Understanding the Sales Force

DECEMBER 11, 2023

After that, we’ll be revamping our entire online self-directed Baseline Selling course with fresh new video and instruction. In its place I’ll share popular scenes from movies and television that are perfect analogies for the most important moments in the sales cycle. I’m very excited about 2024!

Sales Leadership 193

Sales Leadership Hiring Video LinkedIn 193

Understanding the Sales Force

JANUARY 9, 2024

Back in August, I wrote an article about Dinger’s torn ACL and how the Veterinarian went about her sales process to strongly recommend (sell us) the most expensive surgery. In Baseline Selling terms, most salespeople start their repeat business conversation at 3rd base but she did what salespeople should do and started at 1st base.

Proposal 193

Proposal Call-back Account Conversion 193

Understanding the Sales Force

JANUARY 9, 2024

Back in August, I wrote an article about Dinger’s torn ACL and how the Veterinarian went about her sales process to strongly recommend (sell us) the most expensive surgery. In Baseline Selling terms, most salespeople start their repeat business conversation at 3rd base but she did what salespeople should do and started at 1st base.

Proposal 156

Proposal Call-back Account Conversion 156

Understanding the Sales Force

MAY 8, 2017

Shortly after I published my best-selling book, Baseline Selling , in 2005, I also published the Baseline Selling Field Guide. Today, I received yet another request asking if I would recommend how to use the exercises in the Baseline Field Guide with the book, Baseline Selling.

Exercises 159

Exercises Sales How To 159

SBI Growth

JANUARY 20, 2017

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Revenue 120

Revenue Sales Maximizer Territories 120

Understanding the Sales Force

SEPTEMBER 20, 2023

They need to improve their ability to sell value. They need to improve their listening and questioning skills. They need to improve their ability to reach and build stronger relationships with decision makers. They need to improve their ability to execute the company’s chosen sales process and sales methodology.

Sales Leadership 203

Sales Leadership Hiring How To Account Based Marketing 203

Understanding the Sales Force

JULY 14, 2014

Having founded Kurlan & Associates in 1985 and Objective Management Group in 1990, the only surprise should be that it took so long to combine the two passions and write Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball , in 2005. Is it the concept of SOB Quality?

Sales Process 243

Sales Process Sales Up-Sell Follow-up 243

Understanding the Sales Force

NOVEMBER 6, 2014

I''ve written plenty about the similarity betwen baseball and selling , but today I''m writing about the similarity between baseball and sales leadership. For example, Dave Kurlan Baseline Selling sales force evaluation Baseball sales development'

Leads 208

Leads Marketing Qualified Lead Sales Leadership Examples 208

Understanding the Sales Force

OCTOBER 16, 2013

Their member companies are big companies - most of what happens when they sell stuff doesn''t apply to small and mid-market companies. In 2005 I wrote the book Baseline Selling and it contains both the Baseline Selling sales process and the Baseline Selling sales methodology. It was a survey!

Sales Process 249

Sales Process Margin Survey Forecasting 249

Understanding the Sales Force

NOVEMBER 12, 2014

Imagine my client''s surprise when: Baseline Selling sales pipeline sales win rates' My client identified 7 opportunities that had no recent activity but had been in the pipeline for several months and were supposed to close.

Forecasting 243

Forecasting eBook Pipeline Sales Cycle 243

Understanding the Sales Force

OCTOBER 21, 2013

This elite salesperson is also described in my 2005 best-seller, Baseline Selling , where I introduced a sales process milestone called SOB Quality (speed on bases, a baseball expression). But, as with most things, now people are talking about the Challenger Sale as if it were a selling process, but, as you must realize, it''s not.

Lead Rank 250

Lead Rank Decision Maker Sales Qualified Lead Call-back 250

Understanding the Sales Force

JUNE 27, 2023

We receive indirect feedback from some of them during the sales team evaluation phase, when some claim that the questions must be for “in-home sales” or “a one-call close” or “don’t fit selling.” ” Most simply don’t know how to sell! Is it selling in general?

Hiring 156

Hiring Consultative Selling Coaching Report 156

Zoominfo

APRIL 29, 2021

You might think a leaderboard that trumpets which account executives (AEs) sell the most each month is a sufficient way to track performance. Like a leaderboard, the AE scorecard “takes into account who’s selling the most,” Conant said. Determine baseline values for the metrics you select so that you can tier the results.

Lead Rank 130

Lead Rank Lead Scoring Examples Data 130

SBI Growth

OCTOBER 26, 2013

The correct implementation of Social Selling gets your team appointments inside target prospects. Your team sells more. The incorrect implementation of Social Selling drives no new revenue. Register here for the SBI 7th annual Research Tour to get top-notch insight on Social Selling. You’ll need to establish a baseline.

Social Selling 324

Social Selling LinkedIn Ideal Customer Profile Face-to-face 324

Understanding the Sales Force

JANUARY 22, 2013

Consider the following formula: Sports is to Selling as Baseball is to Consultative Selling as Pitching and Defense are to Baseline Selling. Sports and Selling are both professional activities. Baseline Selling is the methodology which I recommend in selling as a strategy to win more sales.

Sports 191

Sports Sales Methodology Consultative Selling Video 191

MTD Sales Training

NOVEMBER 18, 2019

Satisfaction is the baseline for customers when it comes to how they view a company’s overall quality. High levels of satisfaction with the performance of products is again the baseline that you can build from. Happy Selling! He starts with the base level, 1) Service Satisfaction. 2) Utility Satisfaction. 3) Brand Commitment.

Customer 163

Customer Travel Customer Service Up-Sell 163

Understanding the Sales Force

JANUARY 16, 2015

Dave Kurlan Baseline Selling sales management sales leadership sales pipeline sales forecasts eweather HD' I recently downloaded eWeather HD and as I poked around, I found something I had never seen before and it has a huge tie-in to sales management, the pipeline, and accurate forecasts!

Sales Forecasts 120

Sales Forecasts Forecasting Pipeline Sales Leadership 120

Understanding the Sales Force

DECEMBER 18, 2013

Understanding the Sales Force by Dave Kurlan My vision, of how the future of selling is shaping up, appears in today''s (the December 18, 2013) issue of Top Sales Magazine. As you contemplate the Future of Selling, think about how these changes might affect your company this month, this year, next year, and the years ahead.

Sales Talent 235

Sales Talent Video Course Up-Sell 235

The Sales Hunter

FEBRUARY 25, 2013

Salespeople are all about maximizing revenue for their company, and they do that primarily by getting new customers and selling incremental volume to existing customers. I’m being nice here by saying salespeople can be spending 10% of their time on what I’ll refer to as customer baseline activities.

Customer Service 251

Customer Service Customer Discount Maximizer 251

Understanding the Sales Force

DECEMBER 22, 2014

Divide that by the number of selling days in the year. Chapter 3 in my Baseline Selling Field Guide will step you through this entire process. I love the ready-to-use Baseline Selling version of Membrain for this purpose. Check out this series of value selling articles on my Blog. Live in Your CRM.

Face-to-face 275

Face-to-face Commission Exercises Sales Qualified Lead 275

Understanding the Sales Force

JUNE 27, 2016

Read them and imagine sales instead of baseball and entrepreneurship, and both books will help shape the ideal thought process to support selling! I wrote a lot about beliefs in selling in both Mindless Selling and my best-seller, Baseline Selling. I highly recommend both books.

Territories 136

Territories Analysis Groups Objections 136

Pipeliner

MARCH 14, 2020

After all, marketing is responsible for the price of a product and sales are expected to sell it at that price. And if sales had their way they would typically sell at the lowest possible price to make an easy sale, right? Sales will be a more effective selling value because it’s the only reason a client will pay higher prices.

Margin 64

Margin Churn Construction SalesForce 64

SalesFuel

MARCH 20, 2024

Challenge: How to assist a real estate agent and grow their customer base Candice Wauneka had only been selling media at KRDO for one month when she wanted to help a local real estate agent grow their customer base. “[The A real estate agent is anyone who is licensed to help people buy and sell commercial or residential property.

Real Estate 52

Real Estate Hiring Licensing Demographics 52

Hubspot Sales

JUNE 4, 2020

The two most important concepts to consider when approaching your incremental sales are "baseline sales" and "campaigns." Determining your baseline sales is a tricky process. It might take extensive research and data analysis to pinpoint exactly how much of a product or service you can expect to sell without marketing support.

Marketing 72

Marketing Social Media Campaigns Advertising 72

Understanding the Sales Force

FEBRUARY 17, 2014

It''s not so much that we need to teach AE''s how to sell as much as we want to teach them what their role is in the sales process and how to stay out of the way until their expertise is required. We''re hosting his 48 minute "Baseline Selling" online seminar for free Feb 19 at 2pm (2pm YOUR time wherever you are in the world).

CRM 274

CRM Webinar Metrics Engineering Report 274

Understanding the Sales Force

MAY 30, 2013

If you are selling something that requires authority and budget then you''ll require more than need to get them to spend their money and you certainly wouldn''t be able to jump right to the close. It certainly doesn''t apply to a complex B2B sale! You can also find some good articles on prospecting right here on my Blog.

Prospecting 239

Prospecting Telemarketing Sales Qualified Lead Cold Calling 239

Partners in Excellence

JANUARY 31, 2024

” In selling terms, they aren’t qualified, they haven’t yet committed to the change/buying effort, but could commit when with the right business case. We’re already selling to them, but we aren’t addressing their biggest concerns. That’s roughly 40 companies actively engaged in buying.

Opportunity 110

Opportunity Sales Qualified Lead Lead Rank Analysis 110

Understanding the Sales Force

JANUARY 28, 2016

I continue to be amazed at the staying power of my 2005 book, Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. 3 publishers have contacted me this year about writing a 10th Anniversary Edition, a revised and updated edition, or a follow-up. So it got me thinking.

Hubspot 60

Hubspot Solutions Selling Up-Sell Follow-up 60

Sales and Marketing Management

DECEMBER 14, 2020

Almost overnight, contacting customers, communicating and selling changed. Realizing that most customers will not re-evaluate their current preset memories, biases or habits unless they have to is an essential baseline. Now that the novelty of virtual meetings has worn off, today’s customers have found a way to hide behind all of this.

Margin 156

Margin Social Media Conversion Prospecting 156

Understanding the Sales Force

FEBRUARY 24, 2016

You have to see how we integrated this new feature into the Baseline Selling version of Membrain. George Bronten and Henrik Oquist, CEO and COO of Membrain, took note and already developed the concept as a new feature for their world-class CRM application, Membrain.

Opportunity 120

Opportunity CRM Sales Process Sales 120

Zoominfo

JULY 13, 2023

Here are some examples of how we use GTM Plays during the customer renewal and expansion process: Upsell/Cross-sell Upsell and cross-sell opportunities are all about getting existing customers to buy into additional products and services that your business offers. Enabling reps is also all about proper coaching.

Strategy 130

Strategy Customer Hiring How To 130

Understanding the Sales Force

DECEMBER 16, 2016

It wasn't about sales recruiting and selection, sales pipeline or Baseline Selling. It wasn't about sales force evaluations, sales candidate assessments or attacks on the Harvard Business Review. It wasn't any of things I expected to write about most often.

Trends 120

Trends Pipeline Conversion Sales 120

Zoominfo

DECEMBER 28, 2020

Every week, vendors collect and aggregate internet search activity from thousands of B2B websites and online publishers, creating a baseline for content consumption. See in real-time what they’re researching so you can create up-sell opportunities and keep them excited about your product. How to respond to buying signals.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Chorus.ai

APRIL 7, 2020

20% drop in Collaboration & Project Management segment last week, though is still way up from the baseline Volume dropped in markets across the country. Collaboration & Project Management, which is still up significantly from the baseline, was down more than 20% week over week. Except for NYC. Jim wholeheartedly agreed.

Segment 62

Segment Pivotal Education Call-back 62

Showpad

NOVEMBER 7, 2023

In fact, improving the selling skills of reps was the top customer initiative, with more than 66% of respondents targeting it ( Forrester ). It visualizes each rep’s skill level compared to the baseline, making it clear to leaders in what area and for which sellers they should focus on providing support.

Scale 52

Scale How To Sales Enablement Guidelines 52

MTD Sales Training

MARCH 5, 2019

This means we have to see service as the baseline for what we are offering customers. Happy Selling! What customer service skills will we need that will set us apart from others in the future? Here are some thoughts: People’s expectations will grow exponentially over the next few years. Sean McPheat. Managing Director.

Customer Service 225

Customer Service Customer Hotels Cold Calling 225

Sales and Marketing Management

FEBRUARY 13, 2020

We show how to use these advanced skills and why they matter in the high-stakes conditions underpinning nearly all selling opportunities today. The challenge is that one’s baseline for “normal” is often characterized by ideal outcomes, according to research published in the research journal Cognition. Use Accessible Language.

Influencer 262

Influencer Journal Lead Rank Decision Maker 262