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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 salespeople. The purpose, obviously, is to get everyone on the same page with expectations of performance for the coming year. In my experience, I find that the process they utilize is either too complicated or too simple, and the process isn't really a process; it's the presenting of a predetermined sales goal for each producer.
This is your referral reality check. What if your teams best leads were already at their fingertips, but they werent taking full advantage? Referral selling strategies are the key to consistent sales growth, but chances are, your team isnt leveraging them effectively. Why? Because theyve convinced themselves theyre already doing enough. Referrals convert at a staggering rate of 50 to 90 percent.
Kurlan & Associates earned the Diamond Award, the highest level of recognition from Objective Management Group, for its 2024 performance. Using OMG, Kurlan helped a multitude of clients evaluate their sales teams and assess their sales and sales management candidates to help companies make much better hires for their sales organizations. The post OMG Names Kurlan a Diamond Award Winner for 2024 appeared first on Kurlan & Associates, Inc.
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Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
In a recent episode host John Golden engages in a compelling conversation with Israel David Duran , a renowned business growth partner, speaker, and trainer. The episode delves into the transformative concept of servant leadership, particularly emphasizing the role of speaking and communication in fostering impactful leadership. This blog post will break down the key insights and actionable advice shared by Israel, providing a comprehensive guide for listeners and readers alike.
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Searching for the best sales training podcast to boost your sales skills? Ive got you covered. In this article, youll discover 10 standout podcasts that provide valuable tips, expert advice, and actionable strategies to help you close more deals and advance your sales career. We’ll also delve into the brutal truth about sales, offering honest and candid advice on the challenges and realities of selling, and how successful salespeople differentiate themselves from those who struggle in the
As you pitch your accounts, do you know what they want from their media investment? The IAB asked that question in its 2025 Outlook Study. The participants responses in this study can help you plan how to approach accounts this year. Specifically, you need to address the following issues: How much will media spending increase this year? What do accounts want to achieve through their media buying?
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Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.
Imagine discovering that your company overpaid millions in commissions last year. It would be a shocking realizationbut not altogether uncommon. Many companies are still relying on outdated commissions management systems. In the past, manual processes seemed sufficient; after all, there was no alternative. Human errors were simply the cost of doing business.
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Does this sound familiar? Youve invested in blog posts, spent hours crafting social media content, and attended countless webinars on marketing trendsyet engagement remains flat, and your pipeline isnt growing.
Let us imagine you are planning a vacation. A decade ago, this would have meant a trip to a travel agent, browsing through brochures, and waiting days for itineraries and prices. But today, the approach is completely different. You open your favorite travel app or website, enter your destination, and instantly get personalized recommendations for flights, hotels, and activities.
October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.
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I wrote, “Hyper-Efficiency, The Secret To Sales Success In 2025!” It’s generating interesting discussion, perhaps it’s the thoughtful image I created to illustrate the concept. Jim Barnet asked a fascinating question, I wanted to expand on it. Jim started to talk about it from the customer point of view (certainly a novel approach).
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