Steven Rosen

JUNE 1, 2014

Top Sales & Marketing Influencers. For the second year running, I was honoured to have made the list of The Top Sales & Marketing Influencers. . And not least, a commitment to continually advancing selling and marketing practices. I am humbled to be in such great company. ” Steven A. Rosen, MBA.

Influencer 298

Influencer Marketing Social Media eBook 298

SBI Growth

OCTOBER 4, 2013

This blog addresses how sales reps can ensure their quota is realistic and attainable. Many sales reps are forced to accept a quota that is neither. Over 65% of Sales Goals are driven by Executive and Corporate expectations. If their projections are unrealistic, so are the sales reps’ quotas. Bottom-Up Quota Setting.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

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. 2014 and Beyond. Recruiting is critical.

Compensation 292

Compensation Retention Ideal Customer Profile Territories 292

SBI Growth

SEPTEMBER 22, 2013

You’re completing 2013 and building your marketing strategy for 2014. Perhaps you’re beginning to roll out marketing automation or some form of company-wide communication program. Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. Product Marketing.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

SBI Growth

OCTOBER 14, 2013

The annual CMI/MarketingProfs B2B Content Marketing Benchmarks study validates the move toward Content Marketing. Marketing leaders understand that content marketing is King. We are seeing marketing budgets increasing the content development line item. What is the Internal Content Marketing Offering?

Demand Generation Agencies 316

Demand Generation Agencies Marketing How To Face-to-face 316

SBI Growth

SEPTEMBER 5, 2013

‘A’ player sales reps are a unique breed. To clarify an ''A'' player is a sales rep who consistently performs in the top 10% of production and exhibits model behavior. As a VP of Sales, you pride yourself on taking care of your best. During the research for this event , SBI heard from over 2,200 ‘A’ Player Sales Reps.

Social Selling 300

Social Selling Ideal Customer Profile Maximizer Segment 300

SBI Growth

JULY 1, 2013

You see visions of making your 2013 and 2014 sales number. If you’re like most VP-Sales, this is money you most likely don’t have. If you’re like most VP-Sales, this is money you most likely don’t have. If you want to survive as VP-Sales, these projects must get off the ground. 2) Rethink Sales Team Head Count.

Salary 267

Salary Epiphany Top of Funnel Revelation 267

SBI Growth

JULY 21, 2013

The sales field is suffering. Sales forces lack buyer-centered tools for success. When will Sales catch up with Marketing? Sales field alignment with the modern day buyer requires more than lip service. This blog is focused on the transformation of Sales to incorporate buyer-centered tools.

Top of Funnel 335

Top of Funnel Marketing Decision Maker Infusion 335

The Pipeline

JANUARY 2, 2014

As the first post of the years, I thought I would set the tone for the blog and hopefully sales in 2014. Let’s start by setting straight some unadulterated s**t that has made its way into main stream sales over the last few years. A cute marketing term that elevated the noise created by Sales 2.0, Big difference.

Demand Generation 295

Demand Generation Demand Generation Targets Sales Cycle Comparison 295

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. If you look back on content marketing, you’ll come across examples that predate the Internet. The Pipeline Guest Post - Megan Totka

Marketing 276

Marketing Small Business Small Business Survey 276

Score More Sales

DECEMBER 16, 2013

This brings up the first issue you need to think about in 2014 – are you and your company in all the right places online so that potential buyers will find you? People often say that this makes their market too small – instead it helps create clarity and someone will remember those who specialize in this space. Close More Deals.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

SBI Growth

SEPTEMBER 11, 2014

As you look back on 2014, did your marketing team accomplish their goals? Did your team provide enough leads for your sales leader? Lead Generation CMO Resources CMO Marketing Strategy' This is the time of year leaders begin to plan for 2015. As you review your performance, and contemplate next year, you have two choices.

Leads 306

Leads Marketing Qualified Lead Strategy Marketing 306

SBI Growth

AUGUST 3, 2013

She’s a Marketing VP at a B2B logistics company. The CEO just introduced her to the new sales leader. The last VP of Sales got canned at the end of Q2. Kathy had done everything she could to support the sales team. The former leader never fully supported or appreciated Kathy’s marketing team efforts.

Meeting 303

Meeting Top of Funnel Marketing Lead Gen 303

SBI Growth

OCTOBER 3, 2013

Planning for 2014 requires a fresh look at the metrics that will determine success. As noted by my colleague Vince Koehler, Marketing has adopted new capabilities. These capabilities force Marketing to transition to new metrics for determining effectiveness. Similarly, sales reps and managers require a new set of capabilities.

Top of Funnel 326

Top of Funnel Sales Qualified Lead Ideal Customer Profile Referrals 326

No More Cold Calling

DECEMBER 23, 2014

Phillip Twyford, director of sales and marketing for Tico Mail Works, had the exact same realization, which he outlines in this week’s guest post. I first started in marketing in 1987. I was 16 years old and working in Arnotts department store as a sales assistant. Nothing replaces the power of an in-person connection.

Face-to-face 276

Face-to-face Social Media Facebook Film 276

Sales and Marketing Management

JULY 22, 2014

Issue Date: 2014-07-23. Teaser: SnapRetail, a marketing automation solution provider for independent store owners, struggled with what many companies face – a sales and marketing disconnect. Read about the fix.

Case Study 250

Case Study Study Lead Nurturing Face-to-face 250

SBI Growth

AUGUST 15, 2013

Organizations that have achieved real sales and marketing alignment are as rare as unicorns. This is the time of year when leaders start mapping out 2014. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” sales cycle duration. This wasn’t easy.

Top of Funnel 282

Top of Funnel Marketing Lead Generation Face-to-face 282

Pointclear

FEBRUARY 27, 2014

We are republishing this blog by Ruth Stevens (originally run January 29, 2014) because she hits the nail on the head about marketing automation. In the opening paragraph she states: “Marketers sometimes see automation as a silver bullet. Marketing automation doesn’t identify your best target audiences. This worries me.

Marketing 266

Marketing Strategy Eloqua Marketo 266

SBI Growth

OCTOBER 10, 2013

Let’s recap the time you have sucked out of the sales rep’s day. Perhaps you implemented a new CRM, Marketing Automation or Enterprise based social network. The goal is improved efficiency and sales rep effectiveness. You’re trying to help but you’re killing the sales teams’ selling time in the process.

Decision Maker 320

Decision Maker Buyer Persona Trends Buyer 320

SBI Growth

OCTOBER 16, 2013

As CEO, you have developed a strong corporate strategy for 2014. Your corporate strategy has to align with your sales strategy. This post is about the key competencies your sales leader needs to possess. How to Make Your Number in 2014: A Sales Strategy You Can Execute ". What is causing the change?

Hiring 316

Hiring Social Media Decision Maker Face-to-face 316

SBI Growth

OCTOBER 19, 2013

This is a major weakness heading into 2014. The pressure to provide marketing contribution to the funnel is greater than ever. The specialist roles involved in executing world class B2B marketing in 2014 is complex. Moving into 2014 with a vacuum in this capability is Death. It’s anyone’s job but theirs.

Demand Generation Agencies 321

Demand Generation Agencies Outsourcing Services Demand Generation Demand Generation Targets 321

The Pipeline

SEPTEMBER 3, 2014

We are about to enter the silly season in sales, the run up to the end of the year. As a sales professional what you need is practical and executable inputs that will help you close the year strong, and set yourself up for a profitable 2015. Put it in your calendar now: Thursday, September 11th, 2014 2:00 pm Eastern.

Top of Funnel 306

Top of Funnel Closing Guarantee Funnel 306

SBI Growth

OCTOBER 29, 2013

There is nothing more stressful than Q4 for a VP of Sales. Couple that with preparing for 2014 and you are maxed out. Schedule a review of your 2014 plan at your office here. We will use Sales Leader’s Q4 Critical Path Guide. Your Talent — How to improve your sales manager’s performance. The Love and Hate of Q4.

Territories 308

Territories Compensation Buyer Google 308

SBI Growth

NOVEMBER 28, 2013

It looks like Sales is going to miss the number this year. This post is for all who are involved in Sales making the number. Especially, it is for HR Business Partners to Sales. Ask Herb who was the HR Business Partner to Sales at a large technology firm. He provided no value to Sales leadership. Possible faults?

Lead Rank 275

Lead Rank Lead Scoring Sales Leadership Proposal 275

Sales and Marketing Management

OCTOBER 27, 2014

Issue Date: 2014-10-27. Author: Amit Khanna, President of Small and Medium Business, SalesGenie. Teaser: In an era when statistics show that as much as 60% of a purchasing decision has been made before companies even realize that a buyer is a prospect, are salespeople even relevant?

SalesGenie 280

SalesGenie Marketing Buyer Prospecting 280

SBI Growth

JANUARY 4, 2014

Sales leaders have their goals for 2014. Reaction alone is a poison that slowly kills sales leaders. This post is for Sales Leaders to plan for success in 2014 and beyond. HR and Sales Ops leaders are called on to help enact the plan – and remind Sales leaders of the plan. It has to start with a plan.

Hiring 280

Hiring Face-to-face Energy Call-back 280

Sales and Marketing Management

MARCH 30, 2014

Issue Date: 2014-03-31. Author: Joe Boissy, Chief Marketing Officer, Vendavo. Teaser: B2B sales will always demand a certain level of art and emotional intelligence. The same can be said for B2C sales. But it is possible to take the guess work out of B2B sales. The same can be said for B2C sales.

B2B 296

B2B B2C Retail Data 296

SBI Growth

JULY 30, 2013

Changes in marketing organizations today are accelerating at a greater pace than ever before. This is the time of year when Marketing leaders start mapping out 2014 changes. Making the Number in 2014 starts now. Are your marketing campaigns generating the desired return on marketing spend? Background.

Lead Rank 325

Lead Rank Penetration Collateral Analytics 325

SBI Growth

OCTOBER 12, 2013

Most companies are in the heart of their planning process for 2014. Has your Sales Ops planning kept up with the new realities? Today’s post provides recommendations for revising your approach for 2014. By doing so, you''ll also get the Sales Ops Planning Evolution Guide. 58% have increased their content marketing budget.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI Growth

OCTOBER 6, 2013

This post is for Sales and HR Leaders planning 2014 Sales Compensation. It provides a number of common Sales Compensation complaints. Knowing these complaints, you can build your 2014 plan to avoid them. Something you’ll need to go with this post is the Sales Compensation Complaint Checker.

Compensation 293

Compensation Territories Incentive Incentives 293

Sales and Marketing Management

JULY 28, 2014

Issue Date: 2014-07-28. Teaser: It’s a far too common scenario: You build the capability of your marketing department by hiring agency support, but then find yourself buckling under the weight of managing the agency. Author: Nick Herinckx. Aren’t agencies supposed to take things off of your plate? read more'

Marketing 246

Marketing 246

SBI Growth

AUGUST 13, 2013

Remaining effective as a sales force means continuous improvement. This might be a new buyer-aligned sales process. Or sales recruiting to staff a new go-to-market channel. Whatever the Sales Force Effectiveness (SFE) improvement, it will require funds to get it implemented. Or a redesigned compensation plan.

Hiring 288

Hiring Incentives Incentive Benefit 288

Sales and Marketing Management

NOVEMBER 3, 2014

Issue Date: 2014-11-03. Teaser: In the midst of a pressure-packed fourth quarter, it can be easy to forget the little things that make a difference between closing a sale and walking away empty-handed. Author: Todd Lenhart, president, SNI. read more'

Closing 309

Closing Sales 309

SBI Growth

NOVEMBER 15, 2013

Your world-class marketing machine is not delivering the return on the investment. The marketing lead conversion rate is not even close to a 30% revenue contribution. If you are like most CMOs, here’s the problem: You’re way ahead of Sales. The competencies required by Sales for Marketing to be successful are just not there.

Sales Qualified Lead 312

Sales Qualified Lead Ideal Customer Profile Referrals Incentives 312

Sales and Marketing Management

AUGUST 3, 2014

Issue Date: 2014-07-01. Author: Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions, Inc. Teaser: A picture is worth 1,000 words, and studies prove that some pictures are more memorable - and more impactful - than others. read more'

Study 331

Study Strategy Marketing 331

SBI Growth

SEPTEMBER 20, 2013

The top sales executive in every organization faces the same problem: spin. Learning the truth is critical for your sales strategy. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Sales Rep Survey. Sales Management Survey. Customer Interviews.

Hiring 310

Hiring How To Face-to-face Survey 310

SBI Growth

OCTOBER 17, 2013

With 2014 on the horizon, new sales targets will soon be set. Your 2014 number will inform decisions about the makeup of your team next year. Many sales leaders think an increase in revenue targets translates to an increase in headcount. Learn how to achieve this with the Sales Rep Productivity Guide.

Hiring 292

Hiring Follow-up Top of Funnel Analysis 292