Understanding the Sales Force

JUNE 22, 2013

Understanding the Sales Force by Dave Kurlan The NY Times posted a story on June 20 about Google, their recruiting efforts, and big data. The story really doesn''t reveal that much but there is an interesting quote (that I will get to shortly) that is relevent to hiring salespeople. Sourcing - see my explanation for #2.

Education 109

Education Entertainment Clients Price 109

Understanding the Sales Force

MARCH 13, 2013

Understanding the Sales Force by Dave Kurlan Last week I posted an article that linked to two additional articles I wrote for EcSell Institute and Top Sales World. Effectively applying a consultative sales process helps to accomplish this. Step 2 – Can you articulate why it’s wrong? Coaching – Step 1.

Price 105

Price Sales Consult Prospecting 105

Understanding the Sales Force

MARCH 5, 2014

Understanding the Sales Force by Dave Kurlan A couple of questions from the mail bag concerned finding that special someone; you know, "The One.". In this case, it''s not "Who do we buy from?" , a completely different kind of sale. I know that there are 3 instances of training and coaching.)

Sales 52

Sales Up-sell Pipeline Follow-up 52

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. Questioning what we can achieve and how far we can stretch is a tactic to evaluate our choices. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The expectation is that we can “do it all.”

Sales 130

Sales Start-ups Up-sell Cross-sell 130

Sales Hacker

FEBRUARY 11, 2020

This week on the Sales Hacker podcast, we speak with Pete Crosby , Chief Revenue Officer at Ometria. He’s run revenues at the Viadeo from Series A to IPO, and most recently took Triptease from $2 million to $10 million in a successful Series B in just 18 months. 2 Frameworks for motivating your employees. What You’ll Learn.

Drivers/motivators 69

Drivers/motivators Objectives and Key Results Retail Sales 69

Cience

FEBRUARY 5, 2019

Managing Partner, The Bridge Group. As Managing Partner, she leverages her colleagues’ experience in sales process methodology, measurement and metric development, project management, and recruiting to build high performing teams for clients. The Bridge Group has been a powerful supporter of sales development.

Appointment 50

Appointment Inside sales Quota Clients 50

Understanding the Sales Force

OCTOBER 15, 2013

Understanding the Sales Force by Dave Kurlan Regular readers know I''m a baseball guy, but that doesn''t mean I ignore football. When you look ahead to 2014 sales, are you using the same assumptions as always? What if your average sale or account drops? What if your sales cycle extends by 2 months?

Gaming 108

Gaming Quota Sales CRM 108

SaaStr

FEBRUARY 21, 2020

In Today’s Episode We Discuss: * How David made his way into the world of SaaS at the age of 22. How David went from founding 3 public companies to entering the world of venture with Matrix. How David went from founding 3 public companies to entering the world of venture with Matrix. Three of these companies went public.

Non-Profits 79

Non-Profits Up-sell Start-ups Product 79

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. 75% of Salespeople Believe Their Approach Differentiates Them but Only 3% of Their Customers Agree. Do you see what I see?

Quota 87

Quota CRM Consult Sales 87

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. 75% of salespeople believe that their approach differentiates them, but only 3% of their customers agree. Do you see what I see?

Quota 81

Quota CRM Consult Sales 81