This site uses cookies to improve your experience. To help us insure we adhere to various privacy regulations, please select your country/region of residence. If you do not select a country, we will assume you are from the United States. Select your Cookie Settings or view our Privacy Policy and Terms of Use.
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Used for the proper function of the website
Used for monitoring website traffic and interactions
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Strictly Necessary: Used for the proper function of the website
Performance/Analytics: Used for monitoring website traffic and interactions
'There is a process for hiring better sales people. If you are not getting the people that you want, then you should be looking at your process. Think of working with the process like you would work on a jigsaw puzzle. Break it apart, put all the pieces in a bag, shake the bag, pour the pieces out onto the table and start over again! This is Part III of the process - Screening.
'There always seems to be lots of ideas and discussion around what great sales people do. I think it’s just human nature to evaluate success and emulate it. We take inventory of what the successful are doing and we copy it. I’m just as guilty, as I’ve written a number of posts highlighting the things the best sales people do. Don’t get me wrong, knowing what the best of the best do is noteworthy.
'Ever wonder why your site has a lot of visitors, but not enough transactions, purchases or inquiries? In this post we will look at both marketing and UX metrics at a slightly different angle. The post will be particularly interesting for those of you who want to grow your online revenue and not concentrate on just generating a lot of traffic! Conversion is the key.
'Understanding the Sales Force by Dave Kurlan Yesterday I was leading a training program for a group of veteran Objective Management Group (OMG) Partners and experienced sales trainers. One attendee asked the hypothetical question, "What is the most difficult part of the sales process?" That sparked some very interesting discussion because at the outset, there was disagreement, even among the experts, as to what was really the hardest.
Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.
'Todays social media podcast is focused on sharing and creating. Too often we hold back, hide our voice or just never start the process of being creative. We all have something to share. Whether you’re an aspiring writer, an artist or in charge of a social content strategy it all starts with getting in-the-flow of creating and sharing as a discipline and habit.
'You’ve never made a mistake. Every sales call you’ve made has always been perfect, so this is not for you, but I will ask you to read it anyway. Reason is simple: You probably know someone who is not as perfect as you and, therefore, needs to know this. Read it for them. The salesperson you save may just be the one you love. I will admit I have blown more than my fair share of sales calls and I have learned a few lessons along the way.
'Because buyers buy differently than they used to, smart sellers are now thinking about how they are viewed online and in various virtual ways. Various studies of buyer behavior show now that buyers are much further along their buying process when they engage with potential vendors. This brings up the first issue you need to think about in 2014 – are you and your company in all the right places online so that potential buyers will find you?
'Because buyers buy differently than they used to, smart sellers are now thinking about how they are viewed online and in various virtual ways. Various studies of buyer behavior show now that buyers are much further along their buying process when they engage with potential vendors. This brings up the first issue you need to think about in 2014 – are you and your company in all the right places online so that potential buyers will find you?
'I found this list the other day on Forbes. It was written by Amy Morin Licensed Clinical Social Worker. It is a powerful eye opener. I like to consider myself a mentally strong person, but it really had me questioning my own mental toughness. Creating success and getting things done takes more than knowing what to do. It takes a fortitude and grit to actually get things done.
'One of the key things Google Analytics helps us do when optimizing a website is identify conversion uplift opportunities. Traffic is precious, and we don’t want to waste any of it on tests that don’t result in learning or uplifts. That’s why we want to have good data for: A) which pages have uplift opportunities and. B) specific page issues.
'Understanding the Sales Force by Dave Kurlan Recently I was searching Google for a Keynote Speaker for Objective Management Group''s (OMG) upcoming International Conference in April. In addition to the many speaker bureaus listed, I also read through a number of articles where the authors shared their secrets to great talks. While a few were pretty good, most weren''t, and the secrets were certainly not very well kept.
'Field sales is flat while inside sales is up 20 percent in the last few years. That’s part of the new landscape, and so is the ubiquitous use of technology. Knowing the new science of sales is what will help a salesperson to consistently meet expectations, says my latest guest on PowerViews, Chad Burmeister, vice president of corporate sales at ConnectandSell.
What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
'First goal is to not set goals you don’t have a plan to make. Setting goals without a plan is really a dream. Quit kidding yourself. Unless there is a plan, the ability to achieve a goal is going to be left to chance. Why leave something to chance? If you want chance, buy a lottery ticket or go to Vegas. Personally, I would rather put things in my control by making a plan.
'In the first two posts in this series we talked about gaining visibility to grow sales as well as putting a plan in place. Now how are you going to make this happen? Through taking action. You will take big action, but it usually happens through many small steps. What is the Best Way to Eat an Elephant? US Army general Creighton Abrams famously said, When eating an elephant, take one bite at a time.
'I get it. You need the sale. But pushing it, not having patience, in the long run, isn’t the way to sell. I’m a big bump/mogul skier. I love it. There is no better feeling than ripping a zipperline down a mogul field. It’s awesome AND hard. I’ve been skiing moguls for years, and getting good has been a life long journey. It takes practice, practice and more practice.
'Did you know advertising research has shown emotional response to ads impact consumer’s intent to buy by a factor of 3-to-1 for T.V commercials, and 2-to-1 for print? It’s also long been recognized that Atmospheric Marketing - or ”the effort to design buying environments to produce specific emotional effects in the buyer that enhance purchase probability” – has been an effective way of increase purchases for physical retail locations.
Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali
As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.
'Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models. Outside sales is being replaced by inside sales but not in the way that most people think. The people in outside sales aren''t being replaced by the people in inside sales. That''s not what this is all about.
'Wally Bock and I were talking the other day, he posed the question, “What if your products and services are the wrong choice for the customer?” My knee jerk reaction was, “They aren’t your customer!” Too often, we find ourselves in a situation where our solutions aren’t right for the customer. Perhaps they aren’t right, period, or they aren’t right, right now.
'Only a couple of days left in the year. This means everyone is spending at least a few minutes reflecting back on the year and, at the same time, looking forward. Here is my list of 5 quick sales leadership tips that make a difference: First, personally thank each person you lead for their contributions. It’s easy to thank those who have done a great job, but that’s not enough.
'Now that you are working to grow visibility as a seller and think like a publisher, work to craft a plan to make sales increases happen. Over many years and hundreds of sales teams, I’ve seen the most successful sellers work a plan and plan their work. As I think back to the years I sold technology and financial services and professional services – my best successes were those where I felt I knew where I was headed.
Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!
'Yesterday, while helping a newly hired sales manager build his leadership philosophy, which he didn’t have when we started, got me thinking about a post I wrote in June of 2009. It was the first few months of starting this blog. I was only averaging 45 views a day back then, so it didn’t get very much play. However, it’s one of the most important posts I’ve written, so I am posting again.
'Guest post by Pratik Dholakiya. . If you practice CRO, you already know that the debate over small versus long landing pages misses the point. Different products need different landing pages. A beautiful picture and a short description might work for a wrist watch…not so much for a $2,000 software product. Long and short landing pages both have their time and place, but what if it came down to more than the product?
'Understanding the Sales Force by Dave Kurlan My vision, of how the future of selling is shaping up, appears in today''s (the December 18, 2013) issue of Top Sales Magazine. After you have read the article, please contribute your comments, suggestions, visions, rebuttals and opinions which are all welcome right here. This issue also features the 2013 Award Winners of the Top Sales & Marketing Awards in 18 Categories.
'The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title. But new research indicates that B2B prospecting data is much more detailed these days, and includes a plethora of variables to choose from, for refining your target
Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions
Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!
'We continue through our list of 14 things great salespeople do that average salespeople only think about. Here’s #9: 9. Great salespeople own the process. They don’t pass blame and they don’t allow excuses to come up as to why they weren’t able to accomplish something. The last thing a great salesperson will do is throw somebody under the bus to make themselves look good.
'Heading into a new year, most every seller wants to be more organized than they were previously – it is one of the top issues that always comes up when we poll sellers about what one issue in selling they’d like to improve upon. What if you had a sales dashboard? Some of you do – if you work for a company that has created a custom dashboard in your CRM system or other app.
' . I think too many sales organizations, their sales people and their sales leaders are playing from the same playbook. Why? I don’t see enough innovation. I spend an incredible amount of time with sales people and sales leaders and the most common thing I see is how similar they all are. Most everyone hires based on the same hiring principles.
'It’s that time of year again. These 10 posts got the most reads this year, make sure you didn’t miss any of them. Let’s start from 10th most popular and move up to the most read article. #10: How to Build a Strong A/B Testing Plan That Gets Results. The most complete article on A/B testing ever written. I can say that since it wasn’t written by me, but my team mate Jaan.
Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
'Win/Loss reviews are critical to continuous improvement. Do you conduct them? Amazingly, for as much effort as we put into winning or losing a deal, I see too many organizations being very casual about analyzing actual performance and outcomes. I seldom see win reviews conducted. Sometimes I see loss reviews conducted–but most often, it’s not a loss review, it’s a reason code in a CRM system–and most of the time it is price or a product reason.
'More than one in five salespeople don’t have the qualities to succeed in the field. Selling is hard enough for people with the DNA to succeed; it’s nearly impossible for people who lack those qualities, said my latest guest on PowerViews, Dave Stein, CEO and founder of ES Research Group Inc., which assists sales trainers in selecting the appropriate providers.
'2014 is less than a month away. How prepared are you? Here is a quick checklist of things you can do now: 1. Identify your best 5 customers and what you can do to increase your level of business with them next year. Take the time to develop the plan. Start with the people with whom you need to develop a better relationship and follow that by focusing on the outcomes they are desiring.
'Sometimes in sales you just need to start over with your messaging. You can determine this in a pretty simple manner – are you leaving voice mail messages for the right prospective buyers but getting no replies? No return calls on voice mail messages? You need a message makeover. Do you send out e-mail messages to potential buyers and NEVER get a reply other than, “we’re all set?
In today’s ultra-competitive markets, it’s no longer enough to wait for buyers to show obvious signs of interest. Instead, sales teams must be proactive, identifying and acting on nuanced buyer behaviors — often before prospects are fully ready to make a purchase. In this eBook from ZoomInfo & Sell Better, learn 10 actionable ways to use these buyer signals to transform your sales strategy and close deals faster.
We organize all of the trending information in your field so you don't have to. Join 26,000+ users and stay up to date on the latest articles your peers are reading.
You know about us, now we want to get to know you!
Let's personalize your content
Let's get even more personalized
We recognize your account from another site in our network, please click 'Send Email' below to continue with verifying your account and setting a password.
Let's personalize your content