Understanding the Sales Force

NOVEMBER 3, 2014

Believe it or not, most people still believe that sales success boils down to getting a lot of people to agree to watch a demo. Dave Kurlan Inbound Marketing sales methodology closing sales performance sales selelction' I''m sure I''ve missed a few but you get the gist.

Sales Methodology 217

Sales Methodology Inbound Decision Maker Consultative Selling 217

Sales and Marketing Management

JUNE 25, 2018

I know, you fell into sales, and perhaps from there, sales management. studying sales methodologies, you know that you are obsessed. Action – If you're sitting reactively doing email, if you're sitting period – you’re failing in sales. If hesitation, don't work there - that's an anti-sales culture.

B2B 319

B2B Banking Conference Decision Maker 319

The Sales Readiness Blog

MAY 3, 2023

Sales success requires salespeople to have both selling skills and a sales methodology. Selling skills are crucial for effective sales conversations, while a sales methodology provides a structured approach to the sales process.

Sales Methodology 104

Sales Methodology Selling Skills Revenue Sales 104

Understanding the Sales Force

FEBRUARY 25, 2024

Because sales managers are not coaching – still – at least not consistently or effectively. It’s simply incomprehensible that sales managers aren’t picking up the clue phone. It’s simply incomprehensible that sales managers aren’t picking up the clue phone.

Coaching 347

Coaching Guidelines Margin Incentive 347

SBI Growth

JUNE 30, 2013

In B2B sales, activity leads to results. The correct time to add sales people is when business is soft. More sales people means more sales calls. This means your sales force will be in more deals. You reduce the number of sales reps to cut costs. You are going to need to hire new sales reps.

Hiring 308

Hiring Oracle Lead Rank Lead Scoring 308

SBI Growth

JANUARY 14, 2013

Last week, I received a phone call from an EVP of Sales. The board still hasn’t approved the sales plan. I need to take out another 3% on the expense line including sales management. During his 8 years in sales leadership he made his number 4 times. Download the Sales Leader’s 7 Game Changing Ideas.

Lead Rank 324

Lead Rank Lead Scoring Social Selling Sales Methodology 324

Understanding the Sales Force

MAY 6, 2013

Understanding the Sales Force by Dave Kurlan So you have your sales force evaluated and in addition to learning why you are getting the results you are getting, and what you can do to significantly improve those results, you are suprised by some of the individual findings on some of your salespeople. nobody tries harder. experience.

Hiring 242

Hiring Policies Sales Methodology Energy 242

Highspot

SEPTEMBER 30, 2020

Enter sales methodologies. Businesses rely on sales methodologies to help their reps consistently deliver at every stage of the sales cycle. Here’s everything you’ll need to know to make the right choice: What is a sales methodology? Why do I need a sales methodology?

Sales Methodology 85

Sales Methodology Sales Qualified Lead Scale Top of Funnel 85

Understanding the Sales Force

OCTOBER 16, 2013

Understanding the Sales Force by Dave Kurlan It''s amazing what Harvard Business Review will print on their pages when it comes to the subject of sales. The November 2013 issue featured an article titled Dismantling the Sales Machine. So they say. Here are some of the many problems with their premise. Let me give you an example.

Sales Process 252

Sales Process Margin Survey Forecasting 252

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. As a result, they can’t anticipate when in a sales cycle or sales process they will be impacted, and don’t have the awareness to take steps to work around it and improve.

Company 227

Company Hiring Scale Forecasting 227

SBI

JANUARY 28, 2020

6 Ways Sales Enablement Leaders can Gain Sales Management Support. Sales Enablement is generally focused on assisting individual sellers with less focus placed on others in the organization. “ Sales Enablement supports the sales team to move buyers to a decision point. Sales technology.

Sales Enablement 131

Sales Enablement Sales Management Coaching Engineering 131

Understanding the Sales Force

FEBRUARY 6, 2013

Understanding the Sales Force by Dave Kurlan The folks over at I KO Systems were nice enough to send me a collection of infographics that they call 66 Crazy Sales Figures. Top Performing Companies Invest 63% More on Sales Training. The Top Two Sales Initiatives for Companies were Access to More Information (42%) and CRM (40%).

Hiring 229

Hiring Study Lead Rank Lead Scoring 229

SBI Growth

JUNE 18, 2013

If so, consider your core competencies as a sales leader. Read on to learn what it takes to shift from individual contributor to sales leader. In the coming months interview activity will increase for executive sales leaders. Do you aspire to make the leap from sales rep to sales leader? Measuring process output 2.

Promotion 282

Promotion Comparison Policies Sales Methodology 282

Understanding the Sales Force

FEBRUARY 6, 2013

Understanding the Sales Force by Dave Kurlan The folks over at IKO Systems were nice enough to send me a collection of infographics which they call 66 Crazy Sales Figures. Top-performing companies invest 63% more on sales training. The top 2 sales initiatives for companies were access to more information (42%) and CRM (40%).

Hiring 214

Hiring Study Lead Rank Lead Scoring 214

Understanding the Sales Force

JULY 8, 2013

Understanding the Sales Force by Dave Kurlan I have been teaching and writing for years that buyer-focused selling, a consultative approach to sales, is the best approach for differentiating, adding and being the value, maintaining and increasing margins and winning a larger percentage of opportunities. The question is why?

Consultative Selling 259

Consultative Selling Margin Sports Sales Methodology 259

No More Cold Calling

DECEMBER 5, 2013

Guest blogger Donal Daly explains how sales managers can become sales leaders. Then your sales force needs the right tools for success. You need a system that management can use to coach behaviors, not criticize outcomes. Just as importantly, you need sales leaders , not just sales managers.

Enterprise 232

Enterprise Enterprise Hiring Groups 232

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. Sales Prospecting Techniques. Why is this so?

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Understanding the Sales Force

JANUARY 22, 2014

Understanding the Sales Force by Dave Kurlan This is the 8th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Why is that?

Proposal 236

Proposal Sports Sales Qualified Lead Scale 236

Miller Heiman Group

FEBRUARY 27, 2020

It’s hard out there for your average sales manager. Sales trends like ever-expanding buyer expectations, changing sales methodologies and nonstop transformation initiatives have coalesced to make their role more challenging than ever. Constant sales transformation initiatives. Enable Sales Managers Directly.

Hiring 96

Hiring Sales Management Company Ideal Customer Profile 96

SBI Growth

AUGUST 23, 2013

There is a better way to differentiate your sales force from the competition. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Learn why a customized sales process is the ultimate competitive advantage. Not Just a Regular Sales Process.

Top of Funnel 276

Top of Funnel Competition Buyer Sales Methodology 276

Understanding the Sales Force

OCTOBER 25, 2023

And that, somehow, leads me to sales performance. If they haven’t been exposed to professional selling methodologies and sales processes, and had those demonstrated to them via expert, unscripted role-plays, then they would have no clue that the presenting and proposing they have been doing is woefully inadequate.

Outsourcing Services 207

Outsourcing Services Territories Proposal Sales Methodology 207

Sales and Marketing Management

MARCH 8, 2019

Author: Joe Andrews We just wrapped up sales kickoff (SKO) season. And how do we, in turn, ensure our own sales kickoffs are effective? We recently completed our sales kickoff at InsideView. We know they’re having fun, but how are they learning and preparing for a successful new selling year?

InsideView 223

InsideView Scale Exercises Call-back 223

The Pipeline

OCTOBER 18, 2021

Christian Maurer , a Sales Leadership Methodologist , had 2.5 After Siebel was absorbed by Oracle, the assets of the sales consulting department were sold to the TAS Group, where he continued his role as Solution Practice Director. Subscribe today , and take the Breakfast on the go! careers during his professional life.

Siebel 188

Siebel Oracle Sales Methodology Engineering 188

Understanding the Sales Force

MARCH 23, 2015

Dave Kurlan sales process sales training sales motivation Sales Tactics Closing Sales sales compensation sales opportunities bb king how to be memorable time management for sales managers sales methodologies'

Sales Process 120

Sales Process Closing Training Sales Methodology 120

Hubspot Sales

MARCH 20, 2020

Sales coaching is all about looking forward and developing your people. High-revenue growth companies are seeing the payoff; 54% of high-performing companies are using sales coaching more than in the past, and 60% use sales coaching as an integrated part of a sales training program. Coaching vs. Managing.

Sales Coaching 133

Sales Coaching Research Coaching Sales Methodology 133

The Digital Sales Institute

NOVEMBER 13, 2023

Sales methodologies play an important role in the nearly every selling situation. The specific sales methodology is only relevant to the buying and selling situations of any individual company as everyone needs to tailor their sales motions to their markets, industries etc.

Sales Methodology 52

Sales Methodology How To Decision Maker Consultative Selling 52

SBI

OCTOBER 25, 2017

The Sales analytics category has exploded in recent years, both in number and diversity. Metrics are the bedrock of any sales function (in fact, one could argue that no enterprise function is tracked, measured and analyzed more than sales!). Here are 3 key sales metrics you may be missing: 1.

Lead Rank 139

Lead Rank Lead Scoring Hiring Analytics 139

Pipeliner

SEPTEMBER 5, 2024

Sales methodologies are essential frameworks that guide sales professionals through every step of the sales process. These methodologies are designed to ensure consistency, improve efficiency, and ultimately drive better sales results.

Sales Methodology 52

Sales Methodology Sales Qualified Lead Follow-up Objections 52

Hubspot Sales

JANUARY 16, 2018

What is agile sales? Agile sales takes project management strategies from the IT world -- such as sprints, daily stand-ups, and constant iteration -- and applies them to selling. This methodology helps sales teams be more flexible, data-driven, and effective. Two words: Agile sales. Agile explained.

Sales Qualified Lead 145

Sales Qualified Lead Sales Methodology CRM Objections 145

Score More Sales

OCTOBER 20, 2014

Those of us in a professional selling career – especially a B2B (business-to-business) sales career tend to over think much of what we do. For now, you can review my six ideas on how to keep new rep on-boarding, sales messaging, and sales management SIMPLER so that we can all accomplish a lot MORE.

Ideal Customer Profile 209

Ideal Customer Profile Lead Rank Lead Scoring Sales Methodology 209

Zoominfo

AUGUST 12, 2020

On building a sales organization as sophisticated as contemporary B2B buyers …. Here’s a secret: Contemporary sales leaders are just as well equipped as their counterparts in procurement. Here’s a secret: Contemporary sales leaders are just as well equipped as their counterparts in procurement. Today, we review.

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

Understanding the Sales Force

APRIL 4, 2024

Assessments Compared Data on Sales Excellence Coaching Salespeople MUST READ: Are Assessments as Evil as the Persona Movie Suggests? The Caliper vs OMG Comparison: Which Sales Candidate Assessment is More Predictive? How to Transform Your Sales Pipeline Today Can Malcom Gladwell Explain the Sales Hiring Problem?

Hiring 159

Hiring Sales Leadership Sales Forecasts Forecasting 159

Miller Heiman Group

JULY 21, 2020

But the need for sales organizations to change is nothing new; it’s just more urgent now. Define a Sales Methodology. A sales methodology is a framework that explains how your sellers should approach each phase of the sales process. The replication of top performers throughout the sales organization.

Lead Rank 100

Lead Rank Lead Scoring Buyer Sales Methodology 100

Anthony Cole Training

SEPTEMBER 8, 2014

I just finished reading a chapter from the book – Harvard Business Review on Strategic Sales Management. The chapter is “Understanding What Your Sales Manager Is Up Against” by Barry Trailer and Jim Dickie. This article was no exception, especially when they were writing about the sales process.

Decision Maker 177

Decision Maker Hiring Buyer Sales Methodology 177

John Barrows

FEBRUARY 14, 2020

Jake Dunlap joins us on the podcast this week to talk about where and why the prospecting/sales process is broken. Jake’s seen a lot of companies change their thinking on sales methodologies, activity metrics and their general approach to the sales process. Sales Methodologies… The Problem.

Sales Process 119

Sales Process Ideal Customer Profile Prospecting Sales Methodology 119

Engage Selling

FEBRUARY 28, 2020

Over the last 12 to 16 months, I have been working with clients to help them implement a new sales methodology. And I’m telling you we have come up with a magic formula for implementation accountability and producing great results. … Read More »

Sales Methodology 109

Sales Methodology Strategy Account Sales 109

criteria for success

MAY 17, 2022

If you’re in the process of building a winning sales training program for your team, you've come to the right place. Here at Criteria for Success, we help companies strengthen their sales teams and build out training processes that ensure sales best practices are being put to use. Create a Sales Training Program That Sticks.

Training 98

Training Sales Methodology Follow-up Lead Rank 98