Understanding the Sales Force

APRIL 8, 2013

Understanding the Sales Force by Dave Kurlan Inc. Magazine ran an article on its website that I just can''t ignore. Forget for a minute that those of us in the sales development space (he calls us pundits) have been trying to help companies and their sales teams transition from a transactional to a consultative approach for years.

Consultative Selling 205

Consultative Selling Outsourcing Services Telecommunications Real Estate 205

Zoominfo

OCTOBER 5, 2021

Put a Spotlight on Local Businesses – Google Google Ads is a web advertising service that most B2B marketers are already familiar with. Use Different Visual Mediums – Cisco Cisco is a cutting-edge technology company that develops networking and telecommunications equipment. What makes this a great brand story?

Examples 130

Examples B2B Microsoft Case Study 130

Hubspot Sales

FEBRUARY 8, 2018

As a sales professional, you’re sending emails all day, every day. Here are some interesting findings from the data: Out of the 29 industries, Marketing and Advertising companies have the lowest email open rates. My favorite part of your recent article”. Marketing and Advertising: 25%. Maybe your current rate is 20%.

Industry 143

Industry Real Estate Outsourcing Services Biotechnology 143

HeavyHitter Sales

APRIL 7, 2013

Here’s one of my recent Harvard Business Review articles titled “Ten Reasons Salespeople Lose Deals.”. These interviews were conducted with salespeople across a wide variety of industries including high technology, telecommunications, financial services, consulting, industrial equipment, healthcare, and electronics to name a few.

Study 146

Study B2B Penetration Lead Rank 146

InsideSales.com

JUNE 4, 2020

The pillars of lead generation and qualification are sales development representatives (SDRs) and business development representatives (BDRs). In this article: SDR vs. BDR. What is a Sales Development Rep? Reordering Sales. Differentiating between jobs is crucial when building a robust sales force. SDR vs. BDR.

Sales Qualified Lead 58

Sales Qualified Lead Lead Rank Lead Scoring Top of Funnel 58

Altify

APRIL 2, 2018

I write about this more extensively in my latest book: Digital Sales Transformation in a Customer First World ). Usually selling to these companies means a long sales cycle, needing lots of resources, with arduous vendor approval, procurement and legal processes. ICP Category 1: Firmographics. So yes, size matters.

Ideal Customer Profile 40

Ideal Customer Profile Customer Telecommunications Segment 40

Sales Hacker

APRIL 26, 2019

when interviewing for a sales position? You answered the sales interview questions in a way that made you look like a winner. In this article, we’re going to review the 27 most common sales interview questions, PLUS the types of answers your interviewer is looking for, so you can raise the bar on your interviewing skills.

Hiring 21

Hiring How To Skype Promotion 21