Understanding the Sales Force

DECEMBER 15, 2014

Do you have a really good way to determine whether your sales recruiting process works the way it should and will work going into next year? sales assessment Dave Kurlan sales candidates sales selection objective management group' sales assessment Dave Kurlan sales candidates sales selection objective management group'

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Hiring Groups Objections Sales 230

Anthony Cole Training

MAY 20, 2015

A guest blog by Dave Kulran, President and founder of Objective Management Group, with an introduction by Tony Cole, President of Anthony Cole Training Group. I’ve read books and articles and listened to keynote speakers talk about sales talent. Will You Be Able to Recruit Good Salespeople in 2015? By Dave Kurlan.

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Hiring Groups Licensing Pipeline 120

Customer Centric Selling

DECEMBER 12, 2014

Sales Tips: How to Take Control of Your 2015. By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® - The Sales Training Company. As we enter the heart of the holiday season, most salespeople and sales organizations are in one of three (3) modes: 1.

How To 90

How To Sales Qualified Lead Lead Rank Lead Scoring 90

Your Sales Management Guru

NOVEMBER 10, 2014

Are You Ready for 2015 Business Planning ? Its purpose was to discuss effective Business Planning and to review a specific process to ensure their plans and more importantly their execution in 2015 will be at higher levels. What are some of the specific factors you will be facing in 2015? What are the key drivers? Still true?

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Vendor Face-to-face Objections Channels 78

Sales and Marketing Management

JANUARY 20, 2020

Or worse, could you lose your sales job altogether? You could be vulnerable if you’re not sharpening your sales skills and honing the tactics that will help you succeed in 2020. Forrester analyst Andy Hoar didn’t mince words when he spoke at the 2015 Forrester Sales Enablement Forum. Today you are more than a sales rep.

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Sales Goal Meeting Trade Show Ideal Customer Profile 312

Your Sales Management Guru

DECEMBER 29, 2014

The One Must Do Action Step to Ensure a Great 2015. The objective of this meeting is actually made up of many sub-steps. The second action, during this meeting is to discus with the clients “the client’s strategic objectives over the next 24 months”. What is your plan to get a jump start on 2015?

Penetration 99

Penetration Exercises Motivation Referrals 99

Your Sales Management Guru

SEPTEMBER 22, 2014

Sales Leadership: How to Ensure You Exceed Your 2015 Quota. The end of the year is rapidly closing in and while everyone in your organization is focused on achieving their targets; as a sales leader it is crucial you are also focused on the new year. Does the plan match your organizations strategic objectives?

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Quota Sales Leadership Compensation Penetration 89

The ROI Guy

APRIL 7, 2015

Can Your Sales Reps Handle these Four Key Buying Objections? Three Big Takeaways from SiriusDecisions Sales Leadership Exchange Top 5 Content Marketing Trends You Need to Know for 2015 Get the book! Forrester says Yes (at least 1 in 5 at risk)! The Buyer’s Journey or Hide and Seek?

Trends 63

Trends Sales Leadership Buyer Objections 63

Hubspot Sales

SEPTEMBER 14, 2023

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. Unfortunately, this feedback often doesn't result in significant behavior change from the sales representative. Sales Feedback Benefits 1. Sales Coaching Benefits 1.

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Sales Coaching Coaching Benefit Construction 100

Pointclear

OCTOBER 24, 2017

In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). How about this quote from one of my favorite authors/speakers, Mike Weinberg (from his book New Sales. Simplified ) who also gets the importance of outbound to sales: “Many in what’s called the Sales 2.0

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B2B Cold Calling PointClear Outbound 392

Steven Rosen

AUGUST 11, 2017

Even with brilliant marketing strategies and a solid management team, many companies miss their sales objectives. Successful strategy execution is the key to crushing sales numbers. He has a proven track record of delivering stellar sales results. The post Successful Strategy Execution appeared first on Star Results.

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Strategy Pharmaceuticals Face-to-face eBook 197

Your Sales Management Guru

OCTOBER 7, 2014

Creating a Sales Compensation Plans. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Your sales management team must understand your company’s overall goals and structure compensation to align with them. What are sales goals?

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Compensation Margin Hiring Commission 81

Sales and Marketing Management

JUNE 11, 2015

Issue Date: 2015-06-12. Teaser: How do you develop a killer sales attitude? An attitude that will get you back up when you get knocked down by objections, price comparisons, unethical tactics and a host of other things? How do you develop a killer sales attitude? Author: Alan Zimmerman. You need to do four things.

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Comparison How To Objections Sales 120

The ROI Guy

FEBRUARY 23, 2015

The ability for your reps to “handle objections” is a key to achieving 2015 sales success, this according to a recent interview of Jim Ninivaggi, Sales Enablement Practice Director for SiriusDecisions. This objection typically occurs in the middle to later phases of the journey. They want to buy, but want proof.

Objections 87

Objections Real Estate Face-to-face Buyer 87

Understanding the Sales Force

APRIL 14, 2015

What do donuts, chips, cake and ice cream have in common with some of the articles that are written and published about salespeople, sales selection and assessments? Over the years, there has been no better source of junk science written about sales and salespeople than the reputable Harvard Business Review Blog.

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Groups Consumer Objections Sales 120

Steven Rosen

DECEMBER 3, 2018

Earlier this year I published an article titled 5 Ways to Create a Successful Sales Coaching Program. The results from Sales Mastery sales executive survey showed that 1/3 of executives surveyed, said that “ sub-optimal sales manager coaching” is one of their top 3 barriers to achieving their objectives in 2018.

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Hiring Coaching Survey Sales Coaching 272

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Study after study has shown that sales manager coaching has a significant impact on performance.

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Sales Coaching Coaching Sales Management Study 273

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Study after study has shown that sales manager coaching has a significant impact on performance.

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Sales Coaching Coaching Sales Management Study 261

The Pipeline

SEPTEMBER 15, 2014

There could be a question of priorities and changing objectives; a host of factors that could make someone ready now that may have hesitated in February or March. Delegate – A lot of sales people have a Superman complex, they feel they have to do it all themselves, “no one is as capable as I am”. What’s in Your Pipeline?

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Outsourcing Services Closing Hiring Social Selling 306

Customer Centric Selling

JANUARY 14, 2015

Sales Tips: How to Skillfully Handle Objections. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Early in my career I received training in handling objections. A fundamental question is: Why do sellers get objections? While doing so, the buyers are forced to listen.

Objections 40

Objections How To Buyer Lead Rank 40

Sales and Marketing Management

JANUARY 25, 2015

Issue Date: 2015-01-26. Teaser: Despite the vast amount of technology innovation that has occurred in the past two decades, sales teams have changed little about the way they use spreadsheets. Author: Travis Patterson. read more'

Forecasting 120

Forecasting Objections Revenue Data 120

Mindtickle

AUGUST 28, 2023

The intricacies of pharmaceutical products, stringent regulatory guidelines, and the critical role healthcare professionals play in decision-making create a complex environment for sales reps. With those unique circumstances in mind, the importance of effective sales training cannot be overstated.

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

Understanding the Sales Force

SEPTEMBER 17, 2014

Understanding the Sales Force by Dave Kurlan. Last week I led our annual Sales Leadership intensive and hosted the best group of sales leaders to ever attend the event. Chad Burmeister , who is well known throughout the inside sales community, was one of the attendees. Sure enough, the numbers were amazing.

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Inside Sales Outside Sales Study Distribution 212

Steven Rosen

APRIL 28, 2015

Sales Executives: Are You Leading Your Team to Defeat? The sales force is seen as the key driver of sales growth in organizations. The challenge is that every sales organization is dealing with unprecedented change, fiercely competitive environments and declining sales and profits.

Leads 120

Leads Marketing Qualified Lead Survey Report 120

The Pipeline

AUGUST 2, 2013

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. Josiane heads up TeleSmart Communications , and is leading practice and thought leader in the area of inside sales and management. How can that be?

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Sales Management Hiring Inside Sales Cold Calling 257

Sales and Marketing Management

JUNE 20, 2019

Like clockwork, this year’s results show sales once again in two of the bottom three positions, only trusted more than members of congress. Today, the world of sales is once again shifting under our feet. One 2015 Forrester article predicted that 95% of B2B sales jobs will be replaced by AI by 2020. .

Lead Rank 179

Lead Rank Lead Scoring Hotels Sales Qualified Lead 179

The Pipeline

OCTOBER 9, 2014

I, like many in my profession have a unique perch when it comes to looking at sales. How organizations deal with this is often the difference between great sales companies, and a bunch of also-rans. You know what they said, lack of sales, “and the pipeline is weak going into Q4.” Sales Skills Sales Training Tibor Shanto'

Government 296

Government Face-to-face Incentives Incentive 296

Mr. Inside Sales

NOVEMBER 11, 2015

Anyone who has to cold call as part of their sales career knows how hard it can be. Many sales reps cringe as they dial a number and wait for the receptionist to answer: “Who’s calling?”. Unfortunately, if you’re in sales, you know that cold calling is NOT dead and you have to do it day in and day out to keep your pipeline full.

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Cold Calling How To Webinar Metrics Gatekeeper 120

Seismic - Sales Effectiveness

AUGUST 25, 2019

‘Sales efficiency’ and ‘sales effectiveness’ sound like vague concepts, but they can actually have a significant impact on the success of your sales strategy. And sales organizations are increasingly chasing more aggressive goals with greater pressure to over-achieve. A Few Key Stats. TimeTrade ).

How To 80

How To Quota Sales Enablement Analytics 80

Steven Rosen

NOVEMBER 23, 2015

If you are chasing your 2015 sales numbers you need to return from this holiday weekend highly energetic, focused and ready to sprint to the finish line. When I was running a sales force I was equally highly focused on finishing the year off and starting the next year even stronger. So, what are top companies doing?

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Consumer Analysis Territories Account 120

Awarathon

AUGUST 8, 2023

“An AI-powered video roleplay software is one of the most effective sales tools for streamlining your sales process, assisting your organization in meeting sales quotas, and forecasting sales for the upcoming quarters online effectively.” It focuses on sales readiness through sales enablement and training.

Video 52

Video Ideal Customer Profile Forecasting Pharmaceuticals 52

Zoominfo

NOVEMBER 1, 2022

Here are 10 of the strongest insights from the discussions, including the importance of effective go-to-market strategies across sales and marketing teams, and how the current wave of economic uncertainty is affecting companies’ ability to make the most of their market opportunities.

Hiring 100

Hiring Intent Data Intent Scale 100

Sales and Marketing Management

MAY 20, 2019

According to a 2015 RAND report, 69% of employers with 50 or more employees offer a wellness program. Alignment – Workplace wellness strategies must be aligned with the organizational core mission and values, objectives, operations and cultural norms. Stress reduction has become a common objective of workplace well-being efforts.

ROI 257

ROI Incentives Incentive Study 257

Customer Centric Selling

DECEMBER 24, 2014

Sales Tips: Qualify Before Requesting a "Four-Legged" Sales Call. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. In my first sales management position I soon noticed that one of my salespeople seldom made calls alone. Cost of sales is a concern for most organizations.

Engineering 81

Engineering Sales Cycle Resources Sales 81

Sales Hacker

JUNE 26, 2019

After another 12 hour day of prospecting on October 1, 2015, I laid on the floor of my studio in downtown SF, stared at the ceiling for about an hour, and asked myself 3 questions that would forever change the trajectory of my career in Sales Development: 1. The post How to Personalize at Scale appeared first on Sales Hacker.

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Scale How To Pivotal Energy 60

The Pipeline

NOVEMBER 12, 2015

As we head to the finish line 0f 2015, there is a tendency among many in sales to maximize their “closing” activities. Spurred on by their managers to close business, sales people get distracted from executing on the entire cycle, and focus on the here and now, and sacrifice future opportunities.

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Maximizer Closing Opportunity Marketing 120

The Pipeline

APRIL 6, 2015

There is a lot written about leadership in general, and more specifically sales leadership, I have contributed my share to the din. Managing/Coaching sales people, is really an exercise in selling. In a conventional sale we are trying to get the buyer to purchase our “stuff”, as a means of helping them achieve their objectives.

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Lead Rank Leads Marketing Qualified Lead Hiring 120