SBI Growth

SEPTEMBER 23, 2012

Can you count on your current Sales Rep behaviors to “Make the Number” in 2013? Sign up for our Make the Number tour to learn more about how top performing companies will change Sales in 2013. These are the behaviors to change among Sales Reps for 2013 followed by actions HR should take to help make this happen. Call to Action.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

SBI Growth

JANUARY 21, 2013

Here are the biggest threats to the CSO in 2013. If you present metrics like win rate, pre-qualified pipeline, and prospect meetings to the CEO, you’re in trouble. Webcams, webinars, and self-directed presentations have narrowed the distance between vendor and prospect. The consensus on Wall Street is a strong 2013.

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

The Sales Hunter

OCTOBER 8, 2013

One of the most important reasons for finishing strong in 2013 is it becomes a springboard for starting 2014 right. I just think if you coast now, you won’t be able to psych yourself up enough to compensate for your poor performance in the 4th quarter of 2013. Copyright 2013, Mark Hunter “The Sales Hunter.”

Cold Calling 223

Cold Calling Discount Consultative Selling Compensation 223

SBI Growth

DECEMBER 2, 2012

The day was extremely productive…until we landed on a prospect he had been calling for 6 months. The prospect was courteous, polite, and even sounded happy. Do you have prospects that are dragging you down? How will you be different in 2013 with your selling efforts? The Cost of Chasing the Wrong Prospects.

Ideal Customer Profile 310

Ideal Customer Profile Prospecting Segment Salary 310

SBI Growth

OCTOBER 29, 2012

Let’s suppose HR is fully engaged for redesign of a 2013 Sales Compensation plan. That would make 2013 worse than this year! Culture at another firm required Sales Reps to do their own prospecting and sales. Most sales were incremental or competitive displacement when prospects were in an active buying cycle.

Compensation 253

Compensation Hiring Incentive Incentives 253

Understanding the Sales Force

OCTOBER 29, 2013

It reminded me of salespeople who continue to bemoan what they perceive to be bad decisions by prospects who awarded business to competitors. So, as in baseball''s 2013 Playoffs, can your struggling salespeople step up and become the performers you need them to be? c) Copyright 2013 Dave Kurlan' We do that!

Up-Sell 246

Up-Sell Coaching Sales Groups 246

SBI Growth

SEPTEMBER 2, 2012

Outward-in research: Win/loss interviews determined: LinkedIn Groups is where prospects are discussing our product frequently. White papers offer prospects the greatest deal of information about our product. Also make sure you sign up for our Make The Number Tour: How Your Peers Are Allocating People, Money and Time in 2013.

Data 267

Data Analysis Sales Operations Buying Cycle 267

SBI Growth

NOVEMBER 16, 2012

Sales Rep fightin’ words : “I can do my own prospecting.” Be involved with the 2013 sales compensation planning. Sales Compensation planners already do this for pre- or post-sales support compensation. Normally, there is some mandatory minimum payment to motivate sales participation. Time for HR to make the peace.

Compensation 267

Compensation Hiring Marketing Trade Show 267

The Sales Hunter

JUNE 27, 2013

For some reason, too many salespeople believe if they make one phone call, send one email or mail one letter to a prospect, then that is all it takes. You just might see yourself doing exactly what I’ve described: Relying on one outreach to a prospect to be enough. Prospecting requires following up again and again.

Follow-up 259

Follow-up Prospecting Ideal Customer Profile Selling Skills 259

Sales and Marketing Management

JUNE 16, 2013

Issue Date: 2013-06-17. Here’s how salespeople can ask better questions, and stay away from questions that can alienate prospects. Here’s how salespeople can ask better questions, and stay away from questions that can alienate prospects. Author: Peri Shawn. ” read more'

Prospecting 232

Prospecting Sales Process Sales 232

The Sales Hunter

OCTOBER 2, 2013

Voicemail is a tool you can use in prospecting. Here are 10 Tips for Leaving a Good Prospecting Voicemail: 1. Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Phone Sales Tips Professional Selling Skills Prospecting phone sales tips prospect prospecting sales prospecting voicemail'

Prospecting 256

Prospecting Call-back Selling Skills Motivation 256

The Sales Hunter

MAY 14, 2013

Something you must keep in mind when prospecting by email is that the percentage of emails that are read on either a smart phone or a tablet is staggering and increasing each year. Second mistake people make that will destroy a sales prospecting email campaign is by writing as if you’re writing a doctoral thesis.

Prospecting 250

Prospecting Construction Campaigns Selling Skills 250

The Sales Hunter

SEPTEMBER 19, 2013

Far too many salespeople have been conditioned to believe they need to have everything perfectly prepared before making a prospecting phone call. Yes, I agree we need to be prepared when we are making any type of prospecting call, whether it be in person or on the phone. Copyright 2013, Mark Hunter “The Sales Hunter.”

Prospecting 250

Prospecting Motivation Objections Up-Sell 250

Understanding the Sales Force

MAY 19, 2014

Understanding the Sales Force by Dave Kurlan Everything is going along great, your prospect seems quite interested, they''ve agreed with your points, accepted your pushback, you got them qualified and you''re heading for the home stretch. Some prospects will never call the references yet won''t move forward without speaking with them.

Prospecting 272

Prospecting Follow-up Sales Meeting 272

The Sales Hunter

JULY 29, 2013

Thinking about a prospect is not the same as contacting a prospect, so it’s about time we quite confusing the two. Far too many salespeople spend all of their prospecting time working on their prospecting list, gathering information, and thinking about how they’ll prospect and what they want to say.

Pipeline 238

Pipeline Prospecting Compensation Motivation 238

SBI Growth

APRIL 3, 2013

It seldom answers the most pressing questions of the prospective buyer. Marketers have literally cracked the code on what to communicate to their prospective buyers. Each phase has your prospect asking questions and taking action. The new content addresses questions the prospect is contemplating.

Campaigns 300

Campaigns How To Energy Demand Generation 300

The Sales Hunter

AUGUST 14, 2013

Develop a list of every prospect who you have not sold to so far this year. A prospect who didn’t buy earlier in the year may suddenly see the need or have the money to buy now. Identify 20 prospects you can close in the next 4 months. Copyright 2013, Mark Hunter “The Sales Hunter.”

Prospecting 246

Prospecting Selling Skills Follow-up Campaigns 246

Score More Sales

MAY 29, 2013

I also encourage you to post YOUR thoughts on any of these, and ultimately, what you do to reach prospects – what is your best tip? Don’t be afraid to let them know that you feel they could be a great prospective client / customer. Find triggers that affect your prospects, and tie them into your messaging.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

SBI Growth

OCTOBER 31, 2012

Ops managers insisted on “helping” interview prospective sales reps. There was only one wrinkle: Robert’s business relationship with Operations. He struggled to get Ops leaders to accept his team’s deals. They complained endlessly about the dollars spent on Lead Gen efforts. Sales Compensation was a particularly thorny issue.

Influencer 282

Influencer Strategy Policies Lead Gen 282

Sales and Marketing Management

MARCH 28, 2013

Issue Date: 2013-03-29. Author: Michael D. Teaser: A good lawyer knows the answers to every question before asking it. It may not be quite the same with salespeople, but there are some key questions to avoid. A good lawyer knows the answers to every question before asking it. read more

Prospecting 274

Prospecting 274

Understanding the Sales Force

MAY 30, 2013

In his article he shares a systematic approach for prospecting " loosely based upon a conversation with Thomas Ray Crowel." In the fifth step of the prospecting call he says that if the prospect sounds interested you should skip the script and jump right to the close. Isn''t this a prospecting call?

Prospecting 247

Prospecting Telemarketing Sales Qualified Lead Cold Calling 247

MTD Sales Training

JANUARY 2, 2013

On my first day at work, I was given a list of people to call and a phone. I was told that the more people I called, the more success I would have. Well, although it was a partly successful , I soon. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Pipeline 276

Pipeline How To Sales Prospecting 276

Understanding the Sales Force

APRIL 28, 2014

Understanding the Sales Force by Dave Kurlan When we discuss trust, it''s usually from the perspective of how to build trust, how to be more trustworthy and what to do when a prospect doesn''t trust you. Image credit: tang90246 / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan' But these are not replacements for instinct.

Prospecting 244

Prospecting Decision Maker Study Pipeline 244

The Sales Hunter

MARCH 13, 2013

Getting a prospect to open your email is only the first step in email marketing. If you learn only one thing from this email series, I hope it is this — prospecting is not about you! Your role as an industry expert can be invaluable to your prospects, so you need to flaunt that expertise. It’s about them.

Prospecting 240

Prospecting Strategy Email Marketing Promotion 240

SBI Growth

JANUARY 30, 2013

You just received your quota for 2013. Excellence in 2013 starts with you. Your Prospects. Read on to better understand HOW to leverage resources to Make the 2013 number. Gain Customer & Prospect Feedback – Listen to your customers and prospects. Perform these customer/prospect research activities.

Resources 321

Resources Networking Face-to-face Quota 321

The Sales Heretic

AUGUST 6, 2013

So last week I was in Philadelphia for the 2013 NSA Annual Convention. Sales business CEO customer ideas insights manager owner professional prospect speaker trainer VP' As a professional speaker and trainer on the subject of sales, I am, naturally, a member of the National Speakers Association.

Sales 307

Sales Prospecting Customer 307

Understanding the Sales Force

DECEMBER 6, 2013

Get Prospect to an Emotional level. Quantify the value of the prospect''s opportunity or cost of their problem. And if you love my Blog, I would sure appreciate your vote for Top Sales Blog of 2013. If I''ve inspired you this year, I would appreciate your vote for Top Sales Thought Leader of 2013. (c) Have Patience.

Sales Process 302

Sales Process Webinar Metrics Intent Call-back 302

The Sales Hunter

AUGUST 20, 2013

How are you doing in meeting your 2013 goal? Let’s have fun making the last quarter of 2013 a huge success, and in so doing, we’ll propel ourselves forward for a huge 2014. Copyright 2013, Mark Hunter “The Sales Hunter.” Here are 5 steps you can take right now to close more sales faster: 1. Try again.

Closing 255

Closing Discount Referrals Follow-up 255

SBI Growth

AUGUST 6, 2012

The Sales Leader is about to receive the 2013 Revenue Number. Customer Spend: Calculate the ideal revenue from your prospects. What should your prospects be spending on your products or services? Is the above what you can expect for your 2013 goals? Are your sales resources properly aligned with growth opportunity ?

Opportunity 316

Opportunity Strategy Banking Territories 316

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities. Social Selling training budgets increased 48% in 2013.

Social Selling 321

Social Selling Top of Funnel Ideal Customer Profile Marketing 321

The Sales Hunter

JUNE 22, 2013

Too many salespeople are afraid to talk to their customer or prospect about what they’ve learned on the web. Check out the below video to hear why this is vital to your sales process: Copyright 2013, Mark Hunter “The Sales Hunter.” You don’t need to be afraid! ” Sales Motivation Blog. . .”

Sales Process 245

Sales Process Video Cold Calling Consultative Selling 245

SBI Growth

AUGUST 10, 2012

Your sales team needs this from you to make your product launch in 2013 successful. Maybe I can participate or least be available to those prospects who are now interested in the new product. On their June 28 th earnings call, the CEO announced the delayed release (again) of the Blackberry 10 until January, 2013. They should.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

The Pipeline

SEPTEMBER 12, 2013

Thursday, September 19, 2013. This webinar will focus on the critical elements of executing a Proactive Prospecting sales call. This is about how to do it, step by step, no academia here, nothing but a proven methodology for efficiently and effectively turn cold calls to conversations to prospects.

Cold Calling 276

Cold Calling Webinar Metrics Conversion How To 276

The Sales Hunter

MAY 21, 2014

Far too many salespeople and sales managers are still living as if it is 2013 or even 2010. Things change and they change quickly, and if your sales process and strategies aren’t keeping pace, then you’re going to find yourself closing fewer sales. Here are 6 Dead Horse sales activities you need to stop ASAP: […].

Consultative Selling 241

Consultative Selling Selling Skills Closing Sales Process 241

Understanding the Sales Force

MAY 5, 2014

Top 10 Indicators That You Have a Trustworthy Sales Prospect. Top 10 Kurlan Sales Articles of 2013. Top 15 Questions That Prospects Ask Themselves. Top 10 Sales Leadership Tips From 2013. Top 6 Factors for Killing a Sales Opportunity or Prospect (c) Copyright 2013 Dave Kurlan' 10 Sales Coaching Examples.

Hiring 252

Hiring Sales Management Decision Maker Cold Calling 252

Understanding the Sales Force

NOVEMBER 13, 2013

They can get feedback, they can ask questions, they can get answers, they know that their version of Houston - their prospect or customer - can hear them and will respond if there is a good reason. c) Copyright 2013 Dave Kurlan' So why do salespeople continue in the dark? They choose to!

Decision Maker 313

Decision Maker Proposal Sales Cycle Exact 313

Understanding the Sales Force

SEPTEMBER 9, 2013

Quizzes by Quibblo.com (c) Copyright 2013 Dave Kurlan' The darker dotted line is the trend for the percentage of sales management candidates that were recommended by Objective Management Group for the same time period. There are four possible explanations for this considerable drop. What do you think?

Sales Management 288

Sales Management Hiring Compensation Trends 288