Understanding the Sales Force

DECEMBER 6, 2021

There are two articles that I post each and every December. This is the first - the top articles of the year - and later this month I will post my annual Nutcracker edition which I have been doing since 2011. There are several criteria for choosing the top articles of the year, including, but not limited to: Views (Article).

Sales Leadership 156

Sales Leadership Twitter LinkedIn Influencer 156

Understanding the Sales Force

DECEMBER 13, 2018

The first is to repost my Nutcracker article - one of my most popular articles and by far, the most read article each December. I first wrote the Nutcracker article in 2010 and have reposted it for each of the past 8 years. Routines are familiar, we don't have to think about it, and it's predictable.

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Sales 274

Understanding the Sales Force

APRIL 4, 2024

Image copyright 123RF The post 200 Best Articles on Sales and Sales Leadership by Category appeared first on Kurlan & Associates, Inc.

Hiring 157

Hiring Sales Leadership Sales Forecasts Forecasting 157

SocialSellinator

SEPTEMBER 27, 2024

Master SEO article writing with tips on keyword research, content creation, optimization, and more to boost search engine rankings.

Engineering 59

Engineering Research 59

Understanding the Sales Force

DECEMBER 20, 2022

The lessons from my annual Nutcracker post have not changed at all in 12 years but my perspective changes. This year three new thoughts come to mind.

Consultative Selling 296

Consultative Selling Sales Coaching Coaching Training 296

Anne Miller

APRIL 14, 2023

This is the best (and most entertaining) article I have seen on how to do that. link] Anne Miller Make What You Say Pay – with Metaphors The post Best Article on AI and Metaphors first appeared on Anne Miller. ” …And it only gets better and better from there. .” Enjoy, experiment and profit from it.

How To 118

How To 118

The Center for Sales Strategy

DECEMBER 28, 2021

Check out these top articles on talent from 2021 and let them kickstart your 2022 sales strategy. We've searched for the most popular blog posts of 2021, and we've curated these lists that will publish each day this week to bring you some of the most informative content from the year.

Education 106

Education Training Strategy Sales Talent 106

SBI Growth

DECEMBER 31, 2017

This is a top 10 list of the most viewed articles by Chief Marketing Officers and VP’s of Marketing. What’s unique about this top 10 list? We segmented our subscribers by marketing leadership. How Top CMOs Quantify Marketing Investment with.

Marketing 214

Marketing B2B Segment Revenue 214

Anthony Cole Training

MAY 26, 2022

If you and your organization don't have a data-driven sales approach and process, you could be missing out on some key information that would help increase sales success.

Data 240

Data Sales 240

The Center for Sales Strategy

DECEMBER 27, 2021

It's hard to keep up with every article we publish throughout the year! So, today, we're making it easy by recapping the most popular sales process posts we've published in 2021.

Sales Process 105

Sales Process Education Sales Strategy 105

Zoominfo

JANUARY 21, 2019

Thus far, we’ve covered the most-read articles for sales professionals and recruiters. Key Takeaways About Our Top Marketing Articles in 2018. And there you have it– our top ten most popular marketing articles of 2018. The post 10 Most Popular Marketing Articles of 2018 appeared first on ZoomInfo Blog.

Marketing 164

Marketing B2B Lead Generation Social Media 164

Zoominfo

JANUARY 15, 2019

Key Takeaways from the Best Sales Articles of 2018. The post 10 Most-Read Sales Articles of 2018 appeared first on ZoomInfo Blog. Strategies that worked five years ago just aren’t as effective now—and if you don’t abandon your bad habits, your sales productivity will suffer. Read: 6 Outdated Sales Techniques Hurting Your Productivity.

Cold Calling 185

Cold Calling Social Selling Social Media B2B 185

Understanding the Sales Force

DECEMBER 11, 2012

I have read an awful lot of studies and articles over the last several years and while most of them have merit, some of them are either dead wrong, or have drawn incorrect conclusions. Harvard Business Review Article on Sales Leaves Me with Mixed Feelings. Selling Power – Article Hits Then Misses the Mark on Sales.

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Study Quota Software Software 182

Mr. Inside Sales

DECEMBER 17, 2018

I thought you’d benefit from my most popular article I’ve published over the last two years. Note: There will not be a blog article next week on Christmas Day. The post Most Popular Article of the Last Two Years! You don’t need theory, you need actual word-for-word responses that aren’t salesy. Responses that work.

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Decision Maker Vendor Face-to-face Objections 137

Understanding the Sales Force

DECEMBER 18, 2013

I wrote and posted exactly 100 new articles since my final article of 2012 when I announced your favorite all-time Kurlan article. I''ve chosen 10 from this year''s articles that were either very popular, contained many comments, or thought-provoking. Understanding the Sales Force by Dave Kurlan. SALES LEADERSHIP.

Decision Maker 213

Decision Maker Compensation Call-back Consultative Selling 213

Distribution Pricing Journal

DECEMBER 28, 2023

We encourage you to explore our extensive archive and discover even more articles packed with expert insights and practical takeaways. Sincerely, The Distribution Pricing Journal Team The post This Year’s Most-read Articles on Distribution Pricing Journal first appeared on Distribution Pricing.

Journal 52

Journal Distribution Incentives Incentive 52

Lead411

APRIL 10, 2023

How to write Blog Articles that Attract Customers Orbit’s survey shows that only 22% of blogs produce good marketing results. You’ll find them in this article. Authorship Having an author adds credibility and context to an article. Link his or her name to the profile page where readers can explore other articles.

Ideal Customer Profile 52

Ideal Customer Profile Customer Google Analytics How To 52

Mr. Inside Sales

DECEMBER 24, 2016

If you are a subscriber to my weekly ezine, then you know I publish a new article every week. It’s not surprise, then, that the most popular article I wrote in 2016 is one that gives you, the front line sales rep, a proven way to overcome some of the resistance you face each and every time you pick up the phone to make a cold call.

Cold Calling 120

Cold Calling Decision Maker Vendor Objections 120

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. I couldn''t narrow it down to a single article so I decided to go with the topics above. MOST POPULAR SALES ARTICLE. MOST COMMENTED ON ARTICLE. Magazine article that I debunked, Inc.

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Sales Leadership Consultative Selling Motivation Video 231

Understanding the Sales Force

FEBRUARY 21, 2014

Understanding the Sales Force by Dave Kurlan Today you''ll receive multiple articles and a bonus video too! The Sold Lab portal posted this article of mine on Why Sales Training Doesn''t Work. Today''s article is a follow up of sorts to this article from yesterday. c) Copyright 2013 Dave Kurlan'

Airlines 195

Airlines Video Channels Exact 195

Understanding the Sales Force

JANUARY 31, 2014

Understanding the Sales Force by Dave Kurlan I wrote an article for the Sales Blog over at Hubspot on how Inbound Marketing has really been around, like, forever. The article was about who should be your first sales hire. I wrote my own article on the topic 3 years ago called Startups and the Dilemma of the First Sales Hire.

Hiring 202

Hiring Inbound Hubspot Webinar Metrics 202

The Center for Sales Strategy

DECEMBER 29, 2022

As we get closer to the New Year, we're taking some time to reflect on 2022 and the success we've seen our clients achieve. While many are enjoying this special holiday with family and friends, we're bringing you a recap of the most popular posts we've published in 2022.

Education 93

Education Sales 93

Zoominfo

JANUARY 17, 2019

Earlier this week, we published a list of our top-performing articles for sales professionals. Key Takeaways About Our Most-Read Recruiting Articles. The post 10 Most Popular Recruiting Articles in 2018 appeared first on ZoomInfo Blog. And, today, we’re doing the same for our HR and recruiting audiences. Thanks for joining us.

Hiring 100

Hiring Channels LinkedIn Google 100

Understanding the Sales Force

APRIL 25, 2014

Especially this Friday when you get my powerful rant below, as well as two bonus articles! The Selling Power Blog has my new article on why consultative selling is so difficult. And over at Top Sales World , my article on the premature announcement that SPIN Selling is dead is one of the top 10 articles for last week.

Harvest 224

Harvest Inbound Inside Sales Outbound 224

LinkedFusion

SEPTEMBER 14, 2022

So, how should you write a helpful article on it? What Defines An Effective Blog Article? A blog article is a type of content that uses a blog to provide information about a particular topic. The headline is what will grab the reader’s attention and make them want to read your article. Around 48.5%

LinkedIn 52

LinkedIn Social Media Networking Media 52

Adaptive Business Services

MAY 12, 2021

In this series of articles, we’ll explore the many reasons why salespeople seem, almost universally, to HATE CRM. These three articles will explore …. The keys to salesperson adoption will always fall under gaining buy-in and then providing effective training and we will cover those topics in our next two articles.

CRM 71

CRM Salary Commission Google 71

Sell Integrity

JUNE 18, 2021

Here are 10 sales coaching articles that can inspire new thinking, motivate your sales leaders and ultimately move the needle on your sales team’s performance. Our Favorite Sales Coaching Articles. The post 10 Sales Coaching Articles Your Sales Leadership Needs to Read appeared first on Integrity Solutions.

Sales Coaching 86

Sales Coaching Coaching Sales Leadership Pivotal 86

The Sales Hunter

SEPTEMBER 10, 2013

On my site are a number of pricing articles that I believe you will find helpful as you refine your skills. You can find various articles related to price at these links: Selling a Price Increase. Of course, few people in the sales industry see it this way at the time. Purchasing Departments and Buyers. Sales Call Best Practices.

Discount 205

Discount Selling Skills Consumer Motivation 205

Understanding the Sales Force

JANUARY 27, 2017

Regular readers know that I write a lot - 1,600 articles on sales and sales leadership over the past 10 years. I'll be the first to admit that the articles are not all award-winners but readers find most of them helpful, entertaining, and good enough to keep coming back. And a few dozen of them have won awards. A television interview?

Video 120

Video Sales Leadership Sales Conversion 120

Understanding the Sales Force

FEBRUARY 28, 2014

Understanding the Sales Force by Dave Kurlan For double article Friday, in addition to my Sales Pipeline Nazi article, I have the following bonuses for you: For those of you who wanted to attend the Webinar on the Sales Candidate Analyzer, here is a link to the recording. Download it here. You can download your copy here. *.

Forecasting 194

Forecasting Pipeline Sales Forecasts Webinar Metrics 194

The Center for Sales Strategy

DECEMBER 30, 2021

As we get closer to the New Year, we're taking some time to reflect on 2021 and the success we've seen our clients achieve. While many are enjoying this special holiday with family and friends, we're bringing you a recap of the most popular posts we've published in 2021.

Sales Leadership 103

Sales Leadership Education Sales Sales Management 103

Understanding the Sales Force

AUGUST 5, 2016

With that in mind, some of the best articles you haven't read were published this summer! I'm going to share four of them right here, tell you why the article will help today, and you can decide whether or not to read it.

Sales Leadership 120

Sales Leadership Relationals Sales Sales Process 120

Lead411

APRIL 10, 2023

You’ll find them in this article. Authorship Having an author adds credibility and context to an article. Link his or her name to the profile page where readers can explore other articles. Table of contents Compose the content for the article and place it at the beginning of the article.

Ideal Customer Profile 40

Ideal Customer Profile Customer Google Analytics How To 40

The Center for Sales Strategy

DECEMBER 26, 2018

Check out these top articles on talent from 2018, and let them kickstart your 2019 sales strategy. We've searched for the most popular blog posts of 2018, and we've curated these lists that will publish each day this week to bring you some of the most informative content from the year.

Education 84

Education Training Strategy Sales 84

Understanding the Sales Force

OCTOBER 9, 2024

Resource – Read this article about what a company learned about their sales team from the sales team evaluation Step 2 – Optimize Sales-Specific Recruiting and Hiring We changed how they attract, vet, interview and select new salespeople, including the addition of a predictive sales candidate assessment.

Hiring 355

Hiring Lead Rank Lead Scoring Compensation 355

Understanding the Sales Force

DECEMBER 11, 2012

I present my Top 20 Articles on Coaching Salespeople. There are probably topics that I have written about more often than coaching salespeople, but none that are more important or have a great impact than coaching salespeople. Coaching – 1 st of the 10 Kurlan Sales Management Competencies. 5 Keys to Effective Sales Coaching.

Sales Coaching 215

Sales Coaching Coaching Sales Management Sales 215

Understanding the Sales Force

NOVEMBER 12, 2012

Understanding the Sales Force by Dave Kurlan Yesterday, I posted this article about why sales cold calling is so bad. I've written a lot of articles about cold calling more effectively, so I have linked to fourteen of those articles below. One of my readers asked what I would recommend to make the calls more effective.

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Cold Calling Oracle Maximizer Study 226