Top Kurlan Articles Debunking Sales Studies and Articles

Understanding the Sales Force

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.

Study 185

Increase LinkedIn Engagement by 86% in 2 Weeks (Case Study)

Sales Hacker

Here’s a case study that will show you how it’s done in a real life situation. This step involves studying both the company and CEO’s brand to understand what is working and what is not. The post Increase LinkedIn Engagement by 86% in 2 Weeks (Case Study) appeared first on Sales Hacker.

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Wow That Is a Lot of Slides! Should You Read Another Market Segmentation Study?

Sales Benchmark Index

Market Segmentation analysis and reports are a foundational component of strategic analysis, planning and decision-making for any CEO. Understanding market opportunity and market dynamics is critical. It informs how to make investments in people, time and money.

Can Case Studies Help Your Business?

Fill the Funnel

Case studies often serve a different business building purpose than email. What Is a Case Study? According to a wiki definition, a case study is: 1. A cloud storage company may write a case study on moving document storage from local hard drives to the cloud.

4 Fascinating Sales Research Studies You Should Know By Heart

Keep reading to check out some of these sales research studies that will help you gain some insights into what makes a successful sales team. The post 4 Fascinating Sales Research Studies You Should Know By Heart appeared first on The Sales Insider.

How Studying Baseball Video is Identical to Coaching Salespeople

Understanding the Sales Force

It's been a long time since I have written an article that mentioned our son, the baseball player. We study the video together and when that isn't enough to fix the issue, we head outside and I pitch to him until he makes the necessary adjustments to get back on track.

Study 249

When to Walk Away From the Big Deal - Case Study

Sales Benchmark Index

Later in the article I share a tool to assist those currently in this dilemma. There are a few key takeaways from the case study: A well defined sales process mapped to the buyer’s journey is crucial. Stefan Captijn with Genesys Labs approached SBI this week with a blog topic.

Reallocating CSM Time Can Dramatically Improve Customer Success Revenue

Sales Benchmark Index

As a Customer Success Leader, to scale your organization, you have to get the most out of your team. Your greatest lever, is how to allocate a Customer Success Professional’s most important asset, their time. In order to drive the.

Deal Optimization—A Key to Business Survival During COVID-19

Sales Benchmark Index

Even in normal times – and these are not normal times – deal optimization is an opportunity too-frequently overlooked by revenue and sales leaders. CEOs and CFOs see the negative impacts of poorly optimized deals on the P&L – when.

Unlocking Cross-Sell and Upsell Potential by Activating the Product Team

Sales Benchmark Index

The role of a Product Leader is dynamic. Listening to the market, monitoring competitors and developing new products are core responsibilities. They set the organization up for growth. Yet, one of the lesser associated responsibilities of a Product Leader is translating.

Overcome the Early Success Trap to Solve Your Product-Market Fit

Sales Benchmark Index

The following is very much based on a true story – a sad but true story from early 2019. In a company’s first meeting, their CMO announced that they were building a big brand – just like Theranos. Just from.

Top 10 Sales Articles

HeavyHitter Sales

Here are the TOP 10 Heavy Hitter Sales Blog Articles as measured by number of times viewed. Personality Study of 1,000 Top Salespeople. Click Here for 25 More Articles. ENJOY!     1. Are Top Salespeople Born or Made?

7 Steps to a Successful SDR Cold Calling Sales Contest (Case Study)

Sales Hacker

Studies have found that only 34% of workers in the US are engaged. The post 7 Steps to a Successful SDR Cold Calling Sales Contest (Case Study) appeared first on Sales Hacker. Sales Management Articles

Study Reveals Why B2B Salespeople Lose Deals

HeavyHitter Sales

Here’s one of my recent Harvard Business Review articles titled “Ten Reasons Salespeople Lose Deals.”. Harvard Business Review is arguably the most prestigious publication for business leaders and management thinkers.

Study 152

Intel Headed Into the 2008 Recession at the Top – but Did It Stay There?

Sales Benchmark Index

Before the 2008 recession, Intel pushed out rivals by keeping its product cycles tight. With a philosophy that innovation would move the market in its favor, Intel devoted itself to delivering the fastest and latest technologies. Being ahead of the.

Why CMOs Need to Resist the Onslaught of the Trivial

Sales Benchmark Index

Your job description probably reads something like “generate revenue by increasing sales through successful marketing for the entire organization, using market research, pricing, product marketing, communications, advertising and public relations.”

Study 274

Top 15 Harvard Business Review Sales Articles

HeavyHitter Sales

  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.

Video 106

Most Popular Article of the Last Two Years!

Mr. Inside Sales

I thought you’d benefit from my most popular article I’ve published over the last two years. Study these and adapt them to your product or service and then use them to overcome the objection: “We’re all set.”. Note: There will not be a blog article next week on Christmas Day.

Want to Increase Selling Time? Harness the Power of AI-Driven Tools

Sales Benchmark Index

Is your sales team spending too much time doing other things besides selling? Do you feel like you can’t ever focus on strategic objectives because you are too weighed down by a constant stream of ad hoc data requests?

Tools 212

How Oracle Thrived in the 2008 Recession, Even with Missed Revenue Opportunities

Sales Benchmark Index

The year is 2007. The real estate market is flush. Stocks are booming. Getting a loan has never been easier. Companies are investing in themselves, growing their businesses, and increasing shareholder value. Now fast forward to 2008. The real estate bubble.

Oracle 191

Case Study: How a Company Hurt its Business with a Change in the Comp Plan

Sales Benchmark Index

The below article about P&O’s comp plan was posted on July 8 th here. If you are thinking about a comp plan redesign, here are dozens of articles that may help. This is a story of how a bad comp plan can ruin a sales force.

Study Says to Highlight 3 Features in a Sales Presentation

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan A very interesting article caught my attention on Inc. You must read the article in order to understand the following questions. Magazine''s website.

Study 229

Admin Inefficiencies are Dragging Your Inside Sales Productivity Down

Sales Benchmark Index

Article Sales Strategy Andy Hastings CRM customer support future sales of the future sales strategy sellers time study top sellers

Evolve or Die – Guide to Helping Legacy Marketing Staff Thrive

Sales Benchmark Index

How to Kill a Sales Team in 90 Days

Sales Benchmark Index

Article Corporate Strategy Sales Strategy activities adoption case study change change management process customers CX executive support field initiatives key roles leaders morale program roles sales sales org sales reps sales vp strong leaders stuart gill support team timing

10 Most Popular Marketing Articles of 2018


Thus far, we’ve covered the most-read articles for sales professionals and recruiters. In fact, studies show consumers are 64% likelier to purchase a product after watching an online video ( source ). Recent studies show this trend is here to stay.

Has Your Deal Desk Become a Collision Center? – 5 Steps to Clean up the Dysfunction

Sales Benchmark Index

As organizations transform their Deal Desk to a best in class Revenue Desk, challenges arise. Making this transition calls for new members from various functions, which results in more opinions and at times, competing priorities. When done well, this leads.

Study 219

Heavy Hitter Sales Blog: Personality Study of 1000 Top Salespeople.

HeavyHitter Sales

Personality Study of 1,000 Top Salespeople-Harvard Business Review. Here’s one of my recent Harvard Business Review articles about the Seven Personality Traits of Top Salespeople. Other Articles That Might Interest You: Harvard Business Review Sales Articles by Steve W. Listed below are links to weblogs that reference Personality Study of 1,000 Top Salespeople-Harvard Business Review : About. Heavy Hitter Sales Blog. Recent Posts.

Study 128

19 sales articles we published in 2019 that will help you win in 2020

This is an article rich with great sales objection advice. READ THE FULL ARTICLE ?. This article covers everything you need to know about setting better appointments: how to set more appointments, when and how often to send reminders, what to do after the call, and so much more.

B2G 82

Case Study - Which Sales Approach is Really More Effective?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I haven''t been completely transparent in some of my recent articles. I have continued to urge readers how important it is to sell using a consultative, buyer-focused methodology and a formal, structured sales process. This helps to shorten the sales cycle, increase closing percentages and most importantly, differentiate, allowing you to sell value instead of price. Well, at least that''s what I have been writing. What have I really been doing?

All-Time Top Kurlan Sales Article

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan As promised for today, I'm revealing the single article, from among my former 999 blog articles which my readers voted "best", to be my 1,000th post. Many people are not going to like this article.

2017 Social Selling App and Article Roundup #6

Adaptive Business Services

Every week it seems that I either run across, or I am introduced to, some really great new apps and articles that pertain to social selling. Articles. For some time now I have been curating “Ultimate Guide” articles. Articles Social Sales hiring social sales training

Case study: How Zuora drives 60%+ of its growth by outbound, even when accounts need nurturing for years

Any Zuora content (books, webinars, articles, events) on why and how the world is shifting toward a subscription economy, and why you don’t want to get left behind. Example signals: Attendees to Room 1 speeches or webinars, articles or interviews, book sales.

Why a LinkedIn Article Went Viral(30k views) and Another Didn't

HeavyHitter Sales

  This is the story of two very similar LinkedIn articles. However, one article went viral and was viewed over 30,000 times while the other was seen by 1,000.   The 1,000+ Views “Traditional” LinkedIn Article.     THE VIRAL ARTICLE EMPLOYED A “COWCATCHER”.

Sales Tip: Which Clients for Your Case Study?

Engage Selling

Want to attract and work with more clients that are ideal for a case study? Or, if you would like more information about case studies, take a look at our How to Create Sales-Boosting Case Studies article.

Touchpoint Analysis – Your Key to Unlocking the Secrets of the Customer Journey

Sales Benchmark Index

Article Sales Strategy analysis case study closing point control cs customer experience customer journey customer journey map CX finding Matt Slonaker measure saas secrets situation touc-pointLeaders take the time to look at their own business practices comprehensively through the lens of their customers to understand how they measure up to their customers’ needs and expectations. They continually ask and seek answers to whether each customer.

How CEOs Masterfully Execute the GTM Strategy

Sales Benchmark Index

The data collected underscored the point; various studies indicated that somewhere between 63% – 74% of. In the first quarter of last year, SBI published a research report that discussed how gaps in execution often threaten a CEO’s strategic plan.

My Top 14 Articles on More Effective Sales Cold Calling

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Yesterday, I posted this article about why sales cold calling is so bad. I've written a lot of articles about cold calling more effectively, so I have linked to fourteen of those articles below. Highly successful dealmakers themselves, authors Tom Searcy and Henry DeVries, have been studying Buffett’s unique approach for many years.

3 New Sales Article Series, A Holiday Tradition and Future Blog #1000

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan As we prepare for the holiday and year-end, I'm also preparing for this blog's 1,000th article. That's right; since 2006, I've posted nearly 1,000 articles. Then, on Thursday, December 20, we'll post the winning article.

Is Your Sales Organization Good or Great? Harvard Business Review Article

HeavyHitter Sales

Here’s one of my recent Harvard Business Review articles titled “Is Your Sales Organization Good or Great.”. Harvard Business Review is arguably the most prestigious publication for business leaders and management thinkers.