Score More Sales

MARCH 26, 2013

Mid-sized companies need better tools to help understand what customers need and want. An Experian study found that 23% of data in a company’s database is incomplete or inaccurate. Instead of throwing a new tool on them, start with cross-functional meetings to discuss what you need and how it will work. Get buy-in.

CRM 235

CRM Guidelines Data Compensation 235

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

SBI

DECEMBER 18, 2013

You can tell they truly enjoy the opportunity to recognize people, resources and tools that advance our industry in one way or another. In all, there were 16 categories that honored thought-leaders; books, blogs and articles; software tools; and useful resources. And Smart Selling Tools itself was nominated in several categories.

Quota 135

Quota CRM SAP Forecasting 135

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

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. And win more orders in less time.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

Fill the Funnel

DECEMBER 12, 2012

As you wrap-up what I hope was a successful 2012 and begin preparation for 2013, I think you will find some great ideas about sales tools during two Webinars to register for. Minimize Your Workload and Maximize Your Sales with Web Tool Automation. Which web tools deliver results for each task. All Rights Reserved.

Webinar Metrics 112

Webinar Metrics Sales Tools Tools Top of Funnel 112

No More Cold Calling

APRIL 26, 2021

I wrote that in 2013, back when virtual sales meetings weren’t the only option. Especially now, referrals are the one powerful tool for getting past the access chokepoint. Customer testimonials and case studies can be effective. Your competition is probably still fooling around with technology.”.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

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

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

NOVEMBER 24, 2012

You still have time before 2013 to fix any blatant disconnects. The post offers tools to make longer-lasting corrections, too. However, these studies focus on customer attitudes. Two discovery tools are essential to pinpoint these activities: Customer Interviews. Time Study. Time studies are intrusive.

Incentives 267

Incentives Incentive Customer Compensation 267

Understanding the Sales Force

MAY 5, 2014

Top 10 Kurlan Sales Articles of 2013. Top 5 Insights From Latest Sales Organization Studies. 13 Most Important Tools for Coaching Salespeople. Top 10 Sales Leadership Tips From 2013. Top 6 Factors for Killing a Sales Opportunity or Prospect (c) Copyright 2013 Dave Kurlan' Top 10 Problems with Veteran Salespeople.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

The ROI Guy

OCTOBER 29, 2012

As a solution provider, you could help reduce the internal process by arming your customer with the right content and tools to help internally sell your solutions to executives and financial decision makers. Sources: · IDC Sales and Marketing Advisory’s 2012 Buyer Experience Study. quantifying your buyer’s pain Why Now? You Decide.

Sales Cycle 72

Sales Cycle Decision Maker Proposal Buying Cycle 72

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.

Sales Leadership 68

Sales Leadership Revenue Hiring Compensation 68

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 Center for Sales Strategy

JUNE 5, 2020

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. The latest CSO Insights Sales Operations Optimization Study found that 59.2%

Sales Enablement 77

Sales Enablement B2B Sales Operations Study 77

Miller Heiman Group

APRIL 30, 2019

When they did get their CRMs up and running, businesses used them as a mere data repository for executives, not as a powerful tool for sellers on the front lines. In 2013, 37 percent of sales teams reported widespread use of CRM systems. In this new era, sellers will come to see CRM systems as tools that help them win more deals.

CRM 64

CRM Data Tools System 64

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. Click here to learn more.

Proposal 71

Proposal Decision Maker ROI Lead Rank 71

SBI Growth

DECEMBER 13, 2012

A recent study by KPMG confirms the challenge: "55% of HR leaders surveyed believe the metrics that define success in HR today will fundamentally change over the next 3 years.". Download this tool to shape the metrics most relevant to your organization. Finish up 2012 with your current metrics and then implement a clean slate for 2013.

Hiring 282

Hiring Sales Talent Ideal Customer Profile Analytics 282

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

SBI Growth

OCTOBER 31, 2013

There is now an updated 2013 SBI Research Review which you can sign up for here. You will have access to guides, templates and tools. These tools will help you excel in your current and future sales positions. But the time studies SBI has conducted have revealed more noble culprits (See Exhibit B). of a seller’s time.

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

The ROI Guy

JANUARY 15, 2013

Sales leaders currently rank Sales Enablement as their number one requirement from Marketing, besting the need for more Demand Creation, Solution Marketing help and Channel Support in studies by SiriusDecisions. 2013 - The Year for Sales Enablement? Why Change?” – Quantify the Pain b.

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

Understanding the Sales Force

FEBRUARY 24, 2014

If you are interested in learning about OMG''s Sales Candidate Analyzer, a free tool that is included when you use OMG''s Sales Candidate Assessment, I''ll be leading a Webinar this Wednesday, February 26 at 11 AM ET. WEBINAR - How to Get the Most from OMG''s Sales Candidate Analyzer Tool February 26, 11 AM ET Register.

Company 196

Company Webinar Metrics Compensation Study 196

SBI Growth

JUNE 29, 2013

A February 2013 report by Aberdeen Research validates the impact of gamification. See below for links to case studies.) Compare their integrated CRM tools. Read the case studies and watch the video demos of their solutions in action. Badgeville: Supercharge Your Sales Team case study. Bonus Points: CRM Adoption.

Hiring 326

Hiring Case Study Lead Rank Lead Scoring 326

Understanding the Sales Force

APRIL 15, 2013

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! There were only 300 salespeople in the study and data was collected for only a three month period. c) Copyright 2013 Dave Kurlan'

Research 291

Research Insurance Insurance Face-to-face 291

Score More Sales

DECEMBER 21, 2012

Earlier this year, IBM published the results of a study that was done by Forrester Research about how today’s empowered customers are thinking, and the importance of really knowing your customer. The study was called Empowered Customers Drive Collaborative Business Evolution. This study was done by interviewing nearly 400 U.S.

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

Score More Sales

FEBRUARY 7, 2013

But time and again, we get bombarded with interruptions, alerts, tools, and technology. The cost of interruption is high – it can take up to 23 minutes to get back to a task after being interrupted, according to a 2008 study done by Gloria Mark of the University of California, Irvine. Three Tech Traps to Avoid: Tool Overwhelm.

CRM 238

CRM Outbound Tools Study 238

Understanding the Sales Force

FEBRUARY 26, 2014

You can have all of the latest systems, processes, tools, and applications, along with the best products and services. I conducted a study and we got some incredible, eye-popping data, that shows who trusts whom, by industry, and exactly when and why salespeople are distrusted. c) Copyright 2013 Dave Kurlan' It''s a must-read.

Face-to-face 266

Face-to-face Ideal Customer Profile Hiring Collateral 266

Score More Sales

SEPTEMBER 27, 2013

Also, in their study, customer expectations were exceeded only 16% of the time. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Just Make it Simple for Me and Keep Me as a Customer!

Retention 254

Retention Company Customer Lead Rank 254

Understanding the Sales Force

APRIL 29, 2013

You know how I feel about studies that only cite big companies. In People Love You , you''ll gain the insight, knowledge, and tools you need to serve and engage customers in a way that will tie them to you, your brand, product or service. c) Copyright 2013 Dave Kurlan' G et your copy today! You''ll be glad you did.

Account 186

Account B2C Study B2B 186

Score More Sales

MAY 28, 2013

For midsize companies there was no shortage of ideas, examples, and tools to help any company improve marketing, sales, and procurement. Host Jay Baer was a breath of fresh air – he studied the event ahead of time and always had thoughtful and helpful questions in addition to some fun and even funny comments at times.

Company 208

Company Film Study Lead Rank 208

Score More Sales

DECEMBER 16, 2013

Various studies of buyer behavior show now that buyers are much further along their buying process when they engage with potential vendors. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

SBI Growth

SEPTEMBER 26, 2012

Click here to get free advice on how your peers are planning for a busy Q4 and 2013. Provide case studies that prove you can execute. Case studies help reduce your customer's fear of risk. They relate to the problem the customer in the study was solving for. Get ahead of this issue, by building a Q4 strategy now.

Closing 303

Closing Lead Rank Lead Scoring Customer 303

SBI Growth

AUGUST 30, 2013

IN 2011, the SEC published their landmark study on buyer behavior. The study found that B2B buyers completed 57% of their ‘buying journey’ before first contact with a sales rep. In 2013, the number has grown to 65%. You will get tools & templates to build Buying Process Maps. Make sure you account for these variances.

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

Score More Sales

JULY 23, 2013

Studies vary with increases in success with coaching to be up to an 88% increase in revenues. Even with billions of dollars being spent on training, the fact remains that hitting quota, depending on whose study you look at, is not a growing statistic universally. Quota Attainment is Declining.

Lead Rank 178

Lead Rank Lead Scoring Quota Customer Service 178

The ROI Guy

NOVEMBER 29, 2012

In the study, CSOs report that 42% of deals now take more than 6 months to close. From 2011, the study indicates that Tablet adoption has increased from only 45% of firms providing Tablets to sales teams, to over 90% now actively using or starting to use tablet devices in their sales organizations.

Collateral 80

Collateral Buyer Persona Sales Cycle Quota 80

SBI Growth

JULY 23, 2013

By participating, you will get our Social Selling Cheat Sheet to handle 2013’s Top Misconceptions of Social Selling. Both the session and the tool focus on driving revenue through: Persuading the entire leadership team to take action. Social Selling is not simply a tool for driving increased revenue, though. BMW Electric Uproar.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323