SBI Growth

SEPTEMBER 23, 2012

Can you count on your current Sales Rep behaviors to “Make the Number” in 2013? HR has a stake in this as the governor of company-wide behavior modification, including the Sales Department. Sign up for our Make the Number tour to learn more about how top performing companies will change Sales in 2013. Customer.”.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

SBI Growth

DECEMBER 28, 2012

As the Sales Operations leader, you’re out of a job without customers. Make a New Year’s resolution to build territories that are market-centric in 2013. Doing so will help the sales team make their target and increase your value. This will make life easier for you and your sales VP’s. Let the Market Decide.

Territories 303

Territories Marketing Analysis Segment 303

SBI Growth

APRIL 1, 2013

41% of b2b sales organizations missed the Q1 revenue target. If you missed Q1, you need a monster Q2 to save 2013. CEOs and sales leaders don't know why big deals push. This offer expires on April 30 th , 2013. We publish an un-gated sales and marketing best practice daily. The 80/20 rule in B2B sales is very real.

Scale 317

Scale Quota B2B Negotiation 317

SBI Growth

JANUARY 18, 2013

Talent management is a top priority for HR leaders who support sales organizations. But a recent interview with a HR leader revealed another level of sales leader support. At first, it may not seem like an HR leader would be involved in shaping sales force structure. The sales organization must continually adapt.

Compensation 292

Compensation Retention Ideal Customer Profile Territories 292

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 may include your company website, sales staff, marketing Lead Development Representatives from your Lead Generation program, customer service, technical support, etc.

Exercises 310

Exercises Lead Rank Lead Scoring Marketing 310

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. Sales Tips top sales tips top ten sales blogs' All of these posts have been voted for by you as being the most. [[ This is a content summary only.

Training 261

Training Sales 261

SBI Growth

NOVEMBER 11, 2012

The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. Reduced overall sales cycles. This is the adoption of Content Marketing principles into outbound direct marketing. Direct Content Marketing is born. Content Marketing works. Higher close rates of from inbound leads. No worries.

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? Life as a sales rep is no exception. Improve your ‘A’ Player characteristics to: Increase sales. Reduce sales effort. Don’t wait. Don’t hesitate.

Outside Sales 319

Outside Sales Inside Sales Compensation Follow-up 319

SBI Growth

OCTOBER 25, 2012

42% is the average amount of time a sales person spends engaging with a customer. We all know improving selling time should increase sales. And what is the value I should receive by actually improving a sales person’s selling time in front of a customer? As a Sales VP, you need to understand how to get back more time.

Hiring 310

Hiring Travel Territories Face-to-face 310

Jeffrey Gitomer

SEPTEMBER 11, 2013

Leadership Sales Social Media Jeffrey Gitomer Blog jeffrey gitomer sales blog sales blog' This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Influencer 263

Influencer Social Media Marketing Media 263

The Pipeline

JUNE 20, 2013

They both list sales influencers. 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. Sales Process Sales Success sell better Tibor Shanto Top Sales Influencers' Thank you, Tibor Shanto.

Influencer 296

Influencer Sales Methodology Sales Leadership Sales Process 296

The Pipeline

DECEMBER 12, 2012

Rather than resolving to do new things in new ways in 2013, why not resolve to improve a little here and a little there with things you already do or need to do; but do it in a way that ends up being greater than the individual gains on your efforts.

Pipeline 290

Pipeline Top of Funnel Sales Industry 290

The Sales Heretic

AUGUST 6, 2013

As a professional speaker and trainer on the subject of sales, I am, naturally, a member of the National Speakers Association. So last week I was in Philadelphia for the 2013 NSA Annual Convention. Sales business CEO customer ideas insights manager owner professional prospect speaker trainer VP'

Sales 307

Sales Prospecting Customer 307

SBI Growth

APRIL 3, 2013

Traditional sales support literature. More sensitive questions are responded to with content developed as internal talking points for the sales field. The launch involves significant content to generate awareness and interest. The creative campaigns need to offer value points of interest. Email-ready tackable content.

Campaigns 300

Campaigns How To Energy Demand Generation 300

SBI Growth

AUGUST 6, 2012

Are your sales resources properly aligned with growth opportunity ? The Sales Leader is about to receive the 2013 Revenue Number. He will rely on you, the Head of Sales Operations, for sales strategy advice. Find out if your sales resources are aligned with growth opportunity by using the Sales Growth Pin Pointer.

Opportunity 316

Opportunity Strategy Banking Territories 316

Understanding the Sales Force

DECEMBER 6, 2013

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?" c) Copyright 2013 Dave Kurlan'

Sales Process 302

Sales Process Webinar Metrics Intent Call-back 302

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

SBI Growth

JANUARY 30, 2013

You just received your quota for 2013. Excellence in 2013 starts with you. A key trait of top quartile sales leaders is their ability to ask for help. Read on to better understand HOW to leverage resources to Make the 2013 number. Your sales reps often don’t know the true reason they lose a deal. It went up.

Resources 321

Resources Networking Face-to-face Quota 321

SBI Growth

AUGUST 1, 2013

This time of year, Sales Ops leaders are often faced with a pressing question. We’re nearly 60% through 2013. Today’s post is about a simple approach to improve efficiency with current sales resources. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute."

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

SBI Growth

MAY 12, 2013

As Sales Ops leaders, you need to trust your data in order to make crucial decisions. At a sales meeting, Manny the Manager posed this question to his team: “How is our average Opportunity Close Ratio 80%? Sales executives need new logos now. Download the Top of Funnel Metrics for 2013. So is your funnel accurate?

Top of Funnel 293

Top of Funnel Funnel Decision Maker Forecasting 293

Sales and Marketing Management

DECEMBER 15, 2013

Issue Date: 2013-12-16. Many companies employ statisticians or other demand planners to predict what sales will occur. Many companies employ statisticians or other demand planners to predict what sales will occur. Author: Danny Smith. The frontline view is something I want to leverage, not leave behind. read more'

Enterprise 302

Enterprise Enterprise Top of Funnel Funnel 302

Understanding the Sales Force

SEPTEMBER 9, 2013

Understanding the Sales Force by Dave Kurlan There are more sales experts, self-professed and otherwise, than ever before. There is more free content on sales and selling than anyone could have imagined. There are categories of sales tools and CRM applications where none existed a few years ago.

Sales Management 288

Sales Management Hiring Compensation Trends 288

Understanding the Sales Force

JANUARY 13, 2014

Understanding the Sales Force by Dave Kurlan It’s an interesting question and one that has more than one answer. I wrote an article back in September of 2013 that asked the question, Are Sales and Sales Management Candidates Getting Worse? Consider the way that most companies hire people for sales roles.

Hiring 273

Hiring Face-to-face Groups Webinar Metrics 273

SBI Growth

NOVEMBER 14, 2012

66% of Sales Reps believe that increasing the time invested by sales managers would help to increase their sales. 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.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

Understanding the Sales Force

MAY 5, 2014

Understanding the Sales Force by Dave Kurlan During the past 9 years I have written the occasional Top 5, Top 10 and Top 20 Articles and we have now put them into a series of their own. In no particular order they are: Top 10 Sales Competencies. Top 10 Sales Management Functions. 10 Sales Coaching Examples.

Hiring 252

Hiring Sales Management Decision Maker Cold Calling 252

Score More Sales

JULY 11, 2013

He was my sales colleague. It can take weeks or months for some in sales to truly qualify a sales opportunity. This exercise will help you determine if a sales opportunity is probable or not – it can save you hours or months of effort, and it can help you close business sooner. Get More Answers. Get those answers.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

Sales and Marketing Management

SEPTEMBER 22, 2013

Issue Date: 2013-09-01. A recent survey conducted by Sales & Marketing Management and Corporate Visions Inc. A recent survey conducted by Sales & Marketing Management and Corporate Visions Inc. Author: Tim Riesterer, Chief Strategy & Marketing Officer, Corporate Visions. Will the answers be the same? read more'

Marketing 280

Marketing Survey Exact Sales 280

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. Effectiveness. Expertise and Hiring.

Marketing 314

Marketing Hiring Strategy Buyer Persona 314

SBI Growth

SEPTEMBER 16, 2013

Your efforts this month and next will help to solidify your sales success. Recently we trained a team of 50+ sales reps from a B2B enterprise company. Picture this: we opened the presentation with this question: “Are you going to make your 2013 revenue number?” 5 Keys to Closing Strong in 2013.

Pipeline 306

Pipeline ACT Competition Top of Funnel 306

SBI Growth

AUGUST 29, 2014

Dan Perry recently interviewed Matt Boice, Vice President of Sales Ops at TEN. TEN has been on a tear lately growing their social followers 512% since 2013 sitting now at 74 million. Sales Force Structure Sales Operations Strategy Podcast Sales Ops' Sales Force Structure Sales Operations Strategy Podcast Sales Ops'

Automotive 276

Automotive Retention Sales Operations Customer 276

SBI Growth

DECEMBER 11, 2012

Has 2013 planning kept you from selling? Are Sales Support experts unavailable now when you need them most? These are common, end-of-year problems for top Sales performers. A Sales Rep friend of mine, Kevin, described it best. Every Sales Engineer is stretched thin and unavailable. I lose a week to the holidays.

Maximizer 306

Maximizer Lead Rank Forecasting Sales Operations 306

The Pipeline

FEBRUARY 27, 2014

Using content marketing to drive sales will certainly only continue to grow exponentially in 2014. Nearly every company, small or large, will use this tactic to increase their sales. Several hundred years ago, content marketing was possible, but it was certainly a little tougher to get your sales message out there.

Marketing 276

Marketing Small Business Small Business Survey 276

SBI Growth

SEPTEMBER 14, 2012

For HR leaders, a recent Harvard Business Review blog post provides a stark reminder of the difficult challenge of supporting Sales leaders in recruiting top talent. HR can help the Sales leader to improve recruiting results and play a vital role in making the sales number in 2013. Avoid a Myopic Focus. Follow @jdkenney.

Sales Talent 312

Sales Talent Territories Compensation Quota 312

Sales and Marketing Management

JANUARY 20, 2014

Issue Date: 2013-01-20. Teaser: In order to empower sales to achieve their revenue goals, companies need to equip sales teams differently so they can execute effectively. In order to empower sales to achieve their revenue goals, companies need to equip sales teams differently so they can execute effectively.

Revenue 271

Revenue Sales Company Marketing 271

SBI Growth

DECEMBER 4, 2012

A post for Sales and HR leaders to ensure success of 2013’s Sales compensation plan. Fast forward to April of 2013. A Chief Sales Officer is meeting with Sales VPs and the VP of Sales Operations. They are trying to decide between keeping and scrapping the recently-implemented Sales Comp Plans.

Compensation 292

Compensation Channels Fashion Construction 292

Score More Sales

JANUARY 27, 2014

Need some sales inspiration? A new twist on an old sales idea you’d like to do again? A quick sales jump-start this week? Here are the first 50 of a list of 101 ways to “snap out of it” and score more sales: read a recommended sales book. bookmark a sales blog and read regularly.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

Steven Rosen

NOVEMBER 15, 2012

New book helps sales managers unlock hidden sales potential (available in paperback). The sales manager is the pivotal person in the sales-driven organization, and Steven’s book shows you how to excel!” Get you copy now and be ready to take sales to a new level in 2013. Now available in paperback.

Hiring 296

Hiring Pivotal Sales Talent Small Business 296