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 Incentives Incentive 253

SBI Growth

OCTOBER 11, 2012

Sales teams are getting their 2013 numbers. 2013 results will uncover some long-hidden flaws in the sales force. Have them train the rest of your team on this topic. 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. Register here.

Quota 257

Quota Compensation Commission Margin 257

SBI Growth

DECEMBER 15, 2012

At this point in the year, you are prepping for SKO 2013. Product Training sessions are conducted. 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?

Compensation 244

Compensation Follow-up Up-Sell Maximizer 244

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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

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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 Scoring Lead Rank Survey 241

SBI Growth

AUGUST 10, 2013

I was lucky enough to be introduced to a sales team’s top performer for 2013. Training dollars are being misallocated. Her sales manager knew her potential and sent her to a weeklong sales training. The Need-Payoff that she had been trained on was thrown out the window. A 4 day training at corporate. The Old Model.

Training 293

Training Top of Funnel Hiring Hotels 293

Fill the Funnel

AUGUST 29, 2013

This marks the fourth year that I have done my 30 Tools in 30 Days campaign in September. It is back again this year with a new crop of web tools to help anyone involved in sales, marketing or growing a business. There is something for everyone, and I promise, there will be tools that you might have been wishing for but could not find.

Tools 113

Tools eBook Top of Funnel Funnel 113

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 Growth

AUGUST 23, 2012

Here it comes, the 2013 budgeting process. On top of finishing out 2012, you need to determine which Sales Strategy initiatives to prioritize in order to make the 2013 number. Get a copy of my 5 Step Sales Strategy Decision Tool here to give you the answers you’re looking for in the shortest amount of time. You still have time.

Strategy 293

Strategy Analysis Quota Resources 293

Keith Rosen

OCTOBER 24, 2013

Keith Rosen’s company, Profit Builders, was named one of Selling Power’s Top 20 Training Companies for 2013. I’m truly honored to have my company named to Selling Power’s Top 20 Training Companies list for the 3rd year in a row. 5) strength of client satisfaction. About Profit Builders. About Keith Rosen.

Company 119

Company Training Sales Coaching Coaching 119

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. Social Selling training budgets increased 48% in 2013. LinkedIn is by far the #1 tool for social selling. The best marketing leaders are working hard to enable reps to maximize this tool. LinkedIn is far and away the most effective tool for social selling.

Social Selling 321

Social Selling Top of Funnel Ideal Customer Profile Marketing 321

SBI Growth

SEPTEMBER 16, 2013

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?” This article will provide you with insights and strategies for still making the number in 2013. 5 Keys to Closing Strong in 2013.

Pipeline 306

Pipeline ACT Competition Top of Funnel 306

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

MARCH 22, 2013

This tool is perfect for HR Business Partners who serve the Sales function. Taking the “easy” route, they decided to do Sales Process and Rep training first. Unfortunately, the implementation failed because the SMs were not trained on change management. Current front-line SMs needs wide training to do their job effectively.

How To 312

How To Sales Leadership Exercises Proposal 312

SBI Growth

NOVEMBER 14, 2012

Go to your manger and get the training / coaching that you need and deserve. You’re at a point in the year where you are discussing 2013. Employ the old Give-Get strategy to negotiate more coaching, training and metric-based analytics. Build those skills by utilizing the tools around you. How do you achieve this?

Ideal Customer Profile 300

Ideal Customer Profile Lead Scoring Lead Rank Analysis 300

Understanding the Sales Force

SEPTEMBER 9, 2013

There are categories of sales tools and CRM applications where none existed a few years ago. Companies are spending more money on sales force evaluations, sales training, consulting, sales leadership development, sales process, infrastructure and sales recruiting services than 5 years ago. What do you think?

Sales Management 288

Sales Management Hiring Compensation Trends 288

SBI Growth

MARCH 17, 2013

An athlete trains to make it to the pros, yet must continue to train to remain. To hit your number for 2013 you may need to evolve. Crush Your Number in 2013. Download this tool here to help you. To get to the position of CMO or VP of Marketing, you are a top talent. Marketing as a skill is no different.

Marketing 314

Marketing Social Media Lead Generation Campaigns 314

Steven Rosen

NOVEMBER 15, 2012

To achieve better results and retain top sales talent, Rosen advises investing resources into the proper training, support and coaching of sales managers instead. This book helps the overworked and often under trained sales manager make immediate changes that will help their team achieve better sales.”.

Hiring 296

Hiring Pivotal Sales Talent Small Business 296

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.  Other Steve W.

Company 152

Company Analytics Enterprise Enterprise 152

SBI Growth

DECEMBER 22, 2013

People get disappointed with sales training events. They satisfy a box checking exercise around providing training. Of all the new capabilities leaders could drive, here were seven that stood out in 2013. If you use the wrong tool for measurement, eventually you end up in the wrong place. They make the number.

Scale 282

Scale Compensation Exercises Follow-up 282

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 Growth

JULY 23, 2013

By participating, you will get our Social Selling Cheat Sheet to handle 2013’s Top Misconceptions of Social Selling. Both the session and the tool focus on driving revenue through: Persuading the entire leadership team to take action. Social Selling is not simply a tool for driving increased revenue, though.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

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. A tool like DiscoverOrg contains direct-dial phone numbers, verified email addresses – for only decision-makers, not mom-and-pop shops.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

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MARCH 18, 2014

The big change now is the tools and technology. 10 tools and technologies to be most helpful. As long as I can remember, selling has ALWAYS been social. We have always had to communicate with potential buyers, ask for referrals, work trade shows, and advertise / market for new business. The basics that are often overlooked.

Trade Show 250

Trade Show Ideal Customer Profile Lead Scoring Lead Rank 250

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JULY 11, 2013

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. If you would like more on this, visit our recent Inside Sales Power Tip on Listening. Image credit: peshkova / 123RF Stock Photo.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Scoring Lead Rank 309

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FEBRUARY 17, 2014

Today there are powerhouse tools for sales intelligence for you to use such as DiscoverOrg , iSell , InsideView , LinkedIn , SalesLoft , Data.com , Radius , and many, many more. These tools have never been easier to use – they do cost money (in most cases above, although some have free versions).

Cold Calling 277

Cold Calling InsideView Lead Scoring Lead Rank 277

SBI Growth

OCTOBER 4, 2012

Download this tool to figure out if you are approaching problematic projects the right way. Get a copy of the tool for free at this event. For example, use the money that was allocated for employee training or continuing education to bring on a sales consultant that will complete the job alongside your sales team.

Sales Qualified Lead 267

Sales Qualified Lead Hiring Face-to-face Territories 267

SBI Growth

DECEMBER 3, 2013

You rolled out 2013’s initiative at sales kickoff. It was done via event based training. Because you believe you have capable people, you delivered the training. During the training, everybody nods. During the training, everybody nods. The CEO was asking him “did the training work?” Problem 1—Poor Roll Out.

Groups 297

Groups Follow-up SalesForce Training 297

Fill the Funnel

JULY 2, 2013

Small business owners have learned the power of web tools. The economy was approaching chaos status, social media was beginning to gain some traction with business, and inside sales was starting to become more than just a training ground for the outside sales team. Questions: Are you using more web tools in your business activity?

Small Business 124

Small Business Small Business Tools Social Media 124

SBI Growth

JANUARY 22, 2013

B2B CMO’s are being asked to increase the impact of customer acquisition in 2013. Download the Demand Generation team assessment tool here. Staff are trained/experienced to perform this capability. Staff have limited training, or little to no experience. Staff does not have training or experience.

Demand Generation Targets 322

Demand Generation Targets Demand Generation Customer Marketing 322

The Sales Hunter

JULY 30, 2013

Make a commitment to use the tools you have, and that includes your CRM system. Copyright 2013, Mark Hunter “The Sales Hunter.” Copyright 2013, Mark Hunter “The Sales Hunter.” When you make the commitment to use it, also designate a time to do it. ” Sales Motivation Blog.

CRM 261

CRM Cold Calling Consultative Selling Customer Service 261

SBI Growth

SEPTEMBER 5, 2012

Training or Individual Development Plans that go unfinished or without progress. Using the same sources outlined in point 1 above, look at the following: Determine the Sales Management Effort Score from this tool – which looks at items like those listed in the bullets under point 1 and other factors. Author: Steve Loftness.

Sales Talent 288

Sales Talent Hiring Lead Scoring Lead Rank 288

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JANUARY 24, 2014

I use a notepad at my desk, a notebook with me, and the digital app, Evernote to be my tools. Post you might find of interest: CRM is the Tool and Sales Follow-Up is Key. You need a safe “container” to keep everything. Anything hand-written has to be scanned or re-entered, so am trying not to do that much anymore.

Ideal Customer Profile 236

Ideal Customer Profile Lead Scoring Lead Rank Outbound 236

SBI Growth

FEBRUARY 6, 2013

The title is “ Make the Number in 2013 ” and he comes unglued: “The number. Before that I spent a small fortune on sales training. With a simple tool, a slingshot, he toppled the giant Goliath. Six vendors are going to get 90% of the dollars in 2013. My phone tells me it is time to meet the CEO. I knock on door 1107.

Banking 288

Banking Software Software Competition 288

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. There are some ‘B’ Players who have already tapped out and won’t contribute more than they did in 2013. Build out a plan for training them and turning them into ‘A’ Players ASAP. Your thoughts should now turn to 2014. How will you attack the New Year with confidence?

Territories 300

Territories Scale Guidelines Groups 300

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AUGUST 26, 2013

Last week at Inbound 2013 I had the pleasure to meet up with Kyle Porter, CEO and Founder of SalesLoft. Feedback on tools (as a comment on the blog) is extremely helpful to others. As I have mentioned in previous posts, I have always had an upgraded LinkedIn account – as a seller, it always has made sense to.

Inside Sales 217

Inside Sales Lead Scoring Lead Rank Leads 217

SBI Growth

JULY 22, 2013

You have to make the rest of 2013 with the sales heads you have.” Training your sales team how to social sell will immediately improve your sales pipeline. This session will get you numerous productivity tools including the Hiring Freeze Survival Guide. Book a social selling training in three weeks. to your sales team.

Hiring 325

Hiring Top of Funnel How To Social Selling 325