Understanding the Sales Force

JANUARY 15, 2013

Understanding the Sales Force by Dave Kurlan Back in the early 90's, we had a Golden Retriever named Bloomie. First, please read this 2006 memorial which talked a little about her role in sales calls. What does all that have to do with sales and sales training?

Training 230

Training Hiring Coaching Call-back 230

Understanding the Sales Force

DECEMBER 19, 2012

Understanding the Sales Force by Dave Kurlan Today I had the following email exchange: Subject: Question on Comp. Sales complains that the leads suck. We have the sales process dialed in and we are training on it now. That's one of more than 20 conditions that justify evaluating the sales force. I am stuck on comp.

Follow-up 232

Follow-up Incentives Incentive Sales Qualified Lead 232

No More Cold Calling

APRIL 9, 2020

You’re the ultimate sales technology—and this is the ultimate sales conversations book. If there ever was a time for real, authentic sales conversations, it’s now. Do you know how to have that kind of sales conversations? Reps told me they didn’t need to have sales conversations. The phone works. INTRODUCTION.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

Sales 2.0

SEPTEMBER 25, 2019

Back in 2006 I coined the term “Sales 2.0” (see the logo on this website). My concept of Sales 2.0 was, and is, “taking the sales profession to the next level”. In my opinion we’ve come a long way since 2006 but we still have a long way to go. In sales, we’re still at-best getting a “C grade” as a profession.

Quota 170

Quota Call-back Small Business Small Business 170

Increase Sales

DECEMBER 4, 2012

As sales managers to small business owners look forward to 2013, this sales leadership talent of developing others will probably become even more critical. Finding qualified sales people is an ongoing struggle for many small businesses. Then keeping those sales people is the next challenge. 2007 – #1.

Sales Leadership 156

Sales Leadership Small Business Small Business Webinar Metrics 156

SBI Growth

DECEMBER 2, 2013

The average tenure of CMO’s has doubled since 2006. When you apply this approach to affiliates, partners or your sales channel the same concepts apply. Key Components of Agile Execution: Pilot Plan – A small segment of the market is selected by working with sales leadership. Improved relationship with sales.

Demand Generation Targets 310

Demand Generation Targets Demand Generation Marketing Buyer Persona 310

Understanding the Sales Force

DECEMBER 13, 2012

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. That's right; since 2006, I've posted nearly 1,000 articles. The next series contains all I've written on sales process. Sales Motivation (very motivational).

Hiring 169

Hiring Compensation Motivation Study 169

No More Cold Calling

JUNE 10, 2021

I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. My entire career had been sales and sales management, and my best business had always come from referrals. Decrease the cost of sales. That got me thinking.

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

No More Cold Calling

AUGUST 2, 2012

Sales is about connecting—one human being to another. Make the Sales Connection. That had doubled each year since 2006, according to a study conducted by Ohio State University.”. Chances are you’re talking on your phone, texting, or reading email as you walk down the street, so you, and your eyes, and attention aren’t available.

Film 207

Film Sports Video Study 207

Understanding the Sales Force

DECEMBER 16, 2012

Understanding the Sales Force by Dave Kurlan This is a pretty exciting time for us. 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. It wasn't quick.

Comparison 154

Comparison Sales Management Inbound Call-back 154

Increase Sales

AUGUST 20, 2013

Good sales people are hard to find. With fewer jobs and the increase in free lancers (independent contractors), there are probably many people asking themselves this very question: Am I cut out for sales? Sales has always been a difficult position to fill. 2006 – #1. 2006 – #1. 2007 – #1.

Facebook 133

Facebook Account Education Sales Process 133

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. The Top 5 Sales Leadership Articles (unranked): Exposing the DIY Sales Organization – This should resonate with most senior executives! Whipped Cream!

Sales Leadership 156

Sales Leadership Hiring Epiphany Video 156

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.” Both effectiveness and engagement will continue to: Impact the sales funnel. Raise awareness. Share on Facebook.

Top of Funnel 185

Top of Funnel Social Media Marketing Advertising 185

Understanding the Sales Force

MARCH 5, 2012

Understanding the Sales Force by Dave Kurlan He has been a client of Objective Management Group (OMG) for over 20 years. He had a license to use OMG's Sales Candidate Assessments and, as most clients do, had renewed it each year. OMG Sales Candidate Assessment. Here are the results: Step. Face Value Correlation. Group Interview.

Hiring 232

Hiring Top of Funnel Licensing Face-to-face 232

Understanding the Sales Force

DECEMBER 16, 2012

Understanding the Sales Force by Dave Kurlan This is a pretty exciting time for us. 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.

Comparison 145

Comparison Sales Management Inbound Call-back 145

Understanding the Sales Force

JULY 2, 2014

Understanding the Sales Force by Dave Kurlan Yesterday, I read an article that was very consistent with what I was complaining about last week when I wrote The One Thing Missing From the New Way of Selling. I have tremendous respect for the article''s author, Mark Roberge , who has built a great sales force over at Hubspot.

Airlines 202

Airlines Inbound Hubspot Top of Funnel 202

No More Cold Calling

APRIL 8, 2014

That number has doubled each year since 2006, according to a study by Ohio State University. Associations Enterprise Sales Management Salespeople Small Business' Watch Where You’re Going. Casey Neistat, a New-York based filmmaker, hit the nail on the head in his video about the rules of “Texting While Walking.”

Face-to-face 205

Face-to-face Journal Sports Cold Calling 205

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

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. Process-oriented sales enablement. Marketing-generated awareness.

Lead Generation 194

Lead Generation Sales Qualified Lead Marketing Qualified Lead Lead Scoring 194

No More Cold Calling

AUGUST 14, 2019

I would work with small-to-medium companies to craft their sales strategy. As I reflected on my career in sales and sales management, I realized my best business had come from referrals. I did my “feet on the street” research and interviewed sales leaders and salespeople. From Consulting Business to Referral Business.

Referrals 291

Referrals Cold Calling Survey Scale 291

Score More Sales

NOVEMBER 14, 2011

Sales Tips and Strategies to Grow Revenues. Review of SNAP Selling Author and B2B Sales Trainer Jill Konrath Live. It was a lucky double stroke of good fortune recently that sales thought leader Jill Konrath would be coming to town and that I was not on the road myself. Consulting. by Lori Richardson on November 14, 2011.

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. I stopped reading, highlighted the passage and made the following note: “This pertains to sales managers and sales professionals in their relationship AND should also be applied to sales professionals and buyer relationships!”.

Sales Management 167

Sales Management Negotiation Insurance Insurance 167

Increase Sales

MAY 8, 2012

Mention the word salesmen and honesty and those who believe in authentic sales leadership are already swimming upstream. There has been so much bad press ( Bernie Madoff) , negatively shared experiences about dishonest sales people (used car salespeople) admitting you are in a sales leadership role is for some a courageous action.

Sales Leadership 158

Sales Leadership Small Business Small Business Banking 158

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

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

DiscoverOrg Sales

SEPTEMBER 12, 2018

Welcome to another Whiteboard Wednesday, hosted by Steve Waters , DiscoverOrg’s Director of Sales. I want to talk about how to improve morale on the team over time by enabling them with great data and helping sales leaders invest in their team’s success. Morale is the best indicator of retention on a sales team.

Retention 185

Retention Data Video Gatekeeper 185

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. It will be going through four essential steps that you need to follow to build an inbound lead generation engine that constantly feeds top-quality leads to your sales team.

Lead Generation 118

Lead Generation Inbound Marketing Qualified Lead Leads 118

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

Sales Manager Now

MARCH 6, 2022

In 2006 I discovered the practice of Fractional Sales Management before it became an emerging industry. They had hit the ceiling with their sales levels.… … The post What is Fractional Sales Management? .… … The post What is Fractional Sales Management?

Sales Management 78

Sales Management Scale Small Business Small Business 78

Hubspot Sales

APRIL 6, 2020

Every sales team needs sales strategies, and a strong sales strategy plan builds the foundation for a cohesive, successful sales team and organization. Sales strategies also align salespeople on shared goals and empower them to do their best work — keeping them happy and successful, too. Organizational Goals.

Webinar Metrics 144

Webinar Metrics Hiring Strategy Inbound 144

The ROI Guy

DECEMBER 14, 2005

Growth oriented SMBs will gain a complete understanding of their project and investment portfolio in order to help reduce current “keeping the lights on” spending, optimizing the investments in innovative front-office applications around customer applications, relationships, sales and marketing.

Oracle 40

Oracle SAP Vendor Microsoft 40

Pointclear

SEPTEMBER 6, 2012

Jill is an internationally recognized expert who is known for her fresh sales strategies and game changing approaches. She is also a frequent speaker at annual sales meetings, kick-off events, and professional conferences. 2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. Don’t come in here. Absolutely.

Buyer 154

Buyer Social Media Hiring Inbound 154

No More Cold Calling

OCTOBER 29, 2015

” That’s why the words you use matter and why business to business sales “pitches” fall flat. The lesson for business to business sales leaders is loud and clear: Choose your words carefully. Linda Richardson is the founder and executive chairwoman of Richardson, a global sales training business.

Hiring 120

Hiring Google Face-to-face Ideal Customer Profile 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.” ” Customer facing time is decreasing, with more activities being focused on pre and post sales activities. This distracts all sales people!

Maximizer 107

Maximizer Face-to-face Quota Account 107

A Sales Guy

JULY 25, 2014

Everything that happens after your customer says “yes” is what separates sales leaders from the rest of the pack. Future sales are often sacrificed because the delivery of a product/service is rife with minor issues (including poor communication) that erode the trust you have worked so hard to develop. Sales Executive.

Follow-up 137

Follow-up Referrals Commission Up-Sell 137

Nutshell

JULY 28, 2020

” HubSpot has been around since 2006 and is a frontrunner in the marketing space. If you’ve ever Googled any sales or marketing tips, you’ve more than likely seen its content. Then we pay an additional $800/month for marketing hub and $400 for sales hub … We have 5 users.”. Sales Manager, Saas Startup.

Hubspot 126

Hubspot Paid Content Software Software 126

No More Cold Calling

APRIL 7, 2016

Yes, April 14, 2006 was the official publication date. We currently measure Days in Sales (DIS) as one of our Key Sales Indicators. One of the sales phases we wanted to reduce was the prospecting phase. After implementing Joanne’s referral system, we have moved from 171 Average Days in Sales to 141.

Cold Calling 120

Cold Calling Referrals Margin Competition 120