Understanding the Sales Force

DECEMBER 11, 2023

After that, we’ll be revamping our entire online self-directed Baseline Selling course with fresh new video and instruction. In its place I’ll share popular scenes from movies and television that are perfect analogies for the most important moments in the sales cycle. I’m very excited about 2024!

Sales 77

Sales Presentation Meeting Sell 77

Understanding the Sales Force

JANUARY 9, 2024

Back in August, I wrote an article about Dinger’s torn ACL and how the Veterinarian went about her sales process to strongly recommend (sell us) the most expensive surgery. In Baseline Selling terms, most salespeople start their repeat business conversation at 3rd base but she did what salespeople should do and started at 1st base.

Repeat business 77

Repeat business Price Conversion Sell 77

Understanding the Sales Force

JANUARY 9, 2024

Back in August, I wrote an article about Dinger’s torn ACL and how the Veterinarian went about her sales process to strongly recommend (sell us) the most expensive surgery. In Baseline Selling terms, most salespeople start their repeat business conversation at 3rd base but she did what salespeople should do and started at 1st base.

Repeat business 62

Repeat business Price Conversion Sell 62

Partners in Excellence

JANUARY 31, 2024

” In selling terms, they aren’t qualified, they haven’t yet committed to the change/buying effort, but could commit when with the right business case. We’re already selling to them, but we aren’t addressing their biggest concerns. That’s roughly 40 companies actively engaged in buying.

Growth 113

Growth Pipeline Represent Closing 113

Veloxy

MARCH 8, 2021

It determines just how qualified a prospect is so that reps can focus on selling to fit prospects. Sure, it’s important to get a sense of who we’re going to sell into. When it comes to checking just how qualified a lead is, BANT can be an excellent baseline. This is where the BANT framework comes in. What is BANT? Conclusion.

Sales 242

Sales Prospecting Contact Drivers/motivators 242

Heinz Marketing

OCTOBER 14, 2021

Key performance metrics provide an immediate baseline of sellers’ overall performance. However, in today’s selling environment, teams that have dedicated sales enablement programs and break down silos by involving multiple functions are most likely to achieve revenue goals.

Quota 121

Quota Sales B2B Meeting 121

Martech

MAY 11, 2022

Establish a baseline for website performance. The audits will help to identify and prioritize opportunities and provide a baseline against which to measure the impact of the strategy over time. A site that sells zebra-print hair ties and accessories will want to rank highly for searches like “animal print headband.”.

Engineering 85

Engineering Represent Price Prospecting 85

Understanding the Sales Force

MAY 8, 2017

Shortly after I published my best-selling book, Baseline Selling , in 2005, I also published the Baseline Selling Field Guide. Today, I received yet another request asking if I would recommend how to use the exercises in the Baseline Field Guide with the book, Baseline Selling.

Sell 63

Sell Sales 63

Understanding the Sales Force

SEPTEMBER 20, 2023

They need to improve their ability to sell value. They need to improve their listening and questioning skills. They need to improve their ability to reach and build stronger relationships with decision makers. They need to improve their ability to execute the company’s chosen sales process and sales methodology.

GTM 81

GTM Sales Manufacturing Lead generation 81

Spiro Technologies

JUNE 2, 2022

One of the most interesting bits of advice to emerge from the sales trainer renaissance has been the idea of a sales hack: a “trick” that, when implemented, could practically guarantee that a prospect would agree to buy whatever it is you were selling. Sell to the right people .

Niche 105

Niche Sales Up-sell Prospecting 105

SaaStr

OCTOBER 10, 2022

Conduct a seller confidence survey to ensure your representatives on the ground are confident in what they’re selling and how they’re selling it. This survey informs you about sellers’ overall confidence along with knowledge of pricing, expertise in value selling, discovery, and price negotiation comfortability.

Quota 116

Quota Construction Growth Negotiate 116

Gong.io

MAY 3, 2018

Cold calling isn’t about discovery – it’s about selling the meeting. It’s your job to take this time and sell them on why they should attend the meeting. Otherwise, your selling sequence is unlikely to go well. higher likelihood of booking the meeting compared to the baseline: Cold calls that opened with this line had a 5.2%

Cold Call 123

Cold Call Pitch Education Objection handling 123

Understanding the Sales Force

JANUARY 16, 2015

Dave Kurlan Baseline Selling sales management sales leadership sales pipeline sales forecasts eweather HD' I recently downloaded eWeather HD and as I poked around, I found something I had never seen before and it has a huge tie-in to sales management, the pipeline, and accurate forecasts!

Pipeline 106

Pipeline Sales Sell 106

Search Engine Land

APRIL 19, 2023

If you are new to Facebook ads, I would suggest starting slow to get a baseline of results. Start with the product cost and how you sell it, then make some assumptions based on general performance ranges. Even if you were to sell just one product in this example, you would break even.

Campaign 102

Campaign Up-sell Start-ups Lead generation 102

TrackStreet

APRIL 23, 2024

Unauthorized selling on platforms such as Amazon has emerged as a significant concern, rewarding unscrupulous diverters and resellers who steal profitability from legitimate channels, who often deliver products unfit for use, and who attack hard-won brand value. Grey Market Sellers. Liquidators. Retail Arbitrageurs.

Profit margin 52

Profit margin Legal Manufacturing Retail 52

Sales Hacker

DECEMBER 20, 2018

On each team, all sales reps spend 80% of their time selling and only 20% on administrative tasks. This is inefficient because there’s too much time spent on non-selling activities. But before you change anything, you need to understand and document your baseline sales process. Get Baseline measures. your bottlenecks).

Product 96

Product Tradeshows CRM Appointment 96

Hubspot

JUNE 4, 2020

The two most important concepts to consider when approaching your incremental sales are "baseline sales" and "campaigns." Determining your baseline sales is a tricky process. It might take extensive research and data analysis to pinpoint exactly how much of a product or service you can expect to sell without marketing support.

Cross-sell 51

Cross-sell Campaign Niche Promote 51

Understanding the Sales Force

JUNE 27, 2023

We receive indirect feedback from some of them during the sales team evaluation phase, when some claim that the questions must be for “in-home sales” or “a one-call close” or “don’t fit selling.” ” Most simply don’t know how to sell! Is it selling in general?

Consult 62

Consult Sales Up-sell B2B 62

Understanding the Sales Force

JULY 14, 2014

Having founded Kurlan & Associates in 1985 and Objective Management Group in 1990, the only surprise should be that it took so long to combine the two passions and write Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball , in 2005. Is it the concept of SOB Quality?

Process 97

Process Objectives and Key Results Sales Up-sell 97

Gong.io

OCTOBER 19, 2021

They do all of this by equipping your sales organization with the insights, data, culture, tools, and knowledge it needs to sell better. . And are there better strategies for selling to larger buyers? Being an evidence-based decision maker, you opt for software that does all of the following: Assesses your baseline.

Quota 164

Quota Sales Strategize Objection handling 164

Salesforce

SEPTEMBER 28, 2023

Create sales plans that save reps time and maximize sales impact Get your targets, budget, and headcount aligned with just a few clicks so you can sell more efficiently. Sure, you could hand off your product or service information to sellers and just have them sell as much as possible. See how it works What are sales targets?

Quota 116

Quota Territory Pipeline Sales 116

Understanding the Sales Force

OCTOBER 16, 2013

Their member companies are big companies - most of what happens when they sell stuff doesn''t apply to small and mid-market companies. In 2005 I wrote the book Baseline Selling and it contains both the Baseline Selling sales process and the Baseline Selling sales methodology. It was a survey!

Process 99

Process Consult Sales CRM 99

Understanding the Sales Force

NOVEMBER 6, 2014

I''ve written plenty about the similarity betwen baseball and selling , but today I''m writing about the similarity between baseball and sales leadership. For example, Dave Kurlan Baseline Selling sales force evaluation Baseball sales development'

Gaming 83

Gaming Sales Sell Closing 83

Understanding the Sales Force

NOVEMBER 12, 2014

Imagine my client''s surprise when: Baseline Selling sales pipeline sales win rates' My client identified 7 opportunities that had no recent activity but had been in the pipeline for several months and were supposed to close.

Pipeline 97

Pipeline Sales Clients Closing 97

SaaStr

APRIL 16, 2020

Whatever it is, you now have a new baseline — at least for right now. Maybe get them into a free pilot, instead of a hard sell? You know what your New Normal is like, mostly. From the past 30 days. Maybe you are only growing 20% now. Maybe bookings are down 50%. Maybe churn has doubled in your SMBs. A new SDR script?

Up-sell 94

Up-sell Sell Customers Process 94

Anthony Cole Training

SEPTEMBER 8, 2014

According to Wikipedia - A sales process is an approach to selling a product or service. In closing their comments, Trailer and Dickie clearly state that selling is both a science and an art. Several years ago, my good friend, colleague and business associate, Dave Kurlan, wrote a book titled Baseline Selling.

Process 182

Process Sell Cross-sell Negotiate 182

Hubspot

JANUARY 21, 2021

The companies you buy from know that you need both the film and the games to make these products work, so they sell the core product, the Xbox or film camera, separate from the accessory product, games or camera film, in order to inspire more sales. You should price with them in mind and sell with them in mind as well. SaaS Software.

Price 64

Price Product Profit margin Manufacturing 64

Understanding the Sales Force

OCTOBER 21, 2013

This elite salesperson is also described in my 2005 best-seller, Baseline Selling , where I introduced a sales process milestone called SOB Quality (speed on bases, a baseball expression). But, as with most things, now people are talking about the Challenger Sale as if it were a selling process, but, as you must realize, it''s not.

Sales 100

Sales Consult Price Up-sell 100

criteria for success

DECEMBER 1, 2021

If you want to develop a strong organization with core capabilities and predictable results, you need to sell the same kinds of things to the same kinds of people. As you do this over and over again, you’ll build systems and processes to support the selling and delivery functions. Are you selling different solutions?

Clients 98

Clients Drivers/motivators Territory Contact 98

Gong.io

JANUARY 25, 2022

higher (10.01%) success rate than the baseline. It’s time to make your pitch, to sell the meeting << the ultimate goal of a cold call. This is the time to SELL THE MEETING. Sell the meeting (no strings) : You are inviting them to a meeting without directly mentioning your product or service. “You How much better?

Cold Call 118

Cold Call Meeting Pitch Negotiate 118

Search Engine Land

MARCH 21, 2024

Value proposition What sets you apart from others in your industry selling a similar product or service? Our thinking is that even if you already have a solid baseline, learning more about our approach can at least be useful. What are the value props of individual offerings? Yes, it’s time-consuming, but it’s an investment.

Contract 105

Contract Education Clients Trust 105

Sales Hacker

JANUARY 14, 2022

On one side of the selling experience, there’s the buyer. On the other side of the selling experience, there’s the seller. But by setting a baseline for seller knowledge, skills, and abilities, you’ll improve win rates and generate more revenue. What is an ideal rep profile (IRP)?

Objectives and Key Results 98

Objectives and Key Results Sell Quota Construction 98

Hubspot

AUGUST 2, 2022

SaaS selling — and SaaS revenue — are distinctly different from traditional sales and require a new approach to maximize their potential. SaaS businesses should also make a concerted effort to establish reliable contracts, identify and convert new customers, and increase monthly revenue generation through both upselling and cross-selling.

Contract 67

Contract Cross-sell Up-sell Clients 67

Sales Pop!

JULY 14, 2023

If your sales organization is like most, those SWOT results were quickly forgotten in deference to a laser-focus on breaking out of the January selling gate fast. Go grab those flip charts and review your territory’s January SWOT findings, using them as a baseline. Probably not, though.

Territory 52

Territory Commission Consult Start-ups 52

Salesforce

JANUARY 26, 2024

Sell smarter, take action, and hit your forecasts. Example: Consider selling CRM software. Why knowing the difference between MQLs and SQLs is important Moving a lead from MQL to SQL Hit your forecast with real-time pipeline insights What could you do with relevant insights at your fingertips? That’s how Sales Analytics works.

SQL 59

SQL Sell Pitch CRM 59

Sales Hacker

AUGUST 5, 2022

University course, learn how to Configure Personas in our support portal, or read about How Outreach Uses Outreach to Sell Outreach. If one sequence outperforms others, use that as a baseline to tweak your other sequences. Likewise, if one sequence outperforms others, use that as a baseline to tweak your other sequences.

A/B testing 86

A/B testing Government Quota Follow-up 86

Understanding the Sales Force

FEBRUARY 24, 2016

You have to see how we integrated this new feature into the Baseline Selling version of Membrain. George Bronten and Henrik Oquist, CEO and COO of Membrain, took note and already developed the concept as a new feature for their world-class CRM application, Membrain.

CRM 78

CRM Sales Process Sell 78