Sales and Marketing Management

SEPTEMBER 3, 2024

By failing to embrace interactive digital platforms, companies risk losing market share, elongating sales cycles and diminishing customer satisfaction, thereby jeopardizing their competitive position.

B2B 282

B2B Company Sales Cycle Competition 282

Sales and Marketing Management

OCTOBER 4, 2023

Company culture and the culture of your sales organization, or your team’s perception of it, influences how much you sell, your productivity, employee retention and, ultimately, your revenue. The post 3 Ways a Positive Company Culture Can Drive Sales Success appeared first on Sales & Marketing Management.

Positioning 296

Positioning Company Retention Influencer 296

Sales and Marketing Management

JUNE 26, 2023

The post 5 Reasons Companies Should Prioritize Marketing Efforts During a Recession appeared first on Sales & Marketing Management. Recessions present unique opportunities to maintain and improve your business and brand to give you an advantage once the economy bounces back.

Company 296

Company Marketing Opportunity Sales 296

Understanding the Sales Force

JULY 11, 2022

On a recent Saturday I was running errands which took me through 3 local towns and a nearby city. Even though I have traveled this route more than 5,000 times, it was the first time I noticed the difference in the various business signs along the road.

Company 347

Company Strategy Travel Advertising 347

Understanding the Sales Force

NOVEMBER 10, 2023

And “We don’t know what we don’t know about sales” is a true statement in most companies. CEOs trust Sales Leaders to set and follow the strategy to achieve the company’s growth goals and CEOs get frustrated when Sales Leaders fail to meet forecasts. Companies don’t know what they don’t know.

Company 227

Company Hiring Scale Forecasting 227

Anthony Cole Training

FEBRUARY 9, 2024

Many companies are struggling with finding talent in today’s environment, and it is particularly difficult to find top-notch sales management talent. Depending on the industry, this role can be a very expensive one to fill, and it is critical to get it right.

Hiring 254

Hiring Sales Management Company Industry 254

Understanding the Sales Force

FEBRUARY 1, 2023

It's been four months since the baseball season ended but college baseball begins in less than 4 weeks and it will be fun to watch our son play for his college team (while freezing our asses off!). It's also been a while since the last time I shared a top/bottom analysis but I completed one this week that I had to share.

Company 295

Company Analysis Decision Maker Data 295

Sales and Marketing Management

OCTOBER 16, 2024

The post Beyond Greenwashing: Why Sustainability Must Be a Core Strategy for B2B Companies appeared first on Sales & Marketing Management.

B2B 296

B2B Company Strategy Positioning 296

SBI Growth

AUGUST 8, 2024

An engaging and impactful sales kickoff (SKO) event goes a long way in setting the tone for your sales team's performance in the coming year. At the same time, you want it to be more than just one big pep talk.

Company 177

Company Data Marketing Qualified Lead Leads 177

Sales Hacker

FEBRUARY 7, 2025

SaaS pricing isn’t static – it’s a living strategy that grows with your company. In this article we dive into a playbook for pricing across different stages of company growth, inspired by Geoffrey Moore’s Crossing the Chasm.

Company 93

Company Scale Retention Margin 93

Understanding the Sales Force

JANUARY 7, 2025

SellingPower has named Kurlan & Associates as one of the Top 20 Sales Training Companies of 2024. This is the fifth year that Selling Power has bestowed that honor on Kurlan.

Training 156

Training Company Sales 156

SBI Growth

NOVEMBER 14, 2020

Ultimately, companies. Marketing leaders have faced numerous difficulties over the past year, but one challenge is not exclusive to just 2020—sales and marketing alignment. Getting this correct is more imperative now than ever before and can make-or-break your growth strategy.

Marketing 398

Marketing Face-to-face Strategy Company 398

Sales 2.0

APRIL 23, 2020

It’s a really tough time for most companies to sell their products and services. Buyers are wondering what the future holds for their companies–and themselves–and are having a tough time committing to purchases. I define enterprise accounts as companies with over 1,000 employees, definitions vary). A time to plan.

Enterprise 432

Enterprise Enterprise Penetration Gatekeeper 432

Sales 2.0

MAY 29, 2020

What clues can you find about what the prospect’s company is doing about these changes? Most companies are now taking action to get out of this crisis. The bigger the company, and the bigger the deal, the more people will be involved with your deal. Things are changing in nearly every industry right now.

Commission 511

Commission Webinar Metrics LinkedIn Up-Sell 511

Sales 2.0

OCTOBER 25, 2021

Sales processes have room for improvement in nearly all companies. Prospecting : Companies routinely run cold calling prospecting processes that fail 99% of the time, with 1 in 100 calls getting a meeting. One of the main reasons for this low close rate is that sales people miss decisionmakers in the prospect company.

Territories 396

Territories Compensation Scale Decision Maker 396

SBI Growth

AUGUST 12, 2021

Is your company enjoying the economic boom the economy is experiencing? This momentum has resulted in companies making bold moves to capture the opportunity. 2021 has been a good year for the market with major stock markets up 15-18% year-to-date.

How To 367

How To Marketing Opportunity Company 367

Sales 2.0

JULY 8, 2022

I picture how a company in the high tech chip business could survive when only 1 in 100 of their chips was usable (or 1 in 1,000). Meanwhile most high tech companies accept this level of productivity in their sales departments. You want to deal mostly with the companies that spend a lot of money with you and are easier to deal with.

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

SBI Growth

MARCH 7, 2024

This is a particularly good strategy to turn to in situations where a company needs fast returns and cannot afford to wait for longer-term strategies to take effect—for example, with companies that need to manage EBITDA or in companies that are struggling to meet the growth objectives set by their private equity owners.

Objections 317

Objections Strategy Examples Meeting 317

SBI Growth

OCTOBER 22, 2020

A recent study conducted by KPMG found that over 90% of companies. At this point in 2020, all your competitors have undergone some variation of a “digital transformation” to supplement an end-to-end data-driven, Customer Experience (CX) focused digital sales strategy.

Strategy 416

Strategy Leads Marketing Qualified Lead How To 416

Sales and Marketing Management

APRIL 27, 2022

Aligning your marketing and sales teams is crucial, as companies with aligned teams are 67% more efficient at closing deals and achieve up to 38% higher win rates in sales. The post How to Align Your Email Messaging With Sales Conversations appeared first on Sales & Marketing Management.

Conversion 416

Conversion How To Closing Sales 416

SBI Growth

MARCH 2, 2022

Your success will be measured by how well you define and execute the revenue growth for your company. The goal is to gain confidence across the company and stakeholders. You need to develop a strategy with a clear execution plan that will be ready for the first major organizational interaction, whether it be a board meeting or QBR.

Face-to-face 376

Face-to-face Revenue Meeting Sales 376

Understanding the Sales Force

FEBRUARY 22, 2023

Back then, new digital marketing companies were telling everyone that salespeople would be replaced by inbound marketing. And the very same companies who were claiming that their SaaS marketing platforms would replace salespeople actually required salespeople - lots of them - to sell their applications. Inbound is King," they said.

Top of Funnel 409

Top of Funnel Positioning Scale Inbound 409

Steven Rosen

FEBRUARY 27, 2022

I have learned over my many years as a VP of Sales and Marketing and working with VP’s that many large companies have well-developed marketing processes and rigorously follow the process. Like many companies, you bring the sales management team in for a meeting and present the marketing plans. Step 2: Alignment.

Strategy 408

Strategy Scale Objections Maximizer 408

Steven Rosen

MAY 31, 2021

Like most companies, some kind of process exists in-house that is sort of known and sort of used. Systematic: Companies/sales managers that have well-defined steps to follow when choosing candidates will get better results. Some companies also may conduct additional interviews by other managers and HR during this step.

Hiring 386

Hiring Territories Energy Sales 386

No More Cold Calling

JUNE 10, 2021

I had no name for my company, but I knew my focus. I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. Would you be willing to be a referral to this company?” Fifty of the company’s best clients said they’d be glad to refer them!

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

SBI Growth

MARCH 9, 2022

Based on a survey of nearly 100 B2B companies, this week’s chart displays a detailed view of what the typical SalesTech stack looks like and how companies perceive the tools in which they’ve invested. This has been a significant pain point facing revenue growth leaders and is magnified by the lack of adoption of critical tools.

Tools 347

Tools Survey B2B Research 347

Sales and Marketing Management

JANUARY 26, 2022

Sales enablement has become a must-have revenue growth lever for companies around the world. The key is to have an enablement plan that’s aligned with your company’s top growth priorities. The post How Do You Know If Your Sales Enablement Is Working? appeared first on Sales & Marketing Management.

Sales Enablement 390

Sales Enablement Revenue Sales Marketing 390

Understanding the Sales Force

MAY 10, 2023

The economic crisis of 2008-9, and the Covid lockdowns of 2020-2021 showed us that when companies focus on cost-cutting instead of growing revenue, revenue declines - sharply. Can companies add water to grow revenue when the economic conditions are evaporating? Failure to hit quotas. Order cancellations. You add water.

Revenue 358

Revenue Cancellation Forecasting Quota 358

Sales and Marketing Management

AUGUST 31, 2022

Mark Shopmeyer, co-founder and co-CEO of sales commission software startup CaptivateIQ, says sales compensation plans don't have to be the headache they are for many companies. The post Does Sales Compensation Have to Be So Complicated? appeared first on Sales & Marketing Management.

Compensation 386

Compensation Commission Software Software 386

Sales and Marketing Management

JULY 27, 2022

She talks about how she goes to market and how companies can be smarter buyers of sales training. Sales trainer Amy Franko shares highlights from a webinar she presented recently for SMM Connect on the most important metrics for sales managers to monitor.

Webinar Metrics 390

Webinar Metrics Buyer Sales Training 390