SBI Growth

SEPTEMBER 24, 2012

This post is about how CEOs should invest in sales managers to improve revenue growth in 2013. 66% of the respondents “agreed” or “strongly agreed” with the following statement: I believe increasing the time invested by my sales manager in coaching, training and development activities will have a positive impact on my performance.

Sales Management 267

Sales Management Hiring Comparison Quota 267

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. Your CMO will love you for it, and furthermore, you can now hold him accountable for delivering the number of opportunities down the funnel that you need to make your 2013 number. The answer: Marketing.

Top of Funnel 267

Top of Funnel Funnel Demand Generation Demand Generation Targets 267

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. All of these posts have been voted for by you as being the most. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Sales Tips top sales tips top ten sales blogs'

Training 261

Training Sales 261

SBI Growth

OCTOBER 11, 2012

Sales teams are getting their 2013 numbers. 2013 results will uncover some long-hidden flaws in the sales force. Have them train the rest of your team on this topic. You’ll get an excerpt of CAP library items and multiple other tools that you can use to help Sales make 2013 one of the best years yet. Register here.

Quota 257

Quota Compensation Commission Margin 257

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! Any one of these areas could be a land mine that blows up your 2013 sales comp plan. Will a focus on training and coaching be undermined? HR even brought in an expert compensation firm.

Compensation 253

Compensation Hiring Incentive Incentives 253

Understanding the Sales Force

OCTOBER 29, 2013

You also need to know how much better they will perform, what it will take in terms of training and coaching, and how long it will require to get them there. 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 244

Up-Sell Coaching Sales Groups 244

Score More Sales

MAY 30, 2013

You can download the complete results from the IBM State of Marketing 2013 Global Survey. The post What is the State of Marketing in 2013 appeared first on Score More Sales. basic info will be asked for – definitely worth downloading.). Increase Opportunities. Expand Your Pipeline. Close More Deals.

Marketing 241

Marketing Lead Rank Lead Scoring Survey 241

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. How do you Get your AEs to Stop Grumbling about 2013? Moving Towards World Class in 2013. We all know what happens at SKO every year: President Club Awards are given.

Compensation 244

Compensation Follow-up Up-Sell Maximizer 244

SBI Growth

MAY 29, 2013

Sales training eats up a lot of this non selling time. As Sales Leaders we know sales training is key though. The ASTD(American Society for Training & Development) reports an 18% increase in productivity for every 3 hours spent training. But traditional training methods cost more with fewer results than before.

Maximizer 306

Maximizer Training Face-to-face Webinar Metrics 306

Understanding the Sales Force

JULY 23, 2013

The Doctor, The Drug Dealer and The User was fun and Why Accidental Sales Training Works More Effectively was insightful. c) Copyright 2013 Dave Kurlan' My favorite from the past 6 months is well, I had two and since this is mine, to heck with the numbers. TOP SALES THOUGHT LEADERSHIP ARTICLE. I had three for this one.

Sales Leadership 229

Sales Leadership Consultative Selling Motivation Video 229

SBI Growth

AUGUST 10, 2013

I was lucky enough to be introduced to a sales team’s top performer for 2013. Training dollars are being misallocated. Her sales manager knew her potential and sent her to a weeklong sales training. The Need-Payoff that she had been trained on was thrown out the window. A 4 day training at corporate. The Old Model.

Training 293

Training Top of Funnel Hiring Hotels 293

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. If we translate all of that baseball to selling, the only two things that change are the activity and the age of the people being coached and trained.

Training 249

Training Coaching Comparison Territories 249

Understanding the Sales Force

MARCH 14, 2014

So why didn''t the training on consultative selling stick? That same finding is used to determine how quickly a new salesperson will ramp up and apply what they learned from training. When you provide sales training, it''s not just new skills that you ask people to learn. c) Copyright 2013 Dave Kurlan'

Consultative Selling 256

Consultative Selling Training Conference Coaching 256

SBI Growth

APRIL 3, 2013

Formal training materials. Content is the backbone of the pre-launch introduction. Essentially the priming of the pump requires quality supporting content. Internal pre-launch announcements. Momentum building teasers and presentations. The launch involves significant content to generate awareness and interest.

Campaigns 300

Campaigns How To Energy Demand Generation 300

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

Score More Sales

MARCH 26, 2013

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

CRM 235

CRM Guidelines Compensation Outbound 235

SBI Growth

SEPTEMBER 16, 2013

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?” This article will provide you with insights and strategies for still making the number in 2013. 5 Keys to Closing Strong in 2013.

Pipeline 306

Pipeline ACT Competition Top of Funnel 306

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. This tool provides you with the ability to rate each of your key initiatives across the 5 variables that are critical to hitting the 2013 number.

Strategy 293

Strategy Analysis Quota Resources 293

SBI Growth

MAY 12, 2013

Reps won’t get that training if the focus is only on the bottom of the funnel. Download the Top of Funnel Metrics for 2013. AEs may not get the training they require. The "Top of Funnel Metrics for 2013" is intended for sales leaders. Some are familiar and some were created for the 2013 buyer. We made it easy.

Top of Funnel 293

Top of Funnel Funnel Decision Maker Forecasting 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. And if you love my Blog, I would sure appreciate your vote for Top Sales Blog of 2013. c) Copyright 2013 Dave Kurlan'

Sales Process 302

Sales Process Webinar Metrics Intent Call-back 302

SBI Growth

AUGUST 10, 2012

Trained the sales force and channel partners on the new product. This is very different than product training. Your sales team needs this from you to make your product launch in 2013 successful. On their June 28 th earnings call, the CEO announced the delayed release (again) of the Blackberry 10 until January, 2013.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

SBI Growth

NOVEMBER 3, 2012

Prioritization through 3 lenses: What sales productivity problems should you fix in 2013? Your peers told us what they are doing during this event and how they are prioritizing for the 2013 sales strategy inside their regions. Question : What Sales Productivity Problem should you Fix in 2013? H ow to Sequence. Do you have one?

Scale 282

Scale Face-to-face Promotion Lead Rank 282

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

JANUARY 30, 2013

You just received your quota for 2013. Excellence in 2013 starts with you. Read on to better understand HOW to leverage resources to Make the 2013 number. Train your team on areas of deficiency. It went up. You barely made the number last year. How can you squeeze more out of your team? Yet, you are not alone.

Resources 321

Resources Networking Face-to-face Quota 321

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. Social Selling training budgets increased 48% in 2013. Companies are trying to grow new business. Yet many reps struggle to get that critical first meeting with a decision maker. There’s a lot written these days on Social Selling.

Social Selling 321

Social Selling Top of Funnel Ideal Customer Profile Marketing 321

SBI Growth

MARCH 17, 2013

An athlete trains to make it to the pros, yet must continue to train to remain. To hit your number for 2013 you may need to evolve. Crush Your Number in 2013. To get to the position of CMO or VP of Marketing, you are a top talent. Marketing as a skill is no different. We like to think that we’re at the top of our game.

Marketing 314

Marketing Social Media Lead Generation Campaigns 314

Understanding the Sales Force

MAY 5, 2014

Top 10 Kurlan Sales Articles of 2013. Top 5 Success Factors for a Sales Training Initiative. Top 25 Prerequisites for Successful Sales Training and Sales Development. Top 10 Sales Training Realities Versus What You Believed. Top 10 Sales Leadership Tips From 2013. Top 11 Reasons Why Salespeople Fail to Close Sales.

Hiring 251

Hiring Sales Management Decision Maker Cold Calling 251

SBI Growth

NOVEMBER 14, 2012

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. Employ the old Give-Get strategy to negotiate more coaching, training and metric-based analytics. If you want to succeed, your 2013 strategy can’t simply be “Sell more,” or “Sell better.”

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

Score More Sales

FEBRUARY 28, 2014

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Thank you all for your support!

Ideal Customer Profile 325

Ideal Customer Profile Lead Rank Lead Scoring Fashion 325

Understanding the Sales Force

SEPTEMBER 9, 2013

So, in no particular order: If you are not a client and want an inexpensive way to experience our training, I urge you to attend this 90 minute workshop being produced by Lorman: Motivating Your Sales Team - Secrets to Success I will share my top secrets to motivational success on Tuesday, September 10, 2013 at 1 PM Eastern Time.

Motivation 220

Motivation Sales Leadership Influencer Sales Coaching 220

SBI Growth

NOVEMBER 13, 2013

Discover insights and market trends from SBI’s research in 2013. You’ll be training. Discover insights and market trends from SBI’s research in 2013. For the complete list of Jim Welch’s New Year Preparation Tips, register for SBI’s Sales & Marketing Research Review. You can go here to learn more. Author: Mark Synek.

Hiring 303

Hiring Trends Call-back Research 303

Understanding the Sales Force

SEPTEMBER 9, 2013

Companies are spending more money on sales force evaluations, sales training, consulting, sales leadership development, sales process, infrastructure and sales recruiting services than 5 years ago. Quizzes by Quibblo.com (c) Copyright 2013 Dave Kurlan' There are probably twice as many books on the subject than just 10 years ago.

Sales Management 288

Sales Management Hiring Compensation Trends 288

Steven Rosen

NOVEMBER 15, 2012

To achieve better results and retain top sales talent, Rosen advises investing resources into the proper training, support and coaching of sales managers instead. This book helps the overworked and often under trained sales manager make immediate changes that will help their team achieve better sales.”.

Hiring 296

Hiring Pivotal Sales Talent Small Business 296

SBI Growth

MARCH 22, 2013

Taking the “easy” route, they decided to do Sales Process and Rep training first. Unfortunately, the implementation failed because the SMs were not trained on change management. Current front-line SMs needs wide training to do their job effectively. This curriculum has 40 different training modules. Courseware content.

How To 312

How To Sales Leadership Exercises Proposal 312

The Sales Hunter

JANUARY 1, 2013

Time to throw that stuff out and start 2013 on the right foot. Unless you’re willing to change what you do for 2013, then the results you’re going to get are going to be no different than what you got this year. . Personally, I think 2013 can look better than 2012. It starts next Monday, January 7, 2013.

Motivation 230

Motivation Video Prospecting Sales Process 230

Sales and Marketing Management

DECEMBER 1, 2013

Issue Date: 2013-12-02. To gain a competitive advantage in that regard, sales teams must invest in soft skills training - how your salespeople connect and communicate with prospects. Author: Meridith Elliott Powell. Teaser: What you offer in this economy is not nearly as important as how you offer it. read more'

Competition 238

Competition Training Prospecting Sales 238

SBI Growth

NOVEMBER 4, 2013

Less than 60 days remain in 2013. Over these remaining weeks, conversations with SVP-Sales have focused on 3 areas: What can I still do to Make the Number in 2013 ? As 2013 winds down, 2014 naturally ramps up. Secure a new sales tool, or a training session that will boost their productivity. It will help you balance Q4.

Hiring 296

Hiring Buyer Persona ROI Follow-up 296