SBI Growth

DECEMBER 1, 2012

Hey, Sales Operations leaders. Do you want to increase sales and meet your 2013 goals? Encourage sales and marketing to build personas and build a plan to operationalize them immediately. Sales is frustrated because of a lack of proficiency in using the persona. Integrate the Persona into the Sales Process.

Meeting 288

Meeting Ideal Customer Profile Buyer Persona Forecasting 288

MTD Sales Training

DECEMBER 19, 2013

With 2013 drawing to an end shortly, I wanted to share with you the top 10 posts from the MTD Sales Training blog this year. Sales Tips top sales tips top ten sales blogs' All of these posts have been voted for by you as being the most. [[ This is a content summary only.

Training 261

Training Sales 261

SBI Growth

OCTOBER 11, 2012

Sales teams are getting their 2013 numbers. For the Sales Leaders who learned how to set quotas at the SBI Make the Number tour ( register now! ), the results will be quite different. 2013 results will uncover some long-hidden flaws in the sales force. This blog is NOT about how to correctly set your sales quotas.

Quota 257

Quota Compensation Commission Margin 257

SBI Growth

SEPTEMBER 16, 2012

This year is no different than years prior in that every VP of Sales is getting ready for the annual 2013 sales planning season. Every VP of Sales heads into this annual meeting with his CEO/CFO full of anticipation. Learn how to allocate your budget properly and use it to launch you to a successful 2013.

Top of Funnel 267

Top of Funnel Funnel Demand Generation Targets Demand Generation 267

SBI Growth

OCTOBER 29, 2012

This post will help you test a redesigned sales compensation plan to ensure cultural fit. Plus, you’ll find advice on compatibility with other sales effectiveness drivers. Let’s suppose HR is fully engaged for redesign of a 2013 Sales Compensation plan. That would make 2013 worse than this year! What can be done?

Compensation 253

Compensation Hiring Incentive Incentives 253

Understanding the Sales Force

OCTOBER 29, 2013

Understanding the Sales Force by Dave Kurlan I love comparing baseball with selling. It all started in 2004 when I began writing my best-selling book, Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. Track record, recent sales and gut instinct won''t do it. We do that!

Up-Sell 244

Up-Sell Coaching Sales Groups 244

SBI Growth

DECEMBER 15, 2012

At this point in the year, you are prepping for SKO 2013. Product Training sessions are conducted. The New 2013 sales strategies are presented. Sales Quota and Sales Compensation Plans are passed out. Because they know they won’t have time for your “new” sales strategies. Why are they grumbling?

Compensation 244

Compensation Follow-up Up-Sell Maximizer 244

SBI Growth

MAY 29, 2013

Pulling sales reps out of the field significantly decreases selling time. Sales training eats up a lot of this non selling time. As Sales Leaders we know sales training is key though. But traditional training methods cost more with fewer results than before. Agile Sales Training.

Maximizer 306

Maximizer Training Face-to-face Webinar Metrics 306

Understanding the Sales Force

JULY 23, 2013

Understanding the Sales Force by Dave Kurlan I found it difficult to select the top 5 articles because top 5 means different things to me. MOST POPULAR SALES ARTICLE. MOST POPULAR SALES ARTICLE. The most popular article was an article from two years ago, What''s the Difference Between Sales Commitment and Motivation.

Sales Leadership 229

Sales Leadership Consultative Selling Motivation Video 229

Score More Sales

MAY 30, 2013

IBM again went to 500 marketing professionals in 15 industries to ask critical questions and uncover from a marketing standpoint to help us all improve marketing and sales results. You can download the complete results from the IBM State of Marketing 2013 Global Survey. Creating a consistent customer experience. Increase Opportunities.

Marketing 241

Marketing Lead Scoring Lead Rank Survey 241

Understanding the Sales Force

MAY 28, 2014

Understanding the Sales Force by Dave Kurlan Before we discuss how to improve sales training, a quick promo for the latest and greatest taking place over at the ever improving Top Sales World. The June issue of Top Sales Magazine has been published and you can download it here. More on Baseball and Sales.

Training 249

Training Coaching Comparison Territories 249

SBI Growth

AUGUST 10, 2013

I was lucky enough to be introduced to a sales team’s top performer for 2013. Julie’s Sales Operations leader thought I could learn a lot from her. Training dollars are being misallocated. The Dasboard will allow you to: Improve your sales team''s talent level. Your CRM supports the sales process.

Training 293

Training Top of Funnel Hiring Hotels 293

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

MARCH 14, 2014

Understanding the Sales Force by Dave Kurlan First the links. The Huffington Post and the Hubspot Blog both published an article, by Dan Lyons about OMG and Kurlan and what it takes to succeed in sales. We recently evaluated a sales force where the salespeople had, on average, only 18% of the attributes of a consultative seller.

Consultative Selling 256

Consultative Selling Training Conference Coaching 256

SBI Growth

AUGUST 23, 2012

Here it comes, the 2013 budgeting process. On top of finishing out 2012, you need to determine which Sales Strategy initiatives to prioritize in order to make the 2013 number. Compare this with world class performance of exceeding your Sales Strategy goals. 2013 Potential analysis for each initiative.

Strategy 293

Strategy Analysis Quota Resources 293

Understanding the Sales Force

DECEMBER 6, 2013

Understanding the Sales Force by Dave Kurlan Yesterday I was leading a training program for a group of veteran Objective Management Group (OMG) Partners and experienced sales trainers. One attendee asked the hypothetical question, "What is the most difficult part of the sales process?" c) Copyright 2013 Dave Kurlan'

Sales Process 302

Sales Process Webinar Metrics Intent Call-back 302

SBI Growth

MAY 12, 2013

As Sales Ops leaders, you need to trust your data in order to make crucial decisions. At a sales meeting, Manny the Manager posed this question to his team: “How is our average Opportunity Close Ratio 80%? Sales executives need new logos now. Reps won’t get that training if the focus is only on the bottom of the funnel.

Top of Funnel 293

Top of Funnel Funnel Decision Maker Forecasting 293

SBI Growth

AUGUST 10, 2012

Trained the sales force and channel partners on the new product. Did you forget about enabling the sales force ? Where in your plan is getting your sales force ready to sell your new product? This is very different than product training. Who is responsible for Sales Enablement ? They don’t know how to do it.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

SBI Growth

APRIL 3, 2013

Formal training materials. Traditional sales support literature. More sensitive questions are responded to with content developed as internal talking points for the sales field. Momentum building teasers and presentations. The launch involves significant content to generate awareness and interest. Email-ready tackable content.

Campaigns 300

Campaigns How To Energy Demand Generation Targets 300

Score More Sales

MARCH 26, 2013

Mid-sized companies also need better ways to help the sales team capitalize on potential and actual sales opportunities. It went on to say that many midsize businesses still rely on traditional, non-integrated customer management, sales tracking or marketing systems. What will you do with it and how will that look?

CRM 235

CRM Guidelines Compensation Outbound 235

SBI Growth

JANUARY 30, 2013

You just received your quota for 2013. Excellence in 2013 starts with you. A key trait of top quartile sales leaders is their ability to ask for help. Read on to better understand HOW to leverage resources to Make the 2013 number. Your sales reps often don’t know the true reason they lose a deal. It went up.

Resources 321

Resources Networking Face-to-face Quota 321

Understanding the Sales Force

SEPTEMBER 9, 2013

Understanding the Sales Force by Dave Kurlan There are more sales experts, self-professed and otherwise, than ever before. There is more free content on sales and selling than anyone could have imagined. There are categories of sales tools and CRM applications where none existed a few years ago.

Sales Management 288

Sales Management Hiring Compensation Trends 288

Understanding the Sales Force

MAY 5, 2014

Understanding the Sales Force by Dave Kurlan During the past 9 years I have written the occasional Top 5, Top 10 and Top 20 Articles and we have now put them into a series of their own. In no particular order they are: Top 10 Sales Competencies. Top 10 Sales Management Functions. 10 Sales Coaching Examples.

Hiring 251

Hiring Sales Management Decision Maker Cold Calling 251

SBI Growth

NOVEMBER 14, 2012

66% of Sales Reps believe that increasing the time invested by sales managers would help to increase their sales. Go to your manger and get the training / coaching that you need and deserve. You’re at a point in the year where you are discussing 2013. Moneyballing: Improving Sales Competencies.

Ideal Customer Profile 300

Ideal Customer Profile Lead Scoring Lead Rank Analysis 300

Steven Rosen

NOVEMBER 15, 2012

New book helps sales managers unlock hidden sales potential (available in paperback). The sales manager is the pivotal person in the sales-driven organization, and Steven’s book shows you how to excel!” Get you copy now and be ready to take sales to a new level in 2013. Now available in paperback.

Hiring 296

Hiring Pivotal Sales Talent Small Business 296

SBI Growth

MARCH 22, 2013

This post is about developing Sales Leadership. In particular, the front-line Sales Manager - a critical role responsible for marshaling a team of revenue makers. This post includes a downloadable Sales Leader Curriculum. This tool is perfect for HR Business Partners who serve the Sales function. Sales Leadership.

How To 312

How To Sales Leadership Exercises Proposal 312

Score More Sales

JULY 11, 2013

He was my sales colleague. It can take weeks or months for some in sales to truly qualify a sales opportunity. This exercise will help you determine if a sales opportunity is probable or not – it can save you hours or months of effort, and it can help you close business sooner. Get More Answers. Get those answers.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Scoring Lead Rank 309

SBI Growth

SEPTEMBER 16, 2013

Your efforts this month and next will help to solidify your sales success. Recently we trained a team of 50+ sales reps from a B2B enterprise company. Picture this: we opened the presentation with this question: “Are you going to make your 2013 revenue number?” 5 Keys to Closing Strong in 2013.

Pipeline 306

Pipeline ACT Competition Top of Funnel 306

SBI Growth

FEBRUARY 11, 2013

Over the last 18-24 months Sales Operations leaders have experienced Diminishing Authority. The Chief Sales Officer is not relying on Ops to translate data into insight. Sales Ops has lost some of its credibility. Operations data has not been properly leveraged - Are you tracking the metrics that drive results in 2013?

Collateral 334

Collateral Customer Service Data Buyer 334

Understanding the Sales Force

SEPTEMBER 9, 2013

Understanding the Sales Force by Dave Kurlan My first post-vacation post is a collection of announcements that have been sitting in my note-taking app, inbox, and calendar. I was named as one of the Top 50 Sales & Marketing Influencers for 2013. This blog was named as one of the Top 50 Sales & Marketing Blogs for 2013.

Motivation 220

Motivation Sales Leadership Influencer Sales Coaching 220

The Sales Hunter

JANUARY 1, 2013

How’s your sales process? Do you have any sales trash? Sales trash is what I refer to as activities you do that really don’t bring any value to the sales process and ultimately don’t result in MORE sales. Time to throw that stuff out and start 2013 on the right foot. It’s free.

Motivation 230

Motivation Video Prospecting Sales Process 230

Score More Sales

JANUARY 27, 2014

Need some sales inspiration? A new twist on an old sales idea you’d like to do again? A quick sales jump-start this week? Here are the first 50 of a list of 101 ways to “snap out of it” and score more sales: read a recommended sales book. bookmark a sales blog and read regularly.

Lead Scoring 281

Lead Scoring Lead Rank Hiring Ideal Customer Profile 281

Understanding the Sales Force

OCTOBER 16, 2013

Understanding the Sales Force by Dave Kurlan It''s amazing what Harvard Business Review will print on their pages when it comes to the subject of sales. The November 2013 issue featured an article titled Dismantling the Sales Machine. So they say. Here are some of the many problems with their premise.

Sales Process 251

Sales Process Margin Survey Forecasting 251

Sales and Marketing Management

NOVEMBER 17, 2013

Issue Date: 2013-11-01. Teaser: Post-mortoms on failed sales training reveals common threads as to why companies are wasting their training budgets. Post-mortoms on failed sales training reveals common threads as to why companies are wasting their training budgets. Author: Dave Stein. read more'

Strategy 259

Strategy Training Company Sales 259

SBI Growth

NOVEMBER 3, 2012

One of the biggest problems a VP of Sales faces is prioritization. Prioritization through 3 lenses: What sales productivity problems should you fix in 2013? This post is written for the VP of Sales trying to determine which sales productivity problem to prioritize and which ones to ignore. H ow to Sequence.

Scale 282

Scale Face-to-face Promotion Lead Rank 282

Score More Sales

MARCH 18, 2014

Today, I''m pleased to share the amazing topper donated by Jonathan Farrington of Top Sales World. Sellers and sales organizations, like most everyone, often see change as hard. What’s in it for you, if you are a seller or sales leader is MORE revenues, and some great satisfaction in learning new strategies for building business.

Trade Show 250

Trade Show Ideal Customer Profile Lead Scoring Lead Rank 250

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. Streamlining the sales process. Map your strategy to the customer journey.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295