Understanding the Sales Force

SEPTEMBER 8, 2014

Understanding the Sales Force by Dave Kurlan. We want you to be part of our next White Paper on Sales Force Effectiveness. Would you kindly take no more than 5 minutes to answer some questions about the sales force at your company? You can hear me speak on this topic there next month.

Motivation 252

Motivation Hiring Face-to-face Decision Maker 252

Adaptive Business Services

APRIL 14, 2021

When I was in sales management and I was looking for new salespeople, one of the things that I watched for was people who expressed a desire to learn. This is maybe even more important with experienced sales reps and even more more important with experienced reps from your industry. I have a tendency to be … too forceful.

Webinar Metrics 147

Webinar Metrics Industry Training Coaching 147

Zoominfo

SEPTEMBER 7, 2021

For sales teams on the early edge of digitizing their operations, big data sounded like a way to get every piece of information needed on prospects. However, while big data did indeed dig up tons of details, in some ways it became an unbridled force that was too much to handle. “It’s What Can Sales Teams Do with Small Data?

Intent Signal 130

Intent Signal Buyer Intent Intent Data Intent 130

Zoominfo

SEPTEMBER 24, 2021

The last time sales teams were offered real change in their tech offerings was back in the early 2000s, when cloud-based customer relationship management (CRM) systems came into vogue. That technology permanently shifted the way sales teams operated. Types of Sales Automation Tools The reach of this technology is widespread.

Face-to-face 130

Face-to-face Sales Automation Scale CRM 130

Partners in Excellence

FEBRUARY 28, 2024

I asked my question because I believe being really interested in selling is a necessary but not a sufficient condition to be successful in SALES. One can be interested in selling but for the wrong reasons, which then becomes a hindrance for sales success. To answer even your first question:” Are you interested in Sales?”

Lead Rank 110

Lead Rank Lead Scoring Ideal Customer Profile Customer 110

SBI Growth

JUNE 4, 2013

For example, how long is your sales cycle? For many of our clients, the average sales cycle exceeds 6 months. In this situation, the sales leader better be evaluating net new leads NOW. Let’s look at a few other areas you must strategically evaluate before Independence Day. Sales Process/Sales Training.

Hiring 308

Hiring Lead Rank Lead Scoring Demand Generation 308

Zoominfo

MAY 25, 2021

Yet a similar phenomenon has already happened with another technology: sales and marketing automation. But more than 30 years later, we are still talking about these same productivity gains — and automation remains elusive for many sales and marketing teams. Why has automation failed to gain traction despite its obvious promise?

Marketing 130

Marketing Decision Maker Telecommunications Lead Rank 130

SBI Growth

APRIL 11, 2013

The SVP of Sales sees one thing over and over again. This article is written for the top sales leader. Whether it is Sales Strategy, Sales Performance, or Sales Force Evaluation, the Expert Panel can help. It is convened by the CSO or the top sales officer. Personality is a “force multiplier.”

How To 297

How To Call-back Face-to-face Meeting 297

Partners in Excellence

JANUARY 6, 2023

For example, “How should a sales person research a customer?” Think about going to a marketing person asking, “I need 10 blog posts on this topic, when can you deliver it?” ” Alternatively, “I need 10 email sequences on this topic, when can you get it to me?” Infinitely more!

Ideal Customer Profile 68

Ideal Customer Profile Construction Channels Face-to-face 68

Understanding the Sales Force

SEPTEMBER 10, 2012

Understanding the Sales Force by Dave Kurlan We frequently discuss reasons why salespeople fail, the differences between successful and unsuccessful salespeople, and scenarios where salespeople make good versus bad choices. Those aren't the only topics which separate good selling from bad. Everyone has salespeople like this.

Opportunity 188

Opportunity Insurance Insurance Comparison 188

SBI Growth

FEBRUARY 12, 2013

Stefan Captijn with Genesys Labs approached SBI this week with a blog topic. This topic centered on the sales rep’s dilemma. We thought a Q & A blog would add value to quota-carrying sales reps. Genesys recently implemented a new Sales Process which is aligned to buyer’s journey. stefancaptijn. Yes it did.

Case Study 314

Case Study Study Travel Quota 314

Understanding the Sales Force

MARCH 5, 2014

Understanding the Sales Force by Dave Kurlan A couple of questions from the mail bag concerned finding that special someone; you know, "The One.". a completely different kind of sale. Many small companies do not have sales managers, leaving the Presidents, CEO''s and owners serving in that role on-demand.

Hiring 130

Hiring Conference Coaching Up-Sell 130

Anthony Cole Training

FEBRUARY 24, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 137

Hiring Ideal Customer Profile Sales Coaching Coaching 137

Anthony Cole Training

AUGUST 21, 2012

So far in this series of articles about hiring sales people I've covered the following: Why is recruiting so damn hard. Typically when we work with sales organizations to upgrade their sales force through improved hiring we help them first map the recruiting process. 4 Mistakes in Hiring.

Hiring 168

Hiring Face-to-face Sales Qualified Lead Call-back 168

Sales Evangelist

APRIL 12, 2020

How To Evaluate The Efficacy of SaaS Programs That Your Sales Team Subscribes To Is your SaaS program effective? There are many competing platforms like CRM, other sales engagement platforms, and sales outreach. Is it making you money or costing you more than your return? Salesforce adds data to the system record.

SalesForce 52

SalesForce How To Software Software 52

The Digital Sales Institute

NOVEMBER 9, 2021

Sales training topics that actually get results can be challenging to nail down. There is the hard sales skills V soft sales skills debate not to mention social selling, customer profiling, outreach tactics and all the steps in the sales process. The rise of relevance in sales.

Training 52

Training Ideal Customer Profile Exercises Scale 52

Anthony Cole Training

DECEMBER 12, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Coaching 183

Coaching Hiring Ideal Customer Profile eBook 183

BuzzBoard

FEBRUARY 16, 2024

Step by Step Guide on How to Conduct a Competitive Analysis for a Local Business As sales professionals at digital marketing agencies serving small and local businesses, it’s imperative to understand the intricacies of your market. Subsequently, evaluate their product or service portfolio. How well do they fulfill customer needs?

Analysis 52

Analysis Competition Small Business Small Business 52

SBI Growth

MAY 4, 2013

Every year, Sales Reps are forced into mandatory training. As expected, the Sales Reps complain and resist. My advice to Sales Reps: stop complaining and do something about it. Sales Reps at Bethlehem Steel, Blockbuster, and Kodak probably felt immune. Sales experts are constantly publishing new theories.

Training 303

Training Buyer Persona Decision Maker Influencer 303

The Pipeline

MAY 12, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Guest Post , Productivity , Sales Success , Sales Tip , execution. Go ahead, do it, its good for you and your sales! We expect newer salespeople to be sales challenged, that is, not very effective when it comes to listening and questioning.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

Highspot

JANUARY 4, 2024

A sales training strategy is your blueprint to equip sales teams with the necessary skills and knowledge to excel. It addresses all of sales, from product knowledge to customer relationship building. The strategy ensures reps are well-prepared to meet and exceed sales targets.

Webinar Metrics 52

Webinar Metrics Training Strategy Ideal Customer Profile 52

Crunchbase

AUGUST 11, 2021

Outreach and Sales Hacker. The pandemic forced us to reconsider how we connect with prospects, customers and even our own teams. However, building community is about bringing people together over a specific need or topic and creating the emotional and relational ties to each other through healthy conversation. Bevy and CMX.

Education 98

Education Consumer Groups Scale 98

Anthony Cole Training

MARCH 19, 2013

During their annual conference, many topics, methods, strategies, and product evaluations are presented and discussed. There are several GREAT speakers in the general sessions, but it is not a conference where you will find constant discussions about the art and science of selling or sales management.

Hiring 198

Hiring Banking Survey Conference 198

Hubspot Sales

JANUARY 6, 2020

If you’re trying to optimize your sales process and empower your sales team to achieve better results, the answer lies in frictionless selling. Simply put, frictionless selling is a way of rethinking sales to effectively reduce friction and create more convenient experiences for both buyers and sellers. Image Source.

Top of Funnel 100

Top of Funnel Funnel Hiring Lead Rank 100

Miller Heiman Group

MARCH 13, 2019

While many organizations reported increased adoption of a sales enablement function in recent years, several still struggle to use it effectively to achieve their goals. According to CSO Insights’ 4th Annual Sales Enablement Study , 61 percent of organizations have a sales enablement function. Of those, only 34.4

Sales Enablement 107

Sales Enablement Course Scale Sales Technology 107

Mindtickle

APRIL 2, 2018

Products, customer behaviors, and industry dynamics change quickly in today’s sales environment. This means that even the most seasoned sales reps require ongoing knowledge and skill development. Every rep in your sales force has a different background, skills set, knowledge, and experience. this article.

Training 52

Training How To Comparison Exercises 52

Mindtickle

APRIL 2, 2018

Products, customer behaviors, and industry dynamics change quickly in today’s sales environment. This means that even the most seasoned sales reps require ongoing knowledge and skill development. Every rep in your sales force has a different background, skills set, knowledge, and experience. this article.

Training 52

Training How To Comparison Exercises 52

LeadFuze

JANUARY 2, 2024

The Advantages of Automating Keyword Discovery Evaluating Best AI-Powered Research Tools FAQs in Relation to Keyword Research Using Ai Can you use AI for keyword research? Evaluating the Best AI Keyword Research Tools You wouldn’t use last season’s map to hunt today’s treasures. Can you automate keyword research?

Research 52

Research Tools Cost Per Click Lead Rank 52

Anthony Cole Training

OCTOBER 7, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 185

Hiring Ideal Customer Profile Webinar Metrics eBook 185

Anthony Cole Training

JANUARY 19, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 192

Hiring Ideal Customer Profile Conference Sales Qualified Lead 192

Pointclear

AUGUST 21, 2013

More musings on the premature death knell for outbound sales. It appears that most of the pundits on this topic have a problem with outbound cold calling or what is sometimes called “interruption marketing” because when they think of cold calling they only think of the mindless smiling and dialing that far too many companies still do today.

Cold Calling 221

Cold Calling Sales Qualified Lead Outbound Direct Mail 221

Anthony Cole Training

OCTOBER 21, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 181

Hiring Ideal Customer Profile Webinar Metrics eBook 181

Janek Performance Group

SEPTEMBER 20, 2023

How’s your sales team performing? Have you ever noticed that the better a sales team performs, the more detailed the sales leader’s answer is. Sales professionals often focus on positive details and avoid the negative, a phenomenon known as the ostrich effect. We are focused on solutions.”

Face-to-face 77

Face-to-face Sales Leadership System Energy 77

Anthony Cole Training

SEPTEMBER 26, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 174

Hiring Sales Management Ideal Customer Profile Webinar Metrics 174

No More Cold Calling

DECEMBER 5, 2013

Guest blogger Donal Daly explains how sales managers can become sales leaders. Then your sales force needs the right tools for success. Just as importantly, you need sales leaders , not just sales managers. He understands sales and has helped to create systems that sales managers and their reps actually use.

Enterprise 232

Enterprise Enterprise Hiring Groups 232

Anthony Cole Training

APRIL 19, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 168

Hiring Ideal Customer Profile Webinar Metrics eBook 168

Smooth Sale

MARCH 3, 2020

Sales is a natural communication for me, but entrepreneurship quickly moved me to tough times. Corporate sales taught me: Salespeople in the same office unwittingly teach what not to do. Transferring the sales lessons to entrepreneurship was helpful, but not enough. Now re-evaluate your current plan and revise for the better.

Everest 88

Everest Hiring Motivation Webinar Metrics 88