Sales and Marketing Management

JANUARY 31, 2013

Issue Date: 2013-02-01. Teaser: CEOs should lead the company, not the sales process. But in far too many companies the CEO is conducting sales training, sitting in on sales calls and otherwise coming to the "rescue." CEOs should lead the company, not the sales process. read more

Sales Process 192

Sales Process Training Leads Marketing Qualified Lead 192

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.

Sales Process 267

Sales Process Top of Funnel Forecasting Construction 267

Increase Sales

AUGUST 26, 2013

Yet how many sales processes directly align the development or better yet the evolution of trust to the sales process? The majority of sales processes comprise two separate phases even if the sales process has sequential steps. From my observation very few if any at all. Share on Facebook.

Sales Process 173

Sales Process Referrals Networking B2B 173

SBI Growth

AUGUST 10, 2013

I was lucky enough to be introduced to a sales team’s top performer for 2013. Julie’s Sales Operations leader thought I could learn a lot from her. Training dollars are being misallocated. The Dasboard will allow you to: Improve your sales team''s talent level. Your CRM supports the sales process.

Training 293

Training Top of Funnel Hiring Hotels 293

The Sales Hunter

JUNE 14, 2013

Should senior management play a role in the sales process? Regardless of how big or small the company, top management must understand what is happening in sales for one simple reason — Sales is the group that interfaces with the customer. It’s your job as a sales leader to help them overcome that problem.

Sales Process 221

Sales Process Sales Leadership Travel Motivation 221

Your Sales Management Guru

DECEMBER 3, 2012

Sales Leadership: 2013 Sales Theme. Last week I was speaking at a conference on: “ Building and Maintaining Sales Motivation ”, after the program several individuals came up to discuss my concept of a “Drive Statement. 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

Understanding the Sales Force

MAY 5, 2014

Understanding the Sales Force by Dave Kurlan During the past 9 years I have written the occasional Top 5, Top 10 and Top 20 Articles and we have now put them into a series of their own. In no particular order they are: Top 10 Sales Competencies. Top 10 Sales Management Functions. 10 Sales Coaching Examples.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. Streamlining the sales process. Map your strategy to the customer journey.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

The Sales Hunter

JANUARY 1, 2013

How’s your sales process? Do you have any sales trash? Sales trash is what I refer to as activities you do that really don’t bring any value to the sales process and ultimately don’t result in MORE sales. Time to throw that stuff out and start 2013 on the right foot.

Motivation 230

Motivation Video Prospecting Sales Process 230

Understanding the Sales Force

SEPTEMBER 9, 2013

Understanding the Sales Force by Dave Kurlan There are more sales experts, self-professed and otherwise, than ever before. There is more free content on sales and selling than anyone could have imagined. There are categories of sales tools and CRM applications where none existed a few years ago.

Sales Management 288

Sales Management Hiring Compensation Trends 288

SBI Growth

MARCH 22, 2013

This post is about developing Sales Leadership. In particular, the front-line Sales Manager - a critical role responsible for marshaling a team of revenue makers. This post includes a downloadable Sales Leader Curriculum. This tool is perfect for HR Business Partners who serve the Sales function. Sales Leadership.

How To 312

How To Sales Leadership Exercises Proposal 312

Hubspot Sales

OCTOBER 29, 2017

In 2013, American companies alone spent $164.2 billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. Clearly, if your team needs sales training, there's a lot of options out there.

Channels 112

Channels Video Training Hiring 112

Your Sales Management Guru

OCTOBER 1, 2012

Preparing for 2013. I thought I might simply highlight a few points from both sessions since there are pertinent for everyone as we move into 2013. We discussed a variety of topics, but specifically on the topic of what was marketing’s contribution/responsibility to growing the sales funnel vs what is expected from the sales team.

Sales Management 71

Sales Management Top of Funnel Hiring Lead Rank 71

Sales Training Connection

DECEMBER 13, 2013

Inside Sales. When it comes to inside sales, put aside old visions of airplane hanger-size room filled with lots of salespeople making lots of sales calls using finely polished scripts. These rooms may still be around but inside sales has undergone a dramatic shift in the last several years. Training Design.

Inside Sales 118

Inside Sales Training Scale Outside Sales 118

Sales Training Connection

JANUARY 23, 2013

Sales Force Design. Booz & Co published a particularly insightful article on a particularly important topic – Sales Force Design: Assessing Stark Choices and Getting it Right. The discussion is organized around two fundamental questions – How many sales forces are needed? But what about sales training ?

Training 103

Training Pivotal Commission Quota 103

Understanding the Sales Force

MARCH 4, 2013

Understanding the Sales Force by Dave Kurlan This recent article in the Harvard Business Review Blog was as far off target as any I have ever debunked. Steve Martin lists 7 characteristics that he says differentiate great sales forces from good ones. Darwinian Sales Culture. c) Copyright 2013 Dave Kurlan

Sales Leadership 220

Sales Leadership Energy Coaching Study 220

Understanding the Sales Force

NOVEMBER 25, 2013

Understanding the Sales Force by Dave Kurlan A very interesting article caught my attention on Inc. In the end, we are all in search of a shorter, more effective sales cycle and any help we can get is always appreciated. This video , posted last week at Sales2.0Circle , has a nuance that will help shorten your sales cycle.

Study 243

Study Sales Cycle Follow-up Account 243

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. One of the premises of the Challenger Sale is that Relationship Selling and Solution Selling are dead.

Sales Management 196

Sales Management Lead Rank Consultative Selling Study 196

Understanding the Sales Force

SEPTEMBER 11, 2013

Understanding the Sales Force by Dave Kurlan Most of the calls and emails we receive come from companies with flat or declining sales. Mark Roberge, Sales VP at Hubspot , is responsible for building one of those kick-ass sales forces and he contributed a guest post to Software Advice on Building a Sales Team the Hubspot Way.

Lead Rank 283

Lead Rank Lead Scoring Hiring Hubspot 283

SBI Growth

NOVEMBER 3, 2012

One of the biggest problems a VP of Sales faces is prioritization. Prioritization through 3 lenses: What sales productivity problems should you fix in 2013? This post is written for the VP of Sales trying to determine which sales productivity problem to prioritize and which ones to ignore. H ow to Sequence.

Scale 282

Scale Face-to-face Promotion Lead Rank 282

Understanding the Sales Force

JULY 16, 2013

Understanding the Sales Force by Dave Kurlan You can mow your own lawn, plant your own shrubs, paint your own house, repair your own car, and clean your own house. Why can''t we do the sales process ourselves?" We have people that can provide sales training and we expect them to do it." Don''t risk it.

CRM 211

CRM Training Sales Process Up-Sell 211

Understanding the Sales Force

JUNE 18, 2014

Understanding the Sales Force by Dave Kurlan I love my Macbook Pro. That process isn''t very different from what executives must do with an underperforming sales force. 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

Increase Sales

SEPTEMBER 13, 2013

Open ended questions are the key so I once heard a sales trainer tell the audience. He continued with close ended questions in sales are old school. Sales people who ask close ended questions do not understand the sales process. For me the sales process is very much a yin/yang proposition.

Closing 165

Closing Small Business Small Business Facebook 165

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

Understanding the Sales Force

AUGUST 27, 2013

Understanding the Sales Force by Dave Kurlan. 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. The navigation question that short circuits the decision making process.

Conversion 224

Conversion Conference Call-back Sales Cycle 224

Understanding the Sales Force

JANUARY 28, 2013

Understanding the Sales Force by Dave Kurlan. On the other hand, veteran salespeople believe that they know everything and everyone and probably could lead the sales training class. The reality is that the right sales development specialist can turn a group of veteran salespeople around on a dime.

Face-to-face 208

Face-to-face Margin Coaching Proposal 208

SBI Growth

NOVEMBER 13, 2013

Sales Leaders hate Q4. Jim is the Senior Vice President of North American Sales and Field Operations at Motorola Solutions. For the complete list of Jim Welch’s New Year Preparation Tips, register for SBI’s Sales & Marketing Research Review. Discover insights and market trends from SBI’s research in 2013.

Hiring 303

Hiring Trends Call-back Research 303

Cincom Smart Selling

DECEMBER 3, 2015

Take, for example, General Mills, who just announced that it saved over $10 million since 2013 by addressing what to the untrained eye would merely look like a minor ingredient overage issue. However, this is no excuse for not perfecting the sales process itself. Sales by contact method. Sales by contact method.

Sales Process 54

Sales Process Government CRM Trends 54

SBI Growth

DECEMBER 3, 2013

A year ago at this time, you decided what sales improvement projects to pursue. Download the Sales Leaders’ Execution Guide here. Accelerate the behavior change in your sales leaders. A detailed plan to drive sales rep adoption. You are lacking evidence that the sales team adopted the new behavior.

Groups 297

Groups Follow-up SalesForce Training 297

Understanding the Sales Force

JANUARY 28, 2014

Understanding the Sales Force by Dave Kurlan. This is the 10th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Who are they? Where can they be found?

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

Understanding the Sales Force

APRIL 9, 2014

Understanding the Sales Force by Dave Kurlan I read an article last month that actually had as its title, The Death of SPIN Selling. For instance, today I was training a great group of salespeople and we worked on that very scenario. And the good, modern sales processes and methodologies aren''t dying either.

Proposal 249

Proposal Up-Sell Lead Rank Lead Scoring 249

The Sales Hunter

NOVEMBER 1, 2013

You’re in sales and you sell the customer something based on a set of expectations they develop from what they have heard from you. We’re watching the rollout of the on-line enrollment process for the Affordable Care Act (also commonly referred to as Obamacare), and we are seeing what I described above.

Sales Leadership 195

Sales Leadership ACT Selling Skills Up-Sell 195

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

Understanding the Sales Force

OCTOBER 28, 2013

Understanding the Sales Force by Dave Kurlan I haven''t been completely transparent in some of my recent articles. I have continued to urge readers how important it is to sell using a consultative, buyer-focused methodology and a formal, structured sales process. c) Copyright 2013 Dave Kurlan'

Case Study 220

Case Study Study Decision Maker Inbound 220

Sales and Marketing Management

JUNE 15, 2018

This is why a start-up company hired me to build their training department. Step Sales Process by modeling two top sales professionals who had been selling for years. Step Sales Process by modeling two top sales professionals who had been selling for years. I created our 10.5 I created our 10.5

Hiring 191

Hiring Lead Rank Face-to-face Banking 191

Understanding the Sales Force

APRIL 17, 2013

Understanding the Sales Force by Dave Kurlan Last week I posted this article in reference to an Inc. This is known throughout the selling universe but sales people still suck at this. Non-Supportive Buy Cycle (the way that salespeople buy things doesn''t support ideal sales outcomes). c) Copyright 2013 Dave Kurlan'

Decision Maker 268

Decision Maker Consultative Selling Buying Cycle Proposal 268

Increase Sales

MARCH 2, 2013

This question, Am I Cut Out for Sales?, In answering the question in my blog, I closed with these three (3) questions: “What are my beliefs about sales, marketing, selling and keeping?”. So what are your beliefs about sales? And for some forward thinking sales people they may actually be thinking about keeping.

Referrals 138

Referrals Loyalty Webinar Metrics Coaching 138