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 172

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.

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.

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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.

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.

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.

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?

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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.

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 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.

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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?

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

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

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 211

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

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

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.

Ultimate guide to sales emails: How to write sales emails that convert (templates, examples and case studies)

Close.io

Tread lightly and adopt the experimentation mindset to this tactic, because according to a study by Touchstone , using question marks resulted in a 8% lower click rate on emails with question marks in the subject line. Many studies say 8am (of your prospects’ local time) is best.

10 Most Popular Marketing Articles of 2018

Zoominfo

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.

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.

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.

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10 Most Popular Recruiting Articles in 2018

Zoominfo

Earlier this week, we published a list of our top-performing articles for sales professionals. In fact, recent studies show that 77% of job seekers visit company websites to look for jobs, and career sites are the top source of hires at 27.35% ( source ).

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

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.

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”.

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.

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.

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.

How the Best CEOs Drive Their Strategy to the Sales Force

Sales Benchmark Index

Yet 90% of the companies in the study. Most companies have ambitious plans for growth. However, few ever realize them. According to the Harvard Business Review, seven out of eight companies in a large corporation failed to achieve profitable growth.

My Top 14 Articles on How to Make More Effective Cold Calls

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Yesterday I posted this article about why cold calls are so bad. I've written a lot of articles about making cold calls more effectively so I have linked to 14 of those articles below. Highly successful dealmakers themselves, authors Tom Searcy and Henry DeVries, have been studying Buffett’s unique approach for many years.

Surprising Social Selling Secret Drives Sales Revenue

Understanding the Sales Force

Today I learned that an article I wrote back in November of 2013, Increase in Social Selling Yields No Increase in KPI''s , was named Top Sales Article of the Month for October 2014 by Top Sales World. One of the things we studied is the impact of Social Selling.

Aberdeen Group – Sales Training 2011 Study – Uncovering How the Best-in-Class Sustain, Reinforce, and Leverage Best Practices

Sales Training Connection

The Aberdeen Group just published a new study – Sales Training 2011 – Uncovering How the Best-in-Class Sustain, Reinforce, and Leverage Best Practices. If you want to read the study, you can access a copy of the report, click here.

Study Shows Employees Crave Meaningful Feedback from Managers

Paul Cherry's Top Sales Techniques

Articles. Blog Home < Study Shows Employees Crave Meaningful Feedba… Sales & Management Tips. Feature Article. Study Shows Employees Crave Meaningful Feedback from Managers. Leadership IQ, a Washington, DC-based research and training company, directs one of the largest leadership studies ever conducted. The results in this eye-opening article were compiled after the Leadership I.Q. New Study: Managers Are Ignoring Their Employees.

Study 43

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.

Sales Training Article: Time for a Post-Q1 Wakeup Call

Customer Centric Selling

Sales Training Article: 2014 - So Far, So Good? It became clear that working was no day at the beach, so when returning to Boston for school, the first two weeks were just settling in and I went a bit light on studying. Here''s Your Post-Q1 Wakeup Call.

Sales Training Article: How LinkedIn Is Winning Against Facebook

Customer Centric Selling

Sales Training Article: How LinkedIn Is Beating Facebook in Social Media By Geoffrey James, Inc. Read more sales training articles from CustomerCentric Selling® - The Sales Training Company Sales Source By every meaningful metric, LinkedIn is kicking Facebook's butt.

Sales Training Article about Deciding Not to Decide

Customer Centric Selling

Sales Training Article: Deciding Not to Decide By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company A survey conducted by Sales Benchmark Index (SBI) showed “no decision” occurred in over half the opportunities sellers worked on.

Sales Training Article about Social Selling and BMW

Customer Centric Selling

Sales Training Article: How BMW Would Have Benefited from Social Selling. As the following BMW case study illustrates, Social Selling impacts the entire organization. Within minutes, the reps of their electric car fleet would have seen the article spread.