Understanding the Sales Force

AUGUST 15, 2014

Understanding the Sales Force by Dave Kurlan Well, it''s really happened now. I was following a discussion in the Hubspot VAR Group on LinkedIn , where the question posed to the group was whether or not the first sales hire should be a sales or a marketing person. Big Ticket Sale. Long Sales Cycle.

Inbound 266

Inbound Hiring Hubspot Lead Gen 266

SBI Growth

JULY 3, 2013

For many marketing leaders the sales team’s QBR is an afterthought. Marketing typically provides updates to the sales team with a rear-view mirror approach. World Class CMO’s pursue involvement in sales QBRs. In some cases the sales team uses the QBR as an open forum to ambush marketing. The event is often reactive.

Guidelines 300

Guidelines Referrals Construction Survey 300

SBI

FEBRUARY 21, 2019

SalesTech Game Changers 4th Digital Magazine: 5 Executives Tell us How Their Solution Changes the Game for Sales. Nearly every week in 2018, we interviewed a different SalesTech company asking them how their solution changes the game for sales. Each quarter we summarized their answers in this easy to read magazine.

Revelation 100

Revelation Outbound Pipeline Meeting 100

SBI Growth

OCTOBER 21, 2012

A definition of latent demand is a prospect is unaware of a problem. When the prospect becomes aware of the problem, you win a sale. Active demand is when a prospect is going to buy something. The prospect’s task is to determine who to buy from. The magazine focused on active demand for way to long and almost died.

Demand Generation Agencies 314

Demand Generation Agencies Demand Generation Demand Generation Targets Outsourcing Services 314

Sales 2.0

JUNE 29, 2014

If you’ve read my stuff before, you’ll know I have one basic prospecting framework I’ve been harking on about for the last 4-5 years. It’s a framework aimed at getting you access, setting up those oh-so-important initial sales meetings. I literally wrote on a napkin.

InsideView 309

InsideView Cold Calling Decision Maker Twitter 309

The Pipeline

JUNE 11, 2012

While many sellers seek out new ways to do old things (prospecting and selling), rather than seeking out better and more quality execution of the sales. Sales people are always looking for new techniques, better way s to engage and sell to potential buyers.

Buyer 293

Buyer ACT Sales Revenue 293

The Pipeline

AUGUST 23, 2021

Shawn is driven by a passion to help business owners, executives and leaders accelerate their sales results. Shawn’s published two books, The Unstoppable Organization and Operational Empowerment , and his insights can frequently be found online in publications such as Fast Company and INC magazine.

Company 314

Company Sales Prospecting 314

SBI Growth

FEBRUARY 2, 2013

I hear this lament often from Sales Ops leaders. The highest priorities on your plate are often about reacting to the sales team. Deploy or Expand Inside Sales. Deliver a silver bullet that will lower cost of sales. You’ll also give your field sales organization the time to acquire more new accounts.

Revenue 303

Revenue Inside Sales Webinar Metrics Field Sales 303

Understanding the Sales Force

JULY 14, 2014

Understanding the Sales Force by Dave Kurlan. The following article first appeared in the July Issue of TopSales Magazine. Is it the sales process that makes it so powerful? Nothing is more important in today’s selling than the conversation that takes place between the salesperson and the prospect.

Sales Process 246

Sales Process Sales Up-Sell Follow-up 246

Pointclear

FEBRUARY 4, 2014

Never before have marketers had so much information about prospects, customers, the competition, and the markets they hope to reach. Make one set of messaging "dynamic" and tailored based on prospect data. Don’t get excited, we may just be talking about a prospect here. By Christopher Hosford, editor-in-chief, HosfordGroup.

Top of Funnel 239

Top of Funnel Opportunity Data Revenue 239

Understanding the Sales Force

OCTOBER 21, 2013

Understanding the Sales Force by Dave Kurlan Last week I wrote an article, Now That You Have a Sales Process, Never Mind , that was very critical of an article that appeared in Harvard Business Review. This highly successful, elite salesperson, has a Sales Quotient of 140 (out of a possible 173) or better.

Lead Rank 255

Lead Rank Decision Maker Call-back Sales Qualified Lead 255

DiscoverOrg Sales

MARCH 27, 2018

A survey by an online magazine Kitchn showed that 97% of grocery shoppers use a list. When it comes to sales and marketing, building a prospecting list of target accounts and contacts may feel like a good place to start, but identifying the Total Addressable Market should come first. Bottom-Up market size.

Lead Rank 162

Lead Rank Marketing Hiring Vendor 162

SBI

NOVEMBER 6, 2018

Everyone wants to know how and whether a sales technology will help them sell more, in less time, at the right price, or with less cost. We refer to those as the 4 Golden Goals of sales organizations. In this quarterly magazine , in a glance, you can see how 10 executives answered that question. Pretty cool, right? Net it out.

Ideal Customer Profile 116

Ideal Customer Profile VanillaSoft Sales Qualified Lead InsideView 116

Understanding the Sales Force

APRIL 17, 2013

Understanding the Sales Force by Dave Kurlan Last week I posted this article in reference to an Inc. Magazine article that was way off base about Consultative Selling. This is known throughout the selling universe but sales people still suck at this. Their sales managers are not holding them accountable for qualifying.

Decision Maker 269

Decision Maker Consultative Selling Buying Cycle Proposal 269

Jeffrey Gitomer

APRIL 16, 2013

Use the “keyword” search feature to uncover prospects you never knew existed. Send a once a week, value-based message to existing and prospective customers. For the past decade, my weekly email magazine, Sales Caffeine , has been a major source of value to my customers and revenue to me. Visit existing customers.

Cold Calling 233

Cold Calling Face-to-face Trade Show Referrals 233

The Sales Hunter

JUNE 5, 2012

Take advantage of this by sending out emails to a few key prospects and customers, with a quick note from you and a link to an article of interest. If you follow my prospecting tips, you will recall that I actually say to do this on a daily basis. Copyright 2012, Mark Hunter “The Sales Hunter.”

Google 219

Google Prospecting Motivation Follow-up 219

SBI

MAY 15, 2018

. “a potential game changer that could revitalize the entire US aerospace industry” There have never been as many game-changing sales technologies as there are today. What we call the 4 Golden Goals of sales organizations. RO Innovation’s platform changes the game by activating customer advocacy end-to-end in sales cycles.

PipelineDeals 21

PipelineDeals Tools CRM Video 21

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 204

Hiring Inbound Hubspot Webinar Metrics 204

Pointclear

MARCH 6, 2014

Companies try to dutifully engage with customers and prospects on all the main social channels, plus as many of the secondary ones as possible. Christopher is former East Coast Bureau Chief of Crain’s “BtoB” magazine, and former editor-in-chief of Nielsen’s “Sales & Marketing Management” magazine.

Paid Content 252

Paid Content Social Media Survey ROI 252

Understanding the Sales Force

AUGUST 11, 2014

Understanding the Sales Force by Dave Kurlan. Before I unveil the top 5 mistakes, you might be interested to know that last week, Top Sales World Magazine went from monthly to weekly. There are some sales lessons here. There are some sales management lessons here too. They may become offensive.

Coaching 283

Coaching Engineering Exact Sales Management 283

Understanding the Sales Force

JULY 2, 2014

Understanding the Sales Force by Dave Kurlan Yesterday, I read an article that was very consistent with what I was complaining about last week when I wrote The One Thing Missing From the New Way of Selling. I have tremendous respect for the article''s author, Mark Roberge , who has built a great sales force over at Hubspot.

Airlines 205

Airlines Inbound Hubspot Top of Funnel 205

SBI Growth

AUGUST 19, 2012

This post discusses how to get your prospects interested in you versus your competitors. Your prospects decide if they are going to buy from you, or your competitors, before they meet you. This fact is supported by the brightest minds, such as: The Sales Executive Council- here. Magazine- here. Pose as a prospect.

Demand Generation Agencies 257

Demand Generation Agencies Demand Generation Demand Generation Targets Top of Funnel 257

No More Cold Calling

FEBRUARY 2, 2012

Real-world sales may start online, but the real connection and success happens offline, in the real world. I love Southwest Airlines and I love reading Spirit Magazine. In business, some seemingly insignificant cyber contacts can translate into real-world job prospects, or even (gasp!) Are they afraid of a sleazy sales pitch?).

Airlines 228

Airlines Face-to-face Twitter Facebook 228

The Pipeline

MAY 7, 2019

The skinny legs for many sellers are prospecting. Not much new in that, sales people have always preferred almost any other sales activity to prospecting. Specifically, direct prospecting , not indirect, not merely answering an inbound call generated by marketing. Complete The Sales Person.

Handbook 235

Handbook Lead Rank Hiring Top of Funnel 235

Anthony Cole Training

AUGUST 9, 2013

Your sales people are probably focusing on the wrong thing(s) when meeting with new prospects. The time sales people spend in training is spent on mastering the product and services key points to emphasize with prospects. We spend our time teaching them how to tell the prospect why they should buy from us.

Sales Qualified Lead 204

Sales Qualified Lead eBook Competition Segment 204

Understanding the Sales Force

MAY 7, 2014

Understanding the Sales Force by Dave Kurlan The May issue of Top Sales Magazine is now available and in addition to my monthly article, this month''s issue is loaded with important reading on sales and selling. The Latest Fiction for the Sales Force - No More Hunters and Farmers. Has my thinking changed?

Cold Calling 290

Cold Calling Sales Qualified Lead Networking Territories 290

Sales and Marketing Management

JULY 19, 2019

When your prospects land on your website, they want to find what they’re looking for without having to click back and forth endlessly. It’s a good idea to place relevant links to your blog posts within your content and provide your prospects with an opportunity to learn more about the topic they’re interested in.

Customer 240

Customer Churn Loyalty Small Business 240

The Sales Heretic

MAY 21, 2019

One of my favorite pieces of research in the field of sales and marketing is a survey of B2B buyers conducted by Britt Beemer for American Demographics Magazine. In it, Beemer found that 70.1% of respondents would switch to a different vendor if the company was more fun to do business with. When I first [.].

Demographics 210

Demographics Vendor Survey B2B 210

Pipeliner

NOVEMBER 24, 2024

The conversation delved into the evolution of sales strategies in response to changing buyer behavior, particularly in the wake of the COVID-19 pandemic and the rise of artificial intelligence. This blog post will break down the key insights and actionable advice shared by Wes, focusing on his five proven steps to making every sale.

Video 116

Video Strategy Top of Funnel Direct Mail 116

Understanding the Sales Force

JULY 10, 2013

Understanding the Sales Force by Dave Kurlan More and more connections, meetings and potential new business are being scheduled as a result of the use of social media. They are very different from the leads of yesteryear; bingo cards from magazines, call-ins, and brochure requests. All those new leads?

Opportunity 227

Opportunity Pipeline Hiring Real Estate 227

No More Cold Calling

MARCH 8, 2019

In honor of International Women’s Day, how can your sales team attract more female rainmakers? There’s always been bias against women in sales, and anyone with different color skin, ethnicity, or beliefs than decision-makers and hiring managers. Whatever the reason for the change, the rallying cry is to attract women in sales.

Hiring 247

Hiring Referrals Networking Conference 247

Zoominfo

APRIL 16, 2018

If you’re one of the few sales professionals who’s never heard of Keenan the Sales Guy, here’s a little introduction. Keenan is the self-described CEO/President and Chief Antagonist of A Sales Guy Inc. With more than 20 years of sales experience, Keenan has influenced, learned, and shaped the world of sales.

Journal 171

Journal Case Study Influencer Sports 171

Pointclear

JANUARY 10, 2018

According to Wikipedia: “a reader service card or bingo card" was a reply card inserted in a magazine and used by readers to request free samples and literature from businesses who advertised in the issue. Not surprisingly, the “leads” advertisers would get from the magazines were a mixed bag. Sound familiar? Guess what.

Sales Qualified Lead 173

Sales Qualified Lead Cost per Lead Lead Rank Lead Scoring 173

Score More Sales

AUGUST 24, 2011

Sales Tips and Strategies to Grow Revenues. Start to Grow Sales – Just Start – See Revenues Climb. I’ve followed Seth for many years – in fact I read his essay In Praise of the Purple Cow in Fast Company Magazine in January of 2003. I like to say that “Sales is a Verb.” Consulting. you should too…. Categories.

Lead Rank 237

Lead Rank Lead Scoring Revenue Top of Funnel 237

Pointclear

JANUARY 21, 2014

Which brings me to the topic for this month’s article, which follows up on the December topic entitled: " Taking away a salesperson’s excuses ," in which I wrote about the lack of sales lead follow-up. Actually, this list is shorter than the one for salespeople’s excuses for not following up on sales leads.

Harte Hanks 226

Harte Hanks Marketing ROI Sales Qualified Lead 226

The Pipeline

SEPTEMBER 20, 2021

Named 2021 Channel Influencer of the Year by Channel Partners Magazine, Top 40 Under Forty by the Business Review, as well as numerous channel magazines top influencer lists, he is often sought out for industry guidance and future trends.

AutoTask 173

AutoTask Channels Influencer Trends 173

Pointclear

OCTOBER 24, 2017

In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). It seemed like, suddenly, a lot of things were dying: cold calling was dead; telephone prospecting was dead; outbound marketing was dead … many said that even marketing was dead. Maybe I was just sensitive.

B2B 392

B2B Cold Calling PointClear Outbound 392