTEMBER 9, 2013

He found – “Approximately 30% of the time, the winner of the sales cycle was determined before the official selection process started. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2013 Sales Momentum ® LLC.

Buying Cycle 120

Buying Cycle Study Sales Process Proposal 120

Sales Training Connection

NOVEMBER 6, 2013

In B2B major accounts, sales call planning should be viewed from two perspectives: plan for both the information you want to get from the customer and the information you want to give to the customer. Given where you are in the sales cycle what information do you need for moving forward and what information would be of value to the customer?

Face-to-face 114

Face-to-face Ideal Customer Profile Decision Maker LinkedIn 114