Sales and Marketing Management

AUGUST 15, 2013

Issue Date: 2013-08-16. Teaser: Selling your sales team on a new CRM system might be one of the hardest sales you have to make. Selling your sales team on a new CRM system might be one of the hardest sales you have to make. Author: John Buelow. Chances are your problem isn’t really with the sales team.

System 168

System CRM How To Sales 168

SBI Growth

OCTOBER 25, 2012

The most common low value activities are bucketed under such categories as: administration, reporting, systems issues, process gaps, billing and invoicing issues. Can you bucket these into creating a fix immediately? Begin the Shift and Lift Strategy. Make sure your time worksheet has some variation of these in it.

Hiring 310

Hiring Travel Territories Face-to-face 310

HeavyHitter Sales

FEBRUARY 23, 2013

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

Score More Sales

MARCH 26, 2013

It went on to say that many midsize businesses still rely on traditional, non-integrated customer management, sales tracking or marketing systems. An Experian study found that 23% of data in a company’s database is incomplete or inaccurate.

CRM 235

CRM Guidelines Data Compensation 235

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. operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Panel Discussion. Acumen Management Group Ltd.

Sales Management 71

Sales Management Top of Funnel Hiring Lead Rank 71

Guru

AUGUST 11, 2020

Since its launch in 2013, Slack has become the central nervous system of company communication and collaboration. If you use Slack as much as we do, then you know how powerful it is for collaborating with your coworkers.

Vendor 117

Vendor System Meeting Conversion 117

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. . Lots to do, but preparing now for next year will ensure you get a head start on 2013 and this time next year you will be enjoying the summer!

Sales Leadership 68

Sales Leadership Revenue Hiring Compensation 68

SBI Growth

JANUARY 17, 2014

According the “Year-End CEO Report” conducted by Challenger, Grey & Christmas, CEO turnover rose in 2013. There were “1,246 CEO changes in 2013, 2.6 This is split between software, systems, and the stored data. Has Sales Operations successfully evolved from spreadsheets to fully automated systems? Technology.

Remedy 281

Remedy Hiring Margin Guarantee 281

Sales and Marketing Management

MAY 5, 2013

Issue Date: 2013-05-05. All incentive compensation management systems should adhere to three simple rules. All incentive compensation management systems should adhere to three simple rules. Author: Candace Arnold. So why are today's compensation programs so difficult to understand and even harder to manage? read more'

Sales Talent 219

Sales Talent Compensation Incentives Incentive 219

The Sales Hunter

JULY 30, 2013

I would be a rich person if I was paid a dollar each time a salesperson told me they don’t enter most information into their CRM system because they have a good memory and can remember. You must use your CRM system to its full potential or you are robbing yourself and your company of more success.

CRM 261

CRM Cold Calling Customer Service Consultative Selling 261

SBI Growth

NOVEMBER 19, 2012

You are preparing for 2013. Will you have any chance of hitting the number in 2013? Have a system to recalibrate annually. Have a system to recalibrate annually. Gaming the quota system – reps may figure out ways to game the system. This blog is for Sales Leaders running rapidly growing sales forces.

Territories 275

Territories Quota Hiring Maximizer 275

SBI Growth

APRIL 24, 2013

SBI recently accepted nominations for the Top Sales Operations Leaders to Watch in 2013. The latest research shows there are 10 capabilities that every Sales Ops leader should have in 2013. Systems Management. Systems Management. There is a growing frustration among the VPs over systems adoption. Personal Brand.

Hiring 257

Hiring Buyer Persona How To Ideal Customer Profile 257

Understanding the Sales Force

MARCH 4, 2013

They Suspend Negative Belief Systems. 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 His seven are: Strong Centralized Command and Control with Local Authority. Darwinian Sales Culture.

Sales Leadership 220

Sales Leadership Energy Coaching Study 220

Sales and Marketing Management

JULY 28, 2013

Issue Date: 2013-07-01. Teaser: Even though $18 billion was invested in customer relationship management systems in 2012, many sales leaders continue to struggle to get value from their investment. Author: By Dave Stein, CEO and Founder, ES Research Group, Inc. read more'

Maximizer 166

Maximizer CRM System Groups 166

Score More Sales

OCTOBER 18, 2013

What is the system you have for when new contact information comes to you? Is there a system in place for them? These items above are a basic minimum in 2013 (heading into 2014) for a seller. Who is doing the best job at helping reps actually use CRM systems? How do you handle pre-prospects?

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

Zoominfo

OCTOBER 13, 2022

Founded in 2013, AGL began as an exporter of goods for manufacturers in the forest products sector. Coordinating the shipping of common everyday goods across even short distances requires sophisticated inventory and fleet management systems, which makes exporting specialized cargo such as timber that much more challenging.

Ideal Customer Profile 100

Ideal Customer Profile Prospecting Face-to-face Scale 100

Score More Sales

AUGUST 26, 2013

Last week at Inbound 2013 I had the pleasure to meet up with Kyle Porter, CEO and Founder of SalesLoft. One-two Punch – LinkedIn plus SalesLoft = Easy Leads System. What I love about SalesLoft is that they are solely focused on helping those of us on the front line of sales prospecting. The Email Discovery feature is additional.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Leads 217

Understanding the Sales Force

FEBRUARY 26, 2014

It only takes one shoplifter for a retailer to install a video surveillance system and/or detectors, lock their display cases, hide their merchandise and distrust all of its customers. You can have all of the latest systems, processes, tools, and applications, along with the best products and services. c) Copyright 2013 Dave Kurlan'

Face-to-face 266

Face-to-face Ideal Customer Profile Hiring Collateral 266

Understanding the Sales Force

OCTOBER 4, 2013

Some companies just don''t have the right sales management, sales process and systems in place so even the best candidates can fail or leave. On the other hand, some companies, who have been using our processes, systems and tools for a while, consistently exceed these results. c) Copyright 2013 Dave Kurlan' Of course not.

Hiring 260

Hiring Licensing System Consumer 260

Score More Sales

OCTOBER 9, 2013

Tamara Schenk, T-Systems International. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Webinar Metrics 214

Webinar Metrics Closing Strategy Lead Rank 214

Lessonly

JULY 8, 2019

In 2013, Lessonly was one year old. Lessonly ’s training management system (TMS) blends these three Ms, and our customers are learning and growing because of it. So, what is a training management system and how can it help a team thrive? With Lessonly’s learning management system, examples of modularization are everywhere.

System 20

System Training Software Software 20

Understanding the Sales Force

OCTOBER 16, 2013

The November 2013 issue featured an article titled Dismantling the Sales Machine. As recently as April of 2013, Objective Management Group''s (OMG) data on 650,000 salespeople overall, and 50,000 from the past 12 months showed that 91% of the companies did not have a formal, structured sales process in place. It was a survey!

Sales Process 249

Sales Process Margin Survey Forecasting 249

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. When designing the quota for 2013 sales reps, incorporate the new product into the compensation plan. Call to Action. Average Sales Cycle.

Compensation 244

Compensation Incentives Incentive Penetration 244

The Sales Hunter

JANUARY 14, 2013

” - 7 Computer/systems errors — those days that just pop up where the computer system is just not working right. - Copyright 2013, Mark Hunter “The Sales Hunter.” 4 Arguing with the sales manager over the quarterly sales quotas. - 41 Selling Days per Year.

Compensation 247

Compensation Quota Motivation System 247

Score More Sales

NOVEMBER 21, 2013

As soon as tomorrow, carve out time to get your new contacts into your CRM system – most likely into Salesforce if you were at Dreamforce, but any contact system will do. Here are some top tips to build on what you’ve accomplished already by attending and engaging: . Don’t wait – start now!

Follow-up 194

Follow-up Conference Face-to-face Lead Rank 194

SBI Growth

JUNE 29, 2013

A February 2013 report by Aberdeen Research validates the impact of gamification. The most valuable benefit for gamification may be the impact on adoption of the CRM system by new hires. There is no intrinsic value to a CRM system for a new hire. The benefits only materialize when the system has accurate, actionable data.

Hiring 326

Hiring Case Study Lead Rank Lead Scoring 326

Score More Sales

APRIL 30, 2013

There are SMB and mid-market sales organizations who have not embraced a cloud-based, customer relationship management system, better known as CRM or SCRM. The “S” stands for social, and indicates that a CRM system has the capability to interact with and bring in social media content right into customer and prospect records.

CRM 291

CRM Revenue SugarCRM System 291

Score More Sales

AUGUST 28, 2013

A CRM system might prompt you to set a next action, but it is human thinking that determines when that would be and with whom. There are nuances that technology have not been able to pick up on as of yet. When to follow-up, for example? Which person in the decision making team to talk with first? So give a quick vote – Art or Science?

Webinar Metrics 212

Webinar Metrics Lead Rank Lead Scoring Outbound 212

Score More Sales

JULY 15, 2013

It doesn’t have to be fancy, but it does need to be methodical and in a system you develop. Once you identify who you are sending to, make a note in your CRM system that the note was mailed and set a next action to follow-up. Add value by mentioning something you heard or read about their role, about them, or about their company.

Inside Sales 194

Inside Sales Hiring Lead Rank Lead Scoring 194

Score More Sales

DECEMBER 23, 2013

CRM: Your CRM system will have to do’s for you (assuming you are setting next actions in your CRM system) – if not, START THIS in 2014. You may have other data sources such as iSell by Onesource or InsideView – if you do, you’ll get a daily email (or twice daily) to quickly view other moves and changes in who you are following.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

SBI Growth

NOVEMBER 24, 2012

You still have time before 2013 to fix any blatant disconnects. Reps reworking discounts and promotions endlessly to game the comp system. Start today by meeting with your sales leaders to assess your 2013 compensation plan. Then start early in 2013 to answer the 2 questions. This destroys trust. Product Launch Incentive.

Incentives 267

Incentives Incentive Customer Compensation 267

The Sales Hunter

AUGUST 20, 2013

Here was the system I knew was going to be best for my company. First, you have to demonstrate to the prospect the system is the solution they’re looking for. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Wow, what a statement to hear! In my book, that is a pretty lousy sales process.

Discount 197

Discount Selling Skills Negotiation System 197

Score More Sales

APRIL 29, 2013

Finally, it is about the system and process that you go about moving sales opportunities forward in your follow-up that helps you win. Have a CRM system that allows you to show any sales opportunities you have, and a way to record any action you’ve done toward that opportunity, plus a way to set a next action that is automated.

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261

Bernadette McClelland

OCTOBER 30, 2012

Together with my promoter, Tanuja Vashisthi, founder of BRICCKS, we successfully launched Sales Mastery India to a little under 200 B2B sales leaders and sales people, on October 17-19th and are already gearing up for Sales Mastery India, 2013.

Construction 255

Construction Promotion Sales Leadership B2B 255

SBI Growth

FEBRUARY 6, 2013

The title is “ Make the Number in 2013 ” and he comes unglued: “The number. Six vendors are going to get 90% of the dollars in 2013. A prospect will buy this software to replace a system they already have. My phone tells me it is time to meet the CEO. I knock on door 1107. Charlie” opens the door and invites me in. The number.

Banking 288

Banking Software Software Competition 288

The Sales Hunter

AUGUST 15, 2013

Example is if you have a prospecting system where you rank prospects on a 1-5 scale, and you have a prospect you rank at 3, if after you’ve made two more calls you haven’t made progress, then you must move them down a notch. Copyright 2013, Mark Hunter “The Sales Hunter.” Focus your time on those with potential.

Pipeline 211

Pipeline Prospecting Scale Motivation 211

Score More Sales

DECEMBER 9, 2013

Once you do get a legitimate NO from what you think might be a prospective client – meaning you have satisfied criteria to know that there is not a near-term buying opportunity, then you can set a next action with that potential buyer, put it in your CRM system, and move on. Try it today – and let us know how it works for you.

Inside Sales 210

Inside Sales Lead Rank Lead Scoring Ideal Customer Profile 210