Selling To Big Companies

Fill the Funnel

The post Selling To Big Companies appeared first on Fill the Funnel. Sales Selling to big companiesWhen you sell to big clients… Like Nike, Amazon, Porsche, Starbucks or similar, You don’t talk to them about saving money. You don’t sell them on saving time.

How Companies Routinely Short Change Their Own Sales Force

Understanding the Sales Force

Dave Kurlan accurate sales assessment sales leader technology companyImage Copyright iStock Photos.

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Sales Ops Inside Big Companies

Sales Benchmark Index

Here is a 30 minute podcast for sales ops leaders inside of big companies. Sales Operations Strategy Forecasting sales operations sales forecasting sales planning Podcast

How Can Tech Companies Attract More Women in Sales?

No More Cold Calling

Women have everything it takes to succeed in sales. Ask any B2B sales leader about their lead generation challenges, and you’ll get specific answers about why their teams can’t get access to buyers, how sales processes have gotten too long, or why they’re losing to the competition.

Sales Reps are CRITICAL to Company Success

Score More Sales

Your sales reps – be they inside sellers, field sales, or otherwise are critically important to the success of your planned revenue growth for a very simple reason: A significant portion of the buying journey is done without sales involved and that won’t change. B2B Sales Productivity company success

Why a Customer-First Approach Is Essential for Company Growth


A customer-first approach is essential for company growth, and sales reps that put the customer’s needs first are rewarded with loyal customers, industry credibility, respect and referral business. The Sales Incentive for Prioritizing Customer Needs.

Importance of 1st Impressions from Sales Leadership Training Companies

Score More Sales

I saw a question this week in a sales community on LinkedIn. A member was looking for a referral for sales management training. What struck me hard was that he said he’d reached out to four companies who offer sales management training services. Three days had gone by, and only one of the companies had reached out to him. B2B sales leadership

5 Keys to Becoming a Sales First Company


We don’t want to become a sales first company, we are a customer first company. Being a customer first company is absolutely the right goal; however, in order to truly be a customer first company, you must initially become a sales first company.

Keys to Selecting a Sales Training Company

Understanding the Sales Force

Yesterday, I had a conversation with a Sales VP about the training he said he wanted (but didn't really) for his sales team. In most cases, unless the Sales VP initiates the call, bringing someone in from the outside really isn't high on the priority list.

How High-Growth Companies Buy Leads


Naturally, companies only want to invest in lead generation channels that yield higher returns. With some companies struggling to see value in purchased leads, this begs the question: Should they continue to buy leads or just cut them altogether? Leads are expensive!

Are You Building a Company or Just Laying “Marketing Brick”?


Are you building a business with your lead generation efforts that drive sales or are you spending the company’s money on tactics that have tepid responses? Then a media rep for a magazine asked me about responses to programs, return on investment, and sales lead follow-up.

Companies Rush to Get This One Thing in Place for their Sales Teams Before January

Understanding the Sales Force

I've been writing about the importance of having a milestone-centric sales process for a decade and Objective Management Group's (OMG) data is showing that companies - and their salespeople - have finally begun to make some serious progress in this area.

How “Arrogant” is Your Company – Honestly?

Jonathan Farrington

Customers pay the wages for everyone, not just the sales force. News: What’s the best way to use LinkedIn to drive sales? If you’d like to find out the answers, take this Sales & LinkedIn survey being sponsored by Jill Konrath. Sales 2.0″

How Wrong are Company Methods to Rank and Compensate Salespeople?

Understanding the Sales Force

When report cards and grades are available, measuring the academic success of your child or grandchild is a lot easier than it is to measure sales success. Sales grades are another story altogether and that is where most companies make terrible, horrible, awful mistakes.

Is Your Company Arrogant?

Score More Sales

It dawned on me recently during a webinar when one of my co-panelists, the ever proper sales guru Jonathan Farrington spoke in his brilliant British accent, “Sellers are arrogant”. Is your company arrogant? The post Is Your Company Arrogant? appeared first on Score More Sales.

How Fast Growing Companies can Fuel Your Revenue

Smart Selling Tools

Fast growing companies are often the best prospects for products and services. Fast growing companies need to hire more people, open new offices, and acquire additional hardware, software and services. These companies not only have a need to change, they are changing.

How to Kill Social Selling at Your Company

Sales Benchmark Index

Social selling is a technique being adopted by many B2B sales organizations. However, company policies against social media are hampering many a sales team. I even provide a sample Social Media Policy for Sales. A Social Media Policy for Sales.

What B2B Companies Must Learn from 10 Reasons Why Amazon is Destroying Retailers

Understanding the Sales Force

Dave Kurlan Consultative Selling sales strategy B2C B2BImage Copyright AdrianHancu. Amazon generated almost $44 Billion in net revenue last year and it had to come from somewhere. That's not $44 Billion that people wouldn't have spent if not for Amazon.

Why Companies Struggle with Hiring Quality Salespeople

Anthony Cole Training

Putting the best people in the right seats is the biggest problem identified by most business owners, especially as it applies to critical sales roles. Here are the 5 most common reasons most companies struggle with hiring quality salespeople.

Your Company Just Blacklisted Coaching

Keith Rosen

Now reflect back to how you, your company or your predecessor may have inadvertently positioned coaching? As a manager, do you view coaching as the critical skill every world class leader must develop in order to build champions or the “Flavor of the Month” that your company is pushing on you?

An S.O.S. From Sales Ops to Company Leadership

Sales Benchmark Index

Listen up Chief Sales Officer. It’s time that Sales Operations gets your undivided attention. Download the Leaders Guide to Sales Ops Enablement by clicking here. Find out if your company is maximizing the benefits this team can deliver. Marketing and sales need alignment.

How this Sales VP Flourished in his Company’s Restructure

Sales Benchmark Index

Restructuring a sales organization is difficult. Matt recently went through a sales reorganization at his company. Sales Leader Organization Director of Sales Resources There are many reasons to do it.

Does Your Company Need a Chief Customer Officer?

No More Cold Calling

Then marketing complains that sales won’t accept their leads, while sales moans that marketing leads aren’t qualified (which is true, because cold leads generally suck). Too many companies lack a cohesive process to develop deeper relationships with existing clients.

How Average Companies Play Catch-up

Sales Benchmark Index

Some CEOs are tempted to think of a baseball analogy when their companies fall behind the competition: All you need to do is tie them in the ninth and then slap a single for the go-ahead run at the bottom. Corporate Strategy Magazine best practices ceo emerging sales

A Good Look at Bad Salespeople - Companies Don't Get This!

Understanding the Sales Force

I get to see the Sales DNA and Sales Competencies of more bad salespeople than anyone on the planet so I know bad when I see it or hear it. sales competencies Dave Kurlan prospecting Sales DNA cold calling lead generation Copyright: 123RF Stock Photo.

What Should You Do When You or Your Company is Disliked in Sales?

Understanding the Sales Force

For example, my company, Objective Management Group (OMG) , is universally hated by an entire vertical! If you are in territory sales, is there a competitor salesperson gunning for you? Do you sell a product or service that can help a company do more with fewer employees? I know.

10 Essential Salesforce Metrics for Every Company to Track


One of the key features of Salesforce CRM is the configurability of its company performance dashboard. And to do that, you must create a data-driven sales culture. What do you often look at during sales and executive meetings? For instance, an inside sales company might always look at the raw data of their number of outbound calls and online demos. On the other hand, a company that relies mostly on online sales is likely to look at their leads by source.

2016’s Most Prospected Companies By State

DiscoverOrg Sales

No matter our company or our role, I think I can safely say we ALL receive numerous prospecting emails and calls every day. Your company announces new funding or new hiring initiatives? The Most Prospected To Companies” By State During the 2nd Half of 2016.

The Product Focused Company

Partners in Excellence

They had product divisions with product managers, marketing, sales, customer service. In some ways, from the company point of view, that wasn’t a bad strategy. But that’s where the sales people stepped in, making it easy for us to buy.

Top 4 Reasons a Great Salesperson Can Fail at Your Company

Understanding the Sales Force

Earlier this week, I spoke to a great audience of sales leaders at the EcSell Institute Fall Sales Coaching Summit in Dallas where my topic was, How to Hire a Great Salesperson that Will be Great.

How High Growth Companies Conduct Market Research

Sales Benchmark Index

Corporate Strategy Podcast Account Segmentation Buyer Segmentation Market Research market segmentation sales strategy

Trigger Events, The Sales Force, and When Companies Reach Outside for Help

Understanding the Sales Force

Dave Kurlan sales training Sales Coaching sales consulting Baseball outsourcingThere are specific events, points in time, and conditions when it is appropriate to ask for help.

The FIVE Most Significant Challenges Facing Every Company, Everywhere …

Jonathan Farrington

I have been contemplating what I believe are the most significant challenges most companies are currently facing, and I have managed to reduce my list to just five. My intention is to produce a new white paper, which will be ready for distribution shortly – “The FIVE Most Significant Challenges Facing Every Company Everywhere” and today, I can give you a flavor… Challenge One: Finding the Opportunities. Challenge Two: Sales Enablement.

Is Your Compensation Plan Evolving with the Company?

Sales Benchmark Index

This post is for Small Company CSOs and VPs of Sales. Despite this luxury, the small company sales compensation plan is usually left on the backburner. To drive the right behavior and hit your targets, your sales compensation must evolve at the same pace as your company.

Successful Companies Have Five Main Drivers

Jonathan Farrington

News: Over at Top Sales World we have announced last week’s Top Sales Article of the Week , together with this week’s Top 10 Articles. Plus, we have also published last week’s Top Sales Blog Post , and … this week’s Top 10 selection.

Your Midsize Company Wants To Get Into Social Selling

Score More Sales

A mid-sized, mid-market company has some great advantages over a giant, slow-to-change organization when it comes to shifting to a more social approach to learn about your buyers and reach those buyers. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

How to Sell to Big Companies


If you are new to sales at some stage you will want to learn how to sell to big companies. It’s common for most ambitious sales people and businesses, yet this can be a challenging or even, a near impossible experience. How to Sell to Big Companies.

Can Your Company Create a Sales Influencer?

Score More Sales

It is exciting to announce the first of a series of roundtable conversations on what a sales influencer is. This is important because: 1) What company or brand doesn’t want to have a sales influencer on board? Can Your Company Create a Sales Influencer?

An Unconventional Approach to Attracting ‘A’ Players to Your Company

Sales Benchmark Index

Podcast Sales Strategy

How Top-Performing Companies Quickly Scale Sales Teams

Sales and Marketing

Teaser: To scale quickly in a hyper-growth organization, sales reps have to get up to speed fast, processes must be streamlined and sales leaders have to continuously monitor sales team performance. Issue Date: 2015-12-21. Author: Micheline Nijmeh.