Understanding the Sales Force

APRIL 23, 2014

Understanding the Sales Force by Dave Kurlan Earlier this week the world was once again focused on the city of Boston and the 118 th running of the Boston Marathon. An additional 20% of the sales population is good, but not great. If you forecast a sale, and it goes to a competitor, management says, “too bad.”

Airlines 284

Airlines Groups Forecasting Engineering 284

Nutshell

MARCH 5, 2024

Definition: Lead distribution is the process of strategically assigning leads to specific sales reps. Lead distribution is the process of matching up specific leads with certain sales reps at your company. For example, a sales rep who specializes in airline company clients would be the perfect person to manage an airline lead.

Distribution 77

Distribution Lead Rank Lead Scoring Sales Qualified Lead 77

SBI Growth

SEPTEMBER 19, 2013

Perhaps you: Rolled out a new sales process. Changed your sales compensation plan. This article will give you the best practices to implement impactful sales initiatives. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. Included in this is the Sales Gamification Overview.

Lead Rank 321

Lead Rank Lead Scoring Hiring Airlines 321

No More Cold Calling

JULY 3, 2014

Guest blogger, Todd McCormick, shares three reasons listening matters in sales management. It was your typical sales conference—except the speaker wasn’t typical. I was particularly intrigued that he was a sales leader for a marketing firm, which gave him a unique understanding of both customer-centric professions.

Referrals 290

Referrals Airlines Small Business Small Business 290

Understanding the Sales Force

SEPTEMBER 22, 2014

Understanding the Sales Force by Dave Kurlan. Last week, when speaking on the Inbound Stage at Inbound14, my topic was Hiring for the Inbound Sales Role. I asked the question, "Is this a sales or a marketing role?". The audience desperately wanted this to be a hybrid - someone who could do both the marketing and the sales.

Inbound 205

Inbound Hiring Airlines Marketing 205

Understanding the Sales Force

DECEMBER 11, 2012

Understanding the Sales Force by Dave Kurlan There are probably topics which I've written about more often than coaching salespeople, but none that are more important nor have greater impact than coaching salespeople. I present my Top Articles on Coaching Salespeople: Why Accidental Sales Training Works More Effectively.

Sales Coaching 120

Sales Coaching Coaching Airlines Cold Calling 120

Anthony Cole Training

NOVEMBER 20, 2012

Many years have passed since that day and I've had the opportunity to talk to hundreds of prospects and sales people about their prospects. Here is a guest blog from Sales Development Expert, Author and Highly Recognized Leader in Sales Force Evaluations - David Kurlan. A sales force evaluation is an obvious first step!

Airlines 137

Airlines Prospecting Decision Maker Vendor 137

SBI Growth

MAY 29, 2013

The concept of gamification is catching on in B2B sales and marketing. Their book does an excellent job of explaining what gamification is and how it can be applied to drive a sales result. How many of you have rolled out a sales initiative only to have low adoption in the field? Commercial negotiation- think sales training.

Lead Rank 310

Lead Rank Lead Scoring Airlines B2B 310

SBI Growth

MARCH 24, 2013

Most top sales executives travel. Multi-national organizations plus complex sales equals airline miles. This article tells the sales leader how to spend time, their most precious commodity. The sales manager to walk you through how he uses the CRM tool (on his computer!). You need a framework for thinking.

Airlines 297

Airlines Hiring Journal Churn 297

Pipeliner

SEPTEMBER 21, 2019

Despite the supposed benefits AI brings especially to the world of sales, and the threats it entails to local job markets, various industries are still looking for specialist skills and talents. Sales Manager. Another factor here is that airline companies will have to replace retiring pilots with young new talents.

Real Estate 68

Real Estate Airlines Salary Tourism 68

Pipeliner

MARCH 19, 2021

An extremely important aspect of account management is the strategic aspect, the plans of dealing with various accounts. 93 percent of all world-class sales organizations have long-term objectives with regard to their key accounts. For example, a year ago your key accounts might have been airlines. Account Planning Basics.

Account 98

Account Airlines Churn Licensing 98

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. What does it mean for B2B sales managers as they strategize for 2021? Take any trend?—?social,

Demand Generation Targets 120

Demand Generation Targets Outsourcing Services Face-to-face Travel 120

Bernadette McClelland

SEPTEMBER 8, 2014

Get really curious and ask questions about THEM, because you are truly interested – not just so you can manipulate the conversation toward a sale. Advisor Beliefs Leadership Questions Sales Thought Leadership awareness Belief-ability Increase Sales Modern Day Salesperson Sales Managers Sales Training Trusted Advisor'

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

Bernadette McClelland

SEPTEMBER 8, 2014

Get really curious and ask questions about THEM, because you are truly interested – not just so you can manipulate the conversation toward a sale. Advisor Beliefs Leadership Questions Sales Thought Leadership awareness Belief-ability Increase Sales Modern Day Salesperson Sales Managers Sales Training Trusted Advisor'

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

Anthony Iannarino

MARCH 11, 2020

The airlines have had to adjust their scheduled flights to prevent losing more money as people stop traveling, a strategy that is unavailable to hotels and restaurants, who are also suffering the economic downturn as large events are canceled, and people stay home. Learn how to sell without a sales manager. Get the Free eBook!

Face-to-face 141

Face-to-face eBook Airlines Hotels 141

HeavyHitter Sales

MAY 18, 2013

Over the last couple of months I’ve spoken to a number of experienced sales leaders and senior sales reps who were contemplating their next career move.     It hard times for salespeople and sales managers over 50 today. Sales is a Mentor-based Profession. They aren’t Technically Savvy.

Hiring 165

Hiring Airlines Penetration Twitter 165

Pipeliner

OCTOBER 1, 2019

Carrying on with our Sales Enablement series, I’m going to make a statement that shows how much I disagree with common “wisdom” on the subject. I’m probably shouting into the desert, but I’m going to say it anyway: When first done, sales enablement has nothing to do with people. It’s a similar situation with sales. Automation.

Sales Enablement 74

Sales Enablement Tourism Policies Airlines 74

Pipeliner

DECEMBER 27, 2020

Here are some ways to pivot your sales strategy to maximize your post-COVID-19 success. What is a Sales Strategy? What do business leaders mean when they talk about a “sales strategy?” To put it simply, a sales strategy is a concrete process that allows your company to sell products and services consistently.

Pivotal 98

Pivotal Strategy Face-to-face How To 98

Your Sales Management Guru

JULY 28, 2014

We work to leverage and add additional insight to our client base, allowing existing management and sales management programs to operate more productively. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. What Value We Bring.

Airlines 94

Airlines Hotels Travel Facebook 94

HeavyHitter Sales

APRIL 12, 2008

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors.

Airlines 60

Airlines Cancellation Customer Travel 60

Pointclear

APRIL 19, 2017

One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0 These false pronouncements are having a severe negative impact on sales performance,” he said. Prospecting sets you up for everything else in sales.”. Mike Weinberg – Mike stated, “I’m on a mission to simplify sales.

Conference 124

Conference Outbound Social Media PointClear 124

Customer Centric Selling

SEPTEMBER 3, 2015

Sales Tips: Flying for Dummies - Really? By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. He was telling me about a conversation he had with a prospect company’s VP of Sales and VP of Human Resources about training their salespeople. I wonder why?

Airlines 40

Airlines Social Selling Training Channels 40

Understanding the Sales Force

JUNE 26, 2014

Understanding the Sales Force by Dave Kurlan Yesterday, I was returning from New Orleans on an airline I had previously decided never to use again. Want a good sales book to read? Check out this list of the best sales books to read this summer. United has been in the news for their horrible customer service before.

Airlines 204

Airlines Customer Service Customer Cancellation 204

Pipeliner

NOVEMBER 3, 2020

Account management is a considerable job—and one of the most important for a sales professional. Account management consists of several key functions, all of which add up to happy customers. Account management is most precisely conducted through CRM. All of this means proper account management.

Account 52

Account CRM Policies Airlines 52

HeavyHitter Sales

JUNE 15, 2009

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors.

Hiring 87

Hiring Penetration Airlines Twitter 87

Sales Training Advice

MARCH 8, 2013

Everyone enjoyed working together and every time a sale came in we rang a bell that hung proudly near our vice president’s office. Quint writes about 4 key points needed to build a culture of excellence as exemplified by Southwest Airlines. How does your sales team take and give criticism? Now that was fun! Challenge leaders.

Airlines 46

Airlines Promotion Energy Up-Sell 46

Pipeliner

AUGUST 14, 2018

Other types of processes, such as sales processes, are intended for human interaction and use. Along with the rest of the world, sales has become increasingly complex, too. Because of the digital age, we also have many more times the sales channels we once had.

Airlines 60

Airlines Pipeline Trends CRM 60

Paul Cherry's Top Sales Techniques

JUNE 5, 2009

Sales Training & Management Workshops | 302-478-4443. Corporate Sales Training. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching.

Airlines 40

Airlines Pharmaceuticals Film Distribution 40

Pipeliner

MARCH 16, 2018

For example, people will pay more for airline tickets that can be rescheduled without penalty. A very effective traditional sales technique is called the “choice close.” This is because customers rely on salespeople to expand their range of choices. Some products are sold simply on the basis of providing choice.

Insurance 68

Insurance Insurance Policies Airlines 68

Partners in Excellence

NOVEMBER 4, 2012

I was recently asked to share my views of the impact of Big Data, business intelligence, and data analytics in sales. We are only beginning to scratch the surface in leveraging Big Data, particularly in sales. One area is in providing sales with “Intelligent Leads.”

Lead Rank 89

Lead Rank Lead Scoring Sales Qualified Lead Leads 89

Pipeliner

APRIL 17, 2018

Account management is a considerable job—and one of the most important for a sales professional. Account management consists of several key functions, all of which actually add up to happy customers. Account management is most precisely conducted through CRM. The reasons for such differentiation are obvious.

Account 45

Account CRM Policies Airlines 45

Jonathan Farrington

OCTOBER 17, 2011

Recognizing all the moments of truth in your company will allow you to address weaker areas easily – for example, Jan Carlzon of SAS identified almost 1000 moments for customers using his airline. He then set his senior managers the task of improving each of these by just 1%, resulting in a substantial increase in service!

Customer 37

Customer Airlines How To Follow-up 37

Pipeliner

OCTOBER 22, 2021

One product line could have a very different kind of sales process than another product line. With sales reps? A process should never have a result such as an airline passenger being physically hauled off a plane because they won’t surrender the seat they paid for. With accounts receivable? Take a phone call to a typical bank.

Outsourcing Services 98

Outsourcing Services Airlines Government Banking 98

Sales Hacker Training

MAY 26, 2020

Many sales leaders are already preparing for a future where effective virtual selling is a normal, ongoing business practice. A sales team equipped with virtual sales skills strengthens your business continuity plan in three ways. However, this requires buy-in from the sales professionals. Fast Implementation.

Benefit 122

Benefit Decision Maker Travel Airlines 122

Crunchbase

AUGUST 19, 2021

Many market success stories can be traced to strategic sales and marketing shifts initiated by perceptive business leaders. Commercial airlines that previously transported only passengers shifted their operations to focus on moving cargo. New world, new sales strategies. Let’s give a nod to the obvious: People drive sales.

Marketing 105

Marketing Telecommunications Pivotal Study 105

LeveragePoint

SEPTEMBER 21, 2018

Good Value Propositions provide the 3 key ingredients of ABM for differentiated solutions by being helpful, specific and relevant , but the best Value Propositions for ABS are also robust to the challenges of live sales interactions with sophisticated customers. Stakeholders within an Account. Characterizing Stakeholders. Buying roles.

Account Based Marketing 20

Account Based Marketing Account Lead Rank Lead Scoring 20

Hubspot Sales

OCTOBER 10, 2017

The more time you spend on manual tasks, like researching prospects or creating personal sales reports, the less time you have for selling activities, like prospecting or following up with buyers. Here are the best 15 bots for sales professionals. Here are the best 15 bots for sales professionals. Purpose: Sales insights.

Skype 84

Skype Transportation Facebook Hiring 84