Understanding the Sales Force

MAY 1, 2014

One-person sales consulting firms, self-appointed experts, telling, but not doing, what they say. If you were to read through each of the 1,150 articles I have posted on this blog since 2006, and organize, sort, create a flow and edit it all into a Sales Management Bible, we would have one enormous how-to guide.

Hiring 224

Hiring Webinar Metrics Channels Policies 224

Understanding the Sales Force

NOVEMBER 7, 2013

Understanding the Sales Force by Dave Kurlan As you probably know, many people have been writing premature obituaries about the impending death of selling. 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.

Hiring 250

Hiring Inbound Trends Positioning 250

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 Call-back 385

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

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 172

Hiring Compensation Motivation Study 172

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. Meanwhile, those same salespeople will be exposed to you or a sales manager every single day.

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Training Hiring Coaching Call-back 230

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

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

Score More Sales

SEPTEMBER 5, 2012

I first met Jill Konrath after reading her new book, Selling to Big Companies in early 2006. Perhaps how I stumbled into finding great mentors in the B2B sales world might inspire you to find mentors and inspiration yourself. Here’s what I know about finding a sales mentor: 1. Lori, Trish, and Jill August, 2012.

How To 284

How To B2B Intent Inside Sales 284

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

SalesFuel

JULY 5, 2024

Photo by: Vitaly Gariev SalesFuel - Sales Credibility | Sales Research | Sales Hiring | Sales Management | Sales Enablement But Forbes suggests there may be a chance that social media searches could replace search engines in time. Social media content will most likely engage younger audiences.

Ideal Customer Profile 52

Ideal Customer Profile Social Media Engineering Consumer 52

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 102

Hubspot Ideal Customer Profile Scale Distribution 102

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

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 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

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

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

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 77

Analytics Social Media Scale Up-Sell 77

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 90

Inside Sales Tools Sales Qualified Lead Strategy 90

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 51

Strategy Cancellation Call-back ROI 51

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 234

Hiring Top of Funnel Licensing Face-to-face 234

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

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 59

Analytics Social Media Scale Up-Sell 59

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

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 120

Webinar Metrics Strategy Hiring Inbound 120

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

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

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

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

Costello

DECEMBER 11, 2018

Cory’s journey toward sales enablement mastery includes work in and around an enablement function going back to 2006, and five years of working with a sales coach to improve and expand his own skill set. What are the components of a good sales methodology? Sales managers are busy.

Sales Enablement 45

Sales Enablement Conversion Sales Methodology Hiring 45

Xactly

MAY 7, 2018

Tell us about your career journey in sales compensation. I moved to Bay Area in 2006 and worked on a contract to build a Sales Hierarchy, where manager could click on a link, and it would open Crystal Reports of the rep’s commission statement. I was hooked into the space of Sales Compensation, but I had moved on.

Compensation 49

Compensation Incentive Incentives Networking 49

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

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

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

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