SBI Growth

OCTOBER 4, 2013

To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. The review presents findings from SBI’s market research in 2013. Gain access to guides and tools to help you make the number in 2014. Market Growth: Often the basis of quota-setting for rapidly growing markets or products.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

SBI Growth

JANUARY 18, 2013

This post includes one tool to think more strategically about a part of the business. 2014 and Beyond. It is to align the talent to where the market will be in 2014. The tool shown below shows a quick assessment of Return on Investment. The SBI website abounds in insights and tools that can expand your relevance.

Compensation 292

Compensation Retention Ideal Customer Profile Territories 292

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

Additional suggestions to stress test your 2014 sales plan. Why Your ‘A’ Players are In High Demand in 2014. Companies are investing in growth for 2014. Social tools have given reps unprecedented access to answer the question “is the grass greener somewhere else?” You want to avoid putting your best in the job market.

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. 1) Sales / Marketing Budget Spend Shifts. Examine the overall sales/marketing budget spend left for 2013. It’s possible you need to dip into your 2014 budget as well. However, if you execute, this budget reallocation will pay off in spades during 2014.

Salary 267

Salary Epiphany Top of Funnel Revelation 267

SBI Growth

JULY 25, 2013

Have you started thinking about 2014? The best-in-class marketing leaders have already started planning for next year. They follow an annual planning process that starts in July with a Marketing Productivity Benchmark. A productivity benchmark assesses the marketing organization’s capabilities – its strengths and weaknesses.

Outsourcing Services 257

Outsourcing Services Lead Rank Buyer Persona Lead Scoring 257

SBI Growth

JULY 21, 2013

Sales forces lack buyer-centered tools for success. When will Sales catch up with Marketing? This blog is focused on the transformation of Sales to incorporate buyer-centered tools. CMO’s can help sales make the number in 2014. Marketing Leaders Guide the Way. Marketing Leaders Guide the Way.

Top of Funnel 335

Top of Funnel Marketing Decision Maker Infusion 335

SBI Growth

MARCH 26, 2013

In a recent post , we talked about are you Mr. CMO or VP of Marketing keeping pace with the market. These are the questions we hear most often in marketing organizations. Let’s assume for today’s conversation you have the performance conditions for a level 5 marketing organization. Do I have the right team? How do I know?

Marketing 285

Marketing Scale Analysis Sales Qualified Lead 285

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

AUGUST 1, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute." The market has dictated. Let the Scorecard tool do the math delivering an overall customer priority score. If you’re below revenue target, budgets get squeezed, programs scrapped and hiring frozen.

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

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. But it’s only a tool. Marketers sometimes see automation as a silver bullet.

Marketing 266

Marketing Strategy Eloqua Marketo 266

Score More Sales

DECEMBER 23, 2013

CRM: Your CRM system will have to do’s for you (assuming you are setting next actions in your CRM system) – if not, START THIS in 2014. Inbound: Your inbound marketing program, if you use one, will offer you insight as well. The post 9 Steps to Boost Sales in 2014 Part 2 Planning appeared first on Score More Sales.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

SBI Growth

AUGUST 3, 2013

She’s a Marketing VP at a B2B logistics company. The former leader never fully supported or appreciated Kathy’s marketing team efforts. The sales force neglected to utilize marketing developed sales support materials. The sales force neglected to utilize marketing developed sales support materials. Meet Kathy.

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. In 2014, communicating with buyers is easier and quicker than ever.

Top of Funnel 326

Top of Funnel Sales Qualified Lead Ideal Customer Profile Referrals 326

SBI

DECEMBER 29, 2014

2015 looks to be the most exciting year yet for sales and marketing solutions and for those who seek to improve their revenue. 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14. They’ll all be participating in this year’s Dreamforce 2014 event at the Moscone Center in San Francisco.

InsideView 127

InsideView Tools Decision Maker Twitter 127

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 Targets Demand Generation 321

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 10, 2013

Perhaps you implemented a new CRM, Marketing Automation or Enterprise based social network. You would leverage; buyer personas, buyer process maps, a custom sales process, assign the right people and build a marketing campaign. Participate and learn what top companies are doing to make the number in 2014.

Decision Maker 320

Decision Maker Buyer Persona Trends Buyer 320

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. Discover the best way to make your 2014 number. Become world class and make your number in 2014. Sometimes shifts in the market dictate that your team needs to grow.

Hiring 292

Hiring Follow-up Top of Funnel Analysis 292

SBI Growth

OCTOBER 29, 2013

Couple that with preparing for 2014 and you are maxed out. Schedule a review of your 2014 plan at your office here. The implications of you not being deeply engaged in 2014 planning are many: Bad Earnings — You get an unfair number. How You Avoid Losing the 2014 Battle. This tool will get you going in under a week. #2

Territories 308

Territories Compensation Buyer Google 308

SBI Growth

NOVEMBER 28, 2013

With it, you identify areas to improve so your team can make 2014’s number. Had Herb used the tool, he could have better supported Sales. The tool has 9 clickable boxes – each brings you to an explanation. It will also provide steps to undertake for making 2014’s number. What to do for 2014? What to do for 2014?

Lead Rank 275

Lead Rank Lead Scoring Sales Leadership Proposal 275

SBI Growth

AUGUST 24, 2013

Your Reach on LinkedIn will be one of your best sales assets in 2014. LinkedIn Profiles, Reach & Referrals is how you make your number in 2014. What else can you do to make the number in 2014? Download a Tagging Tool Here ) This is a LinkedIn feature that I can’t stress enough. How do I know? e-mail open rates.

LinkedIn 310

LinkedIn Buyer Persona Referrals Networking 310

SBI Growth

OCTOBER 12, 2013

Most companies are in the heart of their planning process for 2014. Today’s post provides recommendations for revising your approach for 2014. There’s solid evidence that your Marketing counterparts are responding. 58% have increased their content marketing budget. Get LinkedIn upgrades. Build the personas into your CRM.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI Growth

SEPTEMBER 28, 2013

Get your copy by siging up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute ". 69% of the population says it enhances the company’s market credibility. This is why LinkedIn is a powerful tool to keep things professional and authentic. Lack of Presence. Attracting Customers.

Decision Maker 328

Decision Maker How To Ideal Customer Profile Social Media 328

SBI Growth

OCTOBER 6, 2013

This post is for Sales and HR Leaders planning 2014 Sales Compensation. Knowing these complaints, you can build your 2014 plan to avoid them. To get this tool, sign-up here. This also gets you access to SBI’s Annual Sales & Marketing Research. Things like market shifts, new product roadmaps, acquisitions, etc.

Compensation 293

Compensation Territories Incentives Incentive 293

SBI Growth

AUGUST 8, 2013

Download the Marketing Team Ride-Along Best Practices Toolkit to transform your marketing team. Why Marketing Leaders Should Take Notice. What is a Marketing Ride-Along? Marketing leaders can borrow sales brilliance by incorporating the sales field ‘ride-alongs’ approach. The New Marketing ‘Ride-along’.

Marketing 282

Marketing Coaching Report Salary 282

SBI Growth

OCTOBER 21, 2013

As you plan for 2014, are you investing enough in both? Your people will need new capabilities to thrive in a changing market. Reps must have the tools and support to win the big deals. Performance culture is studied in depth in our 2014 Research Tour. Performance culture is studied in depth in our 2014 Research Tour.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SBI Growth

OCTOBER 16, 2013

As CEO, you have developed a strong corporate strategy for 2014. How to Make Your Number in 2014: A Sales Strategy You Can Execute ". You can also download the “ Top 25 Sales Leader Competencies ” tool. Intense Competition - Increased commoditization driven by old and new rivals in the market place. Resources are wasted.

Hiring 316

Hiring Social Media Decision Maker Face-to-face 316

SBI Growth

SEPTEMBER 4, 2013

Your marketing strategy is not just about making the number this year. Great CMO’s set a strategy to make the number in 2014 and beyond. As the CMO you’ve done everything you can without the use of marketing automation. You now have the support of the CEO to modernize the marketing organization. Why would they?

Hiring 303

Hiring Sales Qualified Lead Lead Rank Lead Scoring 303

SBI Growth

JULY 19, 2013

In terms of budgeting you have one thing to look forward to: “How much will the number grow for 2014?”. Behind Your Number – You, on the other hand, have two things to think about: “How much will the number grow for 2014? Either way, your 2014 number will outpace 2013. They know that the market is moving at warp speed.

Guarantee 296

Guarantee Exercises Follow-up LinkedIn 296

No More Cold Calling

NOVEMBER 21, 2013

You can’t depend on your marketing department to generate real leads. Do you really think marketing can qualify your leads? If so, you can forget about exceeding quota in 2014. You can probably guess what the vice president of sales told his team: Just ignore all leads from marketing, because they suck.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

SBI Growth

JANUARY 4, 2014

Sales leaders have their goals for 2014. This post is for Sales Leaders to plan for success in 2014 and beyond. The Sales Leader 2014 Planner helps with the “first 4 hours”. The 2014 Plan has 3 times that are particularly busy. Starting a Sales and Marketing Productivity Benchmark. Here’s how to use the tool: 1.

Hiring 280

Hiring Face-to-face Energy Call-back 280

SBI Growth

AUGUST 13, 2013

Or sales recruiting to staff a new go-to-market channel. This post will help you answer this question – and it includes the tool “SFE Funds Finder”. And if marketing-related sales issues are being fixed, Marketing foots the bill. You’ll get not only this tool, but a whole package of SFE improvement tools.

Hiring 288

Hiring Incentive Incentives Benefit 288

SBI

AUGUST 28, 2014

Want to accelerate your revenue marketing with tools that let you identify, prioritize and nurture leads? Perhaps you want tools that deliver rich content that lets you convert more prospects into leads and leads into opportunities. You’ll find them and more in our new Top Marketing Tools of 2014 guide.

Tools 137

Tools Sales Tools B2B Media 137

SBI Growth

JULY 23, 2013

Marketing worries about the brand’s consistency. Sign up for the onsite session for your leadership team: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Both the session and the tool focus on driving revenue through: Persuading the entire leadership team to take action. They are cold calling daily.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

SBI Growth

NOVEMBER 2, 2013

A key challenge for every marketing team is producing quality content. The solution is to create an internal content marketing capability. Those who have tried to implement internal content marketing have run into roadblocks. Your internal marketing team will rebel against writing their own content. I’m not a writer”. “I

Lead Rank 312

Lead Rank Lead Scoring Airlines How To 312

SBI Growth

OCTOBER 25, 2013

To learn what the best sales leaders are doing to prep for 2014, sign up for SBI’s Annual Research Session. The market will be flooded with ‘C’ players. Prevent Thrashing – provide him with the tools necessary to prioritize, sequence and execute on strategic initiatives. This includes a number of free tools and templates.

Hiring 303

Hiring How To eBook Follow-up 303