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

JULY 8, 2014

Understanding the Sales Force by Dave Kurlan I''ve seen this happen in youth baseball so many times. Are there sales versions of this? An example of a successful, but not necessarily busy salesperson, would be the one whose two whale-sized deals generated three times more business than the rest of the sales force combined.

Top of Funnel 251

Top of Funnel Proposal Coaching Networking 251

SBI Growth

OCTOBER 21, 2013

As you plan for 2014, are you investing enough in both? Sales Operations is responsible for creating that winning environment. Performance culture is studied in depth in our 2014 Research Tour. 80% of its sales team was outside sales reps. The Sales Operations team moved to reorganize the group.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SBI Growth

AUGUST 22, 2013

Some sales candidates look great during the hiring process. HR has worked hard to find capable talent, and Sales has committed time and money to ramp the new hire. If you’re a Sales or HR leader, this may be happening all too often. Sales can learn a lesson here. Read on and you''ll be ready to Make the Number in 2014.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

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. Well, maybe.

Proposal 249

Proposal Up-Sell Lead Rank Lead Scoring 249

Sales Training Connection

OCTOBER 20, 2014

Last month, I shared this challenge in a Sales Training Connection blog: Sales – don’t just close a deal, win a customer for life. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2014 Sales Momentum, LLC.

Customer 87

Customer Proposal Training Competition 87

No More Cold Calling

AUGUST 14, 2019

I would work with small-to-medium companies to craft their sales strategy. As I reflected on my career in sales and sales management, I realized my best business had come from referrals. I did my “feet on the street” research and interviewed sales leaders and salespeople. We wrote the proposal first.

Referrals 291

Referrals Cold Calling Survey Scale 291

Sales and Marketing Management

JUNE 1, 2018

Managers of sales and marketing teams are charged with coaching up individual team members, enhancing their skill sets and improving overall team performance. Storytelling has stood the test of time as a critical skill in sales and marketing?—?and and isn’t that our goal in sales?—?a But where to begin?

Marketing 226

Marketing Telemarketing Scale Education 226

Sales Training Connection

MAY 28, 2014

The importance of team selling to overall sales success continues to build. This team selling trend presents a new challenge for salespeople: leading sales teams though influence. The sales teams are comprised of people representing different parts of the company –technical staff, internal sales support people (e.g.,

Influencer 113

Influencer Leads Marketing Qualified Lead Proposal 113

Sales Training Connection

FEBRUARY 3, 2014

Sales success tends to be built on a foundation of saying “yes” to customers in order to garner those initial sales. So the sales challenge is how do salespeople say “no” – skillfully? If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Lead Rank 130

Lead Rank Lead Scoring Proposal Training 130

Score More Sales

OCTOBER 18, 2013

If you could wave a magic wand and make improvements for keeping track of your business contacts, their social activity, and your current and past sales opportunities, what would you change or fix? Do you have a current sales pipeline, funnel, or waterfall that shows active sales opportunities you are working? Close More Deals.

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

Smooth Sale

JUNE 15, 2022

Investors will likely reject several proposals because they want to ensure they are investing in worthwhile business ideas. A 2014 study concluded that entrepreneurs that write formal business plans receive more funding than if they had no plans. Sales Tips: What Do Investors Look for In Businesses ? Be A Story-Teller.

Hiring 78

Hiring Proposal Enterprise Enterprise 78

Customer Centric Selling

SEPTEMBER 9, 2013

Sales Training Article: 11 Traits of a High Performing Sales Culture. By Steve Loftness, Sales Benchmark Index How do you know if your sales force is a high-performing one? This post lists some attributes of high-performance sales cultures. It lists 11 traits of high performance sales cultures.

Training 53

Training Hiring Transportation Territories 53

Customer Centric Selling

JANUARY 4, 2015

Sales Tips: How to Get Your 2015 Started Right. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. I hope 2014 was a good year. To avoid starting 2015 with unqualified pipelines, consider taking a hard look at quotes or proposals more than 60 days old.

Proposal 40

Proposal How To Face-to-face Vendor 40

The ROI Guy

NOVEMBER 10, 2014

Moreover, a major "sea change" has occurred in technology spending and purchase decision-making - with significant implications for your organizations sales and marketing strategy. More importantly, you need to take Frugalnomics into account as you evolve your sales and marketing strategies and investments to meet the challenge.

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

Sales Training Connection

NOVEMBER 7, 2014

Sales Manager and Sales Coaching. Yesterday we got a call from a company about helping their sales managers do a better job of sales coaching. Since over the years we have published a lot about sales coaching and designed some very successful sales coaching programs for clients, we thought we might be able to help.

Sales Coaching 92

Sales Coaching Coaching Face-to-face Call-back 92

The ROI Guy

APRIL 14, 2015

YoY decline from 2014. increase compared to 2014. We think there is a more systemic issue in the predictions: a major "sea change" in technology spending and purchase decision-making – one that could put a significant chill in your organizations‘ sales and marketing strategy.

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

The ROI Guy

JANUARY 16, 2014

For IT solution providers who may be using these forecasts to invest in a turnaround for 2014 revenues, another flat year could have significant implications for your organizations and your career. According to Forrester, prospects indicate that less than 12% of sales engagements are focused on customer value. for the year.

Forecasting 92

Forecasting Proposal Decision Maker ROI 92

The ROI Guy

APRIL 8, 2014

trillion in 2014, a 3.2% Although the forecast predicts healthy growth for 2014, these same Gartner forecasts have been overly optimistic the past two years. For IT solution providers who may be using these forecasts and expecting a turnaround in 2014 revenues, we urge extreme caution. for the year. Click here to learn more. #2

Forecasting 65

Forecasting ROI Proposal Decision Maker 65

The ROI Guy

JANUARY 23, 2014

Decision by committee is the norm, involving 43% more stakeholders in each decision compared to just 3 years ago; an average of 8 in a typical purchase decision (IDC) More Frugal – With stakeholders now focused on financial outcomes, and Finance formally involved in the process, 95% require formal financial justification on any proposal (IDC).

Lead Rank 77

Lead Rank Lead Scoring Decision Maker Proposal 77

Increase Sales

JUNE 4, 2014

Your proposed solution will meet the company’s needs and provide tangible benefits that warrant changing the status quo, and. In fact, until a prospect is convinced that the benefits of making a change outweighs the problems associated with it, a sale will not happen. Avoid the sales “stereotype.”

Vendor 135

Vendor Face-to-face Exact Competition 135

Your Sales Management Guru

NOVEMBER 3, 2015

2015 Sales Predictions. KEN : I wrote this magazine column last November (2014), I thought it might be fun to hear your thoughts on my predictions. We believe in 2015 the focal points will be on velocity and execution; increasing the speed of the sales cycle and number of orders received. Power Networking.

Face-to-face 40

Face-to-face Trends Margin Sales Methodology 40

SBI

APRIL 8, 2015

That means, of the total number of 215 selling days (our available sales capacity) 140 days are used for something other than talking with a prospect. They perform tasks imposed on them internally, like expense reports, product training and internal meetings. Preparing post sales-call follow-up. Scheduling sales calls.

Revenue 50

Revenue SAP Decision Maker Proposal 50

Cience

NOVEMBER 6, 2019

His most recent book is Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling (Harvard Business Review Press), which was cited as, “the best sales book of the year” ( Strategy + Business ), “a must read” ( Gartner Group) , and “perhaps the best sales book ever” ( Forbes ). Answer: Yes.

Channels 42

Channels Marketing Retail How To 42

The ROI Guy

JULY 8, 2014

trillion in 2014, a 3.2% Although the forecast at the beginning of the year predicted healthy growth for 2014, these same Gartner forecasts have been overly optimistic the past two years. for 2014, down over 34% from the 3.2% According to Gartner, worldwide IT spending was expected to reach $3.8 for the year.

Forecasting 78

Forecasting ROI Decision Maker Proposal 78

No More Cold Calling

OCTOBER 29, 2015

” That’s why the words you use matter and why business to business sales “pitches” fall flat. The lesson for business to business sales leaders is loud and clear: Choose your words carefully. This study had a major impact on communication training. She was also identified by Training Industry, Inc.,

Hiring 120

Hiring Google Face-to-face Ideal Customer Profile 120

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Sales Hacker

MARCH 27, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. In it, Founder of Startup Hypeman, Rajiv Nathan, shows you how to do sales presentations that don’t suck. Why use sales presentations? Why use sales presentations? (08:03). When do you use a sales presentation? (12:25).

Top of Funnel 73

Top of Funnel Lead Rank Webinar Metrics Call-back 73