Understanding the Sales Force

NOVEMBER 7, 2013

Of course, that''s been going on since at least 2006 when I posted my first rebuttal to this silly claim, and as recently as last month when I posted my latest rebuttal. Understanding the Sales Force by Dave Kurlan As you probably know, many people have been writing premature obituaries about the impending death of selling.

Hiring 249

Hiring Inbound Trends Positioning 249

The Pipeline

APRIL 20, 2020

President and Head of Solutions at Andrew Jane Consulting, Paul Weston began his sales, coaching and consulting journey in 2006 after a 26-year career in the Royal Marines. Sales Scrum Podcast Episode #9 – Guest Paul Weston.

Sales Coaching 49

Sales Coaching Sales Video Coaching 49

Sales 2.0

SEPTEMBER 25, 2019

Back in 2006 I coined the term “Sales 2.0” (see the logo on this website). In my opinion we’ve come a long way since 2006 but we still have a long way to go. Back in 2006, I came up with a framework for prospecting/getting a meeting. There’s still plenty to do. My concept of Sales 2.0 Let’s call it 3 million unhappy people.

Quota 170

Quota Call-back Small Business Small Business 170

SBI Growth

DECEMBER 2, 2013

The average tenure of CMO’s has doubled since 2006. Perhaps in the past you laid out a multi-year marketing plan, or simply went year-to-year. World class CMO’s are perfecting the agile approach to marketing campaigns. The agile approach is paying off. It’s now up to 45 months. There are a number of reasons for the increase in tenure.

Demand Generation 310

Demand Generation Demand Generation Targets Marketing Buyer Persona 310

No More Cold Calling

AUGUST 2, 2012

That had doubled each year since 2006, according to a study conducted by Ohio State University.”. While there’s little current data about the number of people injured while texting, more than 1,000 pedestrians visited emergency rooms in 2008 after they were injured while using a cellphone to talk or text.

Film 207

Film Sports Video Study 207

Understanding the Sales Force

JANUARY 15, 2013

First, please read this 2006 memorial which talked a little about her role in sales calls. Understanding the Sales Force by Dave Kurlan Back in the early 90's, we had a Golden Retriever named Bloomie. I recall a particularly memorable moment when she was very young and we were still training her.

Training 230

Training Hiring Coaching Call-back 230

Increase Sales

AUGUST 4, 2014

In 2006, Advertising Research Foundation (ARF) began the hard work of defining engagement with this definition: “Engagement is turning on a prospect to a brand idea enhanced by the surrounding context.” Yet engagement and effectiveness are equally required for all social media marketing and not just digital.

Top of Funnel 185

Top of Funnel Social Media Marketing Advertising 185

Increase Sales

DECEMBER 4, 2012

The position of sales continues to be in the top 10 since 2006: 2006 – #1. This struggle to find qualified sales people has been documented by many staffing to consulting firms such as Manpower’s 2012 Talent Shortage. 2007 – #1. 2008 – #5. 2009 – #5. 2010 – #2. 2011 – #2. 2012 – #4.

Sales Leadership 156

Sales Leadership Small Business Small Business Webinar Metrics 156

Understanding the Sales Force

DECEMBER 19, 2012

Last Word: Tomorrow will be my final post of 2012 and my 1000th Article since I began writing on this Blog in 2006. I would like to thank the judges for their votes and my industry colleagues and competitors for pushing me to be the best I/we can be. c) Copyright 2012 Dave Kurlan

Follow-up 232

Follow-up Incentives Incentive Sales Qualified Lead 232

No More Cold Calling

JUNE 10, 2021

My first book— No More Cold Calling: The Breakthrough System That Will Leave Your Competition in the Dus t —was published in 2006 by Warner Books. He accepted my book, and I got an advance. Then the writing began. It’s a long time ago, but the referral process still works. Fast forward to 2013.

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

Understanding the Sales Force

DECEMBER 13, 2012

That's right; since 2006, I've posted nearly 1,000 articles. Understanding the Sales Force by Dave Kurlan As we prepare for the holiday and year-end, I'm also preparing for this blog's 1,000th article. We've selected 15 of our favorites and on Monday, December 17, you'll be able to vote for your favorite from that list.

Hiring 169

Hiring Compensation Motivation Study 169

No More Cold Calling

APRIL 8, 2014

That number has doubled each year since 2006, according to a study by Ohio State University. While there’s little current data about the exact number of people injured while texting, more than 1,000 pedestrians were treated in emergency rooms in 2008 for injuries sustained while using a cell phone to talk or text. Watch Where You’re Going.

Face-to-face 205

Face-to-face Journal Sports Cold Calling 205

Understanding the Sales Force

JULY 2, 2014

OMG became one of Hubspot''s very first customers in 2006 and all of my articles are hosted on their terrific platform. Mark and I go back a long way. I worked for his dad back in 1973 and his dad worked for me earlier in the current century. I loved Mark''s article about the 4 Habits of a New Generation of Salespeople.

Airlines 202

Airlines Inbound Hubspot Top of Funnel 202

Increase Sales

AUGUST 20, 2013

In reviewing some data from Manpower , open positions for sales representatives have been in the top five talent shortage jobs since 2006. 2006 – #1. Sales has always been a difficult position to fill. 2007 – #1. 2008 – #5. 2009 – #5. 2010 – #2. 2011 – #2. 2012 – #4. 2013 – #2.

Facebook 133

Facebook Account Education Sales Process 133

Sales and Marketing Management

NOVEMBER 16, 2012

A little more empowered.You see, when it comes to cell phones, I have obstinately been a Luddite, clinging to my circa-2006 flip phone while my kids upgraded and then upgraded again to paperback-sized smartphones with HD screens and cameras that outperform most SLRs. A little more professional. A little more professional. read more

120

120

No More Cold Calling

JUNE 27, 2024

I founded No More Cold Calling in 2006, with a mission to show salespeople how powerful (and scalable) referrals can be, and to ensure no one ever had to cold call again. First came No More Cold Calling: The Breakthrough System That Will Leave Your Competition in the Dust in 2006. each until July 4, 2024. each until July 4, 2024.

Referrals 156

Referrals Cold Calling Social Media Sales Qualified Lead 156

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. The problem?

Social Media 162

Social Media Media Revenue Scale 162

No More Cold Calling

AUGUST 14, 2019

The book was published in 2006, and it’s selling even better today. I got very lucky as a first-time author, and my book— NO MORE COLD CALLING: The Breakthrough System That Will Leave Your Competition in the Dust —was picked up by Warner Books. The examples are dated, but the methodology is the same—because it works.

Referrals 291

Referrals Cold Calling Survey Scale 291

Understanding the Sales Force

DECEMBER 16, 2012

We reviewed 1000 articles that I have posted on this Blog since 2006 in an effort to present you with the Top 15 Sales Articles of the past 6 years, and later this week, The Top Sales Article of the Last 6 Years. Understanding the Sales Force by Dave Kurlan This is a pretty exciting time for us. It wasn't quick. It wasn't easy. It wasn't fun.

Comparison 154

Comparison Sales Management Inbound Call-back 154

No More Cold Calling

APRIL 9, 2020

In April 2006, Warner Business Books published No More Cold Calling ™ Soon after, people started asking when I would write my next book, and I vehemently answered, “Never. The personal connection seals the deal every time! Now, About This Book. No More Cold Calling is my legacy.”.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

Understanding the Sales Force

MARCH 10, 2016

I predicted the last recession as early as September of 2006 with this article and in the summer of 2008 with this article. I remember that in November of 2008 the business stopped coming in as if someone had turned off the faucet. We lost a third of our revenue overnight - and we were prepared for it!

Trends 120

Trends Revenue Sales Sales Cycle 120

Understanding the Sales Force

DECEMBER 16, 2012

We reviewed 1,000 articles which I've posted on this Blog since 2006 in an effort to present you with the Top 15 Sales Articles of the past six years, and later this week, the Top Sales Article of the last six years. Understanding the Sales Force by Dave Kurlan This is a pretty exciting time for us.

Comparison 145

Comparison Sales Management Inbound Call-back 145

Understanding the Sales Force

MARCH 5, 2012

Conclusions : Inclusive of our recommendations not to hire, and the warnings and skill gaps associated with recommended candidates, the assessments accurately predicted the results in 16 of 17 cases between 2006 and 2010 - a batting average of 96%.

Hiring 232

Hiring Top of Funnel Licensing Face-to-face 232

Understanding the Sales Force

DECEMBER 11, 2024

If you’ve been reading this Blog for more than a couple of years, or since 2006, then you know that every December I post the best articles of the past year.

Sales Leadership 156

Sales Leadership Hiring Epiphany Video 156

Vainu

AUGUST 10, 2021

While reportedly first being coined in 2006 by HubSpot, you can find examples of inbound marketing through history, even before the emergence of the internet. With the immense popularity of the inbound methodology today, the results should really speak for themselves with regards to the efficacy of an inbound approach.

Lead Generation 118

Lead Generation Inbound Marketing Qualified Lead Leads 118

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. The problem?

Social Media 130

Social Media Media Revenue Scale 130

Nimble - Sales

MARCH 25, 2019

For example, Facebook marked the beginning of a new era in digital marketing when they went public in 2006. Many technologies and trends have disrupted the digital world in the past. Today, almost every brand (local or global) uses this and several other social media platforms for marketing. The digital landscape will witness a few […].

Trends 105

Trends Marketing Social Media Facebook 105

John Barrows

MAY 15, 2019

Unfortunately, they developed it in 2006 when the market wasn’t ready, so it died. It was basically Salesloft + InsideView + Nova.ai baked directly into Salesforce. I still believe it would rival some of the best sales tools out there today if it was still available. Uber wasn’t the first Uber.

Outsourcing Services 187

Outsourcing Services Ideal Customer Profile Intent Data InsideView 187

Score More Sales

NOVEMBER 14, 2011

Jill first appeared on my radar in early 2006 after she launched her first book, best seller and award-winning “Selling to Big Companies” which helped smaller companies get their foot in the door to bigger companies. It was a huge success, and put her in with the top sales enablement trainers and speakers in the world.

B2B 158

B2B Lead Rank Lead Scoring Top of Funnel 158

Anthony Cole Training

SEPTEMBER 4, 2014

Alan Mulally was an unlikely hero in American Industry when he took over Ford in 2006. Not unlikely because he was unqualified, but because he wasn’t a car guy. If you read the book, American Icon , you will enjoy a great story about guts, determination as well as unbelievable leadership and management.

Sales Management 167

Sales Management Negotiation Insurance Insurance 167

Increase Sales

MAY 8, 2012

In 2006, a study of over 5,300 students in 54 institutions revealed that 56% of the MBA students admitted to cheating compared to 54% in engineering, 48% in education and 45% in law school. We all have heard “It’s Okay, everyone else does it.”

Sales Leadership 158

Sales Leadership Small Business Small Business Banking 158

DiscoverOrg Sales

JUNE 8, 2017

I’ve been involved in sales enablement and lead generation since the term was just getting popularized in the B2B tech sector around 2006. And more than ten years later, the definition of what sales enablement actually is has yet to be nailed down. Ask five different sales enablement leaders, and you’ll likely get five different responses.

Lead Generation 194

Lead Generation Sales Qualified Lead Marketing Qualified Lead Lead Scoring 194

The ROI Guy

DECEMBER 14, 2005

Vendors realize its not just enterprise IT that counts – never before have more vendors focused on solutions for small and medium businesses - and 2006 is the year for SMB oriented solutions.

Oracle 40

Oracle SAP Vendor Microsoft 40

Sales Manager Now

MARCH 6, 2022

In 2006 I discovered the practice of Fractional Sales Management before it became an emerging industry. I didn’t create the term, but I’ve been doing the work. I recognized a common challenge for small business owners impeding their ability to scale their business growth back then. They had hit the ceiling with their sales levels.…

Sales Management 78

Sales Management Scale Small Business Small Business 78

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

Nutshell

JULY 28, 2020

” HubSpot has been around since 2006 and is a frontrunner in the marketing space. Think back to 2006, when ads were barely targeted and Salesforce was the only CRM worth using. Back in 2006 this was mind-bogglingly cool. How can it afford to do this? No, the answer has nothing to do with “audacity.”

Hubspot 126

Hubspot Paid Content Software Software 126

Openview

OCTOBER 14, 2020

” Since its founding in 2006, OpenView has raised $1.5 Founded in 2006, OpenView Venture Partners is a venture capital firm investing globally in business software companies. About OpenView Venture Partners.

Lead Rank 78

Lead Rank Software Software Retention 78