Understanding the Sales Force

JUNE 4, 2014

Understanding the Sales Force by Dave Kurlan The Selling Power Blog published a new article of mine, The Top 10 Steps Salespeople Can Take to Improve. The article includes a really terrific video on the importance of tonality. While persistence has always been important in sales, we are in uncharted territory.

Territories 268

Territories Exercises Video ACT 268

The Pipeline

MARCH 30, 2011

The Pipeline Renbor Sales Solutions Inc.s Prospecting – When Is The Best Time? Stored in Attitude , Business Acumen , Cold calling , Proactivity , Productivity , Prospecting , Time Allocation , Video , execution. Last week I talked about prospecting, why some like it when most don’t, rejection, and managing them.

Pipeline 222

Pipeline Prospecting Cold Calling Sales Qualified Lead 222

Allego

SEPTEMBER 8, 2022

It has 850 million members in more than 200 countries and territories worldwide. What you might not know is that LinkedIn members also publish a wealth of information, tips, and advice for their peers via LinkedIn articles and newsletters. One group particularly prolific is sales professionals. Published weekly.

LinkedIn 118

LinkedIn Hiring Sales Leadership B2B 118

Pointclear

AUGUST 17, 2011

This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival. Sales managers have six basic jobs—hire, compensate, train, deploy, monitor and manage, and coach and counsel—and they generally fail at the last three.

Sales Management 153

Sales Management Hiring Territories Compensation 153

Pointclear

MAY 14, 2018

In this article we’re going to discuss momentum killers for salespeople and organizations. For salespeople and sales managers, few understand the Prime Directive of Sales Management: Enhance Sales Momentum (Never Interrupt It). Sales momentum isn’t about sales skills. Territory Adjustments.

Territories 124

Territories Quota Sports Compensation 124

Sales Hacker

DECEMBER 9, 2022

Sales leaders often evaluate prospects and existing customers based on readily available information — order history, and firmographic data (company location, size, industry, etc). Related: The New Growth Formula: Customer Success + Predictive Sales. Related: Your Territory Model Is Hurting Attainment. Try This Instead.

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

Sales 2.0

APRIL 7, 2017

Redefining Sales Territories: From Geographic to Social Proximity. That’s right, not even you, sales territories. The old way, established over a century ago, of assigning sales professionals territories based on geographic location is on the way out. Read the full article. Nothing gold can stay.

Account 150

Account Territories Conference Energy 150

The Pipeline

JUNE 3, 2011

The Pipeline Renbor Sales Solutions Inc.s 5 Ways to Boost Your Email Prospecting Response Rate. Stored in Attitude , Business Acumen , Guest Post , Proactivity , Sales Strategy , Sales Success , Sales Technique , Sales Tip , e-mail , execution. Go ahead, do it, its good for you and your sales!

Pipeline 286

Pipeline Prospecting Twitter B2B 286

Partners in Excellence

JULY 30, 2012

The other day I wrote about the “Almost Perfect Sales Management Article.” ” That post stimulated a flurry of questions about a Sales Management Standard Operating Process/System. There are a few key building blocks to the Sales Management/Leadership Process.

Sales Management 86

Sales Management Hiring Top of Funnel Territories 86

Engage Selling

AUGUST 26, 2017

When you’re part of an organization whose sales team is spread out over a large territory, it’s easy to lose touch with what’s happening on the front lines, where staff work directly with prospects and customers. Your sales managers are … Read More »

Sales Management 48

Sales Management Territories Prospecting Sales 48

Janek Performance Group

JANUARY 16, 2024

Without the incentive of commission or performance-based bonuses, salespeople may lack the motivation to go above and beyond in driving sales results. Sales managers will have to think of nonmonetary alternatives as motivators. As a result, the organization may lose the benefits of a united and collaborative sales team.

Compensation 118

Compensation Salary Commission Margin 118

Adaptive Business Services

JANUARY 24, 2024

A prospective client had a 3×5 card, generally with their business card stapled to it, and this was used to keep track of activities. Of course, things can get complicated when you are juggling 100’s of clients, prospects, and active deals. More and better prospects. Customers vs. prospects. By territory.

CRM 71

CRM Revenue Company Hiring 71

Understanding the Sales Force

MAY 7, 2014

Understanding the Sales Force by Dave Kurlan The May issue of Top Sales Magazine is now available and in addition to my monthly article, this month''s issue is loaded with important reading on sales and selling. The Latest Fiction for the Sales Force - No More Hunters and Farmers. Has my thinking changed?

Cold Calling 290

Cold Calling Sales Qualified Lead Networking Territories 290

Corporate Visions

JULY 2, 2020

But, just as the first wave of agricultural society gave way to the second wave of industrial society, so too Learning Paths transitioned to more situational, Territory Plan-based learning and enablement. The Second Wave: Territory Plans. Proposal and Deal Closing – Find the reps with “constipated pipelines.”

Sales Enablement 105

Sales Enablement Webinar Metrics Territories Top of Funnel 105

The Pipeline

MAY 27, 2011

The Pipeline Renbor Sales Solutions Inc.s 10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Stored in Attitude , Business Acumen , Coaching , Guest Post , Proactivity , Sales Success , Sales Technique , execution. Prospecting is a term that’s been around for a long time. Go ahead, do it , click here now!

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

Hubspot Sales

OCTOBER 5, 2017

In this growing sales landscape, we’ll outline the various processes and key strategies for prospecting -- the phase of selling that often consumes the most time and energy (and is the most crucial to get right). What Is Prospecting? What's the difference between leads and prospects? Sales Prospecting Techniques.

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

Janek Performance Group

OCTOBER 11, 2021

Sometimes, when you assess a sales reps’ performance you’ll find a single account that is contributing to their growth. Other times, one rep might have a better territory which is contributing to the sales numbers. Did the sales rep get comfortable because this one account put them over quota?

Hiring 117

Hiring Compensation Sales Talent Account 117

Understanding the Sales Force

APRIL 26, 2012

Sales Management is a common reason and it transcends industries and sizes. Jonathan Farrington, CEO of TopSalesWorld.com , completed a terrific interview with me for TopSalesManagementWorld.com and the resulting 10-minute audio clip does a great job explaining sales management's role in quota-failure.

Quota 216

Quota Territories Compensation Sales Cycle 216

Crunchbase

JULY 27, 2022

If you own a business, lead a sales team, or are otherwise interested in how best to create a solid sales ecosystem within your organization that is conducive to growth, this article on sales operations (sales ops) is for you. What is sales operations? Sales rep support. Parsing out territories.

Sales Operations 52

Sales Operations Company Territories Sales Qualified Lead 52

Hubspot Sales

OCTOBER 1, 2018

Looking for a few easy, virtually-free ways to immediately connect with more prospects? Below, I’ve compiled 18 of my favorite methods for reaching prospects. How to Prospect. Understand your prospects' interests before speaking with them. Connect with more prospects over email. Let’s do this.

Prospecting 101

Prospecting Top of Funnel Social Media Hubspot 101

Janek Performance Group

SEPTEMBER 29, 2021

Need to improve your sales team’s results? That’s the advice from a recent Harvard Business Review article that concluded, women are the future of B2B sales. If you believe diversity on your sales team will improve sales performance, keep reading because there is plenty of science to back that up. Hire more women.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

SBI Growth

AUGUST 6, 2012

Customer Spend: Calculate the ideal revenue from your prospects. What should your prospects be spending on your products or services? It is your job to equip sales management with these figures. Sales resources are directed towards the wrong opportunities, causing you to look for something new. Money is wasted.

Opportunity 316

Opportunity Strategy Banking Territories 316

Partners in Excellence

OCTOBER 19, 2022

I read an article about the key productivity metrics managers are tracking. According to the survey of over 1000 sales managers, the five most popular metrics were: CRM utilization, Calls made, Emails sent, Conversations, Use of sales tools. I was left scratching my head, thinking, “WTF??????”

Territories 48

Territories Maximizer CRM Account 48

Close.io

DECEMBER 2, 2019

Only if you had more information than relying on tones and verbal cues of your prospects! The tactic is extremely effective for collecting valuable info about your prospects and can help you differentiate between suspects, prospects, leads, and opportunities. What is cold canvassing in sales? Let’s begin with the basics.

Campaigns 80

Campaigns Cold Calling Territories Face-to-face 80

Hubspot Sales

APRIL 27, 2023

In this article, you’ll learn some positions you can consider in SaaS sales, expert tips for getting into the industry, and how to succeed in your first sales role. Table of Contents Is SaaS sales a good career? In fact, at the time of writing this article, there are over 100,000 open SaaS sales roles on LinkedIn.

Hiring 102

Hiring Salary How To Ideal Customer Profile 102

Close.io

JANUARY 7, 2020

If your sales organization has been consistently failing to achieve sales quotas, then today’s article has you covered. You’ll learn the importance of setting challenging (but attainable) sales quotas, their types, methods of setting them, and strategies you can use to ensure they are met. Forecast quota.

Quota 92

Quota Meeting Forecasting Lead Rank 92

Customer Centric Selling

JANUARY 13, 2014

Sales Training Article: The Sales Manager''s New Year''s Resolutions. By George De Los Reyes, Sales Benchmark Index (SBI) I am big on New Year''s resolutions. Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ''A'' players on the team.

Sales Management 49

Sales Management Face-to-face Decision Maker Travel 49

Corporate Visions

JULY 2, 2020

But, just as the first wave of agricultural society gave way to the second wave of industrial society, so too Learning Paths transitioned to more situational, Territory Plan-based learning and enablement. The Second Wave: Territory Plans. Proposal and Deal Closing – Find the reps with “constipated pipelines.”

Sales Enablement 52

Sales Enablement Webinar Metrics Territories Top of Funnel 52

Showpad

MARCH 3, 2020

Sales reps need support to drive growth and increase likelihood of success, whether they’re going through initial onboarding, working through the buyer’s journey or collaborating with marketing. We’ll get into unique responsibilities of each later in this article. Developing sales and revenue strategy. Managing sales tech stack.

Sales Operations 100

Sales Operations Sales Enablement Hiring Compensation 100

HeavyHitter Sales

DECEMBER 17, 2012

management thinkers. Here’s one of my recent Harvard Business Review articles titled “TOP TEN SALES TRENDS FOR 2013.”.   What are the top business-to-business sales trends for 2013? Here’s my list based upon my experience of working with some of the world’s best sales organizations this past year.

Trends 153

Trends Decision Maker Territories Analysis 153

Vengreso

MARCH 30, 2022

LinkedIn Sales Navigator is one of the premium services of LinkedIn, the largest networking tool for B2B sellers. It provides sellers prospecting opportunities through advanced search features (not available in the free version of LinkedIn) and the ability to set up personalized notifications. How to Use LinkedIn Sales Navigator.

LinkedIn 115

LinkedIn Lead Rank Lead Scoring Ideal Customer Profile 115

The Pipeline

MARCH 18, 2011

We’ve become a generation of retarded under-performing sales semi-professionals. Instead of being thought-leaders we’ve become frenetic, selfish territory managers. Trading one Mickey Mouse sales idea for the next. We should team up for the ultimate “outrageously irreverent” sales conference.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

Hubspot Sales

JULY 12, 2021

And if you're like us, you thrive in a work-from-home environment for enough reasons to warrant another article in themselves! So for all the sales managers with reps who might be struggling with this transition — or those reps themselves — we've compiled a list of tips to help any and all salespeople thrive in this new landscape.

Energy 122

Energy Social Media Face-to-face Call-back 122

Sales Hacker

APRIL 19, 2021

When sales reps look for a new job, they’re never looking for a different role or new responsibilities. Reps are in search of a better quota, better territory, better comp plan, better product, or even something as simple as a faster sales cycle. What happens 99% of the time is that sales reps will go about the search alone.

Hiring 71

Hiring Gatekeeper Territories Sales Cycle 71

Partners in Excellence

MARCH 13, 2023

As a result, one of the most useful tools for understanding and managing performance, is not used to it’s full power. Over the past few weeks, I’ve written a number of articles about various aspects of pipeline management. We may have multiple qualified pipelines, keep them separate.

Pipeline 73

Pipeline Sales Cycle Forecasting Face-to-face 73

Hubspot Sales

AUGUST 25, 2018

A quick Google search or skim through your favorite sales blogs will show article upon article about how to hire the perfect reps, increase customer retention, and write the perfect sales job description -- for good reason. What Can Sales Managers Do About Sales Retention? Hire more experienced reps.

Hiring 111

Hiring Churn Survey Promotion 111

Vengreso

MARCH 30, 2022

LinkedIn Sales Navigator is one of the premium services of LinkedIn, the largest networking tool for B2B sellers. It provides sellers prospecting opportunities through advanced search features (not available in the free version of LinkedIn) and the ability to set up personalized notifications. How to Use LinkedIn Sales Navigator.

LinkedIn 99

LinkedIn Lead Rank Lead Scoring Ideal Customer Profile 99