SBI Growth

FEBRUARY 12, 2013

4) How will the loss of this deal affect you making your number in 2013? There are a few key takeaways from the case study: A well defined sales process mapped to the buyer’s journey is crucial. There has always been successful implementation and a very positive customer relationship. Yes it did.

Case Study 314

Case Study Study Travel Quota 314

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

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. c) Copyright 2013 Dave Kurlan' Understanding the Sales Force by Dave Kurlan A very interesting article caught my attention on Inc. Magazine''s website.

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. Email me directly and I can assist you in setting up the time study and performing the analysis. Get a handle on your team's situation.

Hiring 310

Hiring Travel Territories Face-to-face 310

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

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. Cadence Design Systems  www.cadence.com – 2012 was a big year for Cadence with revenues growing to $1.326 billion… 2013 promises to be even better. 

Company 152

Company Analytics Enterprise Enterprise 152

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. The Leads360 study found that calling in under a minute boost conversion rates by 391%.

Leads360 90

Leads360 Sales Process Inside Sales Study 90

Understanding the Sales Force

OCTOBER 28, 2013

c) Copyright 2013 Dave Kurlan' If your company needs to outsell the competition, you''ll need to do it using a formal, structured sales process with a consultative approach or you''ll find yourself with unreliable forecasts, a longer than necessary sales process, smaller deals and a lower closing percentage. (c)

Case Study 220

Case Study Study Decision Maker Inbound 220

Score More Sales

MARCH 26, 2013

An Experian study found that 23% of data in a company’s database is incomplete or inaccurate. In reviewing a white paper this week my eyes glommed on to a sentence: “Traditional CRM often falls short in enabling the proactive decision-making skills that business leaders need to address the demands of their clients.”.

CRM 235

CRM Guidelines Data Compensation 235

SBI

DECEMBER 18, 2013

For me personally, I was honored to get a Silver award for best Sales Blog Post of 2013. Since 2013 is coming to a fast close, I thought I would offer some of our most popular posts here, including the one that took the silver. 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

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

HeavyHitter Sales

APRIL 7, 2013

Finally, I believe these challenges have also directly influenced the top business-to-business sales trends for 2013. Martin Articles That Might Interest You: Personality Study of 1,000 Top Salespeople What is Wrong With Your Sales Training Program The Six Real Reasons Why VPs of Sales are Fired Top Reasons Salespeople Lose Business.

Study 146

Study B2B Penetration Lead Rank 146

Selling Energy

JUNE 13, 2023

I remember reading a study published by the National Academy of Sciences in 2013. If you got into this business because you wanted to save the environment, you might want to keep your agenda to yourself in certain settings.

Face-to-face 76

Face-to-face Prospecting Study Research 76

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

SBI Growth

JULY 18, 2013

Also, the payments only apply to 2013 departures and must be for a minimum of seven days. However, the payments will only be made to selected agents, they will only apply to the first two people on each booking, and bookings must be made at least 60 days before departure.

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

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

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. Yet, the same study also found that just 26% of enablement initiatives met or exceeded most expectations – and only 5% met all expectations. .

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Your Sales Management Guru

JULY 30, 2012

Sales Leadership: Impacting Your 2013 Revenue. However, by adding new salespeople in the next 90 days, they will be ready to be contributors in 2013. . We are building in case studies, presentation evaluations as well as on line assessment tools. Many organizations are starting early stage strategic planning at this stage.

Sales Leadership 68

Sales Leadership Revenue Hiring Compensation 68

The ROI Guy

OCTOBER 29, 2012

If you think your sales teams could do better, here are some important guides that will be vital for addressing the Sales Cycle Dilemma in 2013: Empowering Sales with Mobile Value Selling Product, Solution Value? Sources: · IDC Sales and Marketing Advisory’s 2012 Buyer Experience Study. You Decide.

Sales Cycle 72

Sales Cycle Decision Maker Proposal Buying Cycle 72

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

No More Cold Calling

APRIL 26, 2021

I wrote that in 2013, back when virtual sales meetings weren’t the only option. Customer testimonials and case studies can be effective. If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. Your competition is probably still fooling around with technology.”.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Understanding the Sales Force

APRIL 29, 2013

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. c) Copyright 2013 Dave Kurlan' 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 ROI Guy

OCTOBER 18, 2012

According to IDC’s annual 2012 Buyer Experience Study , it was not Product Information, Peer/Customer References, Industry Trends, Competitive Comparisons and Case Studies, but by a large margin, Financial Justification / ROI. So what do your Customers think is the most valued sales and marketing content ? You Decide.

ROI 73

ROI Case Study Comparison Margin 73

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

MAY 5, 2014

Top 10 Kurlan Sales Articles of 2013. Top 5 Insights From Latest Sales Organization Studies. Top 10 Sales Leadership Tips From 2013. Top 6 Factors for Killing a Sales Opportunity or Prospect (c) Copyright 2013 Dave Kurlan' Top 5 Steps to Coaching Your Salespeople Beyond Happy Ears. Top 16 Problems with CRM.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

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

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

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

SBI Growth

NOVEMBER 24, 2012

You still have time before 2013 to fix any blatant disconnects. However, these studies focus on customer attitudes. Unlike marketing studies, customer interviews ‘map’ the buyer’s journey. Time Study. Time studies are intrusive. Start today by meeting with your sales leaders to assess your 2013 compensation plan.

Incentives 267

Incentives Incentive Customer Compensation 267

The ROI Guy

OCTOBER 26, 2012

IDC surveyed just over 200 organizations in the annual 2012 Buyer Experience Study, indicating that Financial Justification /ROI is by far the most important content for C-Level / Financial Executives and LOB stakeholders. Sources: · IDC Sales and Marketing Advisory’s 2012 Buyer Experience Study · SiriusDecision SiriusIndex 2011-2012.

Marketing 65

Marketing Decision Maker ROI Proposal 65

Sales and Marketing Management

NOVEMBER 9, 2014

Teaser: The statistics induce nightmares: · Gallup’s 2013 report on the State of the Global Workplace states that only 13 percent of workers in America are engaged at work. And this is an improvement from Gallup’s workplace assessment study in 2009-2010, which showed that only 11 percent of the work force was engaged!

Report 149

Report Study Motivation 149

Steven Rosen

JANUARY 4, 2013

Studies show that 92% of New Year’s resolutions just don’t happen. Click here and download my 2013 Goal Planning Guide and follow my “5 Steps to Achieving Success”. Let’s face it most New Year’s resolutions fail. You may have already forgotten yours. Welcome back to work. The table below demonstrates how to achieve your goals.

Face-to-face 293

Face-to-face Call-back Study Coaching 293

Understanding the Sales Force

MARCH 4, 2013

By the way, I'll be leading our top-rated Sales Leadership Intensive in Boston, May 14-15, 2013, and we'll be doing justice to all six of my competencies. c) Copyright 2013 Dave Kurlan Or compare with my 10 Kurlan Sales Management Competencies.

Sales Leadership 220

Sales Leadership Energy Coaching Study 220

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

Understanding the Sales Force

DECEMBER 12, 2013

So many studies are conducted - but only on large companies. I''ll reveal that in the White Paper because to reveal it in advance of the study runs the risk of influencing your answers. Study Says to Highlight 3 Features in a Sales Presentation (includes bonus video) (c) Copyright 2013 Dave Kurlan'

Study 203

Study Outside Sales Inside Sales Video 203

Sales 2.0

JULY 25, 2016

Mr. Davidoff states: The initial research comes from 2011 Corporate Executive Board (CEB) study of 1,400 B2B purchases that found 57% of the typical purchase is made before a customer talks to a supplier. In 2013 CEB updated the research and found that the number shifted to 65%. Read the full post here.

PointClear 150

PointClear Outbound Inbound Study 150