Understanding the Sales Force

JULY 14, 2014

Understanding the Sales Force by Dave Kurlan. 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.

Sales Process 245

Sales Process Sales Up-Sell Follow-up 245

Understanding the Sales Force

JANUARY 14, 2019

I read one by Seth Godin , became an early subscriber, and in 2005, became one of the very first sales experts to Blog. Now we can transition to the same kind of coolness, but in sales. Not a presenter, Not an order taker, but a true consultative sales professional? Let's do that again!"

Wireless 292

Wireless Microsoft LinkedIn Channels 292

Anthony Cole Training

AUGUST 30, 2024

In 2005, I read Dave Kurlan’s book Baseline Selling. Dave took the fundamentals of effective selling and used the baseball diamond and baseball terminology to explain his sales process. The baseball analogy is a strong one for developing a milestone-centric sales process with your team.

Pipeline 210

Pipeline Sales Process Prospecting Sales 210

SBI Growth

SEPTEMBER 29, 2012

It is time for Sales Operations to inform the Builder of the product. Sales Operations can link Product Management to the buyer. Buyer-generated content influences the sales cycle long before they talk to you. The Sales organization is best positioned to facilitate that conversation. The buyer knows why. Be prepared.

Sales Operations 282

Sales Operations Buyer Wireless Harvest 282

Understanding the Sales Force

OCTOBER 16, 2013

Understanding the Sales Force by Dave Kurlan It''s amazing what Harvard Business Review will print on their pages when it comes to the subject of sales. The November 2013 issue featured an article titled Dismantling the Sales Machine. So they say. Here are some of the many problems with their premise. Let me give you an example.

Sales Process 251

Sales Process Margin Survey Forecasting 251

Sales and Marketing Management

OCTOBER 1, 2017

Author: Jason Liu Sales enablement software has been around for a while now. What you might not know, however, is that the sales enablement market is poised for a major paradigm shift that will forever alter sales enablement platform strategies and set the industry on a new path. History of the Sales Enablement Market.

Sales Enablement 261

Sales Enablement Vendor Marketing Infusion 261

Understanding the Sales Force

OCTOBER 21, 2013

Understanding the Sales Force by Dave Kurlan Last week I wrote an article, Now That You Have a Sales Process, Never Mind , that was very critical of an article that appeared in Harvard Business Review. This highly successful, elite salesperson, has a Sales Quotient of 140 (out of a possible 173) or better.

Lead Rank 253

Lead Rank Decision Maker Call-back Sales Qualified Lead 253

Score More Sales

NOVEMBER 6, 2012

When I was a new sales professional I did question myself a lot. While I was confident enough to get my early sales positions, I was not confident about the products and services that my company offered until I really knew them well. He was the 24th pick in the 2005 NFL Draft instead of one of the top few picks the media talked about.

Outbound 208

Outbound Sales Leadership Influencer Sales 208

Score More Sales

JULY 24, 2014

I met world-renowned sales expert Jill Konrath virtually back in 2005 or so, after she had written her first best-selling sales book, Selling to Big Companies. Her book came out, I read it, and I wrote a review for my fledgling B2B sales blog. That is all in the past now because Sales Shebang® re-launched this week.

B2B 206

B2B Conference Twitter Influencer 206

SBI

DECEMBER 8, 2020

Top Sales Tools of 2020 and the Digital Sales Revolution. Today, I’m announcing the solution providers I’ve selected for the final cut of the Top Sales Tools of 2020 list. I include more than 20 solutions that can make a huge impact on sales. December 8, 2020. Let’s take a look back over time.

Top of Funnel 169

Top of Funnel Sales Tools Tools InsideView 169

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. In his book, Outliers , Malcom Gladwell wrote about the years of work and at minimum, 10,000 hours, required for some, like The Beatles, to become "overnight sensations.".

Exercises 159

Exercises Sales How To 159

Score More Sales

AUGUST 29, 2012

As a sales-brained person (not marketing-brained) I tend to stay away from marketers, but these last two days have been different and very rewarding. Inbound marketing is a term coined by Hubspot in 2005 to refer to making yourself easy to be found on the web. Download his no cost ebook (230 pages!) and we can read it together.

Inbound 184

Inbound Hubspot Marketing eBook 184

Understanding the Sales Force

JANUARY 4, 2024

In today’s article, I introduce my first innovation of 2023, the Sales Goals Grid, but first, some context and the back story! I am excited to return to my roots and grow the sales consulting and training firm I started in 1985, Kurlan & Associates. Happy New Year everyone! I may have exited OMG, but I am not retiring.

Distribution 173

Distribution Exercises Call-back Course 173

Increase Sales

JULY 19, 2013

keyboard) now is directing more sales leads and consequently sales dollars than ever before. Having engaged in content marketing since April of 2005 when I placed my first articles over at Ezine Articles , I have found this type of marketing far easier for me and far more beneficial respective to being able to increase sales.

Marketing Qualified Lead 158

Marketing Qualified Lead Leads Social Media Inbound 158

Understanding the Sales Force

APRIL 3, 2014

Most of the sales bloggers don''t touch on rejection but when it does comes up, it''s usually in the context of fear, as in fear of rejection. But rejection isn''t that well understood by salespeople, their sales managers or sales even their sales VP''s. The increasing likelihood of a sale. Nothing will stop him.

Face-to-face 218

Face-to-face Decision Maker Call-back Inbound 218

Score More Sales

DECEMBER 18, 2014

The businesses who participated all have annual sales revenues between $10M and $1B. The National Association for Business Economics (NABE) predicts the strongest GDP growth since 2005. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. participated. Close More Deals.

Hiring 198

Hiring Wireless Policies Compensation 198

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

Score More Sales

MAY 10, 2013

They say time flies when you are having fun – especially in sales. We included it because I’m crazy about LinkedIn as a sales tool, and because LinkedIn and I go way back – nine years, in fact. Have you looked into LinkedIn Sales Navigator? As a salesperson or sales leader, what do you like most about LinkedIn?

LinkedIn 206

LinkedIn Lead Rank Hiring Webinar Metrics 206

Pointclear

JANUARY 15, 2013

What is called “Inside Sales”, “Sales Support”, “Telesales” and dozens of other names is growing 15x faster than field sales—in fact, my colleague, Jonathan Farrington, published a blog stating that within three years 80 – 90% of all B2B transactions will be done online—most with some form of sales support but not field sales.

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

Increase Sales

DECEMBER 3, 2014

Let us remember, sales professionals of 30 plus years ago did not have the technology advantages of today. What I have observed is a potentially longer sales cycles because the trust factor between seller and buyer has eroded over the last decade. Then factor in the market uncertainty and sales decisions seem to be bottle necked.

Sales Qualified Lead 166

Sales Qualified Lead Education Lead Rank Lead Scoring 166

Women Sales Pros

FEBRUARY 11, 2020

What is a Sales Leader Playbook? Is a Sales Leader Playbook the same as a Sales Playbook? A sales leader playbook is a book of ‘Plays’ for sales leaders – Sales VP’s, Directors and Managers. A Resource to Help The TOP Sales Leader Playbook by Lisa Magnuson is a great place to start.

Sales Leadership 114

Sales Leadership Sales Methodology Proposal Tools 114

A Sales Guy

SEPTEMBER 30, 2014

Watching the Dallas Cowboys, New Orleans Saints game the other night reminded me of the Drew Breeze trade from the San Diego Chargers back in 2005. For you non-football fans or those of you who don’t remember, Drew was traded to New Orleans after the 2005 season in which he broke his shoulder. They hire the wrong person.

Hiring 119

Hiring Decision Maker Sports Sales Leadership 119

Grant Cardone

JANUARY 25, 2019

The result has been positive with the speed drastically increased, customers happier, and sales way up. By 2005 it had evolved quite a bit. MY WEBSITE IN 2005: You don’t change just for the sake of change, rather you change because you can always find ways to improve. Well, I want to prove it to you. First—a quick story.

Conference 113

Conference Motivation Positioning Industry 113

Sales Hacker

OCTOBER 25, 2023

Zach Lawryk is currently the Head of Global Solutions Consulting at Rippling , previously the VP of Solutions Consulting at Slack , Director of Sales Engineering at Box , and really began his career in tech at Salesforce as a Sales Engineer in 2005.

Consultative Selling 123

Consultative Selling Positioning Intent Data Engineering 123

Increase Sales

AUGUST 3, 2013

Someone tells you in his or her sales pitch their website receives 60,000 unique visitors. If your small business is looking to increase sales through the Internet, it may mean something. If your small business is looking to increase sales through the Internet, it may mean something. This is a benefit statement.

Ideal Customer Profile 122

Ideal Customer Profile Social Media Advertising Advertising 122

Jeff Shore

MAY 16, 2018

I am having flashbacks of 2005…economically speaking that is. If you were in sales in 2005, things were booming. From the sales person perspective it was both good and bad. From the sales person perspective it was both good and bad. When the market is kind, the majority of sales people relax their behaviors.

Training 98

Training B2C Call-back Follow-up 98

Janek Performance Group

APRIL 23, 2019

s “Gangsta, Gangsta” and KRS-One’s “My Philosophy” – and revived in 2005 in Fort Minor’s “Remember the Name”, serves as the inspiration to today’s blog post. Too often, sales professionals can get caught up in the game, pursuing money and the sometimes literal trappings of a conspicuous consumerist lifestyle.

Motivation 82

Motivation Salary Sales Sales Management 82

Bernadette McClelland

JANUARY 11, 2017

When they find themselves in a competitive sales situation some wouldn’t have a clue where to focus their attention or what steps they will take next. Initially designed for the battlefields of China some 2,500 years ago, his works have now been adapted to leadership, business and more relevantly sales strategies.

Strategy 150

Strategy How To Competition Energy 150

Sales Training Connection

JULY 8, 2013

Pharma sales. Pharma sales reps in the U.S. nearly doubled to 100,000 between 1996 and 2005 even though the number of practicing physicians rose by just 26%. If you observed the world of Pharma sales in a rear view mirror, growth was the name of the game. Today, Pharma sales forces are being downsized. The Wall St.

Pharmaceuticals 98

Pharmaceuticals Health Care Face-to-face Journal 98

Hubspot Sales

JUNE 5, 2018

Your sales pitch can make or break the deal, so it’s a good idea to have that nailed down before meeting with your customer. I’ve been in sales for 15 years and have heard some really great pitches and some really bad ones. I’ve been in sales for 15 years and have heard some really great pitches and some really bad ones.

Examples 145

Examples Distribution Video SalesForce 145

A Sales Guy

SEPTEMBER 15, 2014

I made the “switch” in 2005. Too often, as sales people, we assume that our customers won’t switch. I haven’t ALWAYS been a Mac guy. Apple provided plenty of fuel. I don’t always act. It takes a lot to get me to switch, however the pilot light is always on.

Competition 120

Competition Loyalty Microsoft Energy 120

SBI

JULY 1, 2020

Now, with the economic uncertainties of 2020, sales teams of all sizes are desperate for a more strategic approach to building dependable and ongoing opportunities to optimize customer revenue in their most strategic accounts. Collaborate Beyond Sales. But, the best ideas for revenue growth may not always come from the sales team.

Account 181

Account Revenue Top of Funnel Funnel 181

SBI

JANUARY 24, 2019

Founded in 2005, Revegy more than doubled net new customers from 2017 for its SaaS-based subscriptions. Founded in 2005, Revegy more than doubled net new customers from 2017 for its SaaS-based subscriptions. In addition, Sales Hacker added Revegy to its 2018 Best Sales Tools list. “We

Hiring 76

Hiring Demand Generation Agencies Sales Methodology Demand Generation 76

DiscoverOrg Sales

MAY 26, 2017

As we re-release our Startup and Small Business (SMB) dataset , which has grown by 400% over the past 12 months, we’ve been thinking about the origin of this popular segment of sales intelligence. Think about this: Our client’s sales reps had been spending 5 out of 6 outreach efforts on companies that were literally impossible to sell to.

Small Business 145

Small Business Small Business Outsourcing Services Decision Maker 145

Pointclear

OCTOBER 13, 2011

Ken Murray is a 30 year veteran of the Inside Sales space. He has designed and built inside sales campaigns for numerous Fortune 500 companies. His sales teams have sold over 168,000 products annually and produced north of 700 million dollars in annual sales. They hired us, and we took over their sales from soup to nuts.

Outsourcing Services 160

Outsourcing Services Lead Generation Top of Funnel Marketing Qualified Lead 160

Increase Sales

JANUARY 1, 2012

Looking to my overall sales goals, I was for the most part on target. As I have engaged in education based marketing since 2005 through article writing along with the adoption of this blog in February 2010, traffic to my website has greatly increased through the distribution of quality content. Career goals was achieved.

Infusion 88

Infusion Penetration Education Distribution 88

Xvoyant

FEBRUARY 25, 2020

The Modern Sales Environment. To say the state of sales today is radically different than it was in 2005 would be an understatement. And it isn’t just one part of sales that has changed. The modern sales team has added structure to the activities salespeople conduct to build pipeline and win business. 6 min read.

Coaching 79

Coaching Sales Coaching Face-to-face Quota 79