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 149

Comparison Sales Management Inbound Call-back 149

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. There’s still plenty to do. Let’s call it 3 million unhappy people.

Quota 170

Quota Call-back Small Business Small Business 170

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. Sales Motivation (very motivational). Sales Training Impact (very important). Case Histories (cool stuff).

Hiring 174

Hiring Compensation Motivation Study 174

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

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 10, 2021

My entire career had been sales and sales management, and my best business had always come from referrals. I asked salespeople and sales leaders I knew if they liked to get referral introductions. Then I asked the question I still ask every single client today: Have you asked every one of your clients for a referral ?

Referrals 385

Referrals Cold Calling Webinar Metrics Inbound 385

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

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

No More Cold Calling

AUGUST 14, 2019

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. The book was published in 2006, and it’s selling even better today. Was this company asking?

Referrals 291

Referrals Cold Calling Survey Scale 291

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%. Will they fill the pipeline on their own?

Hiring 235

Hiring Top of Funnel Licensing Face-to-face 235

No More Cold Calling

APRIL 1, 2016

It’s been 10 years since No More Cold Calling ™ was published on April 14, 2006. Read “ Social Selling: What the Sales Pros Do Differently.”). Sales Managers—Pay Attention to How Your Reps Communicate. Can your sales reps put a sentence together? Sales managers, listen up. The offer is for real.

Referrals 120

Referrals Cold Calling Sales Qualified Lead Social Media 120

A Sales Guy

JULY 25, 2014

Sales Executive. Business performance coach since 2006. A highly acclaimed platform speaker, Kelly is recognized as a dynamic thought leader in the fields of leadership, sales development, and strategic planning. . ———————————-. By Kelly Riggs.

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 127

Hubspot Paid Content Software Software 127

SBI

SEPTEMBER 9, 2020

Some of you might recognize that name “John Morgridge” Just two year’s later in 1988, John joined a 4-yr old company with 34 employees at the time and ran it as CEO until 1995 and Chairman until 2006. When John left in 2006, the company had 50,000 employees in 77 countries. Ankesh reminds me of John.

Hiring 120

Hiring Call-back Commission Up-Sell 120

Zoominfo

DECEMBER 13, 2018

Jeb Blount is the bestselling author of eight popular books including Sales EQ, Fanatical Prospecting, People Buy You, and People Follow You. In 2006 Jeb founded Sales Gravy, the most visited sales employment and career search website on the internet. Featured Video: 5 Best Practices of Key Account Management.

Channels 187

Channels Face-to-face Video Hubspot 187

Hubspot Sales

APRIL 6, 2020

Developing a list of criteria and attributes for sales managers to screen for when interviewing candidates is essential to recruiting and retaining top talent. Sales Strategy Examples from Successful Sales Teams. Hiring is arguably one of the most essential components of a great sales strategy. Work ethic.

Webinar Metrics 144

Webinar Metrics Strategy Hiring Inbound 144

Pointclear

SEPTEMBER 6, 2012

Click to start video at this point — Asked about reasons why recent research is showing fewer sales reps made quota last year than in 2006, Jill says there are a lot of factors at work. But let’s be frank: the average sales manager or VP of sales isn’t in a position very long.

Buyer 154

Buyer Social Media Hiring Inbound 154

Hubspot Sales

OCTOBER 18, 2023

During his tenure at Businessland, Dan advanced into sales management, covered various territories, got his first experience with sales training, and ultimately helped grow the company from $2 million in sales to $1.4 billion in just nine years. Always break down goals by revenue, new customers, and retention.

Hubspot 111

Hubspot Ideal Customer Profile Scale Distribution 111

The Ultimate Sales Executive Resource

SEPTEMBER 7, 2006

Let us look at the list of opportunities our sales person Chris is currently working on. Deal Name Order Amount [ k$ ] Close Date Deal 1 500 09/25/2006 Deal 2 300 09/30/2006 Deal 3 800 10/10/2006 Deal 4 200 08/31/2006 Deal 5 900 09/21/2006 Deal 6 300 09/24/2006 Observant Sales Managers see right away, that there is a problem in this list.

Examples 40

Examples Forecasting Top of Funnel Funnel 40

Your Sales Management Guru

JUNE 6, 2010

The following blog is from a friend of my from TOP Sales Experts, a group of International consultants in Sales and Sales Management. If that were not enough, he has now re-published an article, which I first published on Ezine Articles on October 27th 2006 -. When Plagiarism Is NOT Flattering.

Lead Rank 75

Lead Rank Lead Scoring Policies Conference 75

The Ultimate Sales Executive Resource

NOVEMBER 23, 2009

Changed customer behavior and increased negotiation power of the customer induced by technology together with the tough economic conditions create the conditions for a perfect storm that hardly can be weathered by sales management with tried and trusted old tactics.

Sales Management 40

Sales Management Lead Rank Enterprise Enterprise 40

Sales Hacker

FEBRUARY 12, 2020

In this model, junior sales reps make initial calls and set appointments for more experienced sales reps (often account executives) or “closers” to finish the deal. His job was to get prospects on the phone, pique interest, and then hand the phone over to an “experienced” sales rep (also known as an AE or Account Executive).

Inside Sales 91

Inside Sales Tools Sales Qualified Lead Strategy 91

Adaptive Business Services

JANUARY 31, 2024

Let’s examine that … Back in the 80’s, I was the sales manager for a local office equipment company. Of course, we would correct the issue but, to this day, I can’t figure out how I managed to hold onto those accounts. In 2006 I secured a deal with a regional bank that was going to be rapidly expanding in S.W.

Transportation 71

Transportation Epiphany Banking Vendor 71

The Brooks Group

FEBRUARY 23, 2009

The Brooks Group and its IMPACT Selling® System were recognized as a finalist for Sales Process of the Year™ during the celebration hosted at Las Vegas' famed Caesar's Palace. This year, the Stevies received more than 500 entries from companies of all sizes and industries, competing for awards in 40 categories of sales and service. "It

Hiring 40

Hiring Lead Rank Groups Retention 40

The Brooks Group

FEBRUARY 23, 2009

The Brooks Group and its IMPACT Selling® System were recognized as a finalist for Sales Process of the Year™ during the celebration hosted at Las Vegas' famed Caesar's Palace. This year, the Stevies received more than 500 entries from companies of all sizes and industries, competing for awards in 40 categories of sales and service. "It

Hiring 40

Hiring Lead Rank Groups Retention 40

SBI

MARCH 22, 2018

Nancy: What are the top 3 ways your solution changes the game for a sales organization? Lyamen: PipelineDeals was founded in 2006 with the mission to give any business the power to build game-changing relationships. This week I interview Lyamen Savy , VP of Marketing at PipelineDeals.

PipelineDeals 55

PipelineDeals Ideal Customer Profile How To CRM 55

LevelEleven

OCTOBER 29, 2018

AppExchange was officially launched in 2006 and has exploded into the #1 business app store in the world! LevelEleven is the go-to native app for your sales management needs. Over 70% of Salesforce customers are using apps created in or acquired through the vast AppExchange marketplace. Ready to go native? Request a Demo!

SalesForce 54

SalesForce Guarantee Data Exact 54

LevelEleven

OCTOBER 29, 2018

Salesforce’s AppExchange officially launched in 2006 and has since evolved into the #1 business app store in the world. LevelEleven is the leading sales management system for Salesforce.com. According to the CRM giant, over 70% of Salesforce customers are using AppExchange solutions today. Ready to go native?

SalesForce 54

SalesForce CRM Data System 54

Zoominfo

DECEMBER 13, 2018

Jeb Blount (Sales Gravy) Jeb Blount is the bestselling author of eight popular books including Sales EQ, Fanatical Prospecting , People Buy You, and People Follow You. In 2006 Jeb founded Sales Gravy, the most visited sales employment and career search website on the internet. Go check it out! The SalesPOP!

Channels 100

Channels Video Hubspot Face-to-face 100

Sales Hacker

MAY 7, 2018

As a sales manager, your success is determined by the success of your reps. In fact, the majority of today’s sales teams consist of average performers. This drastically affects your over sales team performance bell curve. But, unfortunately, a lot of reps out there are barely hitting quota. The problem?

Strategy 53

Strategy Cancellation Call-back ROI 53

Janek Performance Group

MARCH 9, 2022

Engineering your day to maximize your performance requires priority management, not just time management. In the 2006 movie, The Pursuit of Happyness , Will Smith plays a homeless salesperson. The opportunity cost as a sales rep of doing things that add no value to our performance can be an expensive luxury. .

Engineering 62

Engineering Lead Rank Lead Scoring Maximizer 62

Jonathan Farrington

AUGUST 29, 2013

On October 16th 2006, I made the first post here on Blogit , so it is fitting that today, I also make the last one. “Great Minds Thinking Alike About Sales!” Even when a consultative sales process has been developed, understood by sales managers, written down and circulated, it’s often not enough.

Sales Process 45

Sales Process Call-back Energy Sales 45

Nutshell

JANUARY 15, 2024

Launched in 2006, this ecommerce website giant has solutions for various businesses—from small businesses and brands just starting to sell on social media to businesses that sell items globally. Wix has handy ecommerce features such as order tracking, multichannel sales management, and inventory management.

Analytics 78

Analytics Social Media Scale Up-Sell 78

Paul Cherry's Top Sales Techniques

AUGUST 16, 2016

For the past 20 years, I have dedicated by life’s work to helping individuals achieve and surpass their sales performance goals — I’ve helped over 1,200 organizations in all sorts of industries, across the country. That’s why I founded my own company, Performance Based Results, in 2006.

Hiring 40

Hiring Gatekeeper Coaching Sales 40

The Ultimate Sales Executive Resource

AUGUST 14, 2009

In contrast to this, CSO Insights in their Sales Performance Optimization – 2009 Survey and Analyzes, report that about 52% of the leads salespeople are working on, are self generated by the salespeople. In 2006 only 40% of the leads were self generated. This figure actually has risen over recent years.

Leads 40

Leads Marketing Qualified Lead B2C Buying Cycle 40

Jonathan Farrington

DECEMBER 12, 2012

As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence for 2006 and in 2007 she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.”. She is a frequent speaker at industry and client conferences.

Handbook 41

Handbook Call-back Travel Conference 41

Jonathan Farrington

APRIL 20, 2013

The man is Jonathan Farrington—whose vision for the development of sales forces now spans the globe. To add to that vision, Jonathan has now launched Top Sales Academy – an online, four level, multi-module, multi-trainer curriculum that a sales manager or salesperson can enroll in individually and truly call his or her own.

Quota 38

Quota Call-back Training Industry 38