SBI Growth

AUGUST 15, 2012

“Freedom lies in being Bold” – Robert Frost Are you consistently bringing bold sales strategy ideas to the VP of Sales? To be a world class Sales Operations leader, pick up the pace. Quantifying the potential impact for their sales leader. Sales Operations Success = Insight + Execution.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

The Sales Hunter

OCTOBER 18, 2013

If and Then : The two words no sales manager ever wants to hear. Salespeople are quick to come up with a reason why they are not successful. ” The reasoning goes like this: “ If we could cut our price, then I know I could close more sales.” What is the real reason they aren’t making the sale?

Sales Management 232

Sales Management Consultative Selling Selling Skills Motivation 232

The Sales Hunter

AUGUST 16, 2013

Let’s do a quick review of some of the key activities the typical sales manager — or sales leader — does. Sales managers put them together properly, adding information where necessary, and send them up the chain of command on time. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Management 212

Sales Management Selling Skills Sales Leadership Sales 212

The Sales Hunter

JULY 27, 2013

A sales manager can help tremendously if they occasionally go on sales calls with their salespeople. I call this the “four-legged sales call.” ” Problem is too managers won’t do this at all — or when they do it, they do it wrong. ” Sales Motivation Blog. .

Video 192

Video Sales Management Consultative Selling Motivation 192

Understanding the Sales Force

APRIL 4, 2013

Understanding the Sales Force by Dave Kurlan The latest interview between Jonathan Farrington, CEO of TopSalesWorld , and me is available here. We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening. DNA - They don''t have the DNA to support effective sales coaching.

Coaching 221

Coaching Sales Management Incentives Incentive 221

Understanding the Sales Force

JANUARY 24, 2014

Understanding the Sales Force by Dave Kurlan I was listening to a Boston Sports Radio Station, the same one I wrote about here. It got me thinking about the road most often taken to sales management. The hours are about the same, it''s a step up, and it usually pays better. What Does it Take to Become a Sales Manager?

Sales Management 214

Sales Management Webinar Metrics Coaching Sports 214

Understanding the Sales Force

APRIL 29, 2013

Understanding the Sales Force by Dave Kurlan I am asked quite often about the Challenger Sales model. I am certainly not the only one scratching my head about why The Challenger Sale is getting so much attention. Why am I bringing all of that up? Also worth noting, the approach or methodology is only one part of selling.

Sales Management 196

Sales Management Lead Rank Consultative Selling Study 196

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! Key Quote: “Only 8% of salespeople left to sell after 4 objections!

Sales Management 52

Sales Management SAP Top of Funnel Sales Qualified Lead 52

Understanding the Sales Force

MARCH 3, 2014

Understanding the Sales Force by Dave Kurlan Before I get to the meat of today''s article, I have one last request for you to participate in this very important survey on sales force function. The hosts were unable to come up with any. It sets a terrible example for everyone else on the sales force. Take the Survey.

Sales Management 196

Sales Management Travel Sports Coaching 196

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. Salespeople have changed as well. Zig Ziglar.

Face-to-face 132

Face-to-face Top of Funnel Call-back Sales 132

Your Sales Management Guru

AUGUST 5, 2013

Your Sales Management Guru Blog Author on “Top 50 Sales & Marketing Influencers” List . Speaker, consultant, and author Ken Thoreson’s updated Sales Manager’s Tool Kit now available . Ken Thoreson, Acumen Management Group, Ltd. Ken Thoreson, Acumen Management Group, Ltd. KNOXVILLE, Tenn.,

Influencer 82

Influencer Marketing Face-to-face Retail 82

Anthony Cole Training

MARCH 19, 2013

There are several GREAT speakers in the general sessions, but it is not a conference where you will find constant discussions about the art and science of selling or sales management. Whenever I hear a talk, a message or a point of view, I find myself automatically translating it to sales and sales management.

Hiring 198

Hiring Banking Survey Conference 198

The Sales Hunter

APRIL 4, 2013

They watch you to see how you handle yourself in good times and bad times, and what they see from you becomes what they wind up believing as acceptable behavior. It does in a family with the parents, it does in a school with the administrators and it does in the workplace with the managers. ” Sales Motivation Blog.

Sales Management 195

Sales Management Motivation Selling Skills Sales Leadership 195

Understanding the Sales Force

NOVEMBER 7, 2013

Understanding the Sales Force by Dave Kurlan As you probably know, many people have been writing premature obituaries about the impending death of selling. The latest proof can be found in this July 2013 USA Today article. Those numbers are trending the wrong way for the pro-death-of-selling folks. It''s simply not true.

Hiring 246

Hiring Inbound Trends Positioning 246

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.

Sales Talent 235

Sales Talent Video Course Up-Sell 235

No More Cold Calling

JUNE 10, 2021

Why I made referral selling my life’s work. I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. My entire career had been sales and sales management, and my best business had always come from referrals.

Referrals 385

Referrals Cold Calling Webinar Metrics Outbound 385

SBI Growth

JANUARY 2, 2013

Another year has gone by, and you fell short on your sales number. But you can excel in 2013 because of your shortcomings in 2012. And with these answers come chances for improvement in 2013. Talent Assessment of Sales Leadership and Sales Reps. Talent Assessment of Sales Leadership and Sales Reps.

Lead Rank 267

Lead Rank Lead Scoring Sales Qualified Lead Lead Gen 267

Understanding the Sales Force

JANUARY 27, 2014

Understanding the Sales Force by Dave Kurlan This kind of story doesn''t happen every day. One of Objective Management Group''s (OMG) most successful partners had an opportunity to work with young business leaders that had never sold. They were assessed with OMG''s tools, and assembled into 5 teams, all selling the exact same product.

Case Study 288

Case Study Study Lead Rank Lead Scoring 288

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. The June issue of Top Sales Magazine has been published and you can download it here. Translation from Baseball to Selling.

Training 246

Training Coaching Comparison Territories 246

Understanding the Sales Force

MAY 6, 2013

Understanding the Sales Force by Dave Kurlan At dinner on Saturday night our guest, a friend who recently changed careers and now finds himself in the financial services world, mentioned that he isn''t selling the way that the other successful brokers are doing it. (He He doesn''t have any business either.)

Coaching 232

Coaching Sales Coaching Sales Leadership Sports 232

Understanding the Sales Force

APRIL 23, 2014

Understanding the Sales Force by Dave Kurlan Earlier this week the world was once again focused on the city of Boston and the 118 th running of the Boston Marathon. It takes up to 20 weeks to prepare for a marathon, while gradually building strength and endurance. Someone training for a marathon should run up to 50 miles per week.

Airlines 284

Airlines Groups Forecasting Engineering 284

SBI Growth

OCTOBER 4, 2013

This blog addresses how sales reps can ensure their quota is realistic and attainable. Many sales reps are forced to accept a quota that is neither. Over 65% of Sales Goals are driven by Executive and Corporate expectations. If their projections are unrealistic, so are the sales reps’ quotas. Bottom-Up Quota Setting.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

Score More Sales

FEBRUARY 14, 2014

To make this a practical and valuable day, I thought I’d send a message to those in an inside sales career – sellers and sales managers alike. A Valentine for Inside Sales. You work in a position in an industry that is ever growing – be it individual contributor or sales leader -.

Inside Sales 208

Inside Sales Lead Rank Lead Scoring Outbound 208

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. What about the sales compensation plan? How do we drive change?

Compensation 244

Compensation Incentives Incentive Penetration 244

The Sales Hunter

SEPTEMBER 19, 2013

Remember, the vast majority of phone calls wind up in voicemail anyway, which significantly decreases the risk. If you have been selling for any length of time, then you have developed great questions you can ask. Use one or two of your great questions should you wind up in a discussion the person.

Prospecting 250

Prospecting Motivation Objections Up-Sell 250

Sales Training Connection

MARCH 27, 2013

Sales Coaching. We’ve written several blogs on sales coaching. Second, most people agree that coaching is a must-do for developing a superior sales team. Over the last 30 years we have designed numerous coaching programs for companies engaged in large B2B sales. Reviewing the comments, a couple of things pop out.

Coaching 115

Coaching Sales Management Training Consultative Selling 115

Understanding the Sales Force

JUNE 4, 2014

Understanding the Sales Force by Dave Kurlan The Selling Power Blog published a new article of mine, The Top 10 Steps Salespeople Can Take to Improve. I thought it would be helpful to expand on item #5, Persistence, because selling requires more persistence than ever before. c) Copyright 2013 Dave Kurlan'

Territories 268

Territories Exercises Video ACT 268

Score More Sales

FEBRUARY 25, 2014

You are a seller and one of your big sales opportunities has stalled. Sales author Anne Miller gives us some examples: Hit? .” The difference in the images conjured up by the different verbs led to markedly different reactions. Kill Crutch Words – Inside Sales Power Tip 133. 2 more resources.

Hiring 229

Hiring Lead Rank Lead Scoring Inside Sales 229

SBI Growth

SEPTEMBER 19, 2012

Over 42% of all Sales Managers don’t make their yearly number. A VP of Sales first thought is to terminate those Sales Managers. Who needs a Sales Manager if they can’t make their number?”. You need to ask yourself: How are you measuring your sales managers? Said his former manager.

Hiring 308

Hiring Lead Rank Lead Scoring Quota 308

Score More Sales

SEPTEMBER 9, 2013

This was a tip I learned from one of the most favorite of my 21 sales managers over my selling career – a former IBM top sales rep and leader who would say this so regularly that it was ingrained in my 20-something brain and has been there ever since. Create sales messaging around these buyer types.

Inside Sales 222

Inside Sales Lead Rank Lead Scoring Buyer Persona 222

Understanding the Sales Force

JANUARY 28, 2013

Understanding the Sales Force by Dave Kurlan. Every living player and manager who wore the uniform was invited and many came to participate. After all, if you have a young, energetic group, there's nowhere to go but up and everyone knows that they need to improve. Then the formal sales process is introduced.

Face-to-face 208

Face-to-face Margin Coaching Proposal 208

Score More Sales

JANUARY 9, 2014

When I was in my early years in technology sales, I had a great sales manager named Clarence Waters. It’s a short, simple lesson that needs to be shared because it seems that often sellers are so busy with minutia that they forget what grows business and builds their company – net new business and new sales revenues.

Ideal Customer Profile 231

Ideal Customer Profile Lead Rank Lead Scoring Outbound 231

The Sales Hunter

MAY 3, 2013

Sunday evening for a lot of people is when they review email, catch up on loose ends and plan the week ahead. For sales managers, it is many times when they send out emails to the team letting them know about things and laying the groundwork for what is expected in the week to come. ” Sales Motivation Blog.

Sales Leadership 184

Sales Leadership Selling Skills Motivation Google 184

Score More Sales

JULY 8, 2013

Looking back over my sales career I would have to say that my focus, for the role I had at any given time, varied due to a number of things – external and internal to the company I worked for. I have also managed sales teams. Here are some other posts on keeping focus: Keep Your Focus and Sell More.

Inside Sales 218

Inside Sales Lead Rank Lead Scoring Distribution 218

Understanding the Sales Force

MAY 9, 2014

Understanding the Sales Force by Dave Kurlan When most sales bloggers write about selling, we almost always discuss direct B2B sales. Ignored in all of these articles are those clients and companies that sell through channels. Channel sales is quite different. This is more like traditional B2B sales.

Channels 221

Channels Retail Hotels Territories 221

Increase Sales

JULY 15, 2013

Believe it or not, advertising spending in newspapers is down 4% in the first Quarter of 2013 compared to the first quarter of 2012. Source Kantar Media June 2013) Yet in that same time frame Outdoor advertising is up 4.3%. Sales is changing yet remaining the same. The same is people still buy from people.

Small Business 157

Small Business Small Business Advertising Advertising 157

SBI Growth

NOVEMBER 22, 2012

Today’s post is the first of three directed to Sales Operations leaders. Resource allocation is critical to success for sales. The word has come down - sales costs need to remain flat next year. Sitting with the Regional Sales VP, the scowl returned to his face. The sales team on the street delivers the revenue.

Segment 288

Segment Customer Territories Penetration 288