Understanding the Sales Force

MARCH 3, 2020

Back in September The New York Times, which is often accused of publishing fake news, published an interesting article comparing personality tests to astrology. I had so many reactions to this article and I have attempted to collect and assemble them into a coherent article that I believe will be worth your while.

Report 351

Report Hiring Sales 351

Anthony Cole Training

MAY 26, 2022

If you and your organization don't have a data-driven sales approach and process, you could be missing out on some key information that would help increase sales success.

Data 242

Data Sales 242

The Center for Sales Strategy

DECEMBER 27, 2021

It's hard to keep up with every article we publish throughout the year! So, today, we're making it easy by recapping the most popular sales process posts we've published in 2021. Check out these top blogs on the sales process from 2021, and let them kickstart your 2022 sales strategy.

Sales Process 108

Sales Process Education Sales Strategy 108

Understanding the Sales Force

DECEMBER 20, 2022

The lessons from my annual Nutcracker post have not changed at all in 12 years but my perspective changes. This year three new thoughts come to mind.

Consultative Selling 296

Consultative Selling Sales Coaching Coaching Training 296

The Center for Sales Strategy

DECEMBER 28, 2021

Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success. Check out these top articles on talent from 2021 and let them kickstart your 2022 sales strategy.

Education 109

Education Training Strategy Sales Talent 109

Zoominfo

JANUARY 15, 2019

This year, the ZoomInfo team published nearly 250 blog posts related to sales, marketing, recruiting, and business growth. It is our hope that our content helped spark your creativity, allowed you to discover something new, or made your life as a sales professional easier in some way. 20 Motivating Sales Quotes to Empower Your Team.

Social Selling 185

Social Selling Cold Calling Social Media B2B 185

Understanding the Sales Force

FEBRUARY 25, 2024

According to the search results inside this blog, I have written on the topic of coaching salespeople more than 400 times or 25% of my articles. Because sales managers are not coaching – still – at least not consistently or effectively. Sales Managers don’t want to coach because it takes away from personal sales.

Coaching 333

Coaching Guidelines Margin Incentives 333

SBI Growth

DECEMBER 31, 2017

This is a top 10 list of the most viewed articles by Chief Marketing Officers and VP’s of Marketing. What’s unique about this top 10 list? We segmented our subscribers by marketing leadership. How Top CMOs Quantify Marketing Investment with.

Marketing 214

Marketing B2B Segment Revenue 214

Understanding the Sales Force

DECEMBER 11, 2023

Welcome to my annual list of the best sales and sales leadership content of 2023. This year’s list has thirteen entries, including articles, videos, and LinkedIn posts. 2023 saw more content than ever before and that certainly includes the sales space. This course will skip the theory, instruction and role-play.

Sales Leadership 193

Sales Leadership Hiring Video LinkedIn 193

The Center for Sales Strategy

DECEMBER 29, 2022

Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success. Check out these top blogs on sales structure from 2022.

Education 96

Education Sales 96

Understanding the Sales Force

DECEMBER 11, 2012

Understanding the Sales Force by Dave Kurlan. I have read an awful lot of studies and articles over the last several years and while most of them have merit, some of them are either dead wrong, or have drawn incorrect conclusions. Accenture CSO Insights – Sales Optimization Study. Here are the ones that have earned my criticism.

Study 173

Study Quota Software Software 173

Understanding the Sales Force

DECEMBER 18, 2013

Understanding the Sales Force by Dave Kurlan. I wrote and posted exactly 100 new articles since my final article of 2012 when I announced your favorite all-time Kurlan article. I''ve chosen 10 from this year''s articles that were either very popular, contained many comments, or thought-provoking. SALES MANAGEMENT.

Decision Maker 204

Decision Maker Compensation Consultative Selling Call-back 204

Understanding the Sales Force

FEBRUARY 22, 2023

I began debunking sales articles when the first ones predicting the death of selling appeared circa 2008. Later, articles predicting the end of selling became both more prolific and more specific including the certain death of: Solution Selling Cold Calling Consultative Selling Sales Process SPIN Selling and more.

Top of Funnel 406

Top of Funnel Positioning Scale Inbound 406

Distribution Pricing Journal

DECEMBER 28, 2023

If you are looking for new pricing, data, profitability and sales enablement solutions this year please visit our solutions guide to learn about our recommendations. Price level and sales engagement an affect volume in ways that drive higher profits as well. Can AI help strengthen my team’s analytical abilities?

Journal 52

Journal Distribution Incentives Incentive 52

Understanding the Sales Force

JUNE 27, 2023

Even though this article begins as a baseball article, in the fourth paragraph it quickly morphs into a sales article. Compare that with salespeople who, after five years in sales, could be referred to as veterans. I started coaching him when he was old enough to hold a wiffle bat.

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Hiring Coaching Sales Consultative Selling 300

Zoominfo

JANUARY 21, 2019

Thus far, we’ve covered the most-read articles for sales professionals and recruiters. Key Takeaways About Our Top Marketing Articles in 2018. And there you have it– our top ten most popular marketing articles of 2018. The post 10 Most Popular Marketing Articles of 2018 appeared first on ZoomInfo Blog.

Marketing 164

Marketing B2B Lead Generation Social Media 164

Understanding the Sales Force

FEBRUARY 14, 2023

Sometimes, that's the feeling I get when I'm writing articles and I have solid data on my side, while dozens of competing authors just won't stop their constant borage of articles using junk science, anecdotal evidence, and alternate facts. If you watched Super Bowl 57, you observed two teams that simply refused to give up or give in.

Data 305

Data Sales 305

The Center for Sales Strategy

DECEMBER 30, 2021

Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success. Check out these top blogs on sales leadership from 2021.

Sales Leadership 105

Sales Leadership Education Sales Sales Management 105

Mr. Inside Sales

DECEMBER 17, 2018

As a sales rep, you need solutions to the problems you face when selling over the phone. And that’s why my blog has thousands of subscribers and why more and more sales teams are added daily. I thought you’d benefit from my most popular article I’ve published over the last two years. appeared first on Mr. Inside Sales.

Decision Maker 137

Decision Maker Vendor Face-to-face Objections 137

Understanding the Sales Force

JANUARY 27, 2017

Regular readers know that I write a lot - 1,600 articles on sales and sales leadership over the past 10 years. I'll be the first to admit that the articles are not all award-winners but readers find most of them helpful, entertaining, and good enough to keep coming back. And a few dozen of them have won awards.

Video 120

Video Sales Leadership Sales Conversion 120

Lead411

APRIL 10, 2023

How to write Blog Articles that Attract Customers Orbit’s survey shows that only 22% of blogs produce good marketing results. You’ll find them in this article. Ask your sales staff what questions potential customers ask most often. Authorship Having an author adds credibility and context to an article.

Ideal Customer Profile 52

Ideal Customer Profile Customer Google Analytics How To 52

Understanding the Sales Force

AUGUST 5, 2016

There have been at least 2 lists published of the sales books you should read on the beach this summer so we are not going there! With that in mind, some of the best articles you haven't read were published this summer! But summer is for sun and fun and some of the best things in life happen during the summer.

Sales Leadership 120

Sales Leadership Relationals Sales Sales Process 120

Understanding the Sales Force

FEBRUARY 20, 2024

Another “baseball is to sales” analogy shouldn’t surprise readers because I’ve already published more than 100 different articles over the past 19 years showing how selling is just like baseball. However, unlike the previous 100 plus efforts , this article will discuss how selling is different from baseball.

Revenue 193

Revenue Margin Sports Quota 193

Sales and Marketing Management

MARCH 8, 2023

In this podcast episode, we dive deeper into an article Amy wrote for a Sales & Marketing Management entitled “How to Create a Sales Enablement Center of Excellence.” The post Amy Franko on Creating a Sales Enablement Center of Excellence appeared first on Sales & Marketing Management.

Sales Enablement 368

Sales Enablement Marketing Sales How To 368

Understanding the Sales Force

MARCH 20, 2024

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. I’m sure by now you’re thinking, but Dave, what the heck does that have to do with sales process? Most of that group believes that a sales process is helpful. It will be worth it!

Sales Process 334

Sales Process Sales Methodology Decision Maker Pipeline 334

Sales Hacker

DECEMBER 28, 2018

Here’s a recap of the best sales articles from 2018 from Sales Hacker! With 2019 is right on the horizon, I’m taking this as an opportunity to look back at the kickass year we had at Sales Hacker. for making Sales Hacker what it is. The 18 best sales articles of 2018 from Sales Hacker.

Ideal Customer Profile 96

Ideal Customer Profile Top of Funnel Hiring B2B 96

Understanding the Sales Force

FEBRUARY 28, 2014

Understanding the Sales Force by Dave Kurlan For double article Friday, in addition to my Sales Pipeline Nazi article, I have the following bonuses for you: For those of you who wanted to attend the Webinar on the Sales Candidate Analyzer, here is a link to the recording. The Sales Pipeline Nazi. And we can.

Forecasting 188

Forecasting Pipeline Sales Forecasts Webinar Metrics 188

Understanding the Sales Force

FEBRUARY 28, 2023

Today's article is different from most of my other articles because there is no opening analogy, very little data, and a complete lack of humor. It's such a serious article I was ready to delete it before I clicked the publish button. If you don't like the subject, the content or the writing, it's OK.

Data 309

Data Sales Compensation Company 309

Understanding the Sales Force

DECEMBER 11, 2012

Understanding the Sales Force by Dave Kurlan. I present my Top 20 Articles on Coaching Salespeople. Coaching – 1 st of the 10 Kurlan Sales Management Competencies. 5 Keys to Effective Sales Coaching. 10 Sales Coaching Examples – One Size Does Not Fill All. 5 Keys to Effective Sales Coaching.

Sales Coaching 214

Sales Coaching Coaching Sales Management Sales 214

Understanding the Sales Force

SEPTEMBER 12, 2022

I've written several articles (same as always) about OMG (Objective Management Group) Tailored Fits/Proofs of Concept where I analyze the differences between a company's top producers and bottom producers to identify the findings/scores that differentiate their tops from their bottoms.

Comparison 309

Comparison Groups Objections Examples 309

Mr. Inside Sales

DECEMBER 24, 2016

If you are a subscriber to my weekly ezine, then you know I publish a new article every week. It’s not surprise, then, that the most popular article I wrote in 2016 is one that gives you, the front line sales rep, a proven way to overcome some of the resistance you face each and every time you pick up the phone to make a cold call.

Cold Calling 120

Cold Calling Decision Maker Vendor Objections 120

Steven Rosen

MARCH 12, 2024

Hosts Colleen Stanley and Steven Rosen discuss the importance of face-to-face conversations in sales and how sales leaders can encourage their teams to embrace in-person interactions. These reactions make it easier to be empathetic and build trust, essential for successful sales relationships.

Face-to-face 296

Face-to-face Video Decision Maker Loyalty 296

HeavyHitter Sales

AUGUST 29, 2017

  I’m excited to have reached a gratifying personal milestone as my 35 th Harvard Business Review article was published this month. In recognition of this occasion, here’s my fifteen personal favorite articles (with links to the article) in order by date published. Martin to receive future research articles.

Video 92

Video Trends Study Research 92

Understanding the Sales Force

AUGUST 21, 2023

There are eighteen years worth and 2,000 articles and while there are a few popular series of articles listed on the right-side navigation panel, there hasn’t been a way to finding the most helpful articles. To avoid wasting time and chasing opportunities that have ghosted you, read articles about qualifying.

Hiring 156

Hiring Decision Maker Forecasting Face-to-face 156

Understanding the Sales Force

AUGUST 21, 2023

There are eighteen years worth and 2,000 articles and while there are a few popular series of articles listed on the right-side navigation panel, there hasn’t been a way to finding the most helpful articles. To avoid wasting time and chasing opportunities that have ghosted you, read articles about qualifying.

Hiring 156

Hiring Decision Maker Forecasting Face-to-face 156

Understanding the Sales Force

FEBRUARY 7, 2023

For those of you who are familiar with my series of articles about Bob - the worst salesperson ever - you can catch up by enjoying, laughing, and making fun of him here. 12 of the articles that show up on that page are about Bob! Today, I reviewed the worst OMG evaluation of a sales manager that I have ever seen.

Promotion 296

Promotion Sales Management Sales Sales Process 296

Understanding the Sales Force

FEBRUARY 21, 2014

Understanding the Sales Force by Dave Kurlan Today you''ll receive multiple articles and a bonus video too! The Sold Lab portal posted this article of mine on Why Sales Training Doesn''t Work. Today''s article is a follow up of sorts to this article from yesterday. c) Copyright 2013 Dave Kurlan'

Airlines 186

Airlines Video Channels Follow-up 186