SBI Growth

NOVEMBER 29, 2012

Dive in head first to enhance your 2013 Marketing Plan. Sales leaders if you want more leads in 2013, forward this blog post to your peer in marketing.). This can be your existing 2013 marketing plan, or simply your previous year’s execution. Begin this step by mapping your existing planned activities.

Exercises 310

Exercises Lead Rank Lead Scoring Marketing 310

SBI Growth

SEPTEMBER 23, 2012

Can you count on your current Sales Rep behaviors to “Make the Number” in 2013? Sign up for our Make the Number tour to learn more about how top performing companies will change Sales in 2013. These are the behaviors to change among Sales Reps for 2013 followed by actions HR should take to help make this happen. Call to Action.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

SBI Growth

JANUARY 9, 2013

Our 2012 sales leader research finds it is still a big fear for 2013. Here are five steps for HR to build a sales leadership pipeline in 2013: 1. The top fear of HR leaders for 2012 was finding or developing leaders. If your company isn’t looking for sales leadership today, just wait. The average tenure of a Sales VP is 19 months!

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

SBI Growth

DECEMBER 28, 2012

Make a New Year’s resolution to build territories that are market-centric in 2013. We talked about his priorities for 2013. Without the customer, nothing happens. As the Sales Operations leader, you’re out of a job without customers. Doing so will help the sales team make their target and increase your value. billion in revenue.

Territories 303

Territories Marketing Analysis Segment 303

SBI Growth

JANUARY 18, 2013

During the interview, I was surprised to hear the biggest HR challenge for 2013. The sales force is tentative - 2013 will be a repeat of 2012. This post will focus on a single example of HR’s positive impact for a sales organization. 2014 and Beyond. It is to align the talent to where the market will be in 2014.

Compensation 292

Compensation Retention Ideal Customer Profile Territories 292

SBI Growth

NOVEMBER 11, 2012

The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. This is the adoption of Content Marketing principles into outbound direct marketing. Direct Content Marketing is born. Content Marketing works.

Direct Mail 319

Direct Mail Marketing Demand Generation Demand Generation Targets 319

SBI Growth

JANUARY 25, 2013

5 Traits You Need to Be an ‘A’ Player in 2013. As a sales rep, every so often you must ask yourself the question: Are you aiming for the bull’s-eye…or wearing it? This article will help you figure this out, as well as identify next steps. Evolving faster than your competition has never been more important than today.

Outside Sales 319

Outside Sales Inside Sales Compensation Follow-up 319

MTD Sales Training

DECEMBER 19, 2013

With 2013 drawing to an end shortly, I wanted to share with you the top 10 posts from the MTD Sales Training blog this year. All of these posts have been voted for by you as being the most. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Sales Tips top sales tips top ten sales blogs'

Training 261

Training Sales 261

SBI Growth

OCTOBER 25, 2012

42% is the average amount of time a sales person spends engaging with a customer. selling time) This equals only 17 hours per week. We all know improving selling time should increase sales. But is the effort really worth it? Should I spend the time to fix it?

Hiring 310

Hiring Travel Territories Face-to-face 310

SBI Growth

APRIL 3, 2013

The new product launch is around the corner. You are counting on your product marketing manager for a successful launch. Are they up to the task by using a Buyer’s Process Map as their content guide? One of the best movies of the 1980’s was Raiders of the Lost Ark. The adventures of Indiana Jones rank as a top ten movie of all time.

Campaigns 300

Campaigns How To Energy Demand Generation 300

SBI Growth

NOVEMBER 20, 2012

My guess is that the percentage number of 39% will shrink in 2013. Of those who did not have a defined content strategy, nearly 75% are planning to have one in 2013. I am predicting to get on the same level playing field in 2013; CMO’s and marketers will need this entrance ticket. Expertise and Hiring. The Future.

Marketing 314

Marketing Hiring Strategy Buyer Persona 314

SBI Growth

SEPTEMBER 16, 2013

Picture this: we opened the presentation with this question: “Are you going to make your 2013 revenue number?” This article will provide you with insights and strategies for still making the number in 2013. This no-cost tour presents findings from SBI’s market research in 2013. 5 Keys to Closing Strong in 2013.

Pipeline 306

Pipeline ACT Competition Top of Funnel 306

SBI Growth

DECEMBER 2, 2012

How will you be different in 2013 with your selling efforts? In order to improve in 2013, you need to know where to focus your efforts. Just one more step towards capitalizing on your time and executing a successful 2013. Not sure how an Ideal Customer Profile or Account Segmentation can help you succeed in 2013?

Ideal Customer Profile 310

Ideal Customer Profile Prospecting Segment Salary 310

Understanding the Sales Force

DECEMBER 6, 2013

And if you love my Blog, I would sure appreciate your vote for Top Sales Blog of 2013. If I''ve inspired you this year, I would appreciate your vote for Top Sales Thought Leader of 2013. (c) c) Copyright 2013 Dave Kurlan' You can watch the recording here.

Sales Process 302

Sales Process Webinar Metrics Intent Call-back 302

Sales and Marketing Management

MAY 1, 2013

Issue Date: 2013-04-30. Author: Renato Beninatto, Chief Marketing Officer, Moravia. Teaser: If you want to do business internationally, you’ve got to communicate in the language of your target market. And no matter how small you are, you can be successful in foreign markets if you plan well and avoid five common mistakes.

Marketing 326

Marketing 326

SBI Growth

AUGUST 6, 2012

The Sales Leader is about to receive the 2013 Revenue Number. If you value the above data points, then you know the impact of accurately allocating people, money and time to making the number in 2013. Is the above what you can expect for your 2013 goals? Are your sales resources properly aligned with growth opportunity ?

Opportunity 316

Opportunity Strategy Banking Territories 316

Understanding the Sales Force

NOVEMBER 5, 2014

Today I learned that an article I wrote back in November of 2013, Increase in Social Selling Yields No Increase in KPI''s , was named Top Sales Article of the Month for October 2014 by Top Sales World. At face value, one might come to the exact same conclusion as we did in 2013, that it''s having limited impact on sales.

Social Selling 256

Social Selling Revenue Inbound Face-to-face 256

The Pipeline

JUNE 20, 2013

The first is Top Sales World’s Top 50 Sales & Marketing Influencers 2013 , the other is OpenView Sales Labs Top 25 Sales Influencers for 2013. There were two lists recently release by two different organizations you should all be aware of and make use of. They both list sales influencers.

Influencer 296

Influencer Sales Methodology Sales Leadership Sales Process 296

SBI Growth

MAY 12, 2013

Download the Top of Funnel Metrics for 2013. The "Top of Funnel Metrics for 2013" is intended for sales leaders. Some are familiar and some were created for the 2013 buyer. Download the Top of Funnel Metrics for 2013. None are being optimized…”. They require a new set of metrics. We made it easy. Author: John Kearney.

Top of Funnel 293

Top of Funnel Funnel Decision Maker Forecasting 293

The Sales Heretic

AUGUST 6, 2013

So last week I was in Philadelphia for the 2013 NSA Annual Convention. As a professional speaker and trainer on the subject of sales, I am, naturally, a member of the National Speakers Association. More than twelve hundred of the world’s top professional speakers and trainers got together for four days to learn from each [.].

Sales 307

Sales Prospecting Customer 307

SBI Growth

JANUARY 30, 2013

You just received your quota for 2013. Excellence in 2013 starts with you. Read on to better understand HOW to leverage resources to Make the 2013 number. It went up. You barely made the number last year. How can you squeeze more out of your team? One of your goals is to land this next big job. Yet, you are not alone.

Resources 321

Resources Networking Face-to-face Quota 321

The Pipeline

DECEMBER 18, 2013

First, I am pleased to have been selected as one of the Top 50 Most Influential People in Sales Lead Management for 2013 , in the Sales Lead Management Association’s annual election. Meanwhile, over at Top Sales World , my blog The Pipeline , won the Gold Medal for Top Sales & Marketing Blog, in the 2013 Top Sales & Marketing Awards.

Lead Management 268

Lead Management Pipeline Competition Account 268

SBI Growth

AUGUST 1, 2013

We’re nearly 60% through 2013. With no increased budget and only five months remaining in 2013, efficiency is needed. Time is running short for 2013. This time of year, Sales Ops leaders are often faced with a pressing question. Just five months left. If your organization isn’t at or above revenue plan, what will you do?

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. Social Selling training budgets increased 48% in 2013. Companies are trying to grow new business. Yet many reps struggle to get that critical first meeting with a decision maker. There’s a lot written these days on Social Selling.

Social Selling 321

Social Selling Top of Funnel Ideal Customer Profile Marketing 321

Understanding the Sales Force

JANUARY 13, 2014

I wrote an article back in September of 2013 that asked the question, Are Sales and Sales Management Candidates Getting Worse? 2013 Candidates Recommended by Role and Difficulty. (c) c) Copyright 2013 Dave Kurlan' Understanding the Sales Force by Dave Kurlan It’s an interesting question and one that has more than one answer.

Hiring 271

Hiring Face-to-face Groups Webinar Metrics 271

Sales and Marketing Management

DECEMBER 15, 2013

Issue Date: 2013-12-16. Author: Danny Smith. Teaser: Frontline salespeople are in a good position to determine what and when customers will buy, but often they are not fully involved in the enterprise’s formal planning process. Many companies employ statisticians or other demand planners to predict what sales will occur.

Enterprise 302

Enterprise Enterprise Top of Funnel Funnel 302

Sales and Marketing Management

MAY 30, 2013

Issue Date: 2013-05-01. Author: Dave Stein. Teaser: Too many companies leave social media learning and development up to the individual sales rep. This fractured approach can keep your reps from adapting to the new ways that customers are buying products and services, which means fewer wins.

Social Selling 290

Social Selling Social Media Media Company 290

SBI Growth

JULY 19, 2013

Either way, your 2014 number will outpace 2013. You can’t repeat your 2013 sales strategy in 2014. It was necessary in 2013, and will be in 2014 as well. Behind Your Number – You, on the other hand, have two things to think about: “How much will the number grow for 2014? So as a sales leader, what are you going to do about it?

Guarantee 296

Guarantee Exercises Follow-up LinkedIn 296

SBI Growth

AUGUST 29, 2014

TEN has been on a tear lately growing their social followers 512% since 2013 sitting now at 74 million. The Enthusiast Network, founded in 1948, is a media company with the largest concentration of males between 18-34 within the automotive and outdoor adventure market. Sales Force Structure Sales Operations Strategy Podcast Sales Ops'

Automotive 276

Automotive Retention Sales Operations Customer 276

Score More Sales

FEBRUARY 28, 2014

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Thank you all for your support!

Ideal Customer Profile 325

Ideal Customer Profile Lead Rank Lead Scoring Fashion 325

SBI Growth

NOVEMBER 13, 2013

Discover insights and market trends from SBI’s research in 2013. Discover insights and market trends from SBI’s research in 2013. For the complete list of Jim Welch’s New Year Preparation Tips, register for SBI’s Sales & Marketing Research Review. The research review ends soon, but there is still limited availability.

Hiring 303

Hiring Trends Call-back Research 303

SBI Growth

NOVEMBER 4, 2013

Less than 60 days remain in 2013. Over these remaining weeks, conversations with SVP-Sales have focused on 3 areas: What can I still do to Make the Number in 2013 ? As 2013 winds down, 2014 naturally ramps up. How should I be preparing to Make the Number in 2014 ? I recommend you read it and download the tool.

Hiring 296

Hiring Buyer Persona ROI Follow-up 296

Sales and Marketing Management

AUGUST 25, 2013

Issue Date: 2013-08-26. Author: Patrick McClure. Teaser: It happens to the best sales reps: they sail through the first half of the sales process and then the customer goes "dark." " How do seemingly sure sales jump the tracks?

Sales Process 269

Sales Process Customer Sales 269

SBI Growth

NOVEMBER 14, 2012

You’re at a point in the year where you are discussing 2013. Now is the perfect time to approach the subject when you’re in discussions regarding quota, compensation and 2013 goals. If you want to succeed, your 2013 strategy can’t simply be “Sell more,” or “Sell better.” Don’t wait for your manager to come to you.

Ideal Customer Profile 300

Ideal Customer Profile Lead Scoring Lead Rank Analysis 300

Sales and Marketing Management

JANUARY 20, 2014

Issue Date: 2013-01-20. Author: By Amanda Wilson, Director, Product Marketing & Programs, Qvidian. Teaser: In order to empower sales to achieve their revenue goals, companies need to equip sales teams differently so they can execute effectively. Here are three new rules to stop enabling the poor behavior and start executing.

Revenue 271

Revenue Sales Company Marketing 271

SBI Growth

MARCH 17, 2013

To hit your number for 2013 you may need to evolve. Crush Your Number in 2013. Carefully assess the marketing processes that power each of the following activities: Marketing & Audience Planning. Campaign Planning. Measurement. Feedback loop. The worst thing that can happen is that you confirm you’re at the top of your game.

Marketing 314

Marketing Social Media Lead Generation Campaigns 314

Understanding the Sales Force

MAY 5, 2014

Top 10 Kurlan Sales Articles of 2013. Top 10 Sales Leadership Tips From 2013. Top 6 Factors for Killing a Sales Opportunity or Prospect (c) Copyright 2013 Dave Kurlan' Top 5 Steps to Coaching Your Salespeople Beyond Happy Ears. Top 10 Reasons Why Salespeople Let Price Drive the Sale. Top 10 Problems with Veteran Salespeople.

Hiring 251

Hiring Sales Management Decision Maker Cold Calling 251