SBI Growth

JANUARY 21, 2013

Here are the biggest threats to the CSO in 2013. 5 years ago, the two black boxes of reliable data were Sales and Marketing. However, it leaves sales as the sole department with spotty metrics. These are "inward out" metrics that only Sales leaders care about. The consensus on Wall Street is a strong 2013.

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

SBI Growth

FEBRUARY 12, 2013

This topic centered on the sales rep’s dilemma. We thought a Q & A blog would add value to quota-carrying sales reps. Genesys recently implemented a new Sales Process which is aligned to buyer’s journey. Regarding the sales rep’s dilemma, the new Sales Process was utilized differently than you’d expect.

Case Study 314

Case Study Study Travel Quota 314

Understanding the Sales Force

NOVEMBER 5, 2014

Today I learned that an article I wrote back in November of 2013, Increase in Social Selling Yields No Increase in KPI''s , was named Top Sales Article of the Month for October 2014 by Top Sales World. One of the things we studied is the impact of Social Selling. We discovered that.

Social Selling 256

Social Selling Revenue Inbound Face-to-face 256

SBI Growth

OCTOBER 25, 2012

42% is the average amount of time a sales person spends engaging with a customer. We all know improving selling time should increase sales. And what is the value I should receive by actually improving a sales person’s selling time in front of a customer? As a Sales VP, you need to understand how to get back more time.

Hiring 310

Hiring Travel Territories Face-to-face 310

Sales and Marketing Management

OCTOBER 17, 2013

Issue Date: 2013-10-22. Teaser: A new study conducted by the Incentive Federation confirms that the non-cash incentives market is thriving with 74 percent of U.S. A new study conducted by the Incentive Federation confirms that the non-cash incentives market is thriving with 74 percent of U.S. businesses spending $76.9

Incentives 176

Incentives Incentive Study Travel 176

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

Velocify

DECEMBER 3, 2012

The Ultimate Contact Strategy provides a ready-to-use road map to rev up your sales process in 2013. And if history repeats, Sales leaders are undoubtedly spending a significant amount of time strategizing on how they’ll hit a bigger number in 2013. Improves sales processes and top line sales growth?

Leads360 90

Leads360 Sales Process Inside Sales Study 90

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

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 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. We’ve had to make do with virtual sales meetings, and that has affected many B2B sales pros’ ability to access new customers and to make real-world connections. The Problem with Virtual Sales Meetings. But not referral sellers.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

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. While it includes companies than range from start-ups to billions in sales, all of these businesses share three common qualities.

Company 152

Company Analytics Enterprise Enterprise 152

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. It went on to say that many midsize businesses still rely on traditional, non-integrated customer management, sales tracking or marketing systems. What will you do with it and how will that look?

CRM 235

CRM Guidelines Data Compensation 235

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. ©2012 Sales Horizons, LLC.

Health Care 90

Health Care Referrals Trends Lead Rank 90

SBI

DECEMBER 18, 2013

Top Sales World just held their annual ceremony for the Top Sales and Marketing Awards. It’s truly an exciting time for those in the marketing and sales profession. And Jonathan and Gerhart’s Top Sales and Marketing Awards ceremony is a good place to start. Most organizations live and die by quota.

Quota 135

Quota CRM SAP Forecasting 135

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

Selling Energy

JUNE 13, 2023

I remember reading a study published by the National Academy of Sciences in 2013. However, when the researchers repeated the test and placed a pro-environment sticker on the same higher-first-cost lamp, sales among conservatives plummeted.

Face-to-face 76

Face-to-face Prospecting Study Research 76

HeavyHitter Sales

APRIL 7, 2013

Their companies ranged from start-ups to billions of dollars in sales with the majority being between fifty and five-hundred million in annual revenues. Stalled Sales Cycles. During lengthy sales cycles, evaluators frequently become reoriented toward other emergencies and the decision makers disappeared. Internal Sale.

Study 146

Study B2B Penetration Lead Rank 146

Understanding the Sales Force

APRIL 29, 2013

Understanding the Sales Force by Dave Kurlan I am asked quite often about the Challenger Sales model. Read this article and be sure to read the comments - a disagreement between me and the editor of the study. Make sure you read this article too, written when the study appeared in the Harvard Business Review.

Sales Management 196

Sales Management Lead Rank Consultative Selling Study 196

SBI Growth

JULY 18, 2013

This is a story of how a bad comp plan can ruin a sales force. The CEO was upset with the rampant discounting used by his sales team. The sales force revolted and sales plummeted. To right the ship (pun intended), he hired a new head of sales. Chris Truscott became the head of sales in February of this year.

Case Study 266

Case Study Study Commission Company 266

Your Sales Management Guru

JULY 30, 2012

Sales Leadership: Impacting Your 2013 Revenue. This week I want you to turn your thinking towards growing overall company revenues for next year and making sure you have the proper number of salespeople contributing on your sales team. Third, assess your current sales team. www.AcumenManagement.com.

Sales Leadership 68

Sales Leadership Revenue Hiring Compensation 68

SBI Growth

NOVEMBER 24, 2012

The purpose of every incentive compensation plan is to influence the actions of sales reps. You still have time before 2013 to fix any blatant disconnects. Sales incentives can be like square pegs. Incentive compensation is intended to reward specific behaviors of the sales force. How do sales reps spend their time?

Incentives 267

Incentives Incentive Customer Compensation 267

The ROI Guy

OCTOBER 29, 2012

As a solution provider, the lengthening decision cycle can be frustrating and costly to you, as deals stall and critical sales revenue is delayed. The reasons provided most often for the sales cycle lengthening: more financial scrutiny on each proposal and more stakeholders involved in each decision. You Decide.

Sales Cycle 72

Sales Cycle Decision Maker Proposal Buying Cycle 72

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 and Marketing Management

DECEMBER 22, 2013

Issue Date: 2013-12-23. Teaser: With studies showing that up to 80 percent of B2B buyers find their supplier on their own, getting found is just the first step in a process that is all about engaging the prospect long enough to convince and close. Author: Paul Rafferty. read more'

Sales Enablement 180

Sales Enablement Study B2B Buyer 180

SBI Growth

OCTOBER 20, 2012

HR leaders, get ready for the 2013 Sales Kickoff by fixing the flaws in your compensation plan today. And get your hands on a Competency Grader for compensation assesement providers as part of SBI's "Make The Number 2013.". Rinse and Repeat: The Annual Comp Study. The standard comp study may be dangerously inadequate.

Compensation 267

Compensation Incentives Incentive Lead Rank 267

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

SBI Growth

AUGUST 6, 2012

Are your sales resources properly aligned with growth opportunity ? The Sales Leader is about to receive the 2013 Revenue Number. He will rely on you, the Head of Sales Operations, for sales strategy advice. Find out if your sales resources are aligned with growth opportunity by using the Sales Growth Pin Pointer.

Opportunity 316

Opportunity Strategy Banking Territories 316

Understanding the Sales Force

DECEMBER 12, 2013

Understanding the Sales Force by Dave Kurlan The million dollar question. So many studies are conducted - but only on large companies. The Science of Sales Longevity. The Challenger Style and its Impact on Sales Selection. My next White Paper will discuss the make-up and function of the ideal sales force.

Study 203

Study Outside Sales Inside Sales Video 203

SBI Growth

AUGUST 17, 2012

” That was a direct quote from one of our clients, referring to how sales looks at the leads his marketing department was generating. This is the classic battle between marketing and sales: Marketing generates leads of dubious quality and sales cherry picks only those leads they deem "qualified." Sound familiar? Defining a Lead.

Sales Qualified Lead 244

Sales Qualified Lead Marketing Qualified Lead Top of Funnel Leads 244

The Center for Sales Strategy

JUNE 5, 2020

> Should You Have a Sales Enablement Department?– It’s clearer than ever that sales enablement, which we define as “the process of providing the people in your sales organization with information and tools they need to sell more effectively,” is becoming a vital component in any B2B sales strategy.

Sales Enablement 77

Sales Enablement B2B Sales Operations Study 77

Understanding the Sales Force

APRIL 15, 2013

Understanding the Sales Force by Dave Kurlan Two articles caught my attention today. The author says that some of the most successful salespeople share 10 personality traits but doesn''t say how many were in the study or how many shared the 10 traits! I guarantee that 74% of them will suck at sales too!

Research 291

Research Insurance Insurance Face-to-face 291

Score More Sales

JANUARY 13, 2014

It is challenging and stressful to get a new sales position – even if you already work for the company in another position, or if you already have been in sales elsewhere and consider yourself a pretty good seller. Study the components of salespersonship. Increase Opportunities. Expand Your Pipeline. Close More Deals.

Inside Sales 225

Inside Sales Lead Rank Lead Scoring Outbound 225

The ROI Guy

OCTOBER 26, 2012

As you engage with prospects, it is clear that each sale is becoming more complex. One of the key factors for the recent increase in your sales complexity is the significant rise in the number of stakeholders for each purchase decision – growing 40% compared to just three years ago according to IDC.

Marketing 65

Marketing Decision Maker ROI Proposal 65

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. More on Baseball and Sales.

Training 246

Training Coaching Comparison Territories 246

Understanding the Sales Force

APRIL 28, 2014

Understanding the Sales Force by Dave Kurlan When we discuss trust, it''s usually from the perspective of how to build trust, how to be more trustworthy and what to do when a prospect doesn''t trust you. These issues led to my White Paper on Trust, a study that had some very surprising and revealing results. There was no game playing.

Prospecting 243

Prospecting Decision Maker Study Pipeline 243

SBI Growth

DECEMBER 13, 2012

B2B Sales organizations are rapidly transforming to compete in the world of Sales 2.0. But will the sales talent keep pace? HR leaders will play a major role in success of the Sales 2.0 But what about new HR metrics for sales organizations? Contrast "revenue performance" with " sales pipeline."

Hiring 282

Hiring Sales Talent Ideal Customer Profile Analytics 282

DiscoverOrg Sales

MAY 2, 2019

Read on to see our new 2019 benchmark study, where we compare data from the DiscoverOrg database over a three-year timeframe, to see whether the playing field has improved, leveled, and in some cases, gotten worse, in the era of #MeToo. The 2019 benchmark study looks at how gender is distributed: In the C-Suite. By Department.

Distribution 120

Distribution Decision Maker Study Enterprise 120