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

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 97

Consultative Selling Positioning Intent Data Engineering 97

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 246

Sales Process Sales Up-Sell Follow-up 246

Understanding the Sales Force

NOVEMBER 28, 2012

Understanding the Sales Force by Dave Kurlan Zig died today at the age of 86. I want to talk about Zig's life and his sales and selling impact. Zig's ability to motivate and help sales professionals (as well as people from many walks of life), made him a role-model worthy of emulation. Seth Godin memorialized him here.

Motivation 280

Motivation Coaching Sales Leadership Industry 280

Zoominfo

JANUARY 12, 2024

Since its founding in 2005, Smartsheet has become a trusted partner for growing businesses and enterprise brands alike, including over 80% of the Fortune 500. As a result, Smartsheet captures more leads while still providing valuable information to their sales team. “We Improvements on the marketing side carried over to the sales team.

Data 130

Data Maximizer Lead Rank Sales Qualified Lead 130

Steven Rosen

MAY 28, 2014

Last week I was speaking with a VP of Sales of a well-known software company. George was not pleased with the performance of his sales team and was under intense pressure from the senior team to turn things around. Sales were off in 4 out of 5 regions and he felt that the sales team was just not motivated. By Steven A.

Motivation 319

Motivation Incentives Incentive Coaching 319

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

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

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

Adaptive Business Services

JUNE 16, 2021

As closely as I can determine, I spent the 20 years between 1985 and 2005 as a functioning alcoholic. In 2005, I just about stopped functioning, hit bottom, and got help. In October of 2005, I checked myself into a 28-day program. Actually, there are two best things. True confession time. None of it stuck.

Pharmaceuticals 71

Pharmaceuticals Salary Positioning Influencer 71

Alice Heiman

AUGUST 11, 2022

Lisa Magnuson is a mastermind sales strategist and author of The TOP Sales Leader Playbook and The TOP Seller Advantage. Today she joins me on a special episode of the Sales Talk for CEOs Experts Series. If you’re looking to scale sales by going after much larger deals, this is the perfect podcast for you.

Closing 71

Closing Scale LinkedIn Account 71

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

Adaptive Business Services

APRIL 24, 2024

I left my last management job in 2005 and have been blissfully semi-retired since that time. I can train product knowledge and sales skills. This is often a challenge with seasoned sales reps. I am, what I term, a “sales fundamentalist”. This means that I focus on the sales process vs. shiny tools and mounds of data.

Hiring 77

Hiring CRM Referrals Data 77

Xvoyant

APRIL 17, 2019

Gary Rhoads, PhD – Co-Founder Xvoyant — Despite the traditional wisdom of the Sales Executive Council in 2005 to focus on the middle and leave the top and bottom performers alone, many sales leaders are still unsure about who and how to coach to maximize sales revenue. Traditional Wisdom on Sales Coaching.

Sales Coaching 48

Sales Coaching Coaching Distribution Margin 48

Xvoyant

APRIL 17, 2019

Gary Rhoads, PhD – Co-Founder Xvoyant — Despite the traditional wisdom of the Sales Executive Council in 2005 to focus on the middle and leave the top and bottom performers alone, many sales leaders are still unsure about who and how to coach to maximize sales revenue. Traditional Wisdom on Sales Coaching.

Sales Coaching 48

Sales Coaching Coaching Distribution Margin 48

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 Industry Positioning 113

Adaptive Business Services

MAY 18, 2022

I recently published a post of next step planning in sales. I had a beginning plan to do so (be an independent sales contractor), but I was also working on a plan(s) for what would come next. In 2005 I was at a crossroads. When I was in sales, my goals were to always make fewer calls yet to secure more sales.

Sales 77

Sales 77

Partners in Excellence

MARCH 5, 2024

Things finally started to click and I was off to the races, becoming the branch sales manager in two years and then being given offices of my own in 1982. My next 20 plus years were almost exclusively in management and I lived mostly vicariously on sales calls with my reps. In 2005 I left management to pursue the pure joy of selling.

Hiring 78

Hiring Retail Cold Calling Commission 78

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 Targets 76

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

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

Selling Essentials RapidLearning Center

SEPTEMBER 17, 2024

That’s anticipatory regret at work, and it can cause sales to stall out, or even die. Unconscious avoidance You can imagine a seller doing this while in the Discovery phase of a sale. The seller follows the sales process religiously, dem-oing the product, describing features and benefits, answering all questions.

Decision Maker 52

Decision Maker Influencer Video Study 52

Tony Hughes

MAY 8, 2019

Back in 2005 when I was Managing Director for an international software company, I developed a simple framework for transforming sales. I handed our leading sales person a commission cheque, for one quarter, of almost $500,000. I handed our leading sales person a commission cheque, for one quarter, of almost $500,000.

Sales Management 78

Sales Management Commission Salary Margin 78

Understanding the Sales Force

JULY 6, 2020

During our first of its kind Independence Day weekend, I thought about a lot of things that loosely tied into sales effectiveness and while they could all be articles in their own right, I decided to write one article tying them all together. Sales Coaching and its impact on revenue.

Consultative Selling 52

Consultative Selling How To Sales Coaching Coaching 52

Xactly

NOVEMBER 13, 2019

In 2005, Xactly CEO Chris Cabrera knew that moving companies from on-premise to the cloud was the way of the future. Here's how Xactly is using AI to push SaaS to the next level.

Company 65

Company Analytics Sales 65

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

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 252

Sales Process Margin Survey Forecasting 252

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.

Leads 158

Leads Marketing Qualified Lead Social Media Inbound 158

Funnel Clarity

APRIL 29, 2019

A recent survey reveals that remote workers in the US has grown by 140% since 2005. This should come as no surprise, as advancements in technology have enabled sellers to essentially perform every work duty from the palm of their hands.

Sales Coaching 51

Sales Coaching Policies Account Coaching 51

Sales Evangelist

FEBRUARY 24, 2017

Sales has always been represented in a negative way. As much as we probably love Hollywood, more than 281 movies have represented a negative image of salespeople from 1903 to 2005. The truth is… sales actually does create great impact on the society. Sales has always been represented in a negative way.

Sales 40

Sales 40

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

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 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 254

Lead Rank Decision Maker Call-back Sales Qualified Lead 254

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 Travel 198

Go for No!

MAY 10, 2024

In 2005, I landed at JFK Airport with just $200 and a bag of clothes. In 2009, I started Interworld Cleaning, running everything myself, including sales—a skill I had never learned or been taught. This is when I learned how to clean toilets and mop floors with a smile on my face. As my business grew, so did the number of rejections.

Face-to-face 62

Face-to-face Scale Small Business Small Business 62

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

Nutshell

JUNE 29, 2021

In 2005, it released Zoho CRM , followed by Projects and Sheets in 2006, and Zoho Meeting in 2007. Its users also enjoy the ability to create multiple sales pipelines , customize reports, and integrate with third-party software through native integrations and Zaps where the integrations fall short. And Zoho’s growth continued.

CRM 116

CRM Hubspot SalesForce Google 116