SBI Growth

DECEMBER 31, 2012

By now, HR and Sales leaders have solidified their common 2013 goals. Also, take advantage of a downloadable tool to make the most of your human capital. The insights offered by Thomas DeLong and Vineeta Vijayaraghavan may be 10 years old, but they are especially relevant for 2013. Next Steps and a Tool. Truth tellers.

Maximizer 282

Maximizer Sales Talent Face-to-face Motivation 282

SBI Growth

DECEMBER 1, 2012

Do you want to increase sales and meet your 2013 goals? What changes do I need to make to our CRM or Sales Force Administration Tools? To coach sales reps on the personas, provide sales managers with the following coaching tools: - Detailed persona training. Download and use the Persona Optimization Assessment tool.

Meeting 288

Meeting Ideal Customer Profile Buyer Persona Forecasting 288

SBI Growth

JANUARY 21, 2013

Here are the biggest threats to the CSO in 2013. Download this Sales Metrics that Matter Tool and go into the office armed with data they want. The consensus on Wall Street is a strong 2013. At SBI, we’ve seen very aggressive quotas and targets for 2013. 2013 is going to be tough year.

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

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. Receive a package of tools including this Top Ten Sales Rep Competencies list. SBI’s research has uncovered some essential Rep behaviors.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

SBI Growth

JANUARY 18, 2013

This post includes one tool to think more strategically about a part of the business. 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. The tool shown below shows a quick assessment of Return on Investment. But they should.

Compensation 292

Compensation Retention Ideal Customer Profile Territories 292

SBI Growth

JANUARY 9, 2013

Our 2012 sales leader research finds it is still a big fear for 2013. A tool is available for download – a full syllabus of Sales leadership courseware. A tool is available for download – a full syllabus of Sales leadership courseware. Here are five steps for HR to build a sales leadership pipeline in 2013: 1.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

SBI Growth

SEPTEMBER 24, 2012

This post is about how CEOs should invest in sales managers to improve revenue growth in 2013. If you are considering sending your sales managers to training seminars in 2013, keep your money. Here are 2 ways you can set your sales managers up for success in 2013: 1. 2013 is coming up quickly. Call to Action.

Sales Management 267

Sales Management Hiring Comparison Quota 267

SBI Growth

OCTOBER 29, 2012

Let’s suppose HR is fully engaged for redesign of a 2013 Sales Compensation plan. That would make 2013 worse than this year! Also, you’ll get many tools including a list of Sales Effectiveness Drivers to test your plan against. Any one of these areas could be a land mine that blows up your 2013 sales comp plan.

Compensation 253

Compensation Hiring Incentive Incentives 253

The Sales Hunter

JANUARY 31, 2013

We’re a month into 2013 and it’s not too early to be looking at where you are compared to your yearly number. Your annual number is to be a motivator, not a “downer,” so use it as just that — a tool to keep you motivated. Copyright 2013, Mark Hunter “The Sales Hunter.”

Motivation 187

Motivation Sales Course Tools 187

Score More Sales

MAY 30, 2013

You can download the complete results from the IBM State of Marketing 2013 Global Survey. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Increase Opportunities. Expand Your Pipeline.

Marketing 241

Marketing Lead Rank Lead Scoring Survey 241

SBI Growth

DECEMBER 15, 2012

At this point in the year, you are prepping for SKO 2013. The New 2013 sales strategies are presented. Check out the Time Optimization Tool to see how much time you can save by restructuring your AE’s time. How do you Get your AEs to Stop Grumbling about 2013? Moving Towards World Class in 2013.

Compensation 244

Compensation Follow-up Up-Sell Maximizer 244

SBI Growth

OCTOBER 11, 2012

Sales teams are getting their 2013 numbers. 2013 results will uncover some long-hidden flaws in the sales force. You’ll get an excerpt of CAP library items and multiple other tools that you can use to help Sales make 2013 one of the best years yet. This blog is NOT about how to correctly set your sales quotas.

Quota 257

Quota Compensation Commission Margin 257

SBI Growth

AUGUST 10, 2012

To get an understanding of how prepared your sale force is for a launch, register for one of these sessions here to receive the Sales Enablement Gap Tool. If you don’t have these sales enablement tools to launch successfully, this is where you should focus your efforts. 2013 is around the corner. 2013 is around the corner.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

Score More Sales

FEBRUARY 13, 2013

Be sure to listen to the great “10 Ways to Utilize Social Selling in 2013″ webinar that Linkedin and DocuSign hosted today if you missed it. (if The Postwire page (one of my favorite tools for curation) has all ten of the tools mentioned, plus links to the presenters, moderator, and sponsor pages.

Social Selling 239

Social Selling Tools Webinar Metrics Outbound 239

Sales and Marketing Management

AUGUST 8, 2013

Issue Date: 2013-07-01. Teaser: The element of surprise remains one of the most powerful marketing tools of all. The element of surprise remains one of the most powerful marketing tools of all. Make room for a little serendipity. In fact, plan for it. Make room for a little serendipity. In fact, plan for it. read more'

Tools 196

Tools Marketing 196

SBI Growth

AUGUST 15, 2012

Brutus can then build a financial model to determine the most efficient and effective way to cover the marketplace and make the number in 2013. He presents the findings through the discovery process, his bold bet for making the number in 2013, and the financial model he has built to back him up.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

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. Let the Scorecard tool do the math delivering an overall customer priority score. Time is running short for 2013. This time of year, Sales Ops leaders are often faced with a pressing question.

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

SBI

NOVEMBER 13, 2013

Since I’m all about Tools, it makes sense for me to focus this blog on the exhibitors I consider to be must-see, or don’t-miss tools. In addition to this handy map of Must-See Tools vendors, consider stopping by LuLu’s when you need a break from the maddening crowd. If you want to attend the sessions you’ll need to buy a ticket.

Tools 139

Tools Vendor Sports SalesForce 139

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? Search less. Close more.

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Scoring 111

SBI Growth

JANUARY 25, 2013

5 Traits You Need to Be an ‘A’ Player in 2013. They’re also elaborated on in the Top 10 ‘A’ Player Competency Tool. For the ‘B’ players who are honest with themselves and want to become ‘A’ players, Download the Top 10 ‘A’ Player Competencies Tool. This article will help you figure this out, as well as identify next steps.

Outside Sales 319

Outside Sales Inside Sales Compensation Follow-up 319

SBI Growth

NOVEMBER 9, 2013

A customized sales process is an excellent tool. These tools help to anticipate buyer trends and keep pace with the buyer. Discover insights and market trends from SBI’s research in 2013. This tool will lead you through the process of creating accurate Buyer Personas. However, it cannot be viewed in isolation.

Buyer Persona 307

Buyer Persona Buyer Tools Trends 307

SBI Growth

SEPTEMBER 15, 2013

This tool has been around for a few years now. You will have access to guides, templates and tools to help your BPM drive revenue. Let’s look at a few examples of how the BPM has been used in 2013. Here you will get free access to all of our guides, templates and tools to help facilitate the BPM creation. Data Monitoring.

Tools 300

Tools Sales Tools Collateral Vendor 300

A Sales Guy

JANUARY 14, 2013

If you run or lead a sales team, there are a bazillion things your 2013 sales strategy can and should contain. That being said, there are three general or macro things your 2013 sales strategy MUST have to be complete; a social selling strategy, a content marketing strategy and deliberate learning plan. Take a look at your 2013 plan.

Strategy 122

Strategy Social Media Social Selling Lead Generation 122

The Sales Hunter

JANUARY 2, 2018

Sometimes the best tools have been around awhile. Steve Dembo @ teach42 talks about the tried and true tools that teachers should still use. Tried and True Edtech Tools to Try in 2018. Steve, today for Ed Tech Tool Tuesday, what are some things that people need to try in 2018? Tool #1 Padlet. Tool #2: VoiceThread.

Tools 0

Tools Education Conference Twitter 0

SBI

MAY 7, 2019

The Top Sales Tools of 2019 Guide. It was way back in 2010 when I published the first Guide to Sales Tools. As the number of solutions has grown, and as a way to feature top sales tools, I began publishing the Top Sales Tools of the Year Guides starting in 2013.

Sales Tools 101

Sales Tools Top of Funnel Tools Funnel 101

Showpad

MAY 21, 2021

But our commitment to our customers goes well beyond powerful tools and features. On May 19, 2021 we announced our official ISO/IEC 27001:2013 and 27701:2019 certifications. Showpad is also proud to be one of the few companies worldwide to have the ISO/IEC 27001:2013 and 27701:2019 certification.

Industry 52

Industry Guidelines Data System 52

SBI Growth

NOVEMBER 16, 2012

Sign up now and you’ll receive many useful tools. One of these tools is an LDR compensation evaluator. And receive valuable tools to use!). Be involved with the 2013 sales compensation planning. We are talking to your peer HR and Sales leaders about Lead Generation and Sales Compensation. Call to Action.

Compensation 267

Compensation Hiring Marketing Trade Show 267

A Sales Guy

DECEMBER 10, 2012

It’s easy to become too focused on the 4th quarter and lose sight of what needs to get done to be successful in 2013. . To help break the cycle and get you focused on 2013, I’ve created the 2013 Sales Plan Development Toolkit with my friend and sales genius Townsend Wardlaw. Planning tools and support.

Tools 107

Tools eBook Resources How To 107

Score More Sales

FEBRUARY 4, 2015

Every sales leader is told, “buy this sales enablement tool – it will help you so much.” But sometimes these tools hinder our success. For example take Salesforce.com which is the predominant CRM tool sales teams use. For example take Salesforce.com which is the predominant CRM tool sales teams use. Expand Your Pipeline.

Sales Enablement 120

Sales Enablement Merkle Tools Ideal Customer Profile 120

A Sales Guy

NOVEMBER 27, 2012

Any sales organization that has not embraced a content marketing strategy for lead generation in 2013 is not doing its job and the leaders should be let go. Too many tools exist today that allow organizations to create a continuos supply of warm leads. Relying on a flawed strategy in 2013 is not an option. The worm has turned.

Sales Qualified Lead 112

Sales Qualified Lead Leads Marketing Qualified Lead Hiring 112

Score More Sales

MARCH 26, 2013

Mid-sized companies need better tools to help understand what customers need and want. Instead of throwing a new tool on them, start with cross-functional meetings to discuss what you need and how it will work. Mid-sized companies also need better ways to help the sales team capitalize on potential and actual sales opportunities.

CRM 235

CRM Guidelines Compensation Outbound 235

SBI

DECEMBER 11, 2012

Do you want to accomplish more in 2013? If you want 2013 to be better–in whatever way you define that to be–you will need to take charge of change. There are lots of sales tools to help you. There are lots of sales tools! We’ll each be recommending 6 sales tools for B2B sellers. Do you want to do more?

Webinar Metrics 125

Webinar Metrics Guarantee Referrals Sales Tools 125

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. In fact, I am convinced that the most successful sales people in 2013 will begin to think as much as a marketer as they do a sales person. Please note that my Top Sales Books to Read in 2013 does not include any of the “classics” in sales. And win more orders in less time.

Face-to-face 132

Face-to-face Top of Funnel Call-back Sales 132

SBI

DECEMBER 18, 2013

You can tell they truly enjoy the opportunity to recognize people, resources and tools that advance our industry in one way or another. In all, there were 16 categories that honored thought-leaders; books, blogs and articles; software tools; and useful resources. And Smart Selling Tools itself was nominated in several categories.

Quota 135

Quota CRM SAP Forecasting 135

Sales 2.0

DECEMBER 19, 2023

“Her” is a 2013 film about a lonely writer named Theodore Twombly, portrayed by Joaquin Phoenix, who develops a romantic relationship with an AI on his phone named Samantha, (voiced by Scarlett Johansson). It was pretty challenging for Joaquin Phoenix in 2013. The fact is AI does not care.

Film 150

Film Lead Rank Intent ACT 150

SBI Growth

OCTOBER 25, 2012

Register for our research tour here to get this tool). Below is a sample of the actual worksheet we gave to sales reps. The worksheet categories need to be targeted to the industry and sales role. This is critical to the success of the study. This company identified some major time sink areas. Customer Issue Resolution.

Hiring 310

Hiring Travel Territories Face-to-face 310

HeavyHitter Sales

FEBRUARY 23, 2013

Based upon my experience, here’s my list of the best companies to sell for in 2013. Cadence Design Systems  www.cadence.com – 2012 was a big year for Cadence with revenues growing to $1.326 billion… 2013 promises to be even better. 

Company 152

Company Analytics Enterprise Enterprise 152