SBI Growth

NOVEMBER 3, 2012

Prioritization through 3 lenses: What sales productivity problems should you fix in 2013? Your peers told us what they are doing during this event and how they are prioritizing for the 2013 sales strategy inside their regions. Question : What Sales Productivity Problem should you Fix in 2013? H ow to Sequence. Do you have one?

Scale 282

Scale Face-to-face Promotion Lead Rank 282

SBI Growth

DECEMBER 4, 2012

A post for Sales and HR leaders to ensure success of 2013’s Sales compensation plan. As well, a tool is included – a sample rollout communication plan. Fast forward to April of 2013. New processes/procedures/tools that enable the plan – look at new dashboards the Reps will use. Supply multiple channels to do so.

Compensation 292

Compensation Channels Fashion Construction 292

SBI Growth

SEPTEMBER 14, 2012

HR can help the Sales leader to improve recruiting results and play a vital role in making the sales number in 2013. Begin today with the ideas and free tools offered in this post. The tools listed are available through the SBI Research Tour. Assess and improve your territory design - use the Territory Best Practices tool.

Sales Talent 312

Sales Talent Territories Compensation Quota 312

SBI Growth

NOVEMBER 10, 2013

Discover insights and market trends from SBI’s research in 2013. A Buying Process Map (BPM) is a tool leveraged by marketing and sales. One is using software tools to gather comments & keywords from social outlets such as LinkedIn, Facebook & Twitter. Get started on buyer insights by downloading the Buyer Research Guide.

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. This is in spite of the fact that most of it is created for sales and channel enablement purposes. This is where sales enablement technology comes in.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Score More Sales

APRIL 4, 2013

We are, as a business community, being BOMBARDED with sales tools. Once we have the tools, we still need to craft interesting and compelling content in the form of sales messages to our prospective customers and existing clients. What is our end goal? What is our end goal? What are we trying to accomplish?

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

No More Cold Calling

MARCH 31, 2020

Learn how to take action in my free Sales Experts Channel presentation—“ How to Recession-Proof Your Sales in 9 Killer Steps ”—on Tuesday, April 14, at 1:00 Pacific, 2:00 Mountain, 3:00 Central, 4:00 Eastern, and other time zones around the world. We need to take action to build our business in these tenuous times.

Referrals 326

Referrals Cold Calling How To Call-back 326

SBI Growth

OCTOBER 24, 2012

The ability to demonstrate marketing's return on investment is at the top of every CMO's plan for 2013. The Integrated ProForma campaign tool provides clarity to establish a solid ROI representing the total impact to drive results. That's where SBI's demand generation programs benefit from ProForma campaign measurement tools.

Demand Generation Agencies 293

Demand Generation Agencies Marketing Demand Generation Targets Demand Generation 293

SBI Growth

JULY 22, 2013

You have to make the rest of 2013 with the sales heads you have.” Establish a fun atmosphere with good feedback channels. This session will get you numerous productivity tools including the Hiring Freeze Survival Guide. We are short of our bottom line number. The CEO wants to approve all hires until the beginning of next year.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

Understanding the Sales Force

MAY 1, 2014

We go to market through a global network of certified partners - our channel - and we spent considerable meeting time talking about them. It''s not very difficult to upgrade the quality of your sales force or channel. Image credit: photoman / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan' Evaluate and thrive!

Hiring 222

Hiring Webinar Metrics Channels Policies 222

SBI Growth

DECEMBER 3, 2013

You rolled out 2013’s initiative at sales kickoff. Let the team use the new tool or process. Leadership Validation —Have the sales leaders use the new coaching or reinforcement tools. Have the leaders edit and critique the tools. Set up daily communication on a tool like Salesforce chatter or Jive.

Groups 297

Groups Follow-up SalesForce Training 297

SBI Growth

DECEMBER 22, 2012

It’s especially for HR leaders to increase their Sales recruiting channels. Plus, you can download a tool to assess your current Reps’ “source-ability” scores. Q1 of 2013 is a busy time to refill empty Sales territories. The downloadable tool has an additional 6 areas described. Follow these steps: 1.

Hiring 275

Hiring Territories LinkedIn Groups 275

Score More Sales

FEBRUARY 21, 2014

Now we are a mobile society of sellers and we need tools that are simple and easy to use. You can control what you do and say on your company website, and link to your channel partners or other associates rather than somehow finding ads and links to competitor sites. Need to look someone up? There’s an app for that too.

Lead Rank 231

Lead Rank Lead Scoring Microsoft Twitter 231

Score More Sales

JULY 27, 2013

Below are some of my fantastic and amazing social selling colleagues – all of us, like Score More Sales, are LinkedIn Sales Solutions Channel Partners. What is a LinkedIn Sales Solutions Channel Partner? In no particular order – take them up on their classes, offers, e-books, and ideas: Miles Austin - the Web Tools Guy.

Social Selling 189

Social Selling Maximizer Resources LinkedIn 189

No More Cold Calling

APRIL 26, 2021

I wrote that in 2013, back when virtual sales meetings weren’t the only option. Especially now, referrals are the one powerful tool for getting past the access chokepoint. For more on referral selling, tune into my new sales TV show— Back in the Black on The Sales Experts Channel. A few episodes are available now on demand.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Your Sales Management Guru

AUGUST 5, 2013

Speaker, consultant, and author Ken Thoreson’s updated Sales Manager’s Tool Kit now available . Thoreson added that he has recently expanded the Sales Managers Tool Kit , which contains more than 50 tools that help sales leaders implement sales management best practices to minimize the impact of economic cycles.

Influencer 82

Influencer Marketing Face-to-face Retail 82

Pointclear

APRIL 30, 2013

I''m pleased to have as my guest today Jamie Turner, CEO and Founder of The 60 Second Marketer, an organization that provides tools, tips and tutorials on the newest techniques in marketing. Now more than a listening tool social can in some cases become very automated, without the personal nuance that one-to-one marketing lends itself to.

Lead Scoring 248

Lead Scoring Lead Rank Leads Marketing Qualified Lead 248

Score More Sales

DECEMBER 23, 2013

We use Hubspot so I get a “Social Media Notification” twice a day showing me who in my world (prospects, partners, industry counterparts, and clients) has interacted with us through social channels so it is easy to quickly respond, thank, or just see the activity. Download the summary tip sheet for these ideas here – FREE Download.

InsideView 238

InsideView Compensation Inbound Lead Scoring 238

Understanding the Sales Force

JANUARY 31, 2014

Channels - Optimizing Your Traction. WEBINAR - How to Get the Most from OMG''s Sales Candidate Analyzer Tool February 26, 11 AM ET Register. Image credit: feverpitched / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan' Executing in a Changing Economy. Sales Model – Making It Scalable. April 15 Register. April 23 Email me.

Hiring 199

Hiring Inbound Hubspot Webinar Metrics 199

Score More Sales

NOVEMBER 13, 2013

It can be as simple as Google Alerts or through a social monitoring tool. Go to the Dreamforce channel on YouTube. Alerts – Hundreds of content creators are at Dreamforce each year – set alerts in whatever system you use to be notified when new articles or blogs are created during and after the event.

SalesForce 194

SalesForce Lead Rank Lead Scoring Twitter 194

No More Cold Calling

APRIL 30, 2020

I recounted that story in my recent presentation—“ Sales Experts Channel: How to Recession Proof Your Sales in 9 Killer Steps ”—because it perfectly illustrates a key business insight. How People, Not Technology, Seal the Deal —in 2013, because I was alarmed by the unleashed dependence on technology by sales teams.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

SBI Growth

SEPTEMBER 18, 2012

What channel of Demand Generation can yield the highest return and sustained success? This post serves as a tool for you to understand the top three KPIs, why they are important to you, and context to provide your team SEO direction to drive more leads. CMO’s are tasked with driving customer acquisition.

Top of Funnel 276

Top of Funnel Lead Rank Lead Scoring Funnel 276

Hubspot Sales

OCTOBER 29, 2017

In 2013, American companies alone spent $164.2 in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry. You'll find a short description of each channel as well as a few examples of especially informative or entertaining videos from each. Best Sales Videos.

Channels 112

Channels Video Training Hiring 112

Score More Sales

MAY 28, 2013

For midsize companies there was no shortage of ideas, examples, and tools to help any company improve marketing, sales, and procurement. If you have not seen the survey results yet, take a look to hear about omni-channel shoppers and more. I created a collage of links to some of the most interesting posts and links here.

Company 208

Company Film Study Lead Scoring 208

Score More Sales

MAY 10, 2013

We included it because I’m crazy about LinkedIn as a sales tool, and because LinkedIn and I go way back – nine years, in fact. What I liked about LinkedIn then is what I continue to like about it as a tool for those in business -. I’m glad that it was figured out along the way, because LinkedIn is my go-to-tool.

LinkedIn 206

LinkedIn Lead Rank Hiring Webinar Metrics 206

Increase Sales

NOVEMBER 19, 2012

” Social media is a marketing distribution channel. . Through content marketing using social media channels, a lot of attention,some negative, is happening. Remember social media is a marketing tool, a marketing distribution channel. Let us not forget people buy from people they know and trust.

Social Selling 139

Social Selling Social Media Small Business Small Business 139

Increase Sales

MARCH 28, 2013

First let us not forget social media is a marketing channel to attract attention and begin to build relationships. Then with automation tools such as Hoot Suite, some appear to be in these social media streams 24/7. Share on Facebook.

Social Media 145

Social Media Media Webinar Metrics Analysis 145

The ROI Guy

JANUARY 15, 2013

Sales leaders currently rank Sales Enablement as their number one requirement from Marketing, besting the need for more Demand Creation, Solution Marketing help and Channel Support in studies by SiriusDecisions. 2013 - The Year for Sales Enablement? Why Change?” – Quantify the Pain b.

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

Increase Sales

JANUARY 9, 2014

People continually communicate with me why they enjoy this blog as well as some of the others I share through the various social media channels. A blog is a demonstrated marketing tool that can bring incredible success from professional credibility to actual increase in sales. Forthcoming. These words describe leadership.

Social Media 127

Social Media Influencer Facebook Channels 127

Increase Sales

DECEMBER 9, 2013

They willingly share how to do something, but if a reader or a potential sales lead wants a specific tool, direct instruction or advice, then that person must pay for his or her wants. I do not give my book away nor the tools I have created from my years of experience. So paying for the tools, the advice, the books, etc.

Small Business 145

Small Business Small Business Sales Talent Coaching 145

Delicious Sales

MAY 2, 2012

Tools (2872). Channels (799). MORE >> Tools. 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? MORE >> THE SALES INSIDER AUGUST 13, 2013 What Shakespeare Can Teach You About Predictive Analytics Predictive analytics and Shakespeare have more in common than you think.

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Fill the Funnel

OCTOBER 7, 2013

For those of you in management roles, you can now manage your team with administrative tools. 30 in 30 - 2013 Web Tools cloud storage dropbox dropbox for business online storage' Strong security, including 256-bit AES encryption. Permissions management from the admin console. All Rights Reserved.

Vendor 107

Vendor Top of Funnel Account Funnel 107

HeavyHitter Sales

JANUARY 18, 2014

Field Sales Revenue Trends Trends for 2013 and 2015 projected annual revenue attributed to field sales as opposed to inside sales varied by industry. For example, twenty-eight percent of software companies will derive more than ninety-percent of their revenues from field sales in 2013 and this number is expected to decrease to zero in 2015.

Telecommunications 126

Telecommunications Quota Inside Sales Field Sales 126

Zoominfo

OCTOBER 2, 2019

However, the unicorn startup landscape has shifted dramatically since the term was coined by VC Aileen Lee in 2013. . Invest in the necessary tools and hire the right staff so you can prioritize transparent, personalized, and fast customer support and service. And, they’re multiplying at a staggering rate.

Scale 182

Scale Promotion Face-to-face Lead Rank 182

Hubspot Sales

MARCH 20, 2018

If you're an IT reseller, value-added reseller (VAR), or channel partner advising clients on any part of the front office (marketing, sales, or customer success) -- especially for businesses under 1,000 employees -- there are a few trends you should be aware of. Four Software Trends IT Resellers, VARs, and Channel Partners Should Watch.

Lead Rank 111

Lead Rank Trends Lead Scoring Outsourcing Services 111

Partners in Excellence

OCTOBER 27, 2014

Systems/Processes/Tools. Sales Automation/Tools. Marketing Automation/Tools. Go To Customer/Sales Deployment Models/Inside/Outside/Channel/Web/Hybrid. And the same ones that I saw in 2013, 2012………1980. Sales Process/Methodology. Recruiting/Onboarding. Marketing/Sales Integration. Hold on Dave!!!

Fashion 107

Fashion Face-to-face Social Media Analytics 107

The ROI Guy

MARCH 11, 2014

Content marketing plays a more pivotal role, facilitating buyer decisions – influencing decisions before reps are involved, and arming reps with the sales tools they need to “reframe” the solution picture in the providers’ favor. Source: IDC''s 2013 ITBuyer Experience Survey: Create and Close Customers up to 40% Faster.

Decision Maker 76

Decision Maker ROI Scale Case Study 76