Understanding the Sales Force

OCTOBER 29, 2013

It all started in 2004 when I began writing my best-selling book, Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. Understanding the Sales Force by Dave Kurlan I love comparing baseball with selling.

Up-Sell 244

Up-Sell Coaching Sales Groups 244

Sales 2.0

JULY 17, 2019

Back in 2004 I ran an outsourced calling firm like Vorsight. Each SDR (Sales Development Rep) makes 609 calls per week to get 21.4 conversations per week and 6.7 appointments. 7 appointments per week for a 40-hour week (I’m assuming Steve’s SDRs work 8-hour days and spend their whole day calling), implies 6 hours of work per appointment.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

Steven Rosen

MARCH 29, 2012

In 2004 the Harvard Business Review, reported that Executive Coaching is a $1 billion industry. In certain countries as much as 88% of Companies use coaching. A few years later, it seems that it’s not slowing down any time soon. So what’s driving this growth? Plain and simple.

Coaching 280

Coaching Guarantee ROI Follow-up 280

Score More Sales

AUGUST 10, 2012

She had competed in 2004, winning Silver, and 2008, also winning Silver. A man with no legs running in the Olympics – who would have believed that 5 or 10 years ago? Allyson Felix won the Gold medal for the US in the Women’s 200 meter. How did she do it?

Sports 201

Sports Territories Outbound Engineering 201

Understanding the Sales Force

OCTOBER 21, 2013

The Challenger Model is not a sales model; it''s a name they came up with to describe an elite salesperson that OMG identified two decades ago and I described as a selling milestone in Baseline Selling in 2004. If you''re interested in attending, email me and I''ll get you a complimentary ticket.

Lead Rank 253

Lead Rank Decision Maker Call-back Sales Qualified Lead 253

No More Cold Calling

JUNE 13, 2013

He is the author of three bestselling business books, including: ROI Selling (©2004 Dearborn), Why Johnny Can’t Sell (©2007 Kaplan), and the Amazon top-10 business book, The Key to the C-Suite (©2011 AMACOM). To learn more, visit Michael’s website or follow him on Twitter.

ROI 235

ROI Sales Qualified Lead Analysis Microsoft 235

No More Cold Calling

JANUARY 7, 2011

It was January, 2004. Yes, write your goals and then tell everyone. If goals just stay in your head, you won’t achieve them, because you’re not accountable. Tell them to the world, and you’ve created your own accountability. I decided it was time to write my No More Cold Calling ™ book.

Face-to-face 174

Face-to-face Cold Calling Call-back Account 174

Increase Sales

JUNE 14, 2013

My first action was to become a member of LinkedIn in 2004. Yes, social media works as evidenced by my own results for the last nine years. Then I began with inbound marketing action by posting articles on directory sites such as Evan Carmichael , Ezine Articles and Sales Gravy.

Social Media 174

Social Media Small Business Small Business Media 174

Membrain

JULY 14, 2019

Dave Roberts' stolen base in game four of the 2004 American League Championship started the Red Sox historic comeback against the Yankees that resulted in them winning the 2004 World Series.

Sales 100

Sales Sales Methodology Sales Management 100

Mr. Inside Sales

JANUARY 29, 2021

In 2004, he couldn’t walk any longer. It took him more than eight hours, but he did it. Then there is Patrick Finney’s accomplishment. In 1998, this Texas software engineer woke up with numbness in his legs. Doctors diagnosed him with multiple sclerosis. But Patrick didn’t give up.

Face-to-face 187

Face-to-face Gatekeeper Licensing Decision Maker 187

Zoominfo

MARCH 15, 2021

In 2004, she co-founded Ning, another custom content creation platform. Dell EMC acquired VMWare in 2004 and is the parent company.). Mighty Networks is a white-label community social platform where brands create customized websites, online courses, and sub-groups. The company isn’t Bianchini’s first rodeo. Greene later founded BeBop.

Company 162

Company Networking Google Video 162

Hubspot Sales

AUGUST 20, 2024

However, the result — as psychologist Barry Schwartz put it in his 2004 book, “The Paradox of Choice: Why More Is Less" — is far less positive. One would think that more choices would be better, right? It means you can make a highly tailored, unique-to-you choice on anything — yes, even toothpaste.

Examples 111

Examples Conversion Customer Licensing 111

Pointclear

MAY 15, 2012

i Obermayer, James, Sales and Marketing 365, Racom Communications, 2004, page 17 Number 12. If you just rely on your sales force, you’d better have a sales manager with a backbone to be sure the 100% follow-up rule is unbreakable. Next month: Predicting the sales results from a group of inquiries. ii Called the Rule of 45.

Quota 165

Quota Telemarketing Sales Qualified Lead Follow-up 165

Sales and Marketing Management

JANUARY 3, 2018

Dynamic spread of happiness in a large social network: longitudinal analysis over 20 years in the Framingham Heart Study,” British Medical Journal, 2004. Tim can be reached at tim@timhoulihan.com. 1 Fowler, J. and Christakis, N., 2 Tripplett, N., Social Psychology,” 1898. 3 Zajonc, R., Heingart, A., 83, 1969.

Journal 180

Journal Study Comparison Territories 180

Sales 2.0

JULY 14, 2018

Back in 2004 I ran an outsourced calling firm like Vorsight. Each SDR (Sales Development Rep) makes 609 calls per week to get 21.4 conversations per week and 6.7 appointments. 7 appointments per week for a 40-hour week (I’m assuming Steve’s SDRs work 8-hour days and spend their whole day calling), implies 6 hours of work per appointment.

Cold Calling 150

Cold Calling Outsourcing Services Call-back Data 150

No More Cold Calling

OCTOBER 4, 2018

I joined LinkedIn in March 2004 and Twitter in May 2009, and I often write about the benefits of social selling (and the pitfalls). But just because I’m “old,” doesn’t automatically mean I’m old school. I don’t use technology like a Millennial, but I don’t need my grandkids to explain how it works.

Lead Generation 266

Lead Generation Sales Qualified Lead Lead Scoring Lead Rank 266

Sales 2.0

OCTOBER 22, 2019

Back in 2004 I ran an outsourced calling firm like Vorsight. It’s something I found on the Internet so take it with some salt but still the numbers sound real to me. Cold calls made: 1,606, appointment set: 14, time spent: approximately 64 hours (eight 8-hour days), so 5 hours of work per appointment. Some experience of mine.

Cold Calling 150

Cold Calling Outsourcing Services Call-back Government 150

SalesFuel

DECEMBER 19, 2024

Building Trust, Rapport and Emotional Connections The EQ is a recent psychological measure developed at the Autism Research Centre at the University of Cambridge in 2004. Acts of kindness result from emotion which reflect a high empathy quotient. Evidently, there are three components of empathy.

Hiring 52

Hiring ACT Sales Qualified Lead Study 52

Zoominfo

MARCH 15, 2021

In 2004, she co-founded Ning, another custom content creation platform. Dell EMC acquired VMWare in 2004 and is the parent company.) Mighty Networks is a white-label community social platform where brands create customized websites, online courses, and sub-groups. The company isn’t Bianchini’s first rodeo. Greene later founded BeBop.

Company 130

Company Networking Google Video 130

No More Cold Calling

JULY 27, 2017

It took another decade for marketers and the media to up-spin Millennials, whose birth years fall within the range of 1982-2004 as “ the next greatest generation ” and begin focusing all their efforts to woo these limelit consumers, voters, and likers.

Account 212

Account Fashion Demographics Journal 212

Zoominfo

OCTOBER 13, 2020

Facebook was founded in 2004, Twitter in 2006, Instagram 2010, Snapchat 2011, and TikTok in 2016. As these social networks have risen, a graveyard of failed businesses trailed behind them, Friendster, MySpace, Vine, and so many more.

Social Media 162

Social Media Media Revenue Scale 162

Increase Sales

OCTOBER 3, 2014

A Good Example of Why I Am on LinkedIn Since April of 2004. Far too long some business experts to business writers have not addressed this simple issue because we still have LinkedIn members spamming others with their internal emails, posting their promotions in the groups as discussions and only sharing their blogs. Look at me!!

LinkedIn 139

LinkedIn Social Media Small Business Small Business 139

John Barrows

MARCH 21, 2018

The first thing that came to mind was to bet the farm on the 2004 Red Sox when they were down 0-3 to the Yankees in the ALCS. A little while ago someone asked me – if there was one thing I could go back and tell your 22-year old self what would it be? The second thing was to A/B split test everything you do.

Gatekeeper 128

Gatekeeper Objections SalesForce Call-back 128

Pointclear

JULY 11, 2011

Curious about how long each has been a public company, I checked on the years in which their stocks were offered: Salesforce.com – 2004; SuccessFactors – 2007; and NetSuite – 2007.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

criteria for success

APRIL 12, 2021

He founded Criteria for Success back in 2004, and has since trained thousands of CEOs, Sales Managers, and Salespeople on the art of business, relationships, growing revenue, and overcoming challenges. He founded Criteria for Success back in 2004, and has since trained thousands of CEOs, Sales Managers, and Salespeople on the […]

Webinar Metrics 91

Webinar Metrics Twitter Social Media Negotiation 91

A Sales Guy

OCTOBER 6, 2012

That is until Steve Spurrier took over in 2004. I’m watching college football today and can’t escape all the pre-game hype around the 5th ranked Georgia Bulldogs and the 6th ranked South Carolina Gamecocks. What makes this grid-iron war so unique to me is that the Gamecocks have been perennial losers in the SEC.

Hiring 113

Hiring Sports Sales Leadership Conference 113

Close.io

MAY 3, 2018

Kelly held adviser roles between 2004-2010 with the Government of Ontario, before moving on to various roles in her career which included being at a government relations consultancy in Toronto for four years. For episode #6, I interviewed Kelly Aizicowitz , Senior Director of Business Development at Figure 1 in beautiful, downtown Toronto! (

Government 88

Government Film Relationals Sales 88

Richardson

JANUARY 13, 2020

In 2004, productivity growth in the US began to decelerate. In 2011, it slowed to a crawl and even became negative for a period in 2016. Today, productivity remains low, and economists don’t know why. Economists measure productivity by comparing units of input to units of output. However, measurement across industries is difficult.

How To 80

How To Industry Examples Sales 80

Hubspot Sales

APRIL 1, 2020

What do jellyfish , a Dyson AM09 Fan Heater , and Peyton Manning's 2004 regular season have in common? And Peyton Manning broke the NFL record for Adjusted Net Yards per Pass Attempt in 2004 before losing to Tom Brady in the playoffs. They're all outrageously efficient. Jellyfish are the most efficient swimmers in the ocean.

Sales Qualified Lead 125

Sales Qualified Lead Construction Inside Sales Travel 125

Mr. Inside Sales

NOVEMBER 7, 2019

In fact, in 2004 ESPN named her “Comeback Athlete of the Year.”. Yet just six months later, she choose to take action out of her vision, and she overcame this traumatic event (and disability) and was soon surfing competitively again—and winning. Think about the circumstances in your own life. How is your company doing?

Face-to-face 120

Face-to-face Gatekeeper Inside Sales Decision Maker 120

Partners in Excellence

SEPTEMBER 16, 2013

They cite an alarming fact: “the amount of time reps spend in non-sales or administrative activities increased by 33% between 2004-2006 and 2010-2012.” There was an interesting post, Why Your Reps Are Spending Less Time in Front of Customers , be sure to read it.

Maximizer 109

Maximizer Face-to-face Quota Account 109

Zoominfo

OCTOBER 13, 2020

Facebook was founded in 2004, Twitter in 2006, Instagram 2010, Snapchat 2011, and TikTok in 2016. As these social networks have risen, a graveyard of failed businesses trailed behind them, Friendster, MySpace, Vine, and so many more.

Social Media 130

Social Media Media Revenue Scale 130

Mr. Inside Sales

FEBRUARY 6, 2017

In 2004, he couldn’t walk any longer. It took him more than eight hours, but he did it. Then there is Patrick Finney’s accomplishment. In 1998, this Texas software engineer woke up with numbness in his legs. Doctors diagnosed him with multiple sclerosis. But Patrick didn’t give up.

Exercises 120

Exercises Conference Engineering Software 120

Pipeliner

NOVEMBER 12, 2023

Online Sales Magazine and Pipeline CRM, and John Nieuwenburg , a professional business coach since 2004. Navigating the Challenges and Opportunities of Small Businesses As the host of this enlightening podcast, I had the pleasure of engaging in a thought-provoking conversation with John Golden, from Sales POP!

Small Business 105

Small Business Small Business Resources Video 105

Hubspot Sales

APRIL 24, 2020

with over 73 million people yet only held 3% of the country’s wealth — half of what Gen X held at the same median age in 2004 and far less than the 21% of wealth the Baby Boomer generation held at the same median age in 1989. In 2019, Millennials became the largest generation in the U.S.

Strategy 123

Strategy Social Media How To Scale 123

Pipeliner

JUNE 21, 2020

In 2004, Bill accepted a job as Senior VP of Business Development for a publicly-traded healthcare organization. EcSell’s science and programming on the role of the coach has been changing the behaviors, activities, and performance in diverse industries from athletic teams to academics to businesses around the world.

Coaching 81

Coaching Social Selling Research Motivation 81

Hubspot Sales

APRIL 27, 2020

Do you remember that Will Smith movie from 2004 called I, Robot ? If you've never seen it, here's a very high-level synopsis of the film. It takes place in the year 2035, and humanoid robots basically do all the jobs humans don't want to do. Eventually, they become self-aware and revolt against all humanity.

Hubspot 126

Hubspot Film Lead Qualification Negotiation 126