SBI Growth

SEPTEMBER 20, 2013

Learning the truth is critical for your sales strategy. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Learn what SBI’s Discovery says about what top organizations will do differently in 2014. Prospect Interviews. Sales Rep Survey.

Hiring 310

Hiring How To Face-to-face Survey 310

SBI Growth

JULY 22, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." There are 10 best practices Sales VPs have taken to ensure this doesn’t happen. Make the sales job fun. Training your sales team how to social sell will immediately improve your sales pipeline.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

SBI Growth

JANUARY 10, 2014

Top sales leaders know how to communicate and roll out a sales plan. Get your sales managers involved early in the process. The sales management team needs to have a clear understanding of the new quota. Sales can’t rely on marketing alone. Ensure your sales managers take this seriously.

Quota 316

Quota Top of Funnel Territories Marketing Qualified Lead 316

SBI Growth

OCTOBER 20, 2013

Planning for 2014 is in full swing. You just got off the weekly call with the Sales Leadership team. Your boss, the SVP of Sales, has some ‘great’ news. “We We got budget approval to add new sales heads. Start recruiting now so we can start of 2014 with a full team.” Prospect/Customer Facts.

Hiring 288

Hiring Ideal Customer Profile Lead Rank Lead Scoring 288

No More Cold Calling

JANUARY 2, 2014

As you’re planning for 2014, forget resolutions. Set manageable goals instead. The New Year’s resolution checklists are the same every year—mostly about eating healthier, losing weight, and managing our finances better. Instead I create manageable goals for myself and my team. Forget Shaking the Trees. Comment Here.

Referrals 240

Referrals Small Business Small Business Enterprise 240

Sales 2.0

AUGUST 17, 2014

There was no way we would need something like this in 2014. As you know I put a fair bit of effort and passion into this blog to help sales people (and their companies) sell better. My senior management will not pay for something like this in 2014″ 2 mins later, “I don’t understand. It’s so good.”

Social Selling 322

Social Selling Webinar Metrics Follow-up Lead Rank 322

Understanding the Sales Force

JULY 10, 2014

Understanding the Sales Force by Dave Kurlan Can you name 10 Core Competencies of a great salesperson? Let''s see, there''s prospecting, qualifying and closing, and then there''s.wow, this is difficult! Next week I''ll introduce our new and revised Sales Management Core Competencies. They are marketing themselves.

Top of Funnel 310

Top of Funnel Social Selling Funnel Sales Cycle 310

SBI Growth

AUGUST 7, 2013

However, we frequently see Sales VPs still stuck in the sales manager mindset. An ill-prepared sales manager damages his region. A Sales VP focused on the wrong things can ruin the entire company. They cross collaborate with manager peers, their reps, and the VP. He helps the new reps ramp up quickly.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

No More Cold Calling

JANUARY 16, 2014

Now is the time to kick your prospecting efforts into overdrive, build a strong pipeline for 2014, and determine if you’re really getting the most traction out of each and every day. Most salespeople only spend about 10 percent of their workdays actively selling, and another 10 percent on prospecting, according to Augusoft.

Referrals 224

Referrals Cold Calling eBook Small Business 224

No More Cold Calling

DECEMBER 30, 2014

Goodbye, 2014. Which broken sales strategies should we leave in the past (ah-hem, cold calling )? Here’s a hint: Any sales tactics, activities, or systems that help you build relationships with clients and prospects are worth the time and effort. This is how it’s always worked in most sales organizations.

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

Understanding the Sales Force

AUGUST 11, 2014

Regardless of the type of reaction, when panicked, salespeople tend to lose control of the sales call while their prospects become less comfortable with the idea of doing business with them. There are some sales management lessons here too. Image Copyright: toonerman / 123RF Stock Photo (c) Copyright 2014 Dave Kurlan'

Coaching 283

Coaching Engineering Exact Sales Management 283

SBI Growth

NOVEMBER 16, 2013

You are finalizing plans for 2014. Many of the answers to a sales leader’s execution problems are in the market. You spend time with one of your ‘A’ player managers and say “if only everybody executed like that?” No Coaching—If you don’t have sales management coaching and reinforcing the process, execution fails.

Hiring 308

Hiring Call-back Face-to-face Buyer 308

SBI Growth

JANUARY 1, 2014

Every year, a Sales Enablement leader is faced with the same problem. Ramping new sales reps. Make a change in 2014. Training should be focused on helping your sales reps identify prospects and close deals. Training Topics: Social prospecting: You need to teach them how to identify prospects on social media.

Training 282

Training Buyer Persona Hiring How To 282

No More Cold Calling

SEPTEMBER 18, 2014

You bet, and it’s critical to increasing B2B sales effectiveness. By sharing information, ideas, solutions, and even referrals with our clients and prospects, we become trusted resources. Message to Management]: 14 Things Top Sales Managers Do. Sales execs tell me they don’t have time to coach their teams.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

SBI Growth

JULY 26, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Hank''s DLA experience: DLA hired engaged a consulting firm to help with sales rep onboarding. An initiative to align territories based on sales rep potential attracts A players. Failure here.

Hiring 267

Hiring How To Sales Qualified Lead Face-to-face 267

Sales 2.0

OCTOBER 22, 2014

A couple of weeks ago I went to the 2014 version of Inbound with about 10,000 other people and was thrilled to not only attend David’s talk but get him to do an interview about his new book and his thoughts on social selling. 2. Sales managers are the biggest problem. They were once top sales people. Let me know.).

Lead Rank 300

Lead Rank Cold Calling Lead Scoring eBook 300

No More Cold Calling

DECEMBER 19, 2013

Now is the perfect time to follow up with your clients, prospects, and Referral Sources. Mark Hunter and Andy Paul revealed that 40 to 80 percent of sales leads are never followed up on. Find out if they have any questions for you as they plan for 2014. Then your sales force needs the right tools for success.

Follow-up 237

Follow-up Face-to-face Referrals Cold Calling 237

No More Cold Calling

OCTOBER 9, 2014

It’s our job as smart, strategic sales pros to deliver value—real value—and we can only do that if we’ve invested time in researching our prospects. In fact, 86 percent of business buyers engage in research independent of the sales cycle. Associations Enterprise Sales Management Salespeople Small Business'

Cold Calling 280

Cold Calling Call-back Small Business Small Business 280

SBI Growth

SEPTEMBER 2, 2013

Amazed, you watch him visit with the prospect. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Learn why your team ignores your sales process and how to fix it. Team meetings are run by sales managers. He takes you to a big appointment.

Sales Process 308

Sales Process Webinar Metrics Vendor Energy 308

SBI Growth

JUNE 30, 2013

The sales manager owns the process and is paid on average ramp time. Call to Action: Prospects are taking meetings again. Your 2014 quota is going up. You are going to need to hire new sales reps. Learning activities completed is useless. Training organized in “sprints”. Start to finish in 13 weeks.

Hiring 308

Hiring Oracle Lead Rank Lead Scoring 308

SBI Growth

AUGUST 22, 2013

Sales can learn a lesson here. Sign up here to receive a copy of the Sales Job Tryout Toolkit. Read on and you''ll be ready to Make the Number in 2014. Here''s a 7-step overview of a tryout for a sales rep. (To Sales Manager - Scenario: Only 2 of 8 members of the sales team are making the number.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

No More Cold Calling

AUGUST 12, 2014

Anthony Iannarino’s brilliant post When Was the Last Time You … poses some eye-opening questions: When was the last time you met with a brand new prospect face-to-face? Keep this in mind as we approach the final quarter of 2014. Associations Enterprise Sales Management Salespeople Small Business'

Face-to-face 266

Face-to-face Cold Calling Small Business Small Business 266

The Sales Hunter

AUGUST 19, 2013

The truth is, though, that when you build your sales plans to make your goal, chances are pretty high that you will MISS your goal!! Many of you are building your 2014 sales goals as you read this, and if you’re not, you need to start. Copyright 2013, Mark Hunter “The Sales Hunter.” Aim higher!

Motivation 219

Motivation Selling Skills Sales Goal Follow-up 219

Your Sales Management Guru

JULY 14, 2014

2014-15: How will you stand out in the marketplace? Embedded as one of the key components in the marketing segment was building a vertical market using Cloud solutions to increase sales velocity, one of the sub-elements was using Thought Leadership Marketing to help you stand out in the marketplace. Leadership Management'

Lead Rank 80

Lead Rank Lead Scoring Microsoft Face-to-face 80

SBI Growth

MAY 11, 2013

Sales VPs need to make the number this quarter. Sales Managers want more new business. Sales Reps need more leads. Prospecting for leads is being replaced by Social Selling. Connect your customer to one of their dream prospects. Have your sales rep find out who his customer’s Sales VP wants to sell.

Hiring 300

Hiring Referrals Decision Maker Ideal Customer Profile 300

Anthony Cole Training

OCTOBER 14, 2013

Many of my clients and prospects tell me that the 4th quarter is when they take time to discuss sales plans (goals) and business plans with their sales people. However, this is so important that I want to give you the opportunity to get help with this critical sales management function.

Negotiation 133

Negotiation Motivation Intent Sales 133

Understanding the Sales Force

NOVEMBER 18, 2013

Coincidentally, several of their sales managers were supposed to attend our sales leadership event and were unable to be with us because they were required to be at the client appreciation event. Do your customers, clients and prospects expect this kind of treatment? Do your salespeople do this at trade shows?

Trade Show 230

Trade Show Fashion Sports Sales Leadership 230

No More Cold Calling

NOVEMBER 21, 2013

If so, you can forget about exceeding quota in 2014. Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28 The only way to keep your pipeline full of HOT, qualified leads is to prospect through referrals.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Sales Training Connection

APRIL 4, 2014

Sales manager with a new sales team. As most in sales leadership would share – the front-line sales manager is the pivotal job for building and sustaining sales success. And, perhaps the most critical time for any sales manager is when first taking over a new sales team.

Sales Management 119

Sales Management Coaching Pivotal Sales Coaching 119

The Sales Hunter

MARCH 7, 2014

Hesitation to call customers and especially to call prospects. ” A desire to spend too much time preparing to make sales calls as an excuse to not actually have to call. You think your sales manager is stupid. Unfortunately, “Sales Prevention Syndrome” exists in the minds of too many salespeople.

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

Understanding the Sales Force

JULY 29, 2014

When those teenagers entered sales, I can assure you that no prospect ever wondered, "What if he doesn''t call?" Recovery from rejection affects a much larger part of the sales population and occurs later in the sales process. Image Copyright: stuartphoto / 123RF Stock Photo (c) Copyright 2014 Dave Kurlan'

Cold Calling 253

Cold Calling Call-back Top of Funnel Licensing 253

Understanding the Sales Force

JULY 8, 2014

Here are my top 5 examples of salespeople who are busy, but not very successful: They spend long hours researching companies and prospects, reach out on LinkedIn, send InMails, emails and make calls, but have few takers for meetings. Image Credit Lightspring via Shutterstock.com (c) Copyright 2014 Dave Kurlan' Everything is relative.

Top of Funnel 252

Top of Funnel Proposal Coaching Networking 252

Anthony Cole Training

OCTOBER 14, 2013

Many of my clients and prospects tell me that the 4th quarter is when they take time to discuss sales plans (goals) and business plans with their sales people. However, this is so important that I want to give you the opportunity to get help with this critical sales management function.

Negotiation 120

Negotiation Motivation Intent Sales 120

Understanding the Sales Force

JULY 14, 2014

Nothing is more important in today’s selling than the conversation that takes place between the salesperson and the prospect. Milestones are known only to the salesperson, achieved within the conversation, and invisible to prospects. It causes prospects to think, “We need to work with Dave. Is it the concept of SOB Quality?

Sales Process 246

Sales Process Sales Up-Sell Follow-up 246

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. Prospects trust us. It’s changed how we prospect, but it hasn’t changed how deals get done. But I had to ask.).

Referrals 291

Referrals Cold Calling Survey Scale 291

Your Sales Management Guru

SEPTEMBER 29, 2014

Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. What is your sales process? First, it depends. Care to share?

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

Your Sales Management Guru

JANUARY 27, 2014

2014: How will you stand out in the marketplace? Embedded as one of the key components in the marketing segment was building a vertical market using Cloud solutions to increase sales velocity, one of the sub-elements was using Thought Leadership Marketing to help you stand out in the marketplace. Sales Management Consulting'

Lead Rank 72

Lead Rank Lead Scoring Microsoft Face-to-face 72